Transform Revenue Outcomes With Salesloft Services

Salesloft commissioned Forrester Consulting to interview four decision-makers and conduct a Total Economic Impact™ (TEI) study to better understand the benefits, costs, and risks associated with Salesloft services.¹ This abstract will focus on how interviewees’ organizations use Salesloft consulting services and its value to their organizations.

Forrester spoke with interviewees from four global B2B enterprise organizations that use Salesloft consulting services, including:

• The head of sales optimization at an information services organization with $7 billion in revenue.
• The director, global head of prospecting at a financial services organization with $12 billion in revenue.
• The senior revenue operations manager at a commerce organization with $7 billion in revenue.
• The sales director at an electronics distribution organization with $33 billion in revenue.

Amid economic challenges and evolving B2B buyer behavior, revenue leaders and their organizations are facing increasing pressure to improve performance, be more cost efficient, and better utilize technology, including AI. Given budget pressures, Forrester recommends that revenue operations leaders invest in core areas that bolster the foundations of growth, which includes revenue orchestration platforms.² When investing in these new core technologies, organizations can purchase professional services with an aim to accelerate and maximize business value and reduce risk, thereby improving ROI.

Salesloft is an AI-powered revenue orchestration platform that captures, prioritizes, and operationalizes data from billions of buyer-seller interactions and buying signals within the platform and across its integration marketplace. It enables businesses to engage buyers, generate pipeline, accelerate deal velocity, and ultimately close more business. Salesloft powers revenue growth and predictability and helps thousands of organizations worldwide scale their revenue operations. The platform unifies previously disconnected technologies across the entire buyer-seller journey, integrating CRM data with tools for conversational AI chat, sales engagement, revenue intelligence, conversational intelligence, deal management, sales coaching, and forecasting — all supported by AI-driven workflows and agents.

Salesloft services provides expert advice to Salesloft customers so they can close more business. It becomes entrenched in customers’ business landscape and goals, providing best practices and bespoke solutions to support adoption, performance, and governance. Salesloft services include onboarding and implementation, hands-on go-to-market (GTM) consulting, performance coaching based on KPI tracking, and technical services.

INVESTMENT DRIVERS FOR Salesloft Consulting Services

The interviewees’ organizations purchased Salesloft consulting services with Salesloft to accelerate and optimize their platform use, thereby improving ROI. Challenges that drove the organizations to invest in Salesloft consulting services included:

• A drive to accelerate and maximize adoption and revenue production. The interviewees’ organizations needed to implement Salesloft quickly across their complex, global B2B enterprises and distributed revenue teams. Some had to consolidate diverse tools post-acquisition, and others wanted to ramp up newly formed revenue teams. The organizations measured success by reducing time to value, accelerating pipeline generation, and driving revenue growth.
• A mission to simplify and accelerate implementation. The interviewees told Forrester their enterprise organizations needed to seamlessly implement new solutions and minimize the downtime risk of new revenue technologies. Because their organizations planned to integrate Salesloft with other technologies, such as CRMs, they wanted to ensure these connections were successful, seamless, and fast. They also wanted to make it as simple as possible for their sales operations and sales enablement teams to start using the platform immediately.
• A desire for expert guidance and best practices. In addition to investing in Salesloft, interviewees told Forrester they desired technical and subject-matter expert guidance (e.g., sales, revenue operations, and GTM strategy). Interviewees recognized that to maximize the investment value, they needed to continuously adhere to relevant best practices.

Salesloft Consulting Services Features

The interviewees’ organizations chose to invest in Salesloft consulting services for the following reasons:

• Onboarding and implementation. Interviewees’ organizations found Salesloft’s onboarding and implementation services invaluable for quick and seamless setup, implementation, and migration.
  • Importance to interviewees’ organizations. The head of sales optimization at an information services organization explained how it purchased consulting services to support its revenue team’s Salesloft rollout.
• Additional resource access, including technical advisory. To further accelerate implementation and achieve a people multiplier by improving efficiency, interviewees’ organizations selected Salesloft’s multiyear consulting and advisory services in addition to onboarding and implementation services.
  • Importance to interviewees’ organizations. The senior revenue operations manager for a commerce organization explained their need for additional resources to implement Salesloft quickly, saying: “We bought onboarding services and [multiyear] consulting services … because I am one person, and we have a very large organization. We also had very strict timelines we were pushed to adhere to. There was a high interest to get Salesloft [implemented and adopted] very quickly.”
• Performance optimization strategies through KPI tracking, best practices, and coaching. To support adoption, improve user performance, optimize use, and measure and achieve goals, interviewees’ organizations engaged Salesloft’s consulting services for ongoing KPI tracking.
  • Importance to interviewees’ organizations. The sales director for an electronics distribution organization said: “[The Salesloft consulting services team] gave us a plan for six to 12 months. With Salesloft, we felt we had resources that could help us. Because it was a new team and new product, we wanted to bring it all together utilizing best practices and reporting. Salesloft helped us with this.”
• Subject-matter and technical expertise. Interviewees emphasized the value of the Salesloft team’s subject-matter (e.g., sales) and technical expertise and felt that the consulting services team could expertly address their needs. Interviewees’ organizations also had access to Salesloft consulting features such as the Maturity Assessment Model, which identified sales and revenue strategy gaps and enabled them to determine the optimal services and frameworks that would help their organizations reach key goals.

Key Results For Salesloft Consulting Services Customers

The results of the investment for interviewees’ organizations included:

Accelerated implementation and adoption. Interviewees highlighted the benefits of Salesloft’s onboarding and implementation-related services, including:

• Faster implementation that saved months of time and up to 30% of labor costs. Interviewees confirmed that Salesloft’s consulting services helped their organizations implement and adopt Salesloft more quickly than they would have on their own. Some organizations did so in three months instead of an expected four- or five-month timeline and with approximately 30% less labor. With accelerated implementations, the interviewees’ organizations realized the value of Salesloft more quickly and closed more business faster without having to refocus internal resources. The senior revenue operations manager at a commerce organization said: “Yes, [we onboarded Salesloft] 30% quicker. We would have had to shift priorities internally. We would have gotten less done [without Salesloft consulting services]. They were very quick to jump in and gain context, prioritize, and then act.”
• Bespoke training that accelerated user adoption by up to 20%. In addition to faster implementations, interviewees told Forrester that their revenue teams adopted Salesloft more quickly with Salesloft’s consulting services than they would have without the support. The senior revenue operations manager at a commerce organization explained the impact of Salesloft’s user training, saying: “Services from Salesloft helped accelerate the adoption. The training was very well received, and they provided documentation and assistance that we transformed into enablement and further courses. We've been working consistently with the consulting team since then.” The director and global head of prospecting at a financial services organization echoed the value of Salesloft consulting services and estimated it accelerated Salesloft user adoption by at least 20%. Increased user adoption enabled interviewees’ organizations to realize Salesloft’s value more quickly and led to continued success.

Faster value realization. Interviewees highlighted the ongoing benefits of Salesloft’s consulting services, including:

• Ongoing platform guidance that accelerated time to value and improved team performance. Interviewees told Forrester that Salesloft consulting services helped their organizations’ revenue teams better use the platform post-adoption, including through best practices guidance and expert advisory. The director and global head of prospecting at a financial services organization said: “We work with Salesloft to understand how our team uses [the platform] and where we can use it better. When there are new features, we work very closely with Salesloft to identify where we need to take our next action to improve.” They detailed how their organization’s improved use of Salesloft analytics led to better coaching. The Salesloft services team also helped their organization adopt Rhythm, a new feature for agentic workflows. By enabling revenue teams to maximize Salesloft by adopting personalized best practices, interviewees’ organizations also saw improved team performance and accelerated time to value. When asked whether these services helped their organization realize value faster, a sales director at an electronics distribution organization clearly stated, “Yes.”

• Force multipliers for revenue teams that expanded work capacity. The interviewees highlighted how Salesloft consulting services served as multipliers, enhancing efficiency and enabling their organizations’ revenue teams to do more. The senior revenue operations manager at a commerce organization illustrated the value of continued Salesloft support, saying: “I'm one person, and I manage our internal support queue. It's great to know that if I get burdened on projects, I'm able to rely on that team to assist me.” Interviewees valued the Salesloft consulting services team as an extension of their own that enabled their organizations to accomplish more.
• Guiding team focus that contributed to goal achievement. In addition to achieving more value faster, interviewees told Forrester that Salesloft consulting services helped their organizations maintain that value and stay on track to achieve their goals. The senior revenue operations manager at a commerce organization explained: “Yes, the Salesloft services team has been able to keep us on track. … From an analytics perspective, they provide a lot of support as well as from a project management perspective.” The director and global head of prospecting at a financial services organization said: “The answer is yes. Yes, they have helped us [stay on track].” Interviewees valued their organizations’ continued communication with and support from Salesloft to realize as much value from their investments as possible.

Reduced investment risk. Interviewees told Forrester that purchasing Salesloft consulting services helped reduce the risk associated with their investment, including:

• In-depth platform knowledge that reduced adoption risk. When asked if Salesloft consulting services helped reduce the risk of adopting Salesloft, the interviewees responded affirmatively. In particular, the senior revenue operations manager at a commerce organization explained how Salesloft consulting services helped their revenue team gain the necessary knowledge to adopt and use Salesloft. They said: “Definitely. Having experts on the platform was highly important [for success]. Having people who were versed in training Salesloft across many different companies was necessary. We needed expertise, and working for Salesloft itself provides a certain level of understanding and advantage that even I didn't have.”
• Comprehensive KPI tracking and support that reduced outcomes risk. Interviewees also told Forrester that Salesloft consulting services reduced the risk of achieving lower performance by helping their organizations track KPIs, follow best practices, and use the platform. This support allowed them to achieve their goals and reduce the risk of low outcomes.

Appendix A: Endnotes