Tenbound Research Labs | Sales Development Tools & Services | 2020

Thank you for your time in providing your insights for our initial Sales Development survey focused on the tools and services that help you and your teams excel.

We will use these results to share findings from Tenbound's audience to demonstrate which vendors are the most used, and what types of technology are most critical to your success.

Any feedback is welcomed (please use the form at the end of the survey), and we look forward to expanding our research program moving forward, covering a variety of topics and areas of interest to the rapidly growing world of Sales Development.

Please be assured that your personal information will not be shared without your consent, and all answers are confidential.

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* What is your business email address?

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* Which of the following best describes the principal industry of your organization?

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* What level best describes your role at your company?

Owner / President / CEO

VP / Senior Leadership

Director

Manager

Individual Contributor

Other (please specify)

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* What is the average deal size for your company?

Under $15,000

Between $15,000 and $29,999

Between $30,000 and $49,999

Between $50,000 and $74,999

Between $75,000 and $99,999

Between $100,000 and $150,000

Over $150,000

Unsure / Not willing to share

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* What is your company’s annual revenue?

Less than $100K

$100K to $499K

$500K to $999,999K

$1M to $4.9MM

$5MM to $9.9MM

$10MM to $49.9MM

$50MM to $99.9MM

$100MM to $499.9MM

$500MM to $999,999B

$1B or more

Unsure / Not willing to share

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* What department does your Sales Development fall under?

Sales

Marketing

Other (please specify)

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* What is the current headcount of your Sales Development team?

Total # of pure outbound reps

Total # of pure inbound reps

Total # of hybrid reps

Total # of outsourced / 3rd party reps

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* What is the ratio of SDRs to AEs at your organization (# of SDRs per AE)

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* What growth in your Sales Development team size do you expect in the next 12 months?

Increase significantly

Increase marginally

Stay about the same

Decrease marginally

Decrease significantly

Any insights you'd like to share?

Data, Prospecting, Research & Insights

This category of tools and services is designed to assist in your prospecting and research activities. For simplicity of categorization, we are combining all such tools that focus on searching for, providing, validating, cleaning, and enriching data on leads, accounts, intent, etc.

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* For this category, please note your experience with the following tools/vendors:

	Current customer	Used in the past	Aware of, but never used
6sense	6sense Current customer	6sense Used in the past	6sense Aware of, but never used
Crunchbase	Crunchbase Current customer	Crunchbase Used in the past	Crunchbase Aware of, but never used
D&B / Hoovers	D&B / Hoovers Current customer	D&B / Hoovers Used in the past	D&B / Hoovers Aware of, but never used
DataFox	DataFox Current customer	DataFox Used in the past	DataFox Aware of, but never used
Everstring	Everstring Current customer	Everstring Used in the past	Everstring Aware of, but never used
InsideView	InsideView Current customer	InsideView Used in the past	InsideView Aware of, but never used
Lead411	Lead411 Current customer	Lead411 Used in the past	Lead411 Aware of, but never used
LeadIQ	LeadIQ Current customer	LeadIQ Used in the past	LeadIQ Aware of, but never used
LinkedIn Sales Navigator	LinkedIn Sales Navigator Current customer	LinkedIn Sales Navigator Used in the past	LinkedIn Sales Navigator Aware of, but never used
Seamless AI	Seamless AI Current customer	Seamless AI Used in the past	Seamless AI Aware of, but never used
ZoomInfo / DiscoverOrg	ZoomInfo / DiscoverOrg Current customer	ZoomInfo / DiscoverOrg Used in the past	ZoomInfo / DiscoverOrg Aware of, but never used

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* If there are other tools / vendors in this category that you are a customer of (or think we should be tracking for the purposes of our study), please list them below:

CRM / Contact Management

As the backbone to almost any structured sales team, a CRM is typically the hub of all information related to your opportunities and sales. Although a few players have significant control of the market share, many new options have surfaced in the past few years providing unique feature sets and pricing options to help customers find a solution that best fits their needs and budget.

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* In this category, please note your experience with the following tools/vendors:

	Current customer	Used in the past	Aware of, but never used
Copper	Copper Current customer	Copper Used in the past	Copper Aware of, but never used
Hubspot	Hubspot Current customer	Hubspot Used in the past	Hubspot Aware of, but never used
Keap	Keap Current customer	Keap Used in the past	Keap Aware of, but never used
Microsoft Dynamics	Microsoft Dynamics Current customer	Microsoft Dynamics Used in the past	Microsoft Dynamics Aware of, but never used
Netsuite	Netsuite Current customer	Netsuite Used in the past	Netsuite Aware of, but never used
Odoo	Odoo Current customer	Odoo Used in the past	Odoo Aware of, but never used
Pipedrive	Pipedrive Current customer	Pipedrive Used in the past	Pipedrive Aware of, but never used
Sage	Sage Current customer	Sage Used in the past	Sage Aware of, but never used
Salesforce	Salesforce Current customer	Salesforce Used in the past	Salesforce Aware of, but never used
SugarCRM	SugarCRM Current customer	SugarCRM Used in the past	SugarCRM Aware of, but never used
Zendesk Sell	Zendesk Sell Current customer	Zendesk Sell Used in the past	Zendesk Sell Aware of, but never used
Zoho	Zoho Current customer	Zoho Used in the past	Zoho Aware of, but never used

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* If there are other tools / vendors in this category that you are a customer of (or think we should be tracking for the purposes of our study), please list them below:

Sales Engagement / Sales Automation / Auto-dialers

Likely the fastest growing category, sales engagement (and related) tools are becoming a favorite for Sales Development organizations through implementing cadences / sequences. These have drastically improved customer workflows while providing new levels of insights, analytics and data regarding your team's efforts.

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* In this category, please note your experience with the following tools/vendors:

	Current customer	Used in the past	Aware of, but never used
Aircall	Aircall Current customer	Aircall Used in the past	Aircall Aware of, but never used
Apollo	Apollo Current customer	Apollo Used in the past	Apollo Aware of, but never used
Connect Leader	Connect Leader Current customer	Connect Leader Used in the past	Connect Leader Aware of, but never used
ConnectAndSell	ConnectAndSell Current customer	ConnectAndSell Used in the past	ConnectAndSell Aware of, but never used
Frontspin	Frontspin Current customer	Frontspin Used in the past	Frontspin Aware of, but never used
Groove	Groove Current customer	Groove Used in the past	Groove Aware of, but never used
Monster Connect	Monster Connect Current customer	Monster Connect Used in the past	Monster Connect Aware of, but never used
Orum	Orum Current customer	Orum Used in the past	Orum Aware of, but never used
Outreach	Outreach Current customer	Outreach Used in the past	Outreach Aware of, but never used
PersistIQ	PersistIQ Current customer	PersistIQ Used in the past	PersistIQ Aware of, but never used
RingDNA	RingDNA Current customer	RingDNA Used in the past	RingDNA Aware of, but never used
Salesforce High Velocity	Salesforce High Velocity Current customer	Salesforce High Velocity Used in the past	Salesforce High Velocity Aware of, but never used
Salesloft	Salesloft Current customer	Salesloft Used in the past	Salesloft Aware of, but never used
VanillaSoft	VanillaSoft Current customer	VanillaSoft Used in the past	VanillaSoft Aware of, but never used
XANT (InsideSales)	XANT (InsideSales) Current customer	XANT (InsideSales) Used in the past	XANT (InsideSales) Aware of, but never used

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* If there are other tools / vendors in this category that you are a customer of (or think we should be tracking for the purposes of our study), please list them below:

Buyer enablement | Calendar automation & Chat bots

Various tools have sped up the sales process for Sales Development professionals and buyers alike. Through calendar automation, back and forth is decreased significantly in scheduling meetings/demos, and chat bots (whether automated or manual) have allowed prospects to get information rapidly while allowing a less obtrusive and lower pressure option for buyers to interact with.

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* In this category, please note your experience with the following tools/vendors:

	Current customer	Used in the past	Aware of, but never used
Calendly	Calendly Current customer	Calendly Used in the past	Calendly Aware of, but never used
Chilipiper	Chilipiper Current customer	Chilipiper Used in the past	Chilipiper Aware of, but never used
Drift	Drift Current customer	Drift Used in the past	Drift Aware of, but never used
Hubspot	Hubspot Current customer	Hubspot Used in the past	Hubspot Aware of, but never used
Intercom	Intercom Current customer	Intercom Used in the past	Intercom Aware of, but never used
Qualified	Qualified Current customer	Qualified Used in the past	Qualified Aware of, but never used
Schedule Once	Schedule Once Current customer	Schedule Once Used in the past	Schedule Once Aware of, but never used
Timetrade	Timetrade Current customer	Timetrade Used in the past	Timetrade Aware of, but never used

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* If there are other tools / vendors in this category that you are a customer of (or think we should be tracking for the purposes of our study), please list them below:

Other / Unsorted Tools & Services

Although the categories queried in the last few sections comprise a majority of the market for Sales Development tools, many other offerings are available. Please take a look at our vendor directory and market map for additional insights.

To keep this survey manageable and quick, we have forgone every possible category, but have a few tools as shown below that from our insight and experience, tend to be commonly used (but don't fall cleanly into the selected categories in this survey).

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* In this category, please note your experience with the following tools/vendors:

	Current customer	Used in the past	Aware of, but never used
Brainshark	Brainshark Current customer	Brainshark Used in the past	Brainshark Aware of, but never used
CaptivateIQ	CaptivateIQ Current customer	CaptivateIQ Used in the past	CaptivateIQ Aware of, but never used
Chorus	Chorus Current customer	Chorus Used in the past	Chorus Aware of, but never used
Demandbase	Demandbase Current customer	Demandbase Used in the past	Demandbase Aware of, but never used
Dialpad	Dialpad Current customer	Dialpad Used in the past	Dialpad Aware of, but never used
Gong.io	Gong.io Current customer	Gong.io Used in the past	Gong.io Aware of, but never used
Guru	Guru Current customer	Guru Used in the past	Guru Aware of, but never used
Hoopla	Hoopla Current customer	Hoopla Used in the past	Hoopla Aware of, but never used
Leandata	Leandata Current customer	Leandata Used in the past	Leandata Aware of, but never used
Onemob	Onemob Current customer	Onemob Used in the past	Onemob Aware of, but never used
Quotapath	Quotapath Current customer	Quotapath Used in the past	Quotapath Aware of, but never used
Sendoso	Sendoso Current customer	Sendoso Used in the past	Sendoso Aware of, but never used
Sigstr	Sigstr Current customer	Sigstr Used in the past	Sigstr Aware of, but never used
Slack	Slack Current customer	Slack Used in the past	Slack Aware of, but never used
Terminus	Terminus Current customer	Terminus Used in the past	Terminus Aware of, but never used
Tray.io	Tray.io Current customer	Tray.io Used in the past	Tray.io Aware of, but never used
Vidyard	Vidyard Current customer	Vidyard Used in the past	Vidyard Aware of, but never used
Workato	Workato Current customer	Workato Used in the past	Workato Aware of, but never used
Zapier	Zapier Current customer	Zapier Used in the past	Zapier Aware of, but never used

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* If there are other tools / vendors not noted in any of the former categories that you think we should be tracking for the purpose of this study, please provide them below with any additional information that you think would be helpful.

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* Of the categories of software/services previously described, please rank their importance/value in your Sales Development efforts.

	1 - Not at all important	2 - Somewhat not important	3 - Neutral	4 - Somewhat important	5 - Extremely important	N/A
Data / Prospecting / Research & Insights	Data / Prospecting / Research & Insights 1 - Not at all important	Data / Prospecting / Research & Insights 2 - Somewhat not important	Data / Prospecting / Research & Insights 3 - Neutral	Data / Prospecting / Research & Insights 4 - Somewhat important	Data / Prospecting / Research & Insights 5 - Extremely important	Data / Prospecting / Research & Insights N/A
CRM / Contact Management	CRM / Contact Management 1 - Not at all important	CRM / Contact Management 2 - Somewhat not important	CRM / Contact Management 3 - Neutral	CRM / Contact Management 4 - Somewhat important	CRM / Contact Management 5 - Extremely important	CRM / Contact Management N/A
Sales Engagement / Sales Automation / Auto-Dialers	Sales Engagement / Sales Automation / Auto-Dialers 1 - Not at all important	Sales Engagement / Sales Automation / Auto-Dialers 2 - Somewhat not important	Sales Engagement / Sales Automation / Auto-Dialers 3 - Neutral	Sales Engagement / Sales Automation / Auto-Dialers 4 - Somewhat important	Sales Engagement / Sales Automation / Auto-Dialers 5 - Extremely important	Sales Engagement / Sales Automation / Auto-Dialers N/A
Buyer Enablement \| Calendar Automation & Chat Bots	Buyer Enablement \| Calendar Automation & Chat Bots 1 - Not at all important	Buyer Enablement \| Calendar Automation & Chat Bots 2 - Somewhat not important	Buyer Enablement \| Calendar Automation & Chat Bots 3 - Neutral	Buyer Enablement \| Calendar Automation & Chat Bots 4 - Somewhat important	Buyer Enablement \| Calendar Automation & Chat Bots 5 - Extremely important	Buyer Enablement \| Calendar Automation & Chat Bots N/A
Other Tools	Other Tools 1 - Not at all important	Other Tools 2 - Somewhat not important	Other Tools 3 - Neutral	Other Tools 4 - Somewhat important	Other Tools 5 - Extremely important	Other Tools N/A

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* Of all the tools you use, or have used, which is the most critical from your perspective. Any additional details why would be appreciated.

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* If you have any additional comments, thoughts, feedback or otherwise, please let us know below! We will review each and every response during our analysis, and would love your input.