Sample Reports

See exactly what
you're buying.

Real report output from a real buyer scenario. Names and companies are anonymized. The analysis is not.

Delphi is an independent, AI-generated analysis of your software buying situation. Funded entirely by subscribers. No vendor pays for placement, recommendation, or access. Ever.

The Evaluation

A five-company roll-up evaluating
an ABM platform for the first time.

New brand, new exec team, reps who have never prospected, and a CRM described as a disaster. This is what the report looked like.

What We Heard

Delphi reads the situation, not just the answers.

What We Heard

What We Heard

You are not really buying an ABM platform right now. You are buying a stabilization tool for a company still finding its footing. Five companies merging under a new brand, an exec team new to the industry, reps who have never prospected, and a CRM described as a disaster — that is a lot of weight for any software purchase to carry.

Your TAM is genuinely small, under 250 named accounts on your target list. You do not need a platform built to score millions of anonymous signals. The question is how to stay visible to your accounts across a long buying cycle while your team figures out how to actually sell.

Why this matters

Most ABM platforms are built for scale you don't need. TAM size changes which tools make sense.

The harder problem underneath all of this is sales activation. No ABM platform closes that gap on its own. But the right platform minimizes it by making the sales ask as simple as possible — showing reps which accounts are engaging, in a tool they already use.

...continues across 3 paragraphs

What this gives you

A read of your situation that goes beyond what you said — including the constraints you may not have realized yet.

Readiness Score

Six dimensions. A clear picture of what to address before you sign.

Readiness Score

Readiness Score

You are at an early but honest starting point. The self-awareness about your CRM, your reps, and your organizational change fatigue is actually a strong signal — teams that overestimate their readiness make worse buying decisions.

2
OUT OF 5
Needs attention before purchasing
Dimensional breakdown shows where the gaps are.

Low score = setup list

A 2/5 tells you what to fix before go-live — not whether to buy.

Data Readiness2/5Address before go-live
Sales & Marketing Alignment2/5Address before go-live
Change Management1/5Address before go-live

Lowest score

1/5 here affects every tool equally — it's not a tool problem, it's an org problem.

Ops Capacity3/5Manageable with prep
Integration Readiness3/5Manageable with prep
Executive Sponsorship2/5Address before go-live

What this gives you

Six dimensions scored before you sign, not after implementation fails. Each gap comes with specific analysis on what needs to be true before go-live.

Your Shortlist, Assessed

Each tool evaluated against your situation, not just the average buyer's.

Your Shortlist, Assessed

Your Shortlist, Assessed

Rollworks
4/5 · Budget: Strong fit · Readiness: Good match for current maturity
Recommended
Does Well
Purpose-built for a defined list of target accounts and a small marketing team. HubSpot and Salesforce integrations are among the most reliable in the category.
Does Not Do Well
Will not fix the gap between marketing signals and sales action on its own. Self-service reporting is limited.
The right tool for where you are today: focused, fast to stand up, and matched to a finite account list without requiring organizational change you cannot sustain right now.

Read this first

This one-sentence verdict tells you more than the entire comparison grid.

...Terminus and Demandbase assessments also included

What this gives you

Each tool assessed against your budget, team size, implementation capacity, and current maturity — not the average buyer's situation.

What You Should Know

What the scripted demo doesn't address about your situation.

What You Should Know

What You Should Know

Rollworks — Intent setup has a known configuration trap
Bombora intent data within Rollworks defaults to contact-level targeting. Rollworks' own team recommends account-level instead — but this is not documented prominently. If your onboarding contact doesn't flag it, you will run campaigns incorrectly from day one.

Your rep won't raise this

This configuration error happens in the first week. By the time you notice, you've been running campaigns wrong for months.

Terminus — Acquisition uncertainty is not fully settled
Terminus was acquired by DemandScience in November 2024. Brand consolidation is still in progress. Ask for written confirmation of which entity your contract is with and what the support SLA looks like post-acquisition.
Demandbase — Renewal price increases are not negotiated by default
G2 reviewers report renewal increases of approximately 20% at end of initial term. Demandbase does not include renewal caps unless the buyer negotiates them into the initial agreement.

What this gives you

Intelligence the sales process won't surface — for every vendor on your list, regardless of which tools you're evaluating.

Questions to Ask in the Demo

Walk into every demo knowing exactly what to ask — and what a good answer sounds like.

Questions to Ask in the Demo

Questions to Ask in the Demo

Ask All Vendors
1.

Our Salesforce data has significant gaps. How does your platform handle account matching when domain data is missing or duplicated?

Vendors with a structured pre-launch audit process are lower risk than those who say the integration handles it automatically.

2.

We have fewer than 250 target accounts. How does your pricing scale down to that list size, and are there features unavailable below a certain threshold?

Some platforms have feature lockouts below 500 accounts that make the lower tiers significantly less capable.

Ask Rollworks Specifically
1.

We have heard that Bombora intent defaults to contact-level targeting. Can you walk us through exactly how you configure intent for a small, named account list?

Whether the rep proactively confirms this known issue and walks you through the correct setup, or whether they are unaware of it.

The listen-for note

The italicized note under each question separates a useful demo from a sales conversation.

...additional vendor-specific questions included for each tool on your shortlist

What this gives you

Questions written for your situation, with guidance on what a good answer looks like — so you walk out of every demo with a clearer read on fit.

Our Recommendation

A clear recommendation based on what you told us.

Our Recommendation

Our Recommendation

We recommend Rollworks.

Your account list is small, your team is lean, your stack is already HubSpot and Salesforce, and your organization cannot absorb a complex implementation right now. Rollworks is the only tool on your shortlist designed for exactly that profile.

Terminus: The multi-channel capability is genuinely stronger, but the post-acquisition uncertainty and separate ad spend minimums create cost and stability risks your organization is not positioned to absorb right now.

Demandbase: The best account intelligence in the category for a known, finite TAM, but the all-in cost and implementation complexity rule it out until your CRM is clean and your sales team is functioning as an active selling team.

One clear answer

No ranked list. No caveats to decode. One named recommendation with reasoning tied to what you told us.

What this gives you

A named recommendation with reasoning tied to what you told us — not a ranked list you then have to translate into a decision.

The Stack Fit

The same three tools, evaluated
for integration fit.

A Salesforce-primary stack with HubSpot, LeanData, and three custom objects. The question isn't which tool fits the use case — it's which tool integrates best with what's already there.

What We Heard

The Stack Fit reads your environment, not your goals.

What We Heard

What We Heard

You are running a tightly scoped ABM program against a finite list of very large accounts with multi-year, multi-million dollar deal cycles. The value of the platform is not in reach or volume — it is in depth of insight at the buying committee level and how well that insight surfaces inside Salesforce for your reps.

What you have not fully articulated yet is that you are running two systems of record in parallel. Any ABM platform you add will sit between Salesforce and HubSpot and will need to pull segmentation from both while writing engagement signals back to Salesforce. That is a three-way data flow, not a simple two-way sync.

Named the real problem

Three-way data flow is harder than a standard two-way sync. Most buyers don't realize this until go-live.

You also have LeanData in your stack, which is significant. LeanData runs natively inside Salesforce and can act as the signal-routing layer that takes ABM intent spikes and pushes them into account owner tasks automatically.

...continues across 3 paragraphs

What this gives you

A read of your architectural reality — including the constraints you hadn't named yet — that changes which tool belongs in your stack.

Stack Compatibility Assessment

Each tool assessed against how it actually integrates with what you have.

Stack Compatibility Assessment

Stack Compatibility Assessment

Demandbase5/5 · Strong · Moderate

Demandbase connects natively to Salesforce via a bidirectional sync and supports a direct native integration with HubSpot. The standout piece for your stack: a published native integration with LeanData lets Demandbase trigger LeanData routing flows when account intent spikes, automatically assigning tasks to account owners without manual Slack notification.

The best stack fit for a Salesforce-primary, LeanData-enabled buyer running a tightly scoped enterprise ABM program.

LeanData is the differentiator

No other tool on this list has a published native integration with LeanData. That's the gap this closes.

Terminus3/5 · Moderate · Moderate

Integrates natively with Salesforce and HubSpot for bidirectional data flow. Multi-channel orchestration is strong, but the post-DemandScience merger roadmap uncertainty means new integration development has been deprioritized.

...RollWorks assessment also included

What this gives you

Goes beyond 'native integration available' — maps exactly how data flows between each tool and your stack, where custom work is required, and what breaks if prerequisites aren't met.

Integration Readiness

Five dimensions measuring whether your environment is ready to absorb a new integration.

Integration Readiness

Integration Readiness

Integration readiness measures how prepared your current stack, data, team, and processes are to absorb a new ABM platform and get meaningful value out of it quickly.

4
OUT OF 5
Well positioned
Strong stack health, clear ownership, mature data model.

Same org, different score

This org scored 2/5 on organizational readiness. Their technical environment is a different story.

Integration Ownership Clarity4/5Strong foundation
Current Stack Health4/5Strong foundation
Data Model Maturity4/5Strong foundation
Team Capacity for New Integrations3/5Manageable with prep
Historical Integration Track Record4/5Strong foundation

What this gives you

The same organization that scored 2/5 on organizational readiness scored 4/5 here. The technical environment is strong. The organizational gaps are elsewhere — and that's the tension you need to resolve before you decide.

What You Should Know

What the scripted demo doesn't address about your stack.

What You Should Know

What You Should Know

Demandbase — Custom object blind spot
Demandbase's Salesforce integration cannot sync data to or from custom objects. Engagement signals written back will land on standard fields only. Your Salesforce admin will need to build bridge fields or workflow rules to carry those signals into your custom object views.

A structural limitation

This isn't a configuration issue — it's how the integration works. Know it before you sign.

Demandbase — Writeback timing is not real-time
The Demandbase-to-Salesforce writeback runs on a daily batch cycle between 10am and 10pm UTC. If reps are trained to act on same-day intent signals, the data in Salesforce may be up to 24 hours behind.
Terminus — Post-merger roadmap risk
Terminus merged into DemandScience in late 2024 and the integration is still ongoing. Vendors in this position routinely deprioritize new integration development. For a program with 12 to 14 month deal cycles, that uncertainty compounds.

What this gives you

Technical behavior your vendor may not know to mention — sync timing, object limitations, data flow gaps — specific to each tool on your shortlist.

Questions to Ask in the Demo

Walk into every demo knowing exactly what to ask — and what a good answer sounds like.

Questions to Ask in the Demo

Questions to Ask in the Demo

Ask All Vendors
1.

Walk me through exactly how buying committee member engagement is tracked and surfaced. Can I see which specific contacts at a target account have engaged with which content inside Salesforce?

A good answer names the specific CRM object and field where contact-level engagement lands. A bad answer stays at the account level.

2.

We have three custom Salesforce objects. Can your platform read from and write to those objects, and if not, how do customers typically handle the gap?

A good answer is specific about which direction the sync works and proposes a concrete workaround.

Ask Demandbase Specifically
1.

We use LeanData for account routing. What is the current state of your native integration with LeanData, and can Demandbase intent signals trigger LeanData routing flows automatically?

A good answer references a specific integration mechanism such as an API action node or named connector. A bad answer says 'we work with LeanData' without explaining how.

The listen-for note

The answer to this question tells you whether the rep understands your stack — or is guessing.

...additional vendor-specific questions included for each tool on your shortlist

What this gives you

Questions written for your stack and your shortlist, with guidance on what a good answer looks like — so you can evaluate technical complexity against your team's capacity to support it.

Our Compatibility Verdict

A clear answer on which tool your stack is ready to support.

Our Compatibility Verdict

Our Compatibility Verdict

We recommend Demandbase for integration.

Your use case is defined by depth, not breadth: under 250 accounts, $1M+ contracts, 12 to 14 month cycles, and a requirement to track engagement at the buying committee level. Demandbase is the only platform on your shortlist with a published, native integration with LeanData that can convert intent signals into Salesforce-routed account owner actions automatically.

Terminus: Strong multi-channel orchestration, but post-acquisition roadmap uncertainty and absence of a native LeanData routing integration make it a less reliable foundation for a long-running enterprise program.

RollWorks: Fastest to implement and most HubSpot-native, but its advertising-reach orientation and limitation on contact-level tracking make it a poor fit for a program designed to measure buying committee engagement.

One clear answer

The Stack Fit and Evaluation disagreed. This is the technical verdict — the Evaluation gave the organizational one.

What this gives you

A named recommendation grounded in your stack's actual capabilities — and a clear explanation of what each other tool can't do for your environment.

When the reports diverge

Why the recommendations can differ

The Evaluation is based on your organizational readiness for change — your team, your alignment, your capacity to absorb a new process and make it stick. The Stack Fit is based on your technical environment — your current stack, your integration architecture, your data flows. They are designed to surface different constraints. In the sample reports above, they did not agree. The question you need to decide is which constraint is harder to change — your organizational capacity to make a change, or the amount of work it takes to prepare your stack to bring in a new tool.

The Evaluation — Organizational fit

2
OUT OF 5
Needs attention before purchasing
Organizational readiness score

Recommends Rollworks — the tool that asks the least of a team not yet ready to run a complex ABM program.

The Stack Fit — Technical fit

4
OUT OF 5
Well positioned
Integration readiness score

Recommends Demandbase — the tool with the deepest native integration for a LeanData-enabled, Salesforce-primary stack.

How to interpret two different recommendations

When the Evaluation and the Stack Fit point to different tools, it means the tool that best fits your use case requires technical accommodations your stack doesn't currently support — or the tool that fits your stack best may not fully serve the use case you're trying to run. Before you decide which to weight more heavily, it is worth asking:

  • —What specifically needs to change in your environment to support the use case recommendation? Who owns that work, and do they have capacity to do it before go-live?
  • —What is the cost — in time, money, and organizational lift — of closing that technical gap?
  • —If you go with the stack fit recommendation instead, what use case capability are you giving up, and can you achieve your goals with that tradeoff?
  • —Are the organizational gaps in your Evaluation something you can close before go-live, or will they still be present on day one regardless of which tool you choose?
  • —Which constraint is harder to change — your organization or your stack?

Your reports are built
for your situation.

Every answer you give shapes the output. This is what one buyer's reports looked like. Yours will look different — because your situation is different.

Delphi is funded by subscribers, not vendors. No platform pays for placement, recommendation, or access. Ever.

Delphi reports are generated using AI and publicly available information. They are for informational purposes only and do not constitute professional, legal, or financial advice. Vendor pricing, product capabilities, and market positioning change frequently — verify all claims directly with vendors before making any purchasing decision. Delphi is not responsible for outcomes resulting from decisions made based on this report.