Outreach named a Leader in the Forrester Wave™ for revenue orchestration

The 2026 Forrester Wave™ shows how the revenue orchestration category is evolving. As the market changed, so did Outreach.

When we started this company, sales engagement was the problem in front of us. Sellers were drowning in manual outreach, so we built technology to help them work faster and smarter.

But the market didn't stand still, and neither did we. As I've talked with CROs and revenue leaders over the years, the conversation has shifted. It's no longer just about helping sellers send more emails or make more calls. It's about whether an entire revenue organization has visibility, consistency, and orchestration across the full revenue lifecycle, from the first touch to the forecast call.

We didn't just build a bigger platform. We listened to what revenue leaders actually needed, and we built for that reality.

That's why The Forrester Wave™: Revenue Orchestration Platforms for B2B, Q3 2026 matters to us. In that evaluation, Outreach was named a Leader, earning the highest possible score in 15 of 22 criteria, including Revenue Orchestration, Revenue Context & Continuity, Sales Forecasting, Conversation Intelligence, Innovation, Roadmap, and Adoption.  

Forrester’s report notes:

"Outreach is best suited to organizations seeking industry-leading buyer engagement, conversation intelligence, and increasingly agentic workflows to improve seller productivity, pipeline quality, and forecast outcomes at scale."

That combination is the point. It's not depth in one narrow area. It's breadth across the things revenue teams actually need to run the business.

To us, the evaluation reflects what customers are already doing with Outreach

I’ll keep saying it: revenue execution doesn't happen in one part of the funnel. Prospecting affects pipeline, pipeline affects forecasting, coaching affects execution. All of it depends on having the right context at the right moment, connected rather than scattered across a dozen tools.

I've watched revenue teams spend years accumulating point solutions, each built to solve one narrow problem. Over time, those tools created their own drag: integration overhead, fragmented data, disconnected workflows. That wasn't bad decision-making. The category simply hadn't matured yet.

We believe Forrester's evaluation reflects a market direction we've built toward for years: the value of revenue technology isn't the number of features it has. It's how effectively those capabilities work together to support the workflows our customers rely on every day, in one unified solution. As AI capabilities converge, differentiation increasingly comes down to trusted revenue context, workflow orchestration, and governed execution at scale. That's the market we're building for.

AI agents are here. Without context or governance, they’re reckless

AI agents are quickly becoming table stakes across revenue technology. But adding agents on top of fragmented context is not enough. The real advantage comes from giving agents trusted revenue context, clear guardrails, and governed access to the workflows where work actually happens.

That’s the foundation we’re building at Outreach: agent execution grounded in trusted revenue data and governed actions, so AI can move beyond simply generating recommendations to taking coordinated action with the right controls in place.

For us, Forrester’s profile of Outreach reinforces this direction. The report notes that,

“Outreach demonstrated strong autonomy controls, monitoring, usage management, and outcome reporting for revenue-focused AI agents in production.”

We’re not just talking about the future. We’re shipping it and winning today

Vision is easy to talk about. It's much harder to build something customers actually adopt and depend on. But that’s the key to what separates a roadmap from a business.

The report states: “Customers show exceptionally strong evidence of adoption across both platform usage and business impact. They consistently describe large-scale deployments, expanding use cases, and increasing strategic dependence on the platform.”

In the Adoption criterion, we received the highest possible score, which we believe reflects our customers going deeper with Outreach and putting the platform to work across their revenue teams.

Forrester’s evaluation noted: “Outreach demonstrated strong customer adoption and a commercial model that supports broad deployment, while the roadmap provides a credible path toward human-plus-AI operating models.” Customers described large-scale deployments, expanding use cases, and growing strategic dependence on the platform.

Our scores in the Innovation and Roadmap criteria tell me we're not overselling a vision we can't deliver. Our score in the Adoption criterion tells me customers are already seeing the value today.

Evaluation by outcomes, not features

A Forrester Wave evaluation is a useful starting point.  

But the real question is more direct: does this platform help your team create more pipeline, execute deals more effectively, forecast with greater confidence, and ramp new sellers faster?

If your priority is unifying pipeline, execution, and forecasting into one coordinated flow, revenue orchestration deserves a serious look. If you're solving one isolated problem, a point solution may still make sense, but be honest about the integration and workflow complexity of adding another system to the stack.

Consolidation is not a compromise.  

Done well, it's the higher-performing choice. As revenue leaders build their FY28 strategies, look past feature checklists and ask harder questions about orchestration, adoption, governance, and where a platform is actually headed.

The future of revenue technology isn't about adding more tools. It's about making the whole revenue motion work better together, with AI that earns the trust to act on your behalf.

Forrester does not endorse any company, product, brand, or service included in its research publications and does not advise any person to select the products or services of any company or brand based on the ratings included in such publications. Information is based on the best available resources. Opinions reflect judgment at the time and are subject to change. This report is part of a broader collection of Forrester resources, including interactive models, frameworks, tools, data, and access to analyst guidance. For more information, read about Forrester’s objectivity here.