If you’re trying to make sense of all the B2B go-to-market (GTM) pipeline management tools out there, you’re not alone. It's easy to get lost in a sea of demos, feature grids, and big promises. This guide is for sales and RevOps folks who need more than just vendor websites and Gartner reports. If you want a clear, no-nonsense process to compare Akoonu with other pipeline management software—and actually pick one that works for your team—read on.
1. Know What "Streamlined Pipeline Management" Actually Means (For You)
Vendors love to throw around phrases like "streamlined pipeline management," but what matters is what that means for your team. Before you start comparing Akoonu or anything else, make a list of what you actually need. Some prompts:
- Are you struggling with pipeline visibility? (e.g., can't see what's real vs. wishful thinking)
- Is your team missing follow-ups because there’s no process?
- Are reps spending more time updating records than actually selling?
- Do you need to standardize sales stages, or just make your current process less painful?
- Is forecasting a mess, or is it more about keeping everyone on the same page?
Pro Tip: Don’t start with a wish list of features. Focus on the problems you need to solve. Most teams need three things: clarity, accountability, and less busywork.
2. Get Clear on What Akoonu and the Competition Actually Do
Let’s be honest: most GTM pipeline tools claim to "increase win rates" and "drive alignment." Ignore the slogans. Here’s what really matters:
What Akoonu Offers
Akoonu is built for B2B sales teams who care about process consistency and visibility. Its strengths:
- Deal qualification frameworks (like MEDDIC) baked in, not tacked on.
- Pipeline views that are actually customizable, not just a Kanban board with your logo.
- Guided selling prompts, so reps know what to do next.
- Sales process enforcement—without feeling like Big Brother.
Weak spots:
- Not a full CRM—you’ll still need Salesforce or similar.
- Customization is there, but not unlimited—if you need a unicorn workflow, you’ll hit walls.
- *Reporting is solid, but heavy analytics folks might want more.
What to Watch For With Other Tools
Some tools you'll see up against Akoonu:
- Gong, Chorus, or other conversation intelligence platforms — Great for call analysis, but pipeline management is a side feature at best.
- Salesforce Pipeline Inspector, HubSpot Sales Hub — Familiar, but can get clunky as you bolt on process features.
- Clari, BoostUp, InsightSquared — Focus hard on forecasting and analytics, but can feel overwhelming for small teams.
Ignore: Shiny UX, AI-powered “deal insights” that just repackage activity tracking, and anything that requires three months of onboarding.
3. Build a Real-Life Feature Checklist (Not a Vendor Grid)
You want to compare Akoonu and its rivals on what matters. Here’s a cheat sheet:
- Process enforcement: Can you lock down stages, automate next steps, and make sure nothing falls through the cracks?
- Pipeline views: Can managers and reps quickly filter, sort, and drill down without building a report from scratch?
- Deal inspection: How easy is it to see deal history, next steps, and gaps at a glance?
- Guided selling: Are there prompts or reminders that actually help, or just nag?
- Integration: Does it play nice with your CRM, email, and calendar—without a Zapier subscription?
- Customization: Can you adapt it to your process without paying for a consultant?
- Forecasting: Do the numbers make sense, or do you need a data scientist to explain them?
- User experience: Will your reps actually use it, or will they quietly ignore it?
When you’re doing demos, have this checklist handy. Don’t get distracted by the “AI” badge or color schemes.
4. Ask the Questions That Vendors Hate (But You Should Love)
Once you’ve narrowed down your shortlist, it’s time to put vendors—Akoonu included—on the spot. Some questions worth asking:
- What’s the actual time to value? (Not just how fast it installs, but how soon your team will see a difference.)
- What does onboarding really look like? (Ask for an example rollout plan—not just “white-glove service.”)
- What can’t your tool do? (If they say “nothing,” that’s a red flag.)
- What happens when we change our process? (How easy is it to adapt the tool? Will it break? Will you pay extra?)
- How do you handle sales rep resistance? (If they say “everyone loves it,” they haven’t done enough rollouts.)
- Can you show me a real customer’s pipeline—not a demo environment? (Sanitized data is easy; real messes are harder.)
Pro Tip: It’s not rude to ask about failures. Ask about a customer who churned, and why.
5. Test-Drive With a Real Use Case (Not Just a Demo)
A live demo is fine, but you won’t know if Akoonu (or anyone else) fits until you use it with your data and process. Here’s how to get the most out of a trial:
- Set up your exact pipeline stages and deal criteria—don’t settle for the defaults.
- Run one or two real deals through the tool—have reps and managers both use it for a week.
- Try to break it: Change a deal stage, add a custom field, set up an alert, or run a forecast.
- Check integrations: Sync with your CRM, try exporting data, see if it messes up your existing workflows.
- Ask your team: Do they actually want to keep using it, or are they just being polite?
Skip the “sandbox” if it’s nothing like your real environment. You want a real-world test, not a toy.
6. Weigh the Total Cost (And Hassle) of Ownership
It’s not just about the sticker price. Ask yourself:
- Is there a per-user fee, or a platform fee?
- What’s included (support, onboarding, API access)?
- Will you need a consultant or admin to manage the tool?
- How much time will your team actually save—or lose—each week?
- What’s the exit plan if it’s not a fit?
Some tools look cheap but eat your time with setup and maintenance. Others are expensive but save you hours. Be honest about what your team can actually handle.
7. Don’t Get Distracted by Hype Features
Every vendor (Akoonu included) will pitch you on “AI-powered insights,” “revenue intelligence,” or some new acronym. Unless your team is already nailing the basics—like consistent data, clear next steps, and forecasting that isn’t just a guess—these bells and whistles don’t move the needle.
Stick to:
- Does it make your reps’ lives easier?
- Does it help managers spot stuck deals faster?
- Does it help you forecast with less guessing?
If not, file it under “maybe later.”
8. Make a Call and Move On
After all this, you’ll still have to make a call with imperfect information. That’s normal. The best tool is the one your team will actually use, not the one with the most features or the biggest marketing budget.
- Don’t let the search drag out for months.
- Pick the best fit for your current needs.
- Plan to re-evaluate in 6–12 months.
Keep It Simple—And Iterate
There’s no perfect GTM pipeline tool. Akoonu does a lot right if you want process consistency and guided selling, but it’s not for everyone. What matters more is that you pick something, roll it out simply, and get your team using it. You can always tweak or switch later. Don’t let the software hunt become the main event—getting your pipeline under control is the real win.