10 Best Revenue Operations Software: 2024 Buying Guide
Jan 31, 2024
Remember the days of siloed solutions: Revenue operations platforms optimizing processes and breaking down data siloes while intelligence tools whispered insights in the corner?
Today, revenue operations platforms are different. The market is steadily shifting towards solutions that are more integrated and provide connected operations and intelligence experience to GTM teams. This has led to the birth of complete platforms that sit across sales engagement, revenue intelligence, and revenue operations, augmenting every step of your revenue journey.
Thus, it's imperative to discuss these end-to-end platforms along with niche, pointed revenue operations solutions.
Types of revenue operations software discussed in this list
Best revenue operations platforms for every need in your RevOps journey
Revenue operations software for data and CRM hygiene
Revenue operations software for sales and marketing intelligence
Revenue intelligence platforms (point solutions) to optimize your performance
We’ll also discuss their strengths and limitations
But first, we’ll touch on these topics
What is a revenue operations software?
Where do revenue intelligence platforms come into the picture?
What are the hybrid solutions – revenue operations and intelligence software?
How to choose the right Revenue operations software for yourself.
So let’s get started.
What is a Revenue Operations Platform?
Revenue operations software is a comprehensive tool designed to streamline and enhance the efficiency of revenue-related processes within an organization.
This software either integrates various aspects of sales, marketing, and customer service to provide a unified view of the revenue cycle or position itself as a point solution to solve a particular challenge in the revenue journey.
Where do the Revenue Intelligence Platforms Come Into the Picture?
Revenue intelligence is the next level of revenue operations, using data, analytics, and AI to uncover pipeline progression, inspect deals, make accurate forecasts, and drive customer success.
These insights can be used to further elevate the buying experience and optimize the performance of your revenue engine.
What are Revenue Operations and Intelligence Software?
Revenue operations and intelligence platforms take a hybrid approach, combining the best of both worlds to offer an integrated and seamless experience.
This results in better analysis, more insights, tighter forecasts, and less time and resources wasted over disparate solutions.
How do you Choose the Best Revenue Operations Software for Yourself?
When selecting a revenue operations platform, consider factors like your existing tech stack and the needs of your GTM function.
You need to know if you are looking for a comprehensive Revenue Operations Software or a point solution to help with aspects like sales engagement, revenue intelligence, data and CRM hygiene, or opportunity management.
Evaluate platforms based on their capabilities, like AI-driven capabilities, data management, pipeline and opportunity management, and forecasting.
Modern RevOps platforms typically offer features like AI-driven analytics, seamless integration with CRM systems, and more advanced forecasting tools.
Here’s a Breakdown of Features You Might Need in a Revenue Operations Software
Sales engagement capabilities
Data management
Buyer intent classification & lead prioritization
Multi-channel data and activity capture
AI-powered guidance and personalized, next-best actions
AI-driven analytics and Revenue Intelligence
Generates predictive insights for sales trends and customer behavior.
Facilitates smart decision-making based on data-driven predictions.
Helps uncover trends to elevate buying experience and customer success
Relationship intelligence
Conversation Intelligence
The platform should be able to analyze calls to pinpoint key phrases and objections, decipher true sentiments, and uncover actionable insights.
Analyzes both verbal and non-verbal cues
Generates detailed reports for in-depth analysis of sales and marketing activities.
Advanced Forecasting Tools
Forecasts based on historical data and multiple revenue signals for accurate revenue forecasting.
Uncovers revenue slippage and opportunities with maximum chances of success.
Assists in strategic planning and resource allocation.
Deal and pipeline intelligence
Pipeline and revenue dashboards
Insight into revenue movement
Trends and movement projections
Deal, interaction, and pipeline intelligence
Deal acceleration guidance and intelligent nudges
Data-driven rep coaching
Analyzing and replicating best rep performance
Rep performance insights
GenAI
Answers real-time queries
Helps personalize interactions
Carries out CRM data read and writeback operations
Offers NLP-based analytics
Integrations
Works with your tech stack to simplify your revenue operations
Compliance and Security Measures
The platform should be SOC2, GDPR, or ISO27001 compliant
User-friendly interface, Customizable Dashboards, and Reports
Provides an intuitive and easy-to-navigate user interface.
Reduces the learning curve for new users, enabling quick adoption.
Offers customizable dashboards for a tailored view of key metrics.
List of Best End-to-End Revenue Operations Software
Before we discuss the point solutions in the revenue operations realm, let’s take a look at the modern revenue operations platforms that are bringing complete revenue solutions under one hood to offer an integrated and optimized environment.
Let’s get started!
1) Aviso – The complete revenue operations platform
Aviso isn't just another revenue operations software. It's a complete RevOps Operating system for GTM teams, bringing together capabilities like sales engagement, conversation intelligence, sales coaching, advanced AI/ML-based revenue forecasting, relationship and pipeline intelligence, and powerful GenAI capabilities under one hood.
This helps you do more of the right things at the right time with unmatched efficiency and accuracy across your revenue journey.
Noteworthy capabilities
Accurate revenue forecasting: Aviso deploys AI and machine learning models that analyze your past data and various dynamic revenue signals, like on-the-ground deal level changes, to give up to 98% forecasting accuracy. Going beyond linear forecasts, it can execute complex models at your preferred cadence to help you make better decisions, remedy revenue slippage, and focus on opportunities with maximum revenue potential. This way, you stay on track, not deviate. Standing apart from competitors, the revenue operating platform also enables you with consumption forecasts.
Conversation Intelligence Aviso is the only platform that analyzes voice and non-verbal cues like body language to truly understand your buyers’ sentiments. This enables GTM and customer success teams to do more of the right things at the right time without hours of research.
Digital Sales Rooms for GTM teams: By offering one single platform to collaborate, share insights, and assign actions, Aviso breaks down silos and drives collaboration across teams.
Deal acceleration & inspection: Aviso offers a 360-degree view of your sales pipeline and revenue through its 360-degree dashboards. These dashboards provide valuable insights into the progression and health of your pipeline, helping you understand where your sales team should prioritize their efforts. Unlike other platforms, it incorporates AI-based proactive nudges that ensure that momentum is maintained and opportunities are not lost.
GenAI Assistant MIKI - MIKI is the only Generative AI for revenue teams that serves both revenue leaders and teams alike. Sitting on top of a strong intelligence framework, it can bring you meaningful metrics and utilize data-driven insights to create personalized emails and suggest the next steps. It can even analyze earnings calls for you. All with just natural language queries. Want something done? Just ask MIKI.
Sales engagement & coaching - Our AI-driven platform ensures that reps connect with the right leads at the right time, all while crafting personalized emails faster than ever with AI. It seamlessly integrates into your workflow and benefits from a powerful GenAI Chief of Staff MIKI that elevates prospect interaction like emails with context-aware responses and personalization. Our AI helps reps replicate the best reps’ performance by analyzing their tactics and transforming them into AI-powered suggestions.
NLP Analytics and Reporting - Aviso democratizes analytics for everyone, eliminating the dependency on specialized BI teams and data engineers to analyze the data. With Aviso, anyone can generate video summaries and reports by asking queries in natural language.
Revenue On-the-Go with the Aviso Mobile App: Aviso's mobile app transforms on-the-go sales management with features like real-time Email Tracking, Quick Replies & Attachments, and a complete contact overview. Customize deals with grouping and use the enhanced dashboard with "Segments" for strategic insights. Boost productivity with Smartmaps, Yelp Integration, and Salesforce Sync. Aviso empowers sales professionals with efficient communication, customizable deal management, and seamless integration, enhancing overall productivity.
Verdict
Aviso should be on your list if you want one app to replace all the disparate sales apps in your tech stack. This way, you save costs while getting the best-of-class AI suite to make your forecasts sharper, reps more productive, and a GenAI chief of staff to enable your leaders and teams to execute faster.
2) Clari
Clari is a hybrid revenue operations platform with a breadth of revenue capabilities to manage deal activity, align GTM teams, discover strategic insights, and forecast revenue.
However, whether it suits your needs or not depends upon the depth of its capabilities. So, let’s take a granular look at it.
Noteworthy capabilities
Forecasting & pipeline management: Like other hybrid revenue operations platforms, Clari comes with forecasting capabilities. Its algorithms leverage your data and machine learning to generate forecasts. However, as it relies on short-term data, it makes the forecasts vulnerable to fluctuations and changing dynamics.
Sales engagement: Primarily known for revenue operations capabilities as a RevOps platform, Clari has a decent sales engagement suite baked in. You can inspect deals, manage opportunities, leverage basic conversational intelligence to identify key moments and leverage data capture and ingestion to reduce manual work.
Limitations
Limited forecasting abilities: Clari relies on short-term historical data patterns, making it vulnerable to unexpected market shifts, new competitors, or economic changes. Sudden data spikes or dips can skew historical trends, leading to inaccurate forecasts.
Moreover, it sits on top of a conversation intelligence engine that can not decipher non-verbal cues. Thus, it might use inaccurate conversation insights to deliver less precise forecasts.
Reporting and analytics: While it has a breadth of capabilities to generate reports and dashboards, some G2 reviews suggest that it can’t fully replace BI and analysts.
Steep learning curve: Users on G2 have reported a steep learning curve for Clari. This might be a drawback if your team is overburdened with workloads or tech stack.
Bundled pricing: Clari comes with bundled services. This might be a pro or a con based on your preferences.
Verdict
Clari is one of the leading revenue operations platforms. However, some G2 reviews suggest that Clari doesn’t fully deliver on its promise when it comes to reporting, copilot, and conversational intelligence. A user also reported problems integrating with SFDC on TrustPilot.
3) Gong
Gong offers a nice blend of capabilities like revenue intelligence, GenAI, and revenue operations capabilities. Which rightfully puts it in the category of hybrid revenue operations platform or revenue intelligence software.
But here’s a breakdown of the capabilities and drawbacks of Gong to help you make a better buying decision.
Noteworthy capabilities
Conversation intelligence: Gong can analyze meetings and spoken or written communication to highlight the key moments of the conversations and turn them into actionable insights for coaching and prospecting.
Revenue forecasting: Gong captures and analyzes your buyer activity to generate forecasts. This takes the gut feeling out of the picture and presents reliable forecasts. The tool also identifies any risks in the pipeline.
As it doesn’t analyze non-verbal cues to decipher true sentiments or run a Time-Series analysis based on previous quarters, Gong’s forecasting capabilities may lie behind tools like Aviso in the segment.
Gong’s Spotlight: Gong’s Spotlight is a GenAI that gives you critical insights from customer conversations, uncovering pain points, outcomes, and next steps.
Sales engagement: Gong.io can be a valuable addition to your sales engagement toolbox, especially if you already leverage its revenue intelligence and forecasting capabilities. It offers AI-powered coaching and integrations for streamlining sales engagement workflows.
Limitations
Limited conversation intelligence: Just 7% of the picture is revealed with spoken words; the rest of the details are hidden in tonality and visual cues. Gong’s CI abilities rely on spoken words to pull insights, failing to unravel the rest of the picture.
Limited GenAI capabilities: While Gong’s Spotlight is great, it can’t write back to CRMs and do the busy work to save the rep’s time.
Verdict
Gong is a well-established revenue operations platform and also has great intelligence capabilities like GenAI, sales coaching, forecasting, and conversational intelligence baked in. This makes it a complete revenue operations and intelligence solution if you need one. Yet, other tools like Aviso in the list might be a better choice for teams looking for more accurate forecasts, true buyer sentiment analysis, and bringing alignment within GTM teams.
4) BoostUp
In the bustling sales landscape, data is often scattered across various systems. As a revenue operations platform, BoostUp aims to unify your customer data and unravel insights from it.
The collection of intelligence, sales analytics forecasting, pipeline, and workflow optimization tools makes it a good choice for your RevOps needs.
Noteworthy features
Reporting and analytics: With an intuitive UI and consolidated workflows, Boostup empowers you to track key metrics like pipeline performance, slip rate trend, gaps, and quota. It also lets you visualize data with intuitive dashboards and reports.
Rep productivity: BoostUp captures insights to align your teams and track their productivity. You get insights into reps’ day-to-day pacing and process adherence. Plus, it captures key insights from conversations to help reps sell more.
Data unification: It auto-captures and auto-maps data from emails to drive efficiency and informed decision-making. Helping your reps spend less time scouting data through disparate sources.
Sales coaching: Learn from the best and replicate success. BoostUp analyzes rep-customer interactions, identifying winning behaviors and areas for improvement, ultimately boosting overall team productivity and sales effectiveness.
Limitations
No GenAI assistant: AI in sales is helping teams and leaders to spend more time selling, and clocking in revenue, instead of spending time doing administrative work. BoosUp doesn’t offer any GenAI solutions.
Revenue forecasting and sales analytics: BoostUp is great at forecasting management but lacks the conversational intelligence capabilities required to assign scores and accurately predict chances of success. Thus, it can only offer AI-powered assistance but not accurate forecasts itself.
Verdict
It’s a worthy revenue operations and intelligence software if you are looking for something more focused on integrating data and BI. However, while Boostup offers revenue operations and intelligence capabilities, its lack of a GenAI assistant and weak presence in conversational intelligence might put it behind the likes of Gong, Aviso, and Clari.
Revenue Operations Platforms for Data, Process, and CRM Hygiene
5) Revenue Grid
Revenue Grid captures live data from interactions to optimize sales performance and processes involved in generating revenue, turning activity into coaching opportunities, revenue signals, and performance insights.
Noteworthy capabilities
Activity capture: This helps you ensure data integrity and eliminate manual errors. This revenue operations platform seamlessly integrates with Salesforce to automatically feed it fresh sales data for informed decision-making. This ensures CRM data quality.
Sales sequencing: The automated sequences deliver a personal touch, while AI analytics help you optimize for higher efficiency and scaling.
Limitations
Integration Complexity: Seamless integration with existing systems and data sources can be challenging, requiring technical expertise and careful planning. Some reviewers on G2 experienced difficulties with data syncing and compatibility issues.
Limited Scalability Concerns: Some reviewers expressed concerns about scalability as their teams and data volume grew. Ensure Revenue Grid can adapt to your expanding needs and data load effectively.
Data Quality Reliance: Some reviewers emphasized issues with data inconsistencies, which may impact insights and forecasting.
Verdict
RevenueGrid is a well-known revenue operations platform, purpose-built to introduce more hygiene into your data and processes. This makes your teams more productive. However, you should be cautious if the budget is too tight or your processes are struggling with data quality management.
6) Syncari
Syncari is a no-code data automation platform designed to sync, unify, automate, and analyze data across your entire GTM stack.
Noteworthy capabilities
Can potentially eliminate data silos: It reduces scattered information in different systems, bridging the gap and building a unified customer view to give you a complete picture of your customers and their journey.
Automating manual tasks: Syncari automates data movement, workflows, and even complex calculations, freeing your team to focus on strategic initiatives.
No-code: With its no-code interface, anyone can build data pipelines, analyze trends, and generate reports without needing technical expertise.
Syncari connects to multiple CRMs like Zendesk, Hubspot, and Salesforce to build a single source of truth. This eliminates data silos and aligns the entire GTM team.
Limitations
Steep learning curve: Multiple G2 reviews report an issue with the overall complexity of the platform. Potentially requiring a dedicated team or person to manage the tool to keep it running smoothly and defeating the purpose of simplifying data operations and managing data.
Low market presence and niche audience: Despite being a capable tool, Syncari might not be for you if you don’t have an extensive need to build bridges between your data operations from multiple CRMs. The platform also has a low market presence and only 72 reviews on G2.
Low forecasting and pipeline management capabilities: While it offers forecasting and pipeline management, it is not the platform’s primary focus.
Verdict
Syncari is for you if you want to consolidate from multiple sources, automate data management, and implement custom data models. However, it might not be a suitable revenue operations software for you if you don’t want to deal with complexity, a steep learning curve, and limited marketing engagement features.
7) Hubspot operations Hub
Operations software that lets your team easily sync, clean, and curate customer data and automate business processes.
HubSpot Operations Hub aims to streamline revenue operations. It's built on the foundation of the HubSpot CRM but expands beyond customer relationship management to let your team easily sync, unify, clean, and curate data while automating processes.
This empowers better decision-making and smoother operations.
Noteworthy capabilities
Data unification: Integrates seamlessly with other HubSpot products and connects to over 1000 external tools, creating a single source of truth for your customer data.
Workflow automation: Automate repetitive tasks like data entry, lead scoring, and routing, freeing up your team for strategic work.
Reporting and analytics: Offers basic insights into key metrics like pipeline health, deal velocity, and marketing ROI with customizable dashboards and reports.
Data quality management: Maintain clean and accurate data through duplicate detection, data cleansing tools, and validation rules.
Other features
Reporting and analytics
Pipeline view and deal management
Limitations
Limited to Hubspot ecosystem: This tool might only benefit teams that are already equipped with HubSpot CRM and familiar with its ecosystem.
Complex pricing structure: This can be confusing for smaller businesses, with different tiers and add-on modules.
Scalability concerns: It may not be fully scalable for large enterprises with complex data needs.
Limited revenue intelligence: While customizable, reporting might not be as in-depth as dedicated revenue intelligence platforms.
Verdict
HubSpot Operations Hub is a good choice for teams that are already accustomed to the Hubspot’s ecosystem.
8) WeFlow
Weflow is a promising revenue operations software, equipped with capabilities like opportunity and deal management, automated data capture, and insights. But does it deserve a spot on your list?
Let's dive into its key offerings and weigh the pros and cons to help you decide if Weflow deserves a spot in your sales arsenal.
Noteworthy features
Pipeline health tracking: With Weflow, you can visualize your pipeline, identify bottlenecks, track deal movement, and identify risks before they derail your progress. All while unifying scattered data and fragmented reports, Weflow can help you centralize your data and insights.
Automated Data Capture: The platform automatically pulls information like contacts, emails, and meetings from Google and MS workspaces to keep your pipeline updated and maintain data hygiene.
Limitations
Low market presence as per G2: Weflow only has 90 G2 reviews and little presence on Capterra.
Other than that, some G2 users also reported a lack of depth of integration, a steep learning curve, and mixed experiences with the support
Lack of advanced forecasting models: Weflow relies on basic statistical models and might not be able to deliver accurate results where non-linear and external factors need to be calculated.
Lack of integrations: Users mentioned needing better data integration with other CRMs and business intelligence tools. This could limit data management capabilities and the variety and depth of data used for forecasting, leading to less accurate predictions.
The Verdict
Weflow is a promising tool for sales teams seeking to optimize their pipeline and gain data-driven insights. However, its effectiveness hinges on your ability to navigate the learning curve, leverage limited AI features to have any significant impact, and implement a sound data management strategy. If you're ready to embrace a fresh approach to sales and invest in proper training, Weflow could be a valuable addition to your RevOps toolkit.
Revenue Operations software for sales and marketing intelligence
9) BreadCrumbs
BreadCrumbs enables you to analyze and score your leads based on multiple factors, so you spend your resources on the best deals that are most likely to convert. This niche category of revenue operations software collects account data from other tools like CRMs and Excel sheets to help you understand buyer intent better.
Noteworthy features
Copilot: Its AI algorithms enable you to build your own scoring models and test them out quickly.
Simple and clean UI: The platform comes with a clean and easy-to-understand UI, enabling you to set up and start using it quickly.
Potential drawbacks
No forecasting models: As a sales or revenue intelligence tool, you might expect more from your platform. However, Breadcrumbs offers a cookie-cutter scoring point solution that usually comes bundled with the end-to-end Revenue operations & Intelligence tools we discussed earlier.
Verdict
This platform can work well for small teams and businesses that are looking for a point solution to score their leads better. It’s also a convenient choice to embed efficiency into the sales process if you currently are not willing to invest in a comprehensive revenue operations platform like Aviso.
10) 6Sense - for identifying the right opportunities & accounts
6Sense helps prevent revenue leaks by enabling you to focus on your most important accounts first. The AI analyzes data from multiple sources to score deals in progress, map user journeys, and identify the right accounts to focus on.
Noteworthy features
Predictive analytics: The AI-powered feature enables you to map and predict buyer journeys.
Account Intelligence: The solution allows sales reps to prospect the right accounts, craft better outreach, and close deals faster.
Buyer Intent Tool: The intelligence tool enables sales reps to identify the deals in the final stages and offers suggestions on how to cater to their unique needs.
Potential limitations
Point solution: As it’s a point solution in the revenue intelligence platform category, you may need to invest in more tools to accurately track and manage pipeline, and generate revenue forecasts.
Limited BI: You may not get assistance with BI and reporting analytics-related workflows like other tools in this list offer.
Verdict
6Sense can be a good tool for teams looking for point solutions to align their marketing and sales teams while also improving rep productivity. However, as it is not an end-to-end revenue operations and intelligence software, you might need to invest in further tools and manage disparate software to close the loop.
Let’s wrap it up
As we close this list of revenue operations software, let’s rewind and absorb what we discussed.
In the cluttered RevOps space, you will find software that offers complete revenue operations and intelligence solutions and point solutions that cater to operations or intelligence.
In 2024, the Revenue Operations platform market is moving towards end-to-end revenue solutions that combine the capabilities of both RevOps platforms and Revenue Intelligence software.
Yet, for teams with specific needs, there exist point solutions that offer certain aspects of a revenue operations platform.
FAQ
What are the benefits of a RevOps tool?
Implementing a revenue intelligence platform or revenue operations software can have a significant impact on your business’s efficiency.
This software effectively organizes and analyzes customer and prospect data across business systems, providing key insights into every customer interaction.
Here are the top benefits of a RevOps platform:
Enhanced Sales Forecasting: With advanced AI analytics, revenue intelligence platforms offer predictive insights far beyond traditional methods. This means you can anticipate market trends, adjust strategies promptly, and stay ahead of the curve.
Improved Customer Relationship Management: By offering a 360-degree view of customer interactions, these revenue operations software lead to more personalized and effective customer engagement strategies.
Real-Time Insights into Sales Performance: Delivers up-to-the-minute information on sales activities and outcomes, enabling sales teams to adjust strategies quickly in response to performance data.
Enhanced Team Efficiency: Facilitates better communication and collaboration within sales and marketing teams, ensuring that all team members are on the same page with real-time updates.
These platforms harness the power of technology to provide deeper insights, improve decision-making, and streamline various aspects of the sales process.
Between a RevOps platform or Revenue intelligence software, which one should you pick?
A RevOps platform is incomplete without a revenue intelligence tool. Thus, if your budget and requirements align, picking up a comprehensive Revenue Operations & Intelligence platform makes more sense. However, you can also seek point solutions to fulfill your niche needs without paying for any other bundled services.
FAQ on Aviso:
How much value can your business generate with Aviso AI?
40% Increase in Deal Win Rates | 98%+ Revenue Forecasting Accuracy |
70% Reduction in IT Spending ( CRM Licenses & Point Solutions) | 14+ Hours of Rep Time Saved | 30% Reduction in Sales Cycle Lengths | 80% Increase in Pipeline Activity
Use the calculator below to simulate the business value you could produce for your GTM teams with Aviso’s revenue intelligence platform. Enter your current metrics below, and we’ll calculate the projected annual benefits you will see, including the impact on both revenue and costs. https://www.aviso.com/valuecalculator
Why Should you pick Aviso over other Revenue Operations & Intelligence solutions?
Aviso offers better overall value than other platforms. Considering that it deploys advanced AI models for forecasting, conversational intelligence, and Generative AI that are more expansive than other offerings in the market, Aviso makes a compelling case for itself.
You can compare Aviso vs. other solutions here:
Can I sign up for a free trial?
Aviso offers a free demo of our AI-guided Revenue Operating System. You can request a demo to experience how Aviso can accelerate growth and reduce risks for your sales and go-to-market teams.
Do you have comparisons for other RevOps?
Yes, we provide detailed comparisons with other RevOps platforms. For example, you can view comparisons of Aviso with Clari andPeople.AI on our website.
What is Aviso's pricing?
Aviso offers custom pricing to meet the unique needs of your business. Please contact us for a tailored quote based on your specific requirements.
What problems are companies solving with Aviso?
Companies use Aviso to enhance sales productivity, reduce IT costs, and gain real-time deal intelligence. Our platform helps forecast and customer success and offers comprehensive revenue intelligence.
What companies trust Aviso?
Aviso works with many companies, including industry leaders like Honeywell and RingCentral. Our platform is suited for businesses seeking AI-driven solutions for revenue operations, marketing, customer success, and finance.
What are examples of companies using Aviso for RevOps?
Notable examples include DataStax,Mural,Ivanti, and LaunchDarkly. These companies have leveraged Aviso for AI-driven deal forecasting, revenue intelligence, and improved sales productivity.
Where can I read case studies of companies using Aviso?
You can read detailed case studies of our clients and their success stories with Aviso on our website. Visit Aviso Case Studies to learn more.
[For more detailed comparisons, features, and customer stories, visit Aviso AI’s official website.]
