Sales doesn’t need more point solutions. It needs a Rippling.
The prevailing logic is that there’s infinite room for big outcomes for sales/rev ops point solutions. The proof is in the pudding: calendly is (nominally) worth $3 billion! People will keep building, funding, and selling them until the end of days.
But this can’t go on.
Sales teams have to use too many tools. Sometimes as many as 30 across scheduling, CRM, prospecting, CRM enrichment, BDR monitoring, quoting, autodialers, signatures, etc.
It’s too expensive
You lose data between systems
It’s a hassle and requires orchestration tools/teams (even more tools/money!)
Sales teams need their own Rippling: an end-to-end, feature-complete platform that lets them bundle and save to cut costs and ensures that all the features/products work nicely together.
Salesforce would claim to offer this but it obviously does not.
Obviously a new entrant is not going to build this all out of the gate.
So the question is: where’s the best wedge/what’s the first best product to start with?
Addendum: After meeting a bunch of founders working on this, my early intuition is that Default.com is the best contender to win this race and get it right.
Nico and the team at Default are
Building the structure to go end to end from the start
Starting at the absolute top of the funnel as the wedge and working their way down funnel from there. That means they are pushing data to other parts of the stack rather than pulling it
Shipping super fast against this spec.
I have a feeling that "bundling" is approaching for all industries. We've unbundled and atomized a ton of industries/products recently. Impossible to manage all of it. And in the new economic realities, no one wants to pay for 5+ subscriptions to services/platforms for each business function.
Do you think it's the case for other industries?