Apollo.io vs Outreach
Last reviewed: 2026-05-23
Our take
We see most Series B teams overbuy Outreach and underuse it. Below 25 reps, Apollo's 80% of value at 1/3 the price wins. Outreach justifies cost when forecasting, deal coaching, and rep governance matter — typically Series C onwards. The Gong-Salesloft merger has shifted the competitive landscape; Salesloft is now a stronger third option.
The summary
Apollo is the all-in-one for SMB/early-stage; Outreach is the enterprise standard once you cross 25 reps. The decision is almost always scale, not features.
Pick Apollo.io if
You're Series A-B with < 25 reps. You want database + cadences in one seat. You don't yet need ops governance or forecasting baked in.
Full Apollo.io review →Pick Outreach if
You're Series C+ with 25+ reps. You have ZoomInfo. You need conversation intelligence (Kaia), deep Salesforce sync, and forecasting baked into the platform.
Full Outreach review →Side-by-side
| Dimension | Apollo.io | Outreach |
|---|---|---|
| Starting price | $49 | $130 |
| Category | sales-engagement | sales-engagement-platform |
| Roles served | SDR, AE | SDR, AE, REVOPS |
| Pricing delta | Outreach starts ~$130/user/mo (annual); Apollo starts $49/user/mo. Outreach is 2.5-3x more expensive at base. | |
| Feature overlap | Both do cadences, deal management, conversation intelligence (Outreach native, Apollo lighter). Apollo bundles database; Outreach assumes you already have ZoomInfo. | |
Pricing and features as of 2026-05-23. Independent comparison.