SetSail

The AI analyst for revenue teams

RevOps & Sales Analytics
★★★★★ 4.8
2018 Founded
51-100 Employees
unknown Customers
San Mateo, California, United States Headquarters
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Quick Facts

✓ Free Trial
Website
setsail.co →
Starting Price
unknown
Pricing Model
per-user
Free Trial
unknown days
Company Type
acquired
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About SetSail

SetSail is a sales data and revenue intelligence platform designed to help B2B revenue teams "do what wins." The product automatically captures sales activity from email, calendar, call recording and engagement tools, normalizes it into a Sales Data Layer, and syncs it back into systems of record like Salesforce. On top of that data foundation, SetSail layers an AI revenue analyst that can answer natural-language questions about deals, accounts, and performance, pushing timely guidance to sellers where they work.

The platform combines three core pillars: sales data capture, revenue intelligence, and sales performance management. It automatically logs emails, meetings, call transcripts and contacts, enriches contact records, and creates a complete activity history in Salesforce and data warehouses. SetSail then analyzes this data to identify the behaviors that correlate with winning deals, highlights risky opportunities, prepares reps for meetings with MEDDICC-style analyses and summaries, and delivers alerts and recommendations via Slack, email and in-app views.

Founded in 2018 in San Mateo, California by former Google machine learning experts, SetSail has raised approximately $37M in venture funding, including a $26M Series A led by Insight Partners, bringing total funding to $37M across four rounds. The company has been recognized by G2 as one of the Top 50 Sales Products and earns high marks for ease of use and being “easy to do business with,” with customers including LinkedIn, Spotify, Cisco, Dropbox, ADP, Databricks and OutSystems.

SetSail positions itself at the intersection of revenue intelligence, sales activity capture, and performance management. Rather than just providing dashboards, it focuses on turning raw activity into actionable signals and incentives that change rep behavior. The company has since joined ZoomInfo (often referenced as “SetSail (acquired by ZoomInfo)”), and continues to operate as a specialized AI sales data and insights platform within the broader sales and RevOps technology ecosystem.

Key Features

AI revenue analyst chat interface - lets users ask natural-language questions about deals, accounts, pipeline, and performance and get instant answers instead of building dashboards.

Automated activity capture - automatically collects every relevant email, calendar meeting, call transcript, and contact from sales tools and logs them back to Salesforce with no rep data entry.

Sales Data Layer - centralizes and standardizes sales activity data from across the go-to-market tech stack so RevOps can build accurate reporting and analysis.

Revenue intelligence and deal risk detection - analyzes behaviors and deal histories to flag at-risk opportunities and surface leading indicators of sales success.

Meeting prep and MEDDICC analysis - generates pre-call summaries and MEDDICC-style analyses so reps know key stakeholders, risks, metrics, and next steps before every meeting.

Performance insights and coaching - identifies what top-performing reps do differently and gives managers granular behavioral analytics for targeted coaching.

Gamification and micro-incentives - uses points, contests, leaderboards, and rewards to drive the right sales activities and keep reps engaged.

Leaderboards and scorecards - provides real-time visibility into activity and signal-based KPIs at the rep, team, and region level to encourage friendly competition.

Slack and email notifications - pushes deal alerts, meeting prep, and behavioral insights directly into Slack and email so reps don't have to log into another dashboard.

Salesforce data sync and enrichment - writes activities and enriched contact attributes (e.g., title, department, phone) back to Salesforce to keep CRM data accurate and complete.

Multi-source integrations - connects to sales engagement and conversation intelligence tools such as Gong, Outreach, Salesloft, and Chorus to pull in call and sequence data.

Customizable signals and KPIs - allows RevOps teams to define the specific behaviors, milestones, and metrics that matter for their unique sales process.

Data lake exports - pushes standardized activity data into data warehouses such as Snowflake and Databricks for broader BI and analytics use cases.

Security and compliance - built on AWS with SOC 2 Type 2 certification, encryption in transit and at rest, and strong access controls to protect sensitive sales data.

AI-powered notifications and subscriptions - lets users subscribe to recurring questions so key insights (e.g., risky deals, top-performer behaviors) are delivered on a schedule.

Pros & Cons

👍 Pros

  • Very intuitive, user-friendly interface that reps adopt quickly for tracking daily activities and progress.
  • Automatic capture of emails, meetings, and contacts keeps Salesforce data accurate and up to date without extra rep effort.
  • Gamified leaderboards, contests, and cash or points-based rewards effectively motivate reps and create healthy competition.
  • Provides clear visibility into which specific activities and behaviors actually drive pipeline, quota attainment, and win rates.
  • Highly regarded customer success and account management support during rollout and optimization of signals and contests.

👎 Cons

  • Initial setup and configuration of metrics, signals, and contests can be time-consuming and often relies on SetSail's team.
  • Limited self-service customization for admins; many changes to scoring or program design must go through support or account management.
  • Some users feel the UI and visual design are fairly basic and would like a more modern, colorful interface and richer in-app guidance.

User Reviews

G2
4.6
★★★★★
Capterra
4.7
★★★★★
TrustRadius
10.0
★★★★★

Integrations

Salesforce Slack Gmail Microsoft Outlook HubSpot CRM Microsoft Dynamics 365 Gong Outreach Salesloft Chorus Snowflake Databricks Zoom Salesforce Sales Cloud Google Calendar

Best For

Company Size

smb mid-market enterprise

Industries

SaaS Technology Cybersecurity Telecommunications Business Services

Use Cases

Sales activity tracking and CRM data capture Revenue intelligence and deal risk detection Sales performance management and incentive programs Sales coaching and rep productivity optimization Meeting preparation and MEDDICC-based deal reviews

FAQ

What is SetSail?

+

SetSail is an AI-powered sales data and revenue intelligence platform that automatically captures sales activities from email, calendar, engagement tools, and call recordings, syncs them into systems like Salesforce, and applies machine learning to surface the behaviors and deal insights that drive revenue. It helps sales, RevOps, and revenue leaders understand what top reps do, detect risky deals, and push just-in-time guidance and incentives to their teams.

How much does SetSail cost?

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SetSail uses a primarily seat-based pricing model, with contracts tailored to each customer's team size, data sources, and use cases. Specific list prices are not published; third-party sources characterize it as a mid-range enterprise solution. Prospective customers should expect custom quotes and should contact SetSail's sales team for exact pricing, pilots, and contract terms.

What are the main features of SetSail?

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Core features include automated capture of emails, meetings, and call transcripts; a centralized Sales Data Layer; Salesforce data sync and contact enrichment; an AI revenue analyst that answers natural-language questions; deal risk scoring and revenue intelligence; MEDDICC-style meeting prep; gamified contests and micro-incentives; leaderboards and scorecards; Slack and email notifications; and integrations with tools like Gong, Outreach, Salesloft, Chorus, Snowflake, and Databricks.

Who are SetSail's main competitors?

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SetSail is most often compared with revenue and activity intelligence platforms such as People.ai and Clari, as well as sales performance and gamification or incentive solutions like Ambition and CaptivateIQ. It also overlaps with, and often complements, conversation intelligence tools such as Gong and sales engagement platforms like Outreach and Salesloft.

Is SetSail good for small businesses?

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SetSail can be used by smaller teams and is listed on marketplaces as supporting SMBs, but it is best suited to organizations with a modern CRM (most commonly Salesforce), a multi-rep sales organization, and enough sales activity volume to benefit from AI-driven analysis. Very small teams or companies without a mature sales tech stack may find simpler CRM or pipeline tools more cost-effective, while growing mid-market and enterprise teams typically see the most value from SetSail's data capture, intelligence, and incentive capabilities.

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