SetSail
SetSail is an AI-powered revenue intelligence platform that automatically captures sales activity from the GTM tech stack and delivers AI-driven deal analysis, MEDDIC insights, and behavior-based coaching to enterprise and mid-market sales teams. Acquired by ZoomInfo in 2024.
- Company typePrivate
- Founded2018
- HeadquartersSan Mateo, United States
- Headcount51–100
- GTM typeB2B
- OfferingSoftware
What SetSail does
SetSail is an AI-powered revenue intelligence platform that captures sales activity data across the go-to-market tech stack and delivers just-in-time insights to sellers and managers. The platform automatically ingests emails, calendar meetings, contacts, and call transcripts from tools such as Salesforce, Gong, Chorus, Outreach, Salesloft, and Zoom, then writes enriched activity back to Salesforce or downstream data lakes (Snowflake, Databricks) without requiring rep effort. On top of this data layer, SetSail runs an OpenAI-based large language model trained on common sales questions and tuned to each customer's specific sales process, powering capabilities including a chat-based AI Revenue Analyst, automated MEDDIC/MEDDICC analysis, meeting prep, behavior-to-win-rate correlation, and scheduled AI notifications delivered via email and Slack.
The company targets enterprise and mid-market B2B revenue teams, with named customers spanning Databricks, LinkedIn, OutSystems, Spotify, DoorDash, Armis, BigID, Cato Networks, Chronosphere, Moogsoft, Extreme Networks, and Syncari. Go-to-market is sales-led with a 'Request a Demo' enterprise motion, supplemented by a free CRM Health Grader tool that serves as a product-led growth entry point. Pricing is quote-based annual subscription and is not publicly disclosed. SetSail is SOC 2 Type 2 certified and operates with AWS-hosted infrastructure in its own VPC.
Founded in 2018 and headquartered in San Mateo, California, SetSail raised approximately $37 million across four funding rounds through 2021, with a $26 million Series B led by Insight Partners. In 2024 the company was acquired by ZoomInfo and now operates as 'SetSail by ZoomInfo', continuing to serve existing customers while being integrated into ZoomInfo's broader go-to-market intelligence portfolio.
SetSail firmographics
Firmographics- Name
- SetSail
- Legal name
- SetSail
- Website
- https://setsail.co
- Company type
- Private
- Founded year
- 2018
- Operating status
- Acquired
- Headcount range
- 51–100 employees
- Short description
- SetSail is an AI-powered revenue intelligence platform that automatically captures sales activity from the GTM tech stack and delivers AI-driven deal analysis, MEDDIC insights, and behavior-based coaching to enterprise and mid-market sales teams. Acquired by ZoomInfo in 2024.
- Ownership category
- akta.pro rank
SetSail industry classification
Industry- Product category
- Sales Intelligence Software
- NAICS
- Computing Infrastructure Providers, Data Processing, Web Hosting, and Related Services (518)
- SIC
- Services-Computer Programming, Data Processing, Etc. (7370), Services-Computer Processing & Data Preparation (7374)
- akta.pro primary industry
- Channel/Partner Sales Support (Reseller Enablement, Deal Reg) (BPAAADAH)
Keywords
Where SetSail is headquartered
LocationHeadquarters
- HQ city
- San Mateo
- HQ country
- United States
- HQ region
- North America
Markets served
SetSail business model
Business model- GTM type
- B2B
- Offering type
- Software
- Cost components
- Personnel, Technology or R&D, Marketing or Sales, Infrastructure, Operations
Revenue model
- SaaS Subscription: SetSail operates as a SaaS platform with subscription-based pricing. The platform is sold to enterprise and mid-market revenue teams with annual or multi-year contracts. Revenue is generated through recurring software licenses.
Pricing tiers
| Model | Billing | Price |
|---|---|---|
| Subscription | Annual | Enterprise SaaS pricing - quote-based |
Go-to-market motion2 records
Distribution channels3 records
Marketing channels7 records
SetSail product offering
Product offeringCore offering
SetSail is an AI-powered sales analytics and revenue intelligence platform that automatically captures sales activity data (emails, calendar meetings, contacts, call transcripts) from across the go-to-market tech stack, syncs it to Salesforce, and uses AI trained on sales-specific questions to deliver just-in-time deal insights, MEDDIC analysis, meeting prep, and behavior-based coaching to sales teams via email, Slack, and a chat interface.
Product overview
SetSail is an AI-powered sales intelligence platform that consists of a core AI Platform plus several integrated modules. The core SetSail AI Platform captures sales activity data from across the go-to-market tech stack and uses AI to analyze it for insights. Key modules include: Sales Data Capture and Salesforce Data Sync for automated activity logging; AI Revenue Analyst as a chat-based interface for querying sales data; MEDDIC Analysis for automated deal framework analysis; Meeting Prep for pre-call intelligence; Revenue Intelligence for behavior-based insights; and Notifications for scheduled AI-powered alerts. SetSail also offers a free CRM Health Grader tool. The platform pushes insights to sellers where they work (email, Slack, Salesforce) rather than requiring them to check dashboards.
Differentiator
Problem solved
Functional benefit
Products and services
- SetSail AI Platform Core AI platform that captures and analyzes activity data from across the go-to-market tech stack, mines it for insights, and pushes just-in-time analysis to sellers via email, Slack, and Salesforce. Powers deal analysis, behavior identification, and revenue intelligence for enterprise and mid-market revenue teams.
- Sales Data Capture Automatically captures and organizes activity data from across the GTM tech stack including emails, calendar meetings, contacts, and call transcripts, syncing this data to Salesforce or data lakes with no rep effort required.
- Salesforce Data Sync Syncs contacts, activities, and enriched contact details (title, phone, department, job function) back to Salesforce as the source of truth, ensuring complete and accurate CRM data without manual rep entry.
- Sales Performance Management Uses signals, insights, and incentives to boost rep results. Identifies which rep behaviors are most effective at closing deals and helps managers coach better with less micromanaging.
- AI Revenue Analyst Chat-based revenue intelligence interface that allows users to ask any question about their sales data and get instant answers. No dashboard required - responds in natural language with insights delivered to where sellers work.
- MEDDIC Analysis Automates MEDDICC deal analysis by assessing all interactions (emails, calls, calendars) and grouping information into the MEDDICC framework structure. Available for any deal through the AI platform.
- Meeting Prep AI-powered feature that proactively prepares sellers for sales meetings by providing deal analysis, last interaction summaries, surfaced objections, identified pain points, and attendee information ahead of calls.
- Revenue Intelligence Identifies what rep activities and selling behaviors drive revenue success by correlating rep behavior with closed-won deals. Helps copy the behavior of top-performing sellers to boost win rates.
- Notifications AI-powered notification system that lets users subscribe to answers from SetSail's AI and receive updated responses via email or Slack on custom schedules or intervals.
- CRM Health Grader Free tool that analyzes contact, opportunity, and activity records in Salesforce to identify missing data and generate a CRM health score, helping identify data challenges that could be hurting revenue.
Quantifiable outcome
- 24% increase in pipeline for Fortune 500 company
- +4 more outcomes
Companies that use SetSail
Customer profileNamed customers7 records
Segments6 records
Ideal customer profiles2 records
SetSail technology and API
TechnologyTechnology focussed Yes
API detail
- Has API
- No
- API docs
- API detail
Core technology
AI maturity
App detail
Integration11 records
AI capability9 records
Feature8 records
SetSail partnerships and signals
Strategic signalPartnerships
One partnership is on record.
- ZoomInfocoreSetSail has been acquired by ZoomInfo. The announcement states 'The SetSail Team is joining ZoomInfo. We continue to serve our customers and onboard new customers.' This represents a corporate acquisition rather than a commercial partnership.
Scale indicators6 records
Recent moves6 records
Expansion highlights5 records
SetSail competitors and assessment
Company assessmentDirect peers
- Gong: Gong is the leading revenue intelligence and conversation intelligence platform for B2B sales teams. It directly competes with SetSail on call/email capture, deal insights, behavior analytics, and AI-driven coaching for revenue teams.
- Chorus.ai (Zoom): Chorus.ai is a conversation intelligence platform (acquired by ZoomInfo) that competes head-to-head with SetSail on AI-driven call analysis, meeting summaries, and seller coaching. Notably, Chorus is now a sibling product within the same ZoomInfo portfolio.
- Clari: Clari is a revenue intelligence and forecasting platform that captures sales activity data to predict pipeline outcomes — directly comparable to SetSail's revenue intelligence and AI Revenue Analyst capabilities.
- People.ai: People.ai offers automated sales activity capture, CRM data enrichment, and revenue intelligence — closely mirroring SetSail's data-capture-first approach and AI-driven insights for revenue teams.
- Outreach: Outreach is a sales engagement platform that has expanded into revenue intelligence and AI-powered deal insights. It overlaps with SetSail on AI-driven seller workflows and integrates with the same GTM stack.
- Salesloft: Salesloft is a sales engagement and conversation intelligence platform (with Drift acquisition) competing with SetSail on AI-driven seller productivity, cadence management, and deal analytics.
- Aviso: Aviso is an AI-powered revenue intelligence and forecasting platform that competes with SetSail on pipeline visibility, deal risk scoring, and predictive insights for enterprise sales teams.
- BoostUp: BoostUp is a revenue intelligence platform that provides AI-driven forecasting, pipeline management, and rep behavior analytics — closely comparable to SetSail's revenue intelligence and MEDDIC analysis capabilities.
Broad incumbents
- Salesforce Sales Cloud / Einstein: Salesforce Sales Cloud, augmented by Einstein AI and Einstein Copilot, is the system of record for SetSail's primary integration and increasingly ships native revenue intelligence and AI-driven insights — making Salesforce both partner and competitive incumbent.
- HubSpot Sales Hub: HubSpot Sales Hub offers AI-powered sales engagement, forecasting, and conversation intelligence as part of its broader CRM platform — an incumbent that competes for SMB/mid-market revenue teams that might otherwise evaluate SetSail.
Market position
Strengths4 records
Weaknesses4 records
Competitive moat4 records
Key risks5 records
Key highlights7 records
Customer concentration
SetSail social profiles
Digital presenceSetSail compliance and trust
Trust signalCompliance1 record
SetSail financial estimates
Financial estimateRevenue estimate
Valuation estimate
SetSail leadership team
Management profileNumber of profiles
Profiles10 records
SetSail funding detail
Funding detailFunding overview
Funding rounds4 records
Investors6 records
Funding detail is available on the Subscription and Enterprise plan.Contact sales →
SetSail M&A and investment
M&A and investmentM&A
Investments
M&A and investment is available on the Subscription and Enterprise plan.Contact sales →
Frequently asked questions about SetSail
What does SetSail do?
SetSail is an AI-powered sales analytics and revenue intelligence platform that automatically captures sales activity data (emails, calendar meetings, contacts, call transcripts) from across the go-to-market tech stack, syncs it to Salesforce, and uses AI trained on sales-specific questions to deliver just-in-time deal insights, MEDDIC analysis, meeting prep, and behavior-based coaching to sales teams via email, Slack, and a chat interface.
Is SetSail a public or private company?
SetSail is a private company. It is classified as corporate owned and is currently acquired.
When was SetSail founded?
SetSail was founded in 2018. It employs 51 to 100 people.
Where is SetSail based?
SetSail is headquartered in San Mateo, United States, in the North America region.
How does SetSail make money?
One revenue line is on record: saaS Subscription.
Who are SetSail's main competitors?
Direct peers on record are Gong, Chorus.ai (Zoom), Clari, People.ai, Outreach, Salesloft, Aviso and BoostUp. Broad incumbents are Salesforce Sales Cloud / Einstein and HubSpot Sales Hub.
Does SetSail have an API?
No public API is recorded for SetSail.
What industry is SetSail in?
SetSail's product category is Sales Intelligence Software. Its primary akta.pro industry code is BPAAADAH, Channel/Partner Sales Support (Reseller Enablement, Deal Reg). Its NAICS code is 518 and its SIC code is 7370.