Outreach has announced findings from a new Total Economic Impact™ study conducted by Forrester Consulting. The study was commissioned by Outreach and evaluates its potential financial impact. It models a 244% ROI for a representative composite organization.
The study also finds benefits of $19.2 million in present value over three years. It also has a net present value of $13.6 million. The organization might also recoup its investment in less than six months.
Outreach is an agentic AI platform for sales teams. The results underscore the increasing importance of connected revenue orchestration. They also demonstrate how companies can assess the value of their AI investments.
Revenue Orchestration Delivers Measurable Business Value
Revenue leaders Total Economic Impact still struggle with productivity increases. They also need to improve pipeline generation and show measurable AI outcomes. The study listed several quantified benefits to the composite organization. Those results included a $4.2 million productivity lift across its revenue organization.
The study also modeled a $12.4 million increase in profit from sales effectiveness. Sales efficiency also contributed $2.4 million to profit. The organization also realized $224,000 of present value by retiring previous tools. These findings, in sum, show the promise of connected revenue technology.
The results also reinforce a move away from manual revenue activities. This means revenue teams can spend more time on customer-facing work instead.
As one chief customer officer at a software organization said in the study, “The workload was so off balance that we spent 70% or 80% on manual activity, and 20% with our customers. We flipped it the other way.”
This change shows how Total Economic Impact automation can support revenue productivity. It can also help teams improve execution across different revenue functions.
Outreach Supports Pipeline Generation and Sales Productivity
Pipeline generation remains a key performance indicator for many revenue organizations. The study highlights a notable increase following Outreach implementation.
Another interviewee, a global head of GTM at a software organization, cited pipeline generation impact: “The primary KPI we track is pipeline generation. There was a 44% to 45% increase in pipeline generation within the first quarter of implementation of Outreach.”
The results connect revenue orchestration with pipeline performance. They also show the importance of consistent execution across revenue teams. The study further highlights workflow standardization and automation. These capabilities currently account for much of the measurable value. It also points to growing opportunities from AI and agentic capabilities. However, organizations may need time to increase adoption and realize their full potential.
The study also notes: “Interviewees shared that most measurable value today comes from workflow standardization, automation, execution consistency, and visibility. Interviewees also reported early success with AI and agentic capabilities, which represent a source of future value as adoption matures.”
Outreach Highlights the Business Impact of AI
Nithya Lakshmanan, Chief Product Officer at Outreach, highlighted the changing expectations for revenue teams.
“Revenue teams are being asked to do more than improve productivity; they need to prove that AI and revenue technology are creating measurable business impact,” said Nithya Lakshmanan, Chief Product Officer at Outreach. “We believe this Forrester Consulting TEI study gives leaders a practical framework to evaluate that impact and reinforces the value of a connected revenue orchestration platform that helps teams move from revenue signals to revenue action.”
Forrester Consulting interviewed multiple decision-makers with Outreach experience. It then combined their experiences into a representative composite B2B organization. The composite organization generated $9 billion in annual revenue. It also employed 20,000 people across the business.
The organization included 6,000 employees within its revenue organization. In addition, 600 employees used Outreach across several functions. These functions included sales development, sales, sales leadership, customer success, and professional services. Operations teams also formed part of the Outreach user base.
Forrester Recognition Adds Further Industry Context
Outreach was Total Economic Impact recognized in the release of the TEI study announced by Forrester. The company was recognized as a Leader in The Forrester Wave™: Revenue Orchestration Platforms For B2B, Q3 2026. In that evaluation, Outreach received the highest ranking in the Current Offering category among the evaluated vendors. The two Forrester methodologies offer different lenses on Outreach. The Wave report is about platform capabilities and overall strategy.
Meanwhile, the commissioned TEI study looks at potential financial results. It uses customer interviews to model impact for a composite organization.” These studies collectively offer different perspectives on revenue orchestration technology. They also point to growing attention to measurable outcomes from AI and revenue platforms.
For revenue leaders, the results underscore productivity and business impact. They also concentrate on pipeline generation, sales effectiveness and workflow automation. As AI adoption increases, companies are seeking stronger ties between technology and revenue results. Outreach’s latest study puts those priorities into a measurable financial framework.
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News Source: Businesswire.com
