If you’re trying to choose the right B2B go-to-market (GTM) software for your revenue team, you’ve seen the same buzzwords a hundred times. “AI-powered insights.” “Seamless pipeline management.” “360-degree visibility.” That all sounds nice, but you just want to know: what works, what’s overhyped, and what’s actually going to help your team hit quota? This guide is for sales leaders, ops folks, and anyone tired of wading through feature lists.
We’ll look at how Clari Co-Pilot measures up against other major GTM platforms—like Gong, Chorus, Outreach, and Salesforce Revenue Cloud. I’ll call out the pros, the gotchas, and what’s mostly fluff. If you want honest comparisons without the marketing spin, keep reading.
What’s the Real Job of B2B GTM Software?
Let’s get clear on what these platforms are supposed to do. Most revenue teams want software that helps them:
- Spot deals at risk before they die
- Coach reps without sitting in on every call
- Forecast with fewer “gut feel” guesses
- Keep CRM data accurate (or at least less terrible)
- Automate busywork and follow-ups
Some tools try to do all this in one package. Others focus deep on a single pain point. The trick is knowing which problems matter most for your team—otherwise, you’ll end up paying for features no one uses.
The Short List: Who Are the Main Players?
Here’s who usually comes up in B2B GTM conversations right now:
- Clari Co-Pilot: Conversation intelligence, pipeline visibility, and coaching rolled into one.
- Gong: Marketed as “revenue intelligence”—heavy on call recording, AI-driven insights.
- Chorus (by ZoomInfo): Similar to Gong, focuses on call analysis and deal tracking.
- Outreach: Primarily a sales engagement platform, but branching into forecasting and pipeline.
- Salesforce Revenue Cloud: The “do everything” option if you’re deep in the Salesforce ecosystem.
- Smaller tools: Wingman, Salesloft, People.ai, and a pile of point solutions.
Each has its strengths, but most buyers get stuck on overlapping features—or get distracted by shiny AI promises.
Clari Co-Pilot: What’s Actually Different?
Let’s zoom in on what Clari Co-Pilot brings to the table:
- Conversation Intelligence: Records and analyzes sales calls, flags risks (“no next steps,” “pricing pushback”), and summarizes action items. Not unique, but the UI is clean and the AI auto-summaries are solid.
- Deal and Pipeline Views: You get a clearer view of which deals are moving—and which are stuck. (A lot of competitors show pipeline, but Clari does a nice job of layering context, like missing stakeholders or late-stage stalls.)
- Rep Coaching: Managers can leave feedback on real calls, and reps can self-review. The “coaching loop” is faster than most. Still, don’t expect magic—you’ll need to build a feedback habit.
- Forecasting: Clari’s broader platform is known for forecasting; Co-Pilot tries to bridge rep activity with deal predictions. It’s better if you’re already using Clari for forecasting, but less differentiated if not.
Where it works: - Teams that want to connect call insights directly to pipeline health. - Orgs already using Clari for forecasting and want tighter integration. - Managers who care about coaching but don’t have hours to re-watch calls.
Where it falls short: - If you’re just chasing “record all calls and transcribe,” cheaper tools exist. - Requires some process discipline—if managers don’t review calls, you lose half the value. - AI summaries are good, but not infallible (context can get lost, especially with complex deals).
Gong and Chorus: The Conversation Intelligence Kings
Gong and Chorus are the big names in call recording and analysis. They both:
- Record meetings, transcribe, and analyze for keywords and topics.
- Flag risks (competitor mentions, pricing objections).
- Benchmark rep talk time, question rate, and more.
- Offer “deal boards” to visualize pipeline.
What’s good: - Gong’s AI is genuinely strong at surfacing patterns across huge call volumes. - Chorus is a bit more affordable and integrates nicely with ZoomInfo data (if you care about that).
The catch: - Both tools dump a lot of data on you. Unless you’ve got a sales enablement person or a manager who loves dashboards, it’s easy to get overwhelmed. - Coaching features are only valuable if managers actually use them—otherwise, reps ignore the platform.
Worth noting: Neither Gong nor Chorus are forecasting platforms. If you want true pipeline management, you’ll need to connect their insights somewhere else (like Salesforce or Clari).
Outreach and Salesloft: Sales Engagement with a Dash of GTM
Outreach and Salesloft started as email/call cadence tools. Now, both want to be “revenue workspaces.”
They offer: - Sequencing (automated emails, call reminders, LinkedIn touchpoints) - Activity tracking and basic analytics - Deal management overlays (think: a lightweight Kanban board) - Some conversational insights (but not as deep as Gong/Clari)
Where they win: - If your main pain is reps not following up, these tools shine. - Decent reporting on “who’s actually doing the work.”
What to watch out for: - Their pipeline and coaching features are add-ons—not as robust as Clari Co-Pilot or Gong. - Can get expensive fast if you bolt on every module.
Salesforce Revenue Cloud: The (Expensive) Everything Option
If your team lives in Salesforce and wants to keep everything under one roof, Revenue Cloud is tempting. It combines:
- CPQ (configure-price-quote)
- Billing and contract management
- Forecasting and pipeline dashboards
- Integrations with Sales Cloud, Service Cloud, etc.
Reality check: - Setup is complex. You’ll need admins or outside help. - The UI is clunky compared to newer tools. - “Out-of-the-box” is a myth—expect to customize (and pay for it).
Who should consider this: Enterprise teams with deep Salesforce investments and a genuine need for end-to-end process control.
What Actually Matters When Picking GTM Software?
Ignore the hype about AI and “seamless” everything. Here’s what you should really check:
- Does it solve your team’s biggest pain?
- If deals are stalling, focus on pipeline visibility and risk flags.
- If coaching is nonexistent, get strong call review tools.
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If forecasting is wild guesses, look for deal inspection and rollup features.
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Will people actually use it?
- Fancy dashboards don’t matter if managers ignore them.
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Can reps self-serve, or does everything require admin setup?
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How painful is setup and admin?
- Some tools need weeks to roll out. Others are plug-and-play.
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Don’t underestimate “change fatigue”—the best tool is one your team actually adopts.
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Does it play nice with the rest of your stack?
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Integrations matter. If it doesn’t sync with your CRM, you’ll end up with “shadow data.”
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What’s the real cost?
- Not just licenses—think admin time, training, and ongoing support.
Pro Tips (from the Trench)
- Don’t buy for tomorrow’s problems. Get what fixes this year’s pain; you can always upgrade later.
- Set one “north star” metric to improve. More pipeline coverage? Faster rep ramp? Pick one, and ignore features that don’t move that needle.
- Pilot with a small team first. If adoption is low, don’t force it—tweak your process or try another tool.
- Ask vendors for real examples, not just case studies. “Show me how a frontline manager uses this daily, not just slides.”
- Beware endless configuration. If it takes months to “get ROI,” you’re probably overcomplicating it.
The Bottom Line
There’s no perfect B2B GTM software—just the right tool for your team’s current pain. Clari Co-Pilot is a solid choice if you care about tying call insights directly to deal health and like the idea of lightweight coaching baked in. Gong and Chorus are best for teams drowning in calls who want deep analytics. Outreach and Salesloft are great if rep follow-up is your main problem.
Don’t get paralyzed by feature lists. Start simple, pick the tool that fixes your biggest headache, and don’t be afraid to switch if it’s not working. You can always add bells and whistles later—your reps (and your forecast) will thank you.