Gong or Outreach: which should you choose?
Gong vs Outreach compares two revenue platforms whose websites show no prices. Choose Gong for conversation intelligence first, with Engage, Forecast and Enable coaching added. Choose Outreach for sales engagement first, priced per user with AI credits, plus forecasting in Amplify Pro.
Choose Gong if…
- You want conversation intelligence at the core: Gong captures calls, emails and meetings and analyses them for topics, objections, competitor mentions and buying signals.
- You want AI role play and coaching from the same vendor: Gong Enable lists AI Trainer voice role play, AI Coach, Dry Run and AI Call Reviewer, while Outreach does not list AI role play or a training module.
- You want to build up from one core licence: Gong Engage, Forecast Essentials or Gong Forecast, Enable and Data Cloud are added to a Gong Foundation licence.
- You buy through Microsoft: since July 2026 Gong is in Microsoft Marketplace, where buyers can use Azure Consumption Commitments.
Choose Outreach if…
- You want per-user pricing with no platform fee: Outreach's pricing page says so, and meters AI use in credits, from 10,000 in Amplify Essentials to 100,000 in Amplify Pro.
- Sequencing is the daily job: Outreach is built around sales engagement, with multi-channel sequencing in Amplify Core and above.
- You want to share plans with buyers: Mutual Action Plans (Success Plans) hold documents, recorded demos, success criteria and next steps, and show who on the buying committee opened them.
- You buy through Salesforce: since 15 September 2026 Outreach can be bought, provisioned and managed through Salesforce AgentExchange.
Gong vs Outreach at a glance
| Gong | Outreach | |
|---|---|---|
| Positioning | Calls itself the "#1 AI OS for Revenue Teams" and "The only Revenue AI OS that turns insight into action", and says it captures every interaction, analyses what is working and automates what happens next (Gong). | Calls itself the "Agentic AI Platform for Revenue Teams" and "the only revenue orchestration platform" for prospecting, deals, forecasting, coaching and account expansion (Outreach). |
| Core modules | Revenue AI OS: a Foundation core licence plus Gong Engage, Forecast Essentials or Gong Forecast, Enable Essentials and Data Cloud (help centre); Gong Enable adds AI role play and coaching; no content library or digital sales rooms listed. | Sales Engagement, Pipeline and Deal Management, Deal Insights, Mutual Action Plans (Success Plans), Sales Forecasting, Conversation Intelligence (Kaia), Rep Coaching and Account Management; no sales content management or digital sales rooms listed. |
| AI and agents | Gong Agents: pre-built agents such as AI Trainer, AI Call Reviewer and AI Deal Predictor, Custom Agents via Agent Builder and the Revenue Harness; also Gong Assistant with Deep Mode and an MCP server. | AI Agents including Omni, Research, Revenue, Deal, Personalization and Meeting Prep Agents, Agent Studio for workflows, Kaia meeting AI, and Outreach MCP (server and client) for Claude, ChatGPT and Copilot; Reply Agent "coming soon". |
| Pricing model | No prices on its pricing page: licences per user plus a platform fee based on users supported; integrations free; each paid core seat includes 2,000 pooled Gong credits a year (pricing page, credits). | Quote-based "per user pricing" with "no platform fees", plus AI credits; Amplify Essentials, Core, Plus and Pro packages (10,000 to 100,000 credits); no prices on its pricing page. Its AWS Marketplace listing shows one 12-month "Orchestrate (50 seats)" contract at $108,000, a name not among the Amplify packages, with no listing date. |
| Third-party price data | Vendr median $55,359 a year; range $11,497 to $203,683; 1,145 purchases; March 2026. Vendr puts mid-market and enterprise seats at $1,200 to $2,400 a year. | Vendr median $45,600 a year; range $8,660 to $215,400; 919 purchases; February 2026 (a header on the same page shows 545 "Deals handled"). |
| Analyst recognition | Gartner Magic Quadrant for Revenue Action Orchestration Leader in 2025 and 2026, per Gong; Forrester Wave: Revenue Orchestration Platforms Leader (Q3 2024, per Gong; Q3 2026 placement not found); neither is a revenue enablement evaluation. | Outreach says it was named a Leader in the 2026 Gartner Magic Quadrant for Revenue Action Orchestration (second year), The Forrester Wave: Revenue Orchestration Platforms for B2B, Q3 2026 and the 2026 IDC MarketScape for Worldwide Unified Revenue Orchestration Platforms; none is a revenue enablement evaluation. |
| Company status | Private and venture-backed, led by co-founder and CEO Amit Bendov; raised a $250M Series E at $7.25B (June 2021, TechCrunch), the latest round we found; Gong said ARR passed $500M in May 2026 (Gong). | Seattle-based and investor-backed, started in 2014; CEO Abhijit Mitra since September 2024; its About page cites $489M in funding, including a $200M Series G at a valuation of more than $4.4B (June 2021, Fenwick); no merger announcement found. |
| Best for | Revenue teams that want conversation-based AI at the core, with engagement, forecasting and coaching added as applications. | Revenue teams that want engagement, conversation intelligence, deal management and forecasting on one agentic platform, priced per user with AI credits. |
What is the difference between Gong and Outreach?
They start from opposite ends of the sales day. Gong starts from customer conversations: its conversation intelligence page says it captures "calls, emails, meetings, and more" automatically and analyses them for key topics, objections, competitor mentions and buying signals. Gong calls the whole platform a Revenue AI OS (Gong), and its help centre says a plan is a core licence for the Gong Foundation platform plus optional applications: Enable Essentials, Forecast Essentials, Gong Forecast, Gong Engage and Data Cloud (help centre).
Outreach starts from sales engagement. It calls itself the "Agentic AI Platform for Revenue Teams" and "the only revenue orchestration platform" for prospecting, deals, forecasting, coaching and account expansion (Outreach). Its platform covers sales engagement, pipeline and deal management, deal insights, mutual action plans, forecasting, conversation intelligence on its Kaia meeting AI, rep coaching and account management. In practice each now sells most of what the other does, so the question is which data you want at the centre: recorded conversations or the sequences and tasks reps work through.
Neither lists a sales content library or digital sales rooms on its product pages. Outreach comes closest to a buyer-facing space with Mutual Action Plans (Success Plans): shared plans holding documents, recorded presentations and demos, success criteria and agreed next steps, with reps able to see who on the buying committee opens them.
How do Gong and Outreach compare on engagement, calls and forecasting?
For engagement, Gong Engage covers Engage Flows, email with AI Composer, AI Tasker, a dialer, dashboards, Gong Enrich and Gong Anywhere, which runs flows, emails and calls from inside Salesforce, and names integrations with Salesforce, HubSpot, Dynamics 365, ZoomInfo, 6sense and Chili Piper among others. Outreach lists multi-channel sequencing in Amplify Core and the packages above it, while Amplify Essentials is aimed at conversation intelligence and coaching, with the Outreach Voice dialer, real-time transcription and meeting scheduling (Outreach pricing).
Both record and analyse calls. Gong says its AI agents write summaries, update CRM fields and suggest follow-ups. Outreach's conversation intelligence runs on Kaia, which joins and records live meetings with real-time transcription, Real-time Assist content cards, Kaia Translations, playlists, one-sided call recording and CRM sync, and its Rep Coaching adds custom topics, Smart Kaia Coach and coach card reports.
Both sell forecasting. Gong sells Gong Forecast, or Forecast Essentials, as an application on the Foundation licence. Outreach builds Sales Forecasting into its platform, and its pricing page lists the forecasting features (AI Forecast Projection, AI Assist for forecasting, a scenario planner, forecast rollups and trends, territory management, and multi-currency and parallel forecasts) only in Amplify Pro, the top package, which its FAQ says CROs typically choose.
Both are recognised as Leaders in the same analyst category. Gong says it was named a Leader in the Gartner Magic Quadrant for Revenue Action Orchestration in 2025 and again in 2026 (Gong). Outreach says it was named a Leader in the same Magic Quadrant, dated 13 October 2026, for the second consecutive year (Outreach), a Leader in The Forrester Wave: Revenue Orchestration Platforms for B2B, Q3 2026 (Outreach), and a Leader in the 2026 IDC MarketScape for Worldwide Unified Revenue Orchestration Platforms (Outreach). Gong says it was a Leader in the Q3 2024 Forrester Wave for revenue orchestration (Gong); we found no Gong statement on the 2026 edition.
Which AI agents, coaching and integrations do Gong and Outreach offer?
Gong's AI agents page lists 16 pre-built agents, from AI Data Extractor, AI Trainer and AI Call Reviewer to AI Deal Predictor, AI Revenue Predictor and AI Translator, plus Agent Builder for custom agents, Agent Studio and the Revenue Harness for permissions, oversight and auditability; Deep Mode in Gong Assistant and Gong Enrich became generally available on 30 September 2026 (Gong). Outreach's AI Agents page lists Outreach MCP and the Omni Agent as available now, alongside the Revenue Agent, which finds high-intent accounts and new contacts and drafts outreach; the Research, Meeting Prep, Deal and Personalization Agents; and Agent Studio, a visual canvas for building workflows that connect agents and triggers. A Reply Agent is marked "Coming soon".
Coaching is the clearest difference. Gong Enable lists AI Trainer, AI Coach, Dry Run, AI Call Reviewer, a coaching inbox, coaching metrics, Lessons and Initiative Tracking, and Gong's help centre lists AI Trainer, with voice role play in 24 languages, on the Enable plan only (help centre). Outreach coaches from recorded calls through Rep Coaching and Smart Kaia Coach, and does not list AI role play or a training module, so practice and certification need a separate tool.
Both connect to outside AI assistants through MCP. Gong MCP pairs a server that lets tools such as Claude, ChatGPT and Microsoft Copilot use Gong insights with a client that lets Gong agents reach external systems, available on "Any Gong plan" (help centre). Outreach announced a full MCP suite on 2 June 2026: an MCP Server for Claude, Microsoft Copilot, Agentforce, ChatGPT and Codex; an MCP Client that brings in Seismic, Amplitude, Snowflake, Crayon, Sendoso, Slack, ZoomInfo, Glean and Demandbase; and an Agentic Ecosystem marketplace (Outreach).
Where you buy can matter. Gong said on 1 July 2026 that it is available in Microsoft Marketplace, where buyers can use Azure Consumption Commitments, and that Microsoft 365 Copilot can connect to its MCP Server (Gong). Outreach can be bought, provisioned and managed through Salesforce AgentExchange since 15 September 2026 (Outreach). On security, Gong's trust page lists SOC 2 Type 2, ISO/IEC 27001:2022, 27017, 27018, 27701 and ISO/IEC 42001:2023, and says customer data is "never used to train generative AI models"; Outreach's trust page lists SOC 2 Type II, ISO 27001, ISO 27701, ISO 42001, HIPAA and CSA STAR.
How does Gong pricing compare to Outreach pricing?
Neither lists prices on its website, and the models differ. Gong's pricing page says licences are priced per user, with a platform fee based on the number of users supported, and that integrating your existing stack is free; its Buying Gong FAQ says Gong prices "through a consultative approach". Each paid core seat includes 2,000 Gong credits a year, pooled across the company, for features such as the MCP server, Deep Mode and Gong Enrich (help centre).
Outreach's pricing page says "Per user pricing. No platform fees. Support included." Consumption-based AI credits cover AI use, across four Amplify packages: Essentials with 10,000 AI credits, Core with 25,000, Plus with 50,000 and Pro with 100,000, each with a "Request pricing" button. Its AWS Marketplace listing, sold by Outreach, shows one "Orchestrate (50 seats)" dimension at $108,000 for a 12-month contract; Orchestrate is not one of the Amplify package names.
The only dated contract data with sample sizes we found is Vendr's. It reports a median Gong contract of $55,359 a year, ranging from $11,497 to $203,683 (1,145 purchases, March 2026), with observed prices of $1,200 to $2,400 per seat a year for mid-market and enterprise buyers (Vendr), and a median Outreach contract of $45,600 a year, ranging from $8,660 to $215,400 (919 purchases, February 2026) (Vendr). Both pages also show smaller "deals handled" counts in their headers (593 for Gong, 545 for Outreach), so treat the medians as directional. They are Vendr estimates, not vendor prices.
Compare quotes for the same users, products and term. Ask Gong to show the Foundation licence, each application, the platform fee and the credit pool as separate lines. Ask Outreach which Amplify package you need, how many credits your expected agent use consumes and what extra packs cost. The Gong pricing and Outreach pricing guides go into more detail.
Who owns Gong and Outreach?
Both are private and venture-backed. Gong said on 12 May 2026 that its ARR had passed $500 million, that more than 5,000 companies use it and that half of its customers run more than one Gong product (Gong); the latest funding round we found is a $250 million Series E in June 2021 at a $7.25 billion valuation (TechCrunch).
Outreach is headquartered in Seattle, was started in early 2014 and cites $489M in funding on its About page (About Outreach). Abhijit Mitra became CEO in September 2024 (Business Wire), and the latest funding round we found is a $200 million Series G in June 2021 that raised its valuation to more than $4.4 billion (Fenwick).
Frequently asked questions
Which is better, Gong or Outreach?
Neither is better in general. Gong suits teams that want conversation intelligence at the core, with engagement, forecasting and AI role-play coaching added as applications. Outreach suits teams whose reps live in sequences, priced per user with AI credits and no platform fee, with forecasting in its top Amplify Pro package. Pilot both on the same pipeline before you decide.
How much do Gong and Outreach cost?
Neither lists prices on its website. Gong prices licences per user plus a platform fee, with 2,000 pooled credits per paid core seat a year. Outreach prices per user with no platform fee, plus AI credits by Amplify package. Vendr reports median contracts of $55,359 a year for Gong (1,145 purchases, March 2026) and $45,600 for Outreach (919 purchases, February 2026).
Can Gong replace Outreach?
For some teams. Gong Engage covers flows, email with AI Composer, a dialer and tasks, so a Gong customer can run engagement on the same platform as its conversation data. Teams that rely on Outreach-specific features, such as Mutual Action Plans or forecasting in Amplify Pro, should compare those modules directly before switching.
Do Gong and Outreach include AI role play?
Gong does, in Gong Enable: its help centre lists AI Trainer voice role play in 24 languages on the Enable plan only. Outreach coaches from recorded calls through Rep Coaching and Smart Kaia Coach and does not list AI role play or a training module.
What are the alternatives to Gong and Outreach?
Salesloft, merged with Clari since December 2025, sells engagement with Clari forecasting; see Gong vs Salesloft and Outreach vs Salesloft. For content management, AI role-play training and digital sales rooms beside an engagement tool, enablement platforms such as Highspot (now part of Seismic), Seismic and Revspire are the usual options.
Sources
All 43 sources were opened and checked by 2026-10-21. Vendor statements are paraphrased; figures belong to the source that published them.
- Gong. Gong homepage. Checked 2026-10-16.
- Gong. Gong platform overview (Revenue AI OS). Checked 2026-10-16.
- Gong. Gong conversation intelligence. Checked 2026-10-20.
- Gong Help Center. Plans and seats. Modified 2026-01-08; checked 2026-10-20.
- Gong. Gong pricing page. Checked 2026-10-16.
- Gong. Buying Gong (FAQ). Checked 2026-10-20.
- Gong Help Center. About Gong credits. Modified 2026-10-20; checked 2026-10-20.
- Vendr. Gong software pricing. Last updated March 2026; checked 2026-10-20.
- Gong. Gong Engage (sales engagement software). Checked 2026-10-16.
- Gong. Gong Forecast (revenue forecasting software). Checked 2026-10-16.
- Gong. Gong Enable (sales enablement software). Checked 2026-10-16.
- Gong Help Center. How to create and manage AI Trainer. Modified 2026-09-15; checked 2026-10-20.
- Gong. Gong AI agents for revenue teams. Checked 2026-10-16.
- Gong. Gong announces Mission Callisto, unveils sales enrichment layer for revenue teams (press release). 2026-09-30.
- Gong Help Center. About Gong MCP. Modified 2026-07-05; checked 2026-10-16.
- Gong. Gong trust and security. Checked 2026-10-16.
- Gong. Gong partnering with Microsoft to automate workflows with AI (press release). 2026-07-01.
- Gong. Gong growth accelerates past 55% YoY as enterprises adopt revenue AI; ARR tops $500M (press release). 2026-05-12.
- TechCrunch. Gong going gangbusters, grabs $250M Series E on $7.25B valuation. 2021-06-03.
- Gong. Gong named a Leader in 2026 Gartner Magic Quadrant for Revenue Action Orchestration for second consecutive year (press release). 2026-10-16.
- Gong. Gong named a Leader in 2025 Gartner Magic Quadrant for Revenue Action Orchestration (press release). 2025-12-18.
- Gong. Independent research firm names Gong a Leader in Revenue Orchestration Platforms (Forrester Wave Q3 2024). 2024-09-04.
- Outreach. Outreach homepage (Agentic AI Platform for Revenue Teams). Checked 2026-10-20.
- Outreach. What is Outreach? Agentic AI revenue platform overview. Checked 2026-10-20.
- Outreach. Outreach pricing (Amplify packages and AI credits). Checked 2026-10-20.
- AWS Marketplace (sold by Outreach). Outreach Sales Execution Platform listing. Checked 2026-10-20.
- Outreach. AI Agents for Revenue Teams. Checked 2026-10-20.
- Outreach. Mutual Action Plans (Success Plans). Checked 2026-10-20.
- Outreach. Sales Forecasting. Checked 2026-10-20.
- Outreach. Conversation Intelligence (Outreach Kaia). Checked 2026-10-20.
- Outreach. Rep Coaching. Checked 2026-10-20.
- Outreach. Outreach becomes the first agentic AI platform for revenue teams with full MCP suite (press release). 2026-06-02.
- Outreach. Outreach becomes first revenue orchestration platform available for private offers on Salesforce's AgentExchange (press release). 2026-09-15.
- Outreach. Outreach trust. Checked 2026-10-20.
- Outreach. About Outreach. Checked 2026-10-20.
- Business Wire. Outreach names Abhijit Mitra as new Chief Executive Officer. 2024-09-12.
- Fenwick. Fenwick represents Outreach in $200 million Series G financing. 2021-06-02.
- Outreach. Outreach named as a Leader in the 2026 Gartner Magic Quadrant for Revenue Action Orchestration for the second consecutive year (press release). 2026-10-15 (Magic Quadrant dated 2026-10-13).
- Outreach. Outreach named a Leader in B2B revenue orchestration evaluation (Forrester Wave Q3 2026, press release). 2026-09-24.
- Outreach. Outreach named a Leader in the 2026 IDC MarketScape for Worldwide Unified Revenue Orchestration Platforms (press release). 2026-09-21.
- Vendr. Outreach software pricing. Last updated February 2026; checked 2026-10-20.
- Outreach. Outreach named a Leader in the Forrester Wave for revenue orchestration (Q3 2026). 2026-09-24; modified 2026-10-05.
- Revspire. Revspire pricing (per module, unlimited user licenses). Checked 2026-10-15.
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