Top 15 Digital Sales Room Software: Side-by-Side Comparison & FAQs

By
Elen Udovichenko
June 11, 2024
0 min read
Share this post
dsr guide visual

Table of contents

Based on our research of B2B sellers, over 31% of their sales cycles last more than 6 months. Almost 16% of them involve 5-10 stakeholders. At the same time, 81% of them still rely on email and phone calls to deliver valuable resources and negotiate with the buyers. 

Imagine how many email threads and calls it takes to close a year-long deal with 10 stakeholders on board!

As B2B selling is only getting more complex, there has to be a better way to manage your sales process.

This is where a digital sales room (DSR) comes into play. A relatively new sales tech category, it emerged out of the need to bring more clarity into B2B selling and keep your buyers engaged, even when you’re not physically in the room together.

In this exhaustive guide, we will answer the most common questions about DSR software and explore the most popular tools on the market to help you make the right choice.

Get your copy of the digital sales room cheat sheet

What is a digital sales room?

A digital sales room is a virtual space designed to streamline the sales process and enhance buying experience. It acts as a centralized hub where sales teams and prospective clients can collaborate, negotiate, and finalize deals in a secure and efficient environment.

In a digital sales room, you can share and review key documents, presentations, and product information in real time. It often includes features like video conferencing, live chat, and interactive product demos, making it easier to address client questions and tailor solutions to their specific needs. Additionally, it provides analytics and insights into client engagement, helping sales teams to understand client interests and optimize their strategies.

Digital sales room statistics — adoption trends and impact

Although it’s a relatively new addition to the modern sales stack, DSR software is riding the wave of buyer-centricity trend in B2B selling. The data speaks louder than any words, so let’s crunch some numbers. 

  • According to the Regional Research Reports, the global digital sales room software market size is expected to reach over $2.27 billion by 2030 (up from $787.5 million in 2021) at a CAGR of 12.5%.
  • The Digital Sales Room Software Market report sees a similar growth outlook — from $885.37 million in 202 to $1.78 billion by 2028.
  • Based on the G2 analysis, the digital sales room software category saw substantial growth last year, almost doubling the number of both products and user reviews featured on the platform.

How can DSR improve the buying experience? Real-world use cases

It comes as no surprise that digital sales rooms have become a vital tool, revolutionizing the buying experience at every stage of the sales cycle. Let's explore the different ways DSRs can enhance the buying experience at different stages of the complex B2B sales process, illustrated by specific use cases.

1. Initial engagement

At the start of the sales journey, capturing the buyer's interest and establishing trust is crucial. DSRs can improve buyer experience at this stage by making tailored content, such as introductory videos, case studies, and whitepapers specific to the buyer's industry and needs, easily accessible whenever needed. Moreover, they help sellers track buyer’s engagement signals and reach out at the right time.

Example use case:

A tech solutions provider uses a DSR to present an engaging product demo video. Prospects can explore the product at their own pace and access relevant case studies, sparking interest and laying the groundwork for deeper conversations.

2. Discovery and needs assessment 

During the discovery stage, DSRs centralize tailored content and communication, making it easy for buyers to access relevant information and ask questions. At the same time, this allows sellers to track engagement and respond promptly, fostering clarity and trust early in the sales process.

Example use case:

A consulting firm uses a DSR to host virtual workshops with potential clients. Together, they create a needs assessment document, ensuring the proposed solutions address the client's pain points. This collaboration not only speeds up the needs analysis but also builds a sense of partnership.

3. Negotiation and proposal

Proposals and negotiations often involve complex discussions and multiple revisions. DSRs simplify this stage by centralizing all communications and documents, making it easy to track changes and minimize the email back and forth. 

Example use case:

A manufacturing company uses a DSR to manage its proposals. Stakeholders access a single, organized space to review proposals, leave comments, and schedule meetings. This transparency and organization help negotiations progress smoothly.

4. Decision-making

As buyers move toward a decision, they need clarity and confidence in the proposed solution. DSRs provide comprehensive, easy-to-navigate repositories of all interactions, documents, and communications for all members of the buying committee, aiding informed decision-making.

Example use case:

An enterprise software provider uses a DSR to offer an interactive proposal that includes ROI calculations, product specifications, and testimonials from satisfied clients to counter every stakeholder’s concerns. This wealth of information helps decision-makers feel confident and speeds up the decision process.

5. Implementation and onboarding

After the deal is closed, the focus shifts to implementation and onboarding, where it’s important to ensure a smooth sales to customer success handoff. DSRs support this by offering structured onboarding materials, training modules, and continuous support within the same digital environment.

Example use case:

A cybersecurity firm uses a DSR to guide new clients through onboarding. The DSR provides step-by-step setup guides, video tutorials, and a dedicated support chat, helping clients quickly adopt the new solution and see immediate value.

What are the top features to look for in a digital sales room?

Yet, not all digital sales room tools are born equal. Depending on the specifics of your sales process and personal preferences, here are some of the must-have features to look for in a digital sales room:

  • Content library: Look for a digital sales room that lets you store and organize tailored content for different buyer segments or sales stages. Moreover, it’s important that your DSR updates an asset automatically across all of the sales rooms once it’s changed in the content library.
  • Interactive content: Seek out platforms with multimedia integration, forms, and other types of dynamic content. These tools elevate your sales pitches and demonstrations, making them more engaging and impactful.
  • Mutual action planning: This feature allows both the seller and the buyer to collaboratively create and track action items, milestones, and responsibilities throughout the sales process. This fosters alignment, accountability, and transparency between all stakeholders.
  • Communication and collaboration: Pick a solution that provides a convenient space where both your team and clients can collaborate in real time. This enables seamless feedback sharing and decision-making, fostering a sense of partnership throughout the sales process.
  • Analytics and insights: Choose a platform with robust analytics and reporting capabilities. These features track buyer engagement, content consumption, and sales pipeline activity, empowering you to optimize your sales strategies based on real-time data insights.
  • Integrations: Ensure that the digital sales room integrates smoothly with your existing CRM and other essential sales tools. This will allow you to streamline data flow, maintain consistency across platforms, and enhance overall workflow efficiency.
  • Workflow automation: Automation features streamline repetitive tasks, such as content creation, follow-up reminders, and process management, saving time and increasing efficiency throughout the sales process. 
  • Real-time notifications: Platforms with real-time notification capabilities keep users informed of important updates, such as buyer interactions, status changes, or upcoming deadlines, ensuring timely responses and proactive engagement.

Additionally, some nice-to-have features might be customizable templates that simplify the creation of digital sales rooms, progress tracking, especially as a part of the MAP feature, which helps both parties monitor the execution of action items, and content personalization, for example, using dynamic variables.

Get your copy of the digital sales room cheat sheet

Best digital sales room software on the market: Side-by-side comparison of 15 tools

Now, let’s take a closer look at some of the most popular DSR tools on the market, including their pros and cons to be aware of, based on the honest user feedback collected from G2 reviews.

1. Flowla

Flowla offers a personalized, custom-branded digital sales room that streamlines deal cycles and complex processes like onboarding and implementation. A flow unites all necessary materials — decks, documents, videos, and links—along with action items, tasks, and stakeholders in a single collaborative workspace. It features built-in chat for seamless communication and allows revenue teams to visualize timelines, track progress, identify bottlenecks, and gain insights into client behavior. 

With Flowla, revenue teams can visualize the entire process with timelines and task owners, track progress and identify bottlenecks, recognize all stakeholders, and gain detailed insights into their processes and client behavior.

Best for: Mid-sized revenue teams looking for an end-to-end solution to improve customer experience and engagement.

Pricing: Free plan available (5 flows per organization, unlimited seats); paid plans start at $150/month (includes 3 seats, $49/mo/seat for additional seats).

What users love about it:

  • Being able to create templates for different situations, services, client types, etc.
  • Setting up their accounts, onboarding them to the process, and ensuring we start our relationship on the right foot has never been so frictionless and easy.
  • The flexibility in flows allows us to modify our processes’ structure to suit the needs of each endeavor, making it very versatile overall.

Downsides:

  • If a task is completed later than expected, it would be a huge help if all the steps’ deadlines that come after it got updated accordingly.
  • A more holistic view of the timelines of different actions that are moving in sync would be a lot more beneficial for me.
  • When flows are very long and have a lot of materials, sometimes it takes them a while to load which affects the experience a bit.

2. Allego

Allego’s GO platform features a digital sales room component that serves as a centralized hub for sales, enablement, and marketing teams. It allows teams to curate and organize content specific to each buyer's needs, facilitating a personalized and efficient sales experience. Allego’s DSR feature also supports asynchronous video communication for feedback and AI-powered coaching to enhance sales skills.

Best for: Enterprise sales teams that require extensive training and internal collaboration.

Pricing: Undisclosed; no free trial/plan.

What users love about it:

  • Tracking capability when sharing information with customers & prospects.
  • Once I had my first sales room up and running integrating it with my CRM and workflow was simple.
  • The ability to curate information on the spot and be flexible in its creation.

Main downsides:

  • The UX can be a bit difficult to work with sometimes
  • Not the best when it comes to user-friendliness. Takes some time to understand the technicalities.
  • Not the flashiest UI/UX, can feel a little clunky during setup of the DSRs.

3. GetAccept

GetAccept’s platform is divided into two key areas: the Deal Room and the Contract Room. The Deal Room facilitates collaboration between buyers and sellers in a shared space, allowing users to upload sales collateral, create mutual action plans, and engage in real-time chat. The Contract Room enables sales reps to create impressive proposals quickly using an in-app editor or smart templates for interactive, branded contracts.

Best for: Smaller teams with hands-on sales processes that require constant collaboration.

Pricing: Free 14-day trial is available; paid plans start at $79/user/month.

What users love about it:

  • The user-friendliness and the dedicated support. 
  • That you can see how interactive your customers are in relation to what you send out.
  • The chat function which allows us to communicate directly with the customer regarding the ongoing negotiation and the contract.

Main downsides:

  • The downside is the reporting, it´s not so easy to overview and it's difficult to sort out the information we want.
  • The information and fonts differ from the original contract or proposal when duplicating the document.
  • We have had some trouble with some of our customers having to verify themselves before opening the material. 

4. Dock

Dock simplifies revenue enablement with essential features like Buyer & Customer Workspaces, Sales Content Library, Order Forms with e-Signature, and Security Profiles with NDA capabilities. With Dock, users can create digital sales rooms, onboarding plans, client portals, and project hubs, streamlining various aspects of revenue management and customer engagement.

Best for: Mid-sized teams revenue teams looking for all-in-one platform.

Pricing: Free option available (limited to 5 workspaces); paid plans start at $49/user/month.

What users love about it:

  • We can see every time a buyer accesses our workspace and what they click on.
  • It's completely customizable, allowing me to set up the perfect experience for any type of client or project.
  • The slack integration makes it easy for us to know when someone is taking action on a shared workspace, in real-time.

Main downsides:

  • It takes some time to get yourself set up with templates and a workflow you're comfortable with.
  • The formatting of setting up a section within a workspace can be a slight challenge.
  • I wish there was a lower-cost entry-level option for us soloprenuers.

5. Topo

Topo.io is a software platform tailored for digital sales teams, offering centralized resources and facilitating collaborative selling. Its key features include engaging both internal and external stakeholders in deals and consolidating resources into a unified workspace.

Best for: Smaller teams looking to organize their sales process.

Pricing: Free 14-day trial is available; paid plans start at €30/user/month.

What users love about it:

  • I can map the activity of my contacts and understand who are the hottest and coldest.
  • The tool is easy to use and quite good looking for prospects.
  • The Topo team is also highly responsive and attentive to customer feedback.

Main downsides:

  • I would like for the company to develop more around their analytics.
  • Initially, it takes a bit of time to configure all the templates I use and share with my customers.
  • I think the Workspace building could still be optimized to make it as easy as possible.

6. DealHub

DealHub offers a comprehensive quote-to-revenue solution for sales organizations. A part of the platform, the DealRoom feature helps with efficient buyer/seller communications and deal management, while ensuring transparency throughout the deal lifecycle. On top of that, there’s a capability inside DealRoom that gives users the ability, and the place, to securely store deal-related information, content, and other supporting materials (DealBox).

Best for: Medium sales teams using their CPQ, CLM, Billing, and Subscription Management platform.

Pricing: Undisclosed (consumption-based); no free trial/plan.

What users love about it:

  • The way that Dealhub is structured makes it very easy for an admin to learn, build and manage the tool.
  • The integration with Salesforce is effective.
  • It's very easy to use both for reps and leadership.

Main downsides:

  • Better reporting or data access would be helpful.
  • Our end users find the experience to be rather "dated" in terms of the look and feel of the tool.
  • Have not found much success in the help articles provided in their Knowledege Center.

7. Accord

Accord enhances revenue team performance through its Deal Execution Platform, which enforces standardized processes from evaluation to activation, including Mutual Action Plans and Account Plans. This digital sales room ensures accountability and consistency in deal execution, driving increased productivity, deal velocity, and win rates for B2B organizations.

Best for: Smaller teams practicing Value Selling and MEDDPIC.

Pricing: Free plan is available (1 user and no integrations); paid plans start at $99/user/month.

What users love about it:

  • Having key outcomes, timelines, and an end state in sight is so valuable for customer projects.
  • Stakeholders who enter an evaluation can quickly and easily bring themselves up to speed on everything that has been covered and shared with the team to day.
  • The ease of use when adding stages in for accounts.

Main downsides:

  • It is only as good as the info you put into it
  • Minor improvement areas that I would suggest around the auto-population of stakeholders and the visibility of resources.
  • The inability of having more than one milestone in an accord.

8. Aligned

Aligned is a digital sales room tool that serves as a collaboration platform for sales teams and buyers. It enables the orchestration of complex deals, boosts buyer engagement, and accelerates time to value by consolidating all customer communication, content, processes, and tools into a single, personalized workspace. Aligned also offers unique insights into the customer journey, helping to identify and address blind spots, engage stakeholders, and improve efficiency, ultimately leading to faster deal closures.

Best for: Growing teams that use a reasonable amount of content in their sales process.

Pricing: Free plan is available (limited to 3 rooms per seat); paid plans start at $29/seat/month.

What users love about it:

  • It took less than an hour to get from studying the product to using it in a negotiation.
  • The ability to see all the analytics around what my buyers are interested in and clicking on.
  • That we can copy a filled room and unhide elements as the relationship progresses.

Main downsides:

  • Sometimes clients don't want to type in their email address when they access an Aligned page.
  • It would be nice if videos could be uploaded directly from files as opposed to directly from Loom/Vimeo/YouTube, as the file size limit is pretty small.
  • The UI could use a little bit more cleanup.

9. Omedym

Omedym offers a distinct approach in the interactive demo and digital sales room space, focusing on buyer-centricity. The platform transforms B2B selling into a streamlined, digitally-driven experience, enabling sales and revenue teams to grow pipelines, accelerate engagement, and improve forecast accuracy through personalized digital sales rooms. 

Best for: Larger enterprise teams with content-heavy sales processes.

Pricing: Free trial available on request; paid plans start at $100/month (5 users minimum).

What users love about it:

  • You can upload and share mixed mediums to your clients.
  • The ability for the prospect to invite colleagues within their organization to the portal, giving them a sense of control and getting it out to the right people.
  • I can track client searches, patterns, and time on topic.

Main downsides:

  • Sometimes there can be an overload of information during the customization process.
  • The ease of integration and transition it takes to understand how to get the hang of things.
  • Setting up and sending account access is a cumbersome process.

10. Valuecase

Valuecase streamlines the sales process by organizing documents, mutual action plans, and commercials into a single, accessible space. It supports the entire sales journey, from initial contact to onboarding and beyond, helping prospects move faster and keeping sellers informed about opportunity progress.

Best for: Larger revenue teams looking to streamline customer interactions beyond the sales process.

Pricing: Free 14-day trial is available; paid plans start at €59/user/month (min 5 users).

What users love about it:

  • Valuecase is super easy to setup and has a really nice UI.
  • The new type of presentation creates a WOW effect with our customers and is very well received.
  • Each customer space can get created within seconds because we can just use the created templates.

Main downsides:

  • I find the customization options a little limited and I find myself seeking more freedom in designing the page.
  • I would have liked to get more insights / get a deeper understanding of how our prospects interacted with the page.
  • A mobile version would be helpful.

11. Recapped

Recapped allows sales teams to create professional deal pages that impress buyers, guide them through the sales cycle, and track engagement. It enhances customer engagement with your sales content and facilitates collaboration with key stakeholders. Recapped DSR replaces email threads with a centralized hub that summarizes conversations, sets clear next steps, and includes all decision-makers.

Best for: Mid-sized sales teams looking for full-cycle sales tool.

Pricing: Free plan is available (with up to 5 active workspaces); paid plans start at $85/user/month.

What users love about it:

  • The transparency that I have with me and the customer.
  • Recapped is easy to use for both the sales team and the client. 
  • It works like a charm with Salesforce, making everyday sales tasks smoother.

Main downsides:

  • There are lots of options and file types so you can get lost in the weeds trying to make things perfect.
  • Wish that it had a deeper integration with Google calendar.
  • When you create a table, you can not configure it the same way as you would in an Excel file.

12. HeyBase

Heybase is Digital Sales Room software that offers collaborative shared spaces for sellers to create personalized buyer experiences and communicate with potential buyers in one digital location. Sellers can embed personalized sales collateral using a drag-and-drop editor, collaborate with buyers, and analyze buyer engagement within Heybase.

Best for: Smaller or startup teams with fewer deals in the pipeline.

Pricing: No free trial/plan available but they offer a 30-day money-back guarantee; plans start at $29/use/month (limited to 50 rooms).

What users love about it:

  • White label - custom domain - custom email.
  • The platform is clean and easy to use, and it provides immediate and friendly support.
  • The drag-and-drop editor is easy to use.

Main downsides:

  • One to three weeks following the creation of a HeyBase site for a prospect, the website fails to load without any validation message. 
  • Still trying to figure out how to move things around, sometimes that is difficult to do.
  • I'd like to see more integrations across all plans.

13. RELAYTO

RELAYTO positions itself as an Interactive Experience platform, allowing you to transform PDFs and presentations into interactive journeys, enriched with multimedia elements and self-navigation options. With robust security features and detailed metrics on viewer engagement, RELAYTO empowers you to create and distribute unlimited public and private interactive experiences, driving deeper insights and maximizing outreach effectiveness.

Best for: Small teams that rely heavily on multimedia content in their sales process.

Pricing: Free plan available (limited to only 1 user and up to 5 experiences); paid plans start at $80/month (1 user, up to 20 experiences).

What users love about it:

  • How quickly I understood the platform thanks to the comprehensive onboarding process and helpful tutorial videos.
  • There are many ways to personalize and adapt the document to fit the specific experience or need you are looking for.
  • "Tech Proposal", which helps me to create my projects instantly, and the platform also helps me to write documents with the help of AI.

Main downsides:

  • RELAYTO is not integrated with Excel, Tableau, Google Sheets, or other visualization apps. This means that extra steps are necessary to update or fix graphs and tables.
  • They should include more features in there edit sections like font size, multiples colours selection, some what like Excels have.
  • It can only be used to make a one-page website and not a lot of customization.

14. Trumpet

Trumpet is another digital sales room software that simplifies buyer interactions by centralizing communication and content sharing. It provides a single, trackable space for sharing sales materials, from initial outreach to deal closure and beyond. With features like video recordings, action plans, and e-signatures, it aims to streamline the sales process and improve efficiency for users.

Best for: Smaller sales teams at the later stages of the sales process.

Pricing: Free plan is available (limited to 10 Pods per account); paid plans start at £36/user/month.

What users love about it:

  • The platform's interoperability with our existing systems is impressive, making it simple to integrate into our workflow.
  • You can also tell exactly who was looking at what and for how long.
  • A place that is branded, curated and designed for each potential customer.

Main downsides:

  • One feature I do wish was more in-depth is the analytics on pages (other than knowing which pages were viewed).
  • There is room for improvement in enhancing variable capabilities and the ability to use different layouts within columns.
  • Sometimes there's a lot going on and can be slightly confusing to find what you are looking for.

15. Along

Along is a collaborative workspace designed for complex B2B sales, connecting all stakeholders in a single interface like a virtual desk between sellers and buyers. It features a shared task list (Mutual Action Plan) that serves as a central guideline for all content, participants, and deal information. Tracking and analytics provide sales reps with new insights into buyer behavior, helping them identify optimization points and reasons for prospect churn.

Best for: Mid-sized teams relying heavily on CRM in their buyer interactions.

Pricing: Undisclosed; no free trial/plan.

What users love about it:

  • It tracks pretty much everything a potential customer does on Along: how long they stay, on which content, etc.
  • Along is intuitive to use and integrate and the team's customer support responds at record speed.
  • Their innovative approach to build a seamless friendly UX that makes it involved & reward-oriented.

Main downsides:

  • I am not able to white lable it.
  • I am looking forward to more integrations.
  • It still takes time to explain our target customer what Along is as the concept is still new to many.

How to get the most out of your DSR? Best practices and tips

There you have it — a list of 15 most popular digital sales room software tools to pick from. Hopefully, our comparative overview will give you a better understanding of what to look for in a DSR tool and some things to keep in mind when making the choice. 

Get your copy of the digital sales room cheat sheet

Yet, even the best software on the market will flop if underutilized or misused. So, as we wrap up our guide, here are some of the best practices and tips to get the most out of your DSR:

  1. Tailor content for different buyer personas

Create customized content collections within your DSR tailored to different buyer personas. By organizing content according to your target audience's specific needs and pain points, you can ensure that your sales team delivers a more personalized and impactful sales experience.

  1. Implement dynamic content updates (if not provided by your DSR software)

Make sure that your sales team always has access to the latest materials. Whether it's product specifications, pricing information, or case studies, keeping content up-to-date is crucial for maintaining credibility and relevance with your prospects. 

Ideally, a DSR should handle this by default, updating an asset everywhere once you change it in your content library.

  1. Leverage your data insights

Harness the power of data within your DSR to gain valuable insights into prospect behavior and engagement patterns. Room-specific reports can help you identify which content resonates most with your audience, enabling you to refine your sales strategies for maximum effectiveness.

  1. Enable cross-department collaboration

Encourage collaboration and knowledge sharing among your revenue team to leverage your DSR throughout the whole buyer journey. From initial engagement to negotiations and onboarding, it can serve as a unified customer hub, offering consistent customer experience.

  1. Integrate with your sales stack

Integrate your DSR with other sales tools such as CRM platforms, email automation software, and analytics tools to create a seamless sales ecosystem. By centralizing your sales tools and data, you can streamline workflows and improve visibility into your sales pipeline.

  1. Monitor performance metrics

Regularly monitor key performance metrics within your DSR to track the effectiveness of your sales efforts. From content engagement rates to conversion metrics, analyzing performance data can help you identify areas for improvement and optimize your sales strategy accordingly.

  1. Invest in training and adoption

Provide comprehensive training and ongoing support to ensure that your sales team fully embraces and adopts your DSR software. Investing in training programs and resources can help your team unlock the full potential of the software and drive greater ROI.

Close more deals, 45% faster.

Create your first 5 flows for free. No credit cards, no commitments.

Contact us

Handpicked revenue content delivered each month.

Subscribe to The Current & keep up with the latest from the revenue world, curated just for you.

Want to discover Flowla?

Your first 5 flows are free. No credit cards, no commitments.