If you’re running or managing a go-to-market team at a mid-sized B2B company, you know the struggle: Too many tools, too many features you’ll never use, and too many sales pitches promising “revenue acceleration.” You want to actually close deals, not just buy more software. This guide is for you. We’ll cut through the fluff so you can compare Vidu with other B2B GTM (go-to-market) platforms and figure out what’s worth your time (and money).
Step 1: Get Clear on What Your Team Actually Needs
Before you start comparing features or reading vendor case studies, pause and get honest about your real problems. Not the imaginary ones from a vendor’s demo.
Ask yourself: - Where are deals getting stuck or lost? - Which workflows are actually painful for your team? - What’s falling through the cracks—leads, follow-up, reporting?
Write this down. You’re not shopping for the “best” tool. You’re finding the one that solves your specific headaches.
Pro tip: Get input from the folks who’ll actually use the software. If you’re in sales ops or marketing ops, don’t just decide in a vacuum. Otherwise, you’ll end up with a tool nobody wants to log into.
Step 2: Understand the Core Categories—And Ignore the Noise
Most B2B GTM software for mid-sized teams falls into a handful of buckets:
- Sales Engagement: Email sequencing, call tracking, task automation (e.g., Outreach, Salesloft)
- Revenue Intelligence: Pipeline analytics, forecasting, deal health (e.g., Gong, Clari)
- CRM Add-ons: Layered tools that work on top of Salesforce or HubSpot (e.g., Groove, Yesware)
- All-in-One Platforms: Claim to do most of the above, from prospecting to reporting (e.g., Vidu, Apollo)
Don’t get distracted by: - AI features that don’t actually save time or drive deals - Integrations you’ll never set up - “Gamification” dashboards that look slick but don’t change behavior
Make a short list of the categories you actually need—usually just 1–2, max.
Step 3: Break Down Vidu’s Real Strengths and Weaknesses
Let’s get specific about Vidu, since it’s probably on your shortlist. Here’s what tends to work, what’s just okay, and what to ignore:
What Vidu Does Well
- Unified GTM workspace: Vidu is an all-in-one, so you get prospecting, engagement, and pipeline views in one place. No more tab overload.
- Customizable workflows: You can tweak stages and automations to match your actual process—not just a generic sales funnel.
- Mid-market focus: It’s not overloaded with features built for Fortune 500s, so most stuff you see is usable from day one.
- Collaboration: Decent tools for handing off leads, sharing notes, and getting the whole team on the same page.
Where Vidu Falls Short
- Reporting depth: Advanced analytics are still a work in progress. If you’re obsessed with custom dashboards, you might be underwhelmed.
- Integration limitations: Plays well with major CRMs, but less so with niche tools. If your stack is weird, check before you buy.
- AI claims: Like most vendors, “AI” is more buzzword than breakthrough—don’t expect a robot to close deals for you.
What to Ignore
- Fancy pitch decks: Every software company can make a slick presentation. Focus on how it actually works for your workflow.
- Feature checklists: 100+ features means nothing if you’ll only ever use five. Stick to what genuinely solves your top problems.
Step 4: Create a Short, Honest Comparison Table
Here’s an example of how to stack up Vidu against other popular B2B GTM tools for mid-sized teams. Tweak the table based on your shortlist and what matters most to you.
| Feature / Tool | Vidu | Outreach/Salesloft | Gong/Clari | Apollo | |---------------------|-------------|--------------------|-----------------|---------------| | Core Use Case | All-in-one | Sales engagement | Rev intelligence| All-in-one | | Ease of Setup | Fast | Medium | Medium | Fast | | Custom Workflows | Yes | Some | No | Limited | | Reporting | Basic-OK | Good | Advanced | Basic | | Integrations | Major CRM | Broad | Major CRM | Broad | | Price (Typical) | Mid-range | High | High | Low-Mid | | Best For | 20–200 reps | 30+ reps | Analytics teams | Small-mid |
Don’t obsess over small differences. Most platforms do 80% of the same stuff. The devil’s in the details—can you actually use it, and does it solve your top 2–3 pains?
Step 5: Test With Real-World Scenarios (Not Just Demos)
Sales demos are great for showing you what could happen, but they’re rarely how your team actually works.
How to test properly: - Set up a sandbox: Get a real trial account. Run through your actual deal process, not just the vendor’s canned demo. - Use your own data: Import a sample of your leads, accounts, or pipeline. See if it actually helps or just adds busywork. - Involve end users: Have a few reps or managers use the tool for a week. Get their unfiltered feedback—did it make their lives easier, or was it “just another tool”? - Check support: Try contacting customer support with a real problem. If they’re slow or just send you to the help docs, that’s a red flag.
Pro tip: If a vendor won’t give you a real, hands-on trial, be skeptical. Anyone can make software look good in a 30-minute Zoom.
Step 6: Look Past the Hype—What Actually Drives Results?
It’s easy to get caught up in what’s shiny. Here’s a reality check for mid-sized teams:
What usually matters: - Less context switching: Tools that cut down on tab-hopping and double data entry are a win. - Speed to value: Can you get results in the first month, or do you need a six-month rollout? - Adoption: If reps or marketers won’t use it, you wasted your budget. Period. - Basic integration: Does it push/pull to your CRM and email? Don’t overthink it.
What rarely matters: - “Next-gen AI” promises - Fancy dashboards no one reads - Anything that takes more than a week to set up
Step 7: Negotiate Like a Human, Not a Spreadsheet
Once you’ve narrowed it down, don’t be afraid to push back on pricing, contract length, or minimum seat count. Most vendors have wiggle room—especially when selling to mid-sized teams.
Tips: - Ask for a month-to-month or short-term contract to start. - Get references from similarly sized companies—not just enterprise logos. - Make sure you know what’s included (and what’s extra).
Don’t let “limited time offers” or FOMO pressure rush your decision. If the software is genuinely useful, it’ll still be there next week.
Summary: Keep It Simple, Iterate Often
You don’t need the perfect B2B GTM tool—you need one that’s “good enough” and actually solves your team’s real problems. Start small, focus on what matters, and don’t be afraid to switch things up if your needs change. The best tool is one your team will actually use, not just another logo on your stack.