As turbulent socioeconomic factors continue to put revenue forecasts at risk, B2B organizations are looking inward to strengthen the strongest player in their arsenal – their strategic accounts. This renewed focus in the post-COVID hybrid work environment era also means an accelerated adoption of key account management (KAM) tech tools.
Technology is no longer a nice-to-have to boost the performance of your strategic accounts. Without it, you’re left behind in the dynamic, collaborative sales cycles of 2024. But picking a KAM tool for your organization is no mean feat. Consulting multiple stakeholders and balancing critical parameters can be time-consuming and exhaustive.
There are several robust solutions on the market – People.ai is one such tool. However, for those seeking more flexibility in terms of pricing and capabilities, we’ve curated this list of People.ai alternatives.
Selection criteria for the People.ai alternatives list
We’ve carefully evaluated these tools with thorough research and consideration. We’ve paid close attention to factors of critical importance in the strategic account management space, like the ease of use, customizability, 2 way sync with your CRM, and quality of support.
1. DemandFarm
DemandFarm is a robust, comprehensive solution for managing your key account portfolio. Their Salesforce-native suite has products for account planning, relationship mapping, and opportunity (large deal) management. If you’re not a Salesforce user, their CRM-agnostic suite (Account Central) would be a good fit for you.
The DemandFarm product suite is highly customizable, and the team practices a unique phased approach to implementation that improves tool adoption within your organization. Their value-driven account-based pricing is also a unique differentiator in this space, which incorporates the cross-functional collaborative nature of key account management.
With a customer base of global organizations like HCL Tech, DHL, and Tech Mahindra, DemandFarm is one of the best, most reliable alternatives to People.ai.
DemandFarm is all the things I wish SF did for account management from the start.
Sean Neighbors
Senior Vice President, Global Product Offerings
Pros
- They have a 100% Salesforce-native product suite and a CRM-agnostic version – a win-win.
- Known for their proactive support and implementation teams
- DemandFarm recommends a unique multi-step phased rollout of their tools to encourage immediate adoption by the customer organization
- A first-in-the-market account-based pricing designed to accommodate and encourage the collaborative nature of key account management
Cons
- Lacks multi-language support
People.ai vs DF
Pricing
Pricing model. Unclear of the different tiers available for scaling the reach of this tool.Would love more transparency of pricing for large roll-outs to large enterprises.
I use the tool a lot and it is definitely worth its price. The support is excellent, our feedback is picked up!
Two-Way Sync
Not able to capture the physical meetings. It has to be on the calendars for getting captured. Can there be a 2-way flow of info between People.ai and the CRM?
Some of the downsides of People.ai and the ones I appreciate the least include its price factor. and that its not suited to some industries and some domain areas.
Fully integrated with Salesforce to avoid duplication of work, and provide a single user experience for the GTM team!
2. Prolifiq.ai
Prolifiq.ai is also a worthy alternative to People.ai. In addition to having tools for relationship mapping and account planning (CRUSH), Prolifiq.ai also has a digital content management tool (ACE). All their tools are Salesforce-native and are available through the Salesforce AppExchange platform.
With a product suite that caters to the sales and sales enablement teams, Prolifiq.ai attempts to create a holistic solution for strategic account management. The bi-directional sync with Salesforce makes this an easy choice for SF users, although some reviews report that the onboarding and product training could have been better.
Pros
- Their products are 100% Salesforce-native.
- They have a solution for digital content management, which is incredibly helpful for sales enablement teams.
Cons
The training content to use Prolifiq is somewhat confusing to track and get relevant information.
Onboarding could be a little more prescriptive.
Prolifiq.ai vs DemandFarm
Customizability
The only downside would be the “home page” only allows you to have 1 or 2 columns.
The flexibility to customize sections of the tool to align with our specific business.
Two-Way Sync
Onboarding could be a little more prescriptive.
The onboarding was smooth and aftercare has been excellent.
Two-Way Sync
The training content to use Prolifiq is somewhat confusing to track and get relevant information.
The service is top-notch and highly personalized. Our account rep is responsive and accommodating.
3. Altify
Altify is another Salesforce-native alternative to People.ai. They have solutions for relationship mapping, opportunity management, account planning, collaboration, and managing customers’ buying cycles.
Upland Altify combines technology, strategy, and best practices to enhance account planning, opportunity management, as well as insight and relationship mapping natively within Salesforce. Altify guides sellers with contextual actions, insights, and coaching to build intimacy with customers, uncover new pipeline, and grow significant revenue. (maybe rephrase – make it lame)
Pros
- 100% Salesforce-native
- Intuitive visuals, easy to use
Cons
I think having access to some types of quick on demand training videos would be helpful.
Usability for very large maps (>30 contacts). Requires several account or opportunity maps instead of just one.
With all things associated with Upland Software, their support is non existent. They are only meant to sell you something and then walk away. Unless you have deep technical expertise, I would not waste your time. Their updates will break your system leaving you without the ability to move forward.
Altify is it is only available with Salesforce.com (SFDC).
Altify vs DemandFarm
Training
I think having access to some types of quick on demand training videos would be helpful.
The application is very easy to set-up and use. Great training and customer support. I am impressed with Allen’s training skills.
Org Chart Usability
Usability for very large maps (>30 contacts).Requires several account or opportunity maps instead of just one.
Org chart is my favorite part of the tool. I also like the overall account profile to see at a high level where we are at in an account. The Salesforce integration is great as well.
Support
With all things associated with Upland Software, their support is non existent. They are only meant to sell you something and then walk away. Unless you have deep technical expertise, I would not waste your time. Their updates will break your system leaving you without the ability to move forward.
Response time by the Demand Farm support team is also exceptional.
4. Kapta
Kapta’s product suite has tools for account planning, QBR, client management, and capturing the voice of customers. While Kapta is one of the only solutions on the market to have a dedicated tool for the voice of customers, the fact that it’s not a Salesforce-native app might be a dealbreaker for SF users for security and privacy reasons.
Pros
- Great support team to handle queries and customizations
Cons
Real-time two-way integration with CRM tools would be the icing on the cake.
More customization of reports would be most helpful.
Kapta vs DemandFarm
Two-way Sync
Real-time two-way integration with CRM tools would be the icing on the cake.
We utilize the Org Chart tool to help our sales team with enterprise account planning. The native integration with Salesforce is incredibly helpful and allows us to easily see the org (and parent account information) in one place. Additional features like LinkedIn connections and Opportunity info have also been beneficial.
Customization
More customization of reports would be most helpful.
So many customization options. Fantastic customer service and support team!
5. Revegy
Revegy is the last solution in our list of People.ai alternatives and is a credible choice with tools for whitespace identification, relationship mapping, strategic account management, and robust analytics.
Their easy-to-consume packaging offers 3 product bundles based on your organization’s experience with sales tech and the challenges you’re looking to solve.
Pros
- Intuitive packaging of product bundles
- Customizable product
Cons
The user interface and ease of use of the tool leaves something to be desired. It is functional and usable and you can learn to use it, but it is not the most intuitive interface.
UI and Ease of Use
The user interface and ease of use of the tool leaves something to be desired. It is functional and usable and you can learn to use it, but it is not the most intuitive interface.
Demand Farm’s Account Planner app, combined with the Org Chart app, provides a comprehensive and user-friendly application for simple or complex account planning.
