Outreach has announced a new integration with SAP Sales Cloud. SAP using the Outreach platform internally, and the integration will now be available globally for other SAP customers to take advantage of.
SAP sales agents can now leverage the full Outreach platform from within their SAP environment. Users can perform Outreach tasks, manage prospecting activities, and operate within their existing SAP workflows.
Importantly, the integration means that users can remain within the SAP environment and take advantage of Outreach’s revenue ops capabilities without switching windows. The reduction in context switching increases agents’ efficiency and adoption. The Outreach solution enables the sales team to build a qualified pipeline, close deals faster, and coach reps effectively without leaving SAP Sales Cloud.
Utkarsh Bahadur, Global Head of GTM, Strategy and Operations, SAP, commented, “Together, Outreach and SAP equip sales teams to streamline engagement, boost productivity, and stay ahead of the curve with cutting-edge technology. The integration also signals a broader commitment to co-innovation and long-term value creation for joint global customers.”
With SAP itself using Outreach, sales executives can help drive sales with practical knowledge of how Outreach is driving sales within SAP using its AI-powered Sales Automation and Revenue Orchestration features. SAP also revealed some proof points of its Outreach usage. Using the integration, the SAP sales team have booked over 40,000 meetings, created 10,000 pipeline opportunities, and influenced over €1.5 billion in its pipeline.
Abhijit Mitra, Outreach CEO, commented, “The integration marks an important step forward in delivering AI revenue workflows for enterprise organizations. By bringing together deep revenue orchestration capabilities and enterprise-scale CRM infrastructure, the collaboration enables both companies to better support complex sales environments across industries and regions.”
Outreach joins the SAP PartnerEdge Build Program
Outreach also announced that it has joined the SAP PartnerEdge Build Program. That partnership gives it access to 400,000 SAP customers through its Outreach Workspace for SAP Sales Cloud on the SAP Store. The SAP Store offers over 3,000 enterprise solutions from both SAP and trusted partners such as Outreach.
Geert Leeman, Global Chief Revenue Officer of SAP Customer Experience, commented, “As a leader of SAP’s Intelligent CX suite of solutions with over 10k global customers, I needed to support growing revenue at scale. Partnering with Outreach enables us to drive more revenue and deliver exceptional customer experiences by leveraging an end-to-end AI sales solution across our revenue teams.”
Enterprise Times: What does this mean?
This is an important announcement for Outreach as it should deliver better access to SAP CX customers. However, the announcement says little about how the companies will work together to assist with sales and marketing efforts. Besides the listing on the SAP Store, will SAP add Outreach to its price list? Will SAP sales reps proactively push the Outreach platform?
However, if Outreach can demonstrate how its solution has improved SAP revenues and then publish case studies and stories of how customers leverage both solutions to drive revenue, then Outreach could benefit hugely.
Outreach last raised funding in June 2021, raising $200 million in a round led by Premji Invest and STEADFAST Capital Ventures. Existing investors, including Salesforce Ventures, also participated. Does this partnership also signal a shift in focus away from Salesforce, into which Outreach also integrates? Salesforce Sales Cloud and SAP Sales Cloud compete, and how Outreach will manage these relationships in the future will be interesting. If it launches another funding round, will SAP participate in the same way it did with another vendor partner, Icertis?
