GTM Hub
What is Ebsta?
Ebsta is a revenue intelligence platform that helps B2B sales teams drive predictable growth by analyzing activity, engagement, and CRM data to surface deal risk, improve forecast accuracy, and accelerate pipeline velocity. It integrates with Salesforce and HubSpot to provide real-time insights on deal health, forecast accuracy, and sales performance.
Ebsta news
Fullcast Acquires Ebsta to Deliver Unrivaled Revenue Intelligence and Go-to-Market Execution
Fullcast, the leading sales performance planning and execution platform, acquired Ebsta to create an integrated solution combining revenue intelligence, forecasting, and pipeline management with GTM planning and execution. The combined platform will provide end-to-end revenue operations capabilities.
Source: Ebsta ↗New Ebsta Report Reveals Top Sales Teams Win 6.3x More Often by Qualifying Smarter, Not Harder
Ebsta's 2025 Sales Qualification Report analyzed 655,000 B2B opportunities totaling $48 billion. Key finding: well-qualified deals are 6.3x more likely to close than poorly qualified ones and close 21.6% faster. High-qualification scores drive 50% win rates vs. 8% for poorly qualified deals.
Source: PR Newswire ↗Ebsta Launches Conversation Intelligence with Customizable Call AI
Ebsta introduced Conversation Intelligence module offering fully customizable call AI that extracts insights from every call and syncs to opportunity records. Features include auto-qualification against sales methodologies (MEDDPICC support), objection detection alerts, and automatic key moment extraction.
Source: Ebsta ↗
Key features
Conversation Intelligence
Call recording, transcription, and AI analysis; auto-qualification against any sales methodology; topic tracking; key moment and call summaries; call & topic alerts (Slack notifications); Ebsta AI Bot for follow-up generation and recommendations; snippet sharing internally and externally.
Relationship Intelligence
Email and calendar sync to CRM; contact capture and contact alerts; relationship scoring based on engagement analysis; relationship mapping to track relationships between employees and customers; account-based insights; 360° View (via Salesforce Managed Package); customized Salesforce dashboards.
Revenue Intelligence
Deal scoring with 7-factor health indicators (deal stage, engagement score, engagement trends, age of opportunity, close date, relationships, next action date); pipeline trends and flow charts; pipeline benchmarks and funnel analytics; projected revenue forecasting; forecast roll-ups, pacing, and waterfall charts; forecast submissions for commit and upside forecasts; team analytics and KPI reporting; Slack integration for pipeline communications.
CRM Automation
Automatic capture and sync of every contact, email, call, and meeting to CRM; seamless integration with mailbox, calendar, call recorder, and workspace platforms.
Coaching & Performance
AI-driven recommendations based on historical win/loss patterns; identification of coaching opportunities; replication of top performer behaviors; guided selling frameworks tailored to sales methodology.
Ebsta pricing
Ebsta uses modular per-seat annual pricing billed in advance. All three core plans include 14-day free trial access to all features. Annual auto-renewal with 30 days' cancellation notice. Adding users mid-term triggers pro-rata charges. Salesforce Enterprise edition (or HubSpot equivalent) with Bulk API enabled required for full feature access.
| Plan | Price | What's included |
|---|---|---|
| Conversation Intelligence | $50/user/month (billed annually) | Call playback, auto-qualification, snippet sharing, topic tracking, key moment and call summaries, call & topic alerts, Ebsta AI Bot |
| Relationship Intelligence | $60/user/month (billed annually) | Email sync, calendar sync, contact capture, contact alerts, relationship scoring, relationship mapping, account-based insights, 360° View (Salesforce only) |
| Revenue Intelligence | $70/user/month (billed annually) | Deal scoring, pipeline trends & benchmarks, funnel analytics, forecasting suite (projected revenue, pacing, waterfall, submissions), team analytics, KPI reporting, Slack integration |
| Enterprise | Custom quote | All features with dedicated account manager, custom implementation, additional support options |
Pros & cons
Pros
- + Outcome guarantees: improved seller quota attainment in first 6 months; forecast accuracy within ±10% within 6 months; live implementation within 30 days
- + Data-driven deal health scoring based on 100+ factors including conversations, relationships, engagement, and historical performance
- + Comprehensive pipeline visibility with benchmarks, trend tracking, and risk identification
- + Seamless CRM integration with Salesforce and HubSpot (also Bullhorn support)
- + AI-powered insights and coaching recommendations based on win/loss patterns
- + Modular pricing allows selection of individual plans based on needs
- + Real-time activity capture from emails, calls, meetings, and calendar events
- + Trusted by 750+ customers including enterprise companies
Cons
- − Annual billing only; no monthly pricing option
- − Requires Salesforce Enterprise edition or equivalent for full feature access (Professional edition has limitations)
- − Pricing not published publicly; requires sales conversation for accurate quotes
- − Recent acquisition by Fullcast (August 2025) may lead to product roadmap changes
- − Per-seat pricing can add significant cost for larger teams
- − Relies heavily on existing CRM data quality for accurate insights
Who is Ebsta best for?
- • B2B sales organizations focused on pipeline confidence and forecast accuracy
- • Sales leaders and managers who need deal-level visibility for pipeline reviews
- • Revenue operations teams managing sales processes and sales methodology adoption
- • Companies prioritizing data-driven forecasting and quota attainment
- • Organizations using Salesforce or HubSpot as their primary CRM platform
- • Sales teams implementing MEDDPICC or similar qualification methodologies
Frequently asked questions
What does Ebsta guarantee?
Ebsta guarantees: improved seller quota attainment in first 6 months (or contract exit option), forecast accuracy within ±10% of final number within 6 months (or $1,000/user in custom forecast training), and live implementation within 30 business days (or 30-day contract extension at no charge).
Which CRMs does Ebsta integrate with?
Ebsta integrates with Salesforce (Professional, Enterprise, Performance, Unlimited editions), HubSpot, and Bullhorn. It also syncs with Gmail, Outlook/Office 365, Zoom, and Teams for activity capture.
Can Ebsta plans be purchased separately or combined?
Yes, each module (Conversation Intelligence, Relationship Intelligence, Revenue Intelligence) can be purchased independently or in combination, plus a separate Inbox plan for Gmail and Outlook productivity.
What is included in the free trial?
Ebsta offers a 14-day free trial with unlimited access to all features in Conversation Intelligence, Relationship Intelligence, and Revenue Intelligence plans. Enterprise plan trial requires a separate conversation.
How is Ebsta deal score calculated?
Deal score is a predictive metric (0-100) considering 100+ variables including deal stage, engagement score and trends, opportunity age, close date, number of relationships, and next action date. All factors are weighted within the context of historical performance benchmarks and updated in real-time.
What happened to Ebsta with the Fullcast acquisition?
Fullcast acquired Ebsta in August 2025 to create a unified revenue operations platform combining Ebsta's revenue intelligence and forecasting with Fullcast's GTM planning and territory management capabilities. Customers continue to use Ebsta's features within the integrated Fullcast platform.
