So you’re looking at B2B go-to-market (GTM) software and wondering if Reachdesk is worth it—or if another tool will get you more bang for your buck. Maybe you’re tired of vendor hype, or you’ve been burned by shiny tools that never lived up to the demo. Either way, you want real ROI, not just more software collecting dust. This guide’s for you.
Let’s break down how to compare Reachdesk with other B2B GTM tools, cut through the nonsense, and make a choice that actually moves the needle.
Step 1: Get Clear on What You Actually Need
Most people start with a list of “must-have” features from vendors’ websites. Don’t. Start with your own goals:
- What’s the business problem? Is it pipeline? Engagement? Meeting conversion? Customer retention?
- Who’s using the tool? Marketers? SDRs? Customer success?
- What’s your real budget—not just license fees, but time and headcount?
Pro tip: Write down the top two outcomes you want. If a tool doesn’t clearly help with those, skip it. This alone will save you hours.
Step 2: Understand What Reachdesk Actually Does
Reachdesk calls itself a “sending platform” for B2B companies. Translation: it helps you send direct mail, gifts, and swag to prospects or customers—digitally, at scale (yes, I rolled my eyes at “at scale” too, but that’s the pitch).
What Reachdesk is good at: - Automating physical and digital gifting within your sales/marketing workflows. - Integrating with CRM and marketing tools (think Salesforce, HubSpot). - Tracking ROI on campaigns (did your $50 coffee voucher get you a meeting?).
What it’s not: - It’s not a general marketing automation platform. - It won’t replace your email sequences or pipeline management tools. - If gifting isn’t part of your GTM motion, it’s probably overkill.
Reality check: If your buyers never respond to direct mail or swag, Reachdesk probably won’t change that.
Step 3: Map Out the Alternatives
There are a lot of GTM tools out there. Some compete directly, some don’t. Here’s how to group them:
Direct competitors (gifting platforms): - Sendoso - Alyce - Loop & Tie
“Adjacent” GTM tools (may overlap, but different focus): - Sales engagement: Outreach, Salesloft - ABM platforms: Demandbase, 6sense, Terminus - Marketing automation: HubSpot, Marketo
Be honest: If all you want is “more meetings,” gifting could be one lever—but not the only one, and sometimes not the best one.
Step 4: Compare Features—But Don’t Get Sucked Into the Checklist Trap
Here’s where most buyers get lost. Every vendor has a feature matrix that makes them look like the obvious choice. Instead, focus on:
- Integration: Does it plug into your CRM and workflows? Actual integrations, not just logos on a website.
- Ease of use: Will your team actually use it? Or will it sit idle because it’s a pain?
- Reporting: Can you really tie activity to pipeline or revenue?
- Fulfillment: Who handles logistics—vendor or you? Are gifts global? What’s the delivery speed?
- Compliance: GDPR, privacy, and opt-out handling—especially if you’re global.
Things to ignore: - “AI-powered” anything, unless you can see a real, useful feature. - Massive “content libraries” you’ll never touch. - Gimmicky features that sound cool but don’t impact your goals.
Step 5: Dig Into Pricing—And Watch for Hidden Costs
Nobody publishes their real pricing, and “starting at” numbers are usually nonsense. Get detailed quotes and ask about:
- Platform fees vs. per-send costs (gifting tools love hidden per-gift fees)
- Minimum commitments, onboarding fees, and contract lock-in
- Costs for integrations, extra users, or “premium” support
- Storage, shipping, and international delivery surcharges
Pro tip: Ask for actual customer references from companies your size. If the tool only gives you logos from huge enterprises and you’re a 10-person startup, be skeptical.
Step 6: Test the Tool—For Real
Don’t just watch a demo. Try it with your own team and a real use case.
- Run a small campaign to a real list—see if you get actual meetings or engagement.
- Time your setup, not just the sending process.
- Check the reporting: does it give you clear ROI numbers, or just “activity” metrics?
If the vendor won’t let you pilot, that’s a red flag.
Step 7: Weigh the ROI—But Be Brutal About It
The only thing that matters is whether the tool pays for itself.
- How many meetings or deals do you need to break even?
- Did gifting or direct mail actually move the needle, or would a good sales email have done the same?
- Are you seeing a clear lift in pipeline or revenue, not just “engagement”?
Be wary of “soft ROI” stats. If the vendor talks about “brand affinity” or “delighting customers,” great—but can you connect it to dollars?
Step 8: Don’t Forget Change Management
Even the best tool is useless if your team ignores it. Before you buy:
- Who owns it? Marketing? Sales? Both?
- How much training and process change is needed?
- Are reps excited, or is this “just another tool”?
You want something your team will actually use—not another dashboard everyone ignores.
What Actually Works—and What to Ignore
What works: - Tight CRM integration (so you’re not manually uploading lists). - Simple, automated workflows (trigger sends off real activities). - Clear reporting tied to pipeline—not just “number of gifts sent.”
What doesn’t: - Overcomplicated gifting catalogs no one uses. - Gifting for the sake of gifting—without a thoughtful strategy. - Buying because “our competitors use it” (they might be wasting money, too).
Ignore: - Vendor case studies that don’t match your business. - Flashy features that look good in demos but never get used.
Keep It Simple and Iterate
Don’t overthink it. Pick the tool that matches your real needs, integrates with your stack, and actually moves numbers you care about. Start small, measure results, and don’t be afraid to switch if it’s not working.
Most importantly, remember: the tool should serve your goals—not the other way around.