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Demand for Digital Sales Rooms is up 325% ... read our vendor landscape to learn why
Once just an aspirational buzzword, digital transformation has become a fact of life in the wake of the COVID-19 pandemic.
B2B Go-to-Market teams and buyers need to coordinate complex purchasing decisions digitally and asynchronously with a variety of creative new capabilities.
Enter the advent of the Digital Sales Room (DSR).
What is a Digital Sales Room?
A Digital Sales Room (DSR), also known as a virtual data room or online deal room, is an online platform that provides a secure and centralized space for members of a selling team to share everything the buying team needs to make a decision in a single place.
DSRs create a modern opportunity to collaborate and interact, ensuring the sales team gets full visibility of how various members of the buying team are engaging so they can identify gaps or potential roadblocks.
How did we get here?
Marketers were already using Content Experience Platforms like Hushly, Pathfactory, and Uberflip to help sellers target and engage the full buying committee in accounts with high ACV potential.
These platforms enable sellers to create one-to-one microsites and ABM pages that serve as a central clearing house for information through the full customer lifecycle.
Other innovators have entered the market - like Vidyard with a video-first DSR solution.
Our research now identifies at least 16 pure play solutions, including companies like Journey.io, SP CE, and Aligned.
Based on our analysis, Get Accept, DealHub.io, Enable Us by Mindtickle and RELAYTO have been leading the way with verified adoption of their solutions, as shown on the vendor landscape on page 7 of our new report on DSRs.
What is a Vendor Landscape?
We want to help Go-to-Market technology buyers and vendors better understand and assess the complexity and evolution of a new use case and adjacent spaces.
In the DSR Vendor Landscape, vendors are sorted by volume of verified users of the DSR use case. Verified users are identified using G2 data and GTM Partners' proprietary research methodology.
Here’s a sneak peek of the landscape, but you’ll need to download the report (it’s free) to see the detail.
The Bottom Line
DSRs are here to stay and represent an important and innovative way for sellers to manage complex, digital, asynchronous buying decisions.
What else?
This GTMonday newsletter is currently our main channel for getting our research and ideas out. If it has ever been interesting or useful to you, would you help us by encouraging your team and your social media followers to subscribe? We would really appreciate it.
We have an incredible Leadership Summit on May 25 - all about Identifying and Quantifying Your Total Relevant Market. We have virtual workshops, panels, and networking time. Even if you think you’ve nailed your ICP, this conversation will help you refine it in ways that directly impact short-term revenue.
It was great to see some of you in Toronto last week for our GTM Made Simple Roadshow. Next up, Boston on June 23!
We hope you have a wonderful and productive third week of May!
Love,
The GTM Partners Team
P.S. If you’re not a customer and you want to learn more about how we can help identify and solve GTM issues, book a free analyst session.
