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MarketBetter vs Outplay: Which Sales Engagement Platform Is Right for Your SDR Team? [2026]

· 8 min read
sunder
sunder
Founder, marketbetter.ai
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MarketBetter vs Outplay comparison for B2B sales teams

If you're evaluating sales engagement platforms in 2026, Outplay and MarketBetter both promise to help your SDR team book more meetings. But they take fundamentally different approaches to getting there.

Outplay is a multichannel sequencing tool — it automates email, phone, LinkedIn, SMS, and WhatsApp outreach through step-based sequences. Think of it as a modern, affordable alternative to Outreach or SalesLoft.

MarketBetter is a signal-driven SDR operating system — it identifies who's visiting your website, turns those signals into a prioritized daily playbook, and gives your reps the tools to act on intent, not just lists.

The difference matters: Outplay helps you execute outreach faster. MarketBetter tells you WHO to reach out to and WHY, then helps you execute.

Let's break it down.

The Core Difference: Sequences vs. Signals​

This is the most important distinction to understand before comparing features.

Outplay's Approach: Start With a List, Automate the Follow-Up​

Outplay assumes you already know who to contact. You import a lead list, build a multichannel sequence (email → LinkedIn → call → SMS), and let Outplay automate the cadence. It's excellent at what it does — automated follow-ups, A/B testing, email rotation, and centralized inbox management.

But there's a catch: Outplay doesn't help you figure out who your best prospects are. You bring the list; Outplay executes on it.

MarketBetter's Approach: Start With Intent, Build the Action Plan​

MarketBetter starts earlier in the process. Before your SDR opens their laptop, MarketBetter has already:

  1. Identified companies visiting your website — not just IP lookup, but enriched firmographic data
  2. Detected buyer intent signals — which pages they visited, how long they stayed, what content they consumed
  3. Built a prioritized daily playbook — telling each SDR exactly who to contact, in what order, and what to say

The emails, calls, and outreach happen too — but they're informed by real buying behavior, not just a static list.

Feature-by-Feature Comparison​

FeatureMarketBetterOutplay
Website Visitor Identification✅ Built-in, identifies companies visiting your site❌ Not available (Growth plan has basic "website tracking")
Daily SDR Playbook✅ AI-generated, prioritized by intent signals❌ No equivalent — reps manage their own task queues
Email Sequences✅ Hyper-personalized, signal-triggered✅ Strong — unlimited emails, AI writer, A/B testing
Smart Dialer✅ Built-in, warm calling from intent data✅ Basic dialer (Growth), Power dialer (Enterprise)
LinkedIn Automation✅ Integrated multichannel✅ Available on Growth plan and above
SMS & WhatsApp✅ Multichannel orchestration✅ Available on Growth plan and above
AI Chatbot✅ Engages website visitors in real-time✅ Outbound chat on Growth plan
CRM Integration✅ Salesforce, HubSpot, others✅ Salesforce, HubSpot, Pipedrive, Zoho, Dynamics 365
AI Personalization✅ Driven by visitor behavior and intent✅ AI sequence writer, objection handling
Email Deliverability✅ Managed infrastructure✅ Auto rotation, custom domains, spintax
Team Management✅ Territory rules, dedup, shared memory⚠️ Enterprise plan only ($139/user/mo)
Transparent Pricing✅ Published on website✅ Published — $39 to $139/user/mo
AI SDR Agent✅ Daily playbook IS the AI SDR✅ New add-on starting at $99/mo

Pricing Breakdown​

Outplay Pricing (2026)​

Outplay uses per-user pricing with three main tiers plus a new AI SDR add-on:

  • Starter — $39/month (billed annually, single user): Email outreach only, 5,000 active prospects, 5 mailboxes, AI sequence writer, centralized inbox. No multichannel.
  • Growth — $89/user/month (billed annually): Multichannel outreach (email + LinkedIn + phone + SMS), unlimited prospects, website tracking, basic dialer, chrome extension, opportunities tracking.
  • Enterprise — $139/user/month (billed annually): Power dialer, voicemail drop, team management, SSO, Slack integration, goal settings, custom roles.
  • AI SDR Add-on — from $99/month: 300 lookalike leads, AI personalization, auto and co-pilot modes.

Real cost for a 5-person SDR team on Growth: $445/month ($89 × 5) + any add-ons. That's $5,340/year just for the platform — without data enrichment, visitor identification, or a dedicated SDR playbook.

MarketBetter Pricing​

MarketBetter bundles visitor identification, the SDR playbook, AI chatbot, and outreach tools into unified plans:

  • Starter — $500/month: 3 SDR seats, chatbot + website visitor reveal, 5K outbound actions, 2K enrichment credits
  • Growth — $1,500/month: 5 seats, full SDR dashboard + daily playbook, 25K outbound actions, 5K enrichment credits, champion tracking
  • Scale — $3,000/month: 10 seats, everything + smart dialer, unlimited actions, 15K enrichment credits

The key difference: MarketBetter's price includes visitor ID, enrichment, and the playbook engine. With Outplay, you'd need to buy separate tools for visitor identification (Clearbit, ZoomInfo, or similar — $500-$2,000+/month) and intent data (Bombora, G2 Buyer Intent — $1,000+/month).

Total cost of ownership with Outplay's stack:

  • Outplay Growth (5 users): $445/mo
  • Visitor ID tool: ~$500-1,500/mo
  • Intent data: ~$500-1,000/mo
  • Enrichment: ~$200-500/mo
  • Total: $1,645-$3,445/mo

With MarketBetter Growth, you get all of that for $1,500/month flat.

What Outplay Does Better​

Let's be fair about where Outplay has advantages:

  1. Lower entry price for pure email outreach — At $39/month for a single user doing email-only campaigns, Outplay is hard to beat for very early-stage teams just getting started with cold email.

  2. Broader CRM integration — Outplay connects with Salesforce, HubSpot, Pipedrive, Zoho, AND Dynamics 365 out of the box. That's more native CRM options than most competitors.

  3. Conversational intelligence — Enterprise plan includes call recording, transcription (240-480 minutes), and conversation analysis. Useful for coaching.

  4. Email deliverability features — Auto email rotation, spintax, custom domains, and AI-powered OOO detection are solid deliverability tools baked into every plan.

  5. Free trial — Outplay offers a 14-day free trial and even a limited free plan. MarketBetter's onboarding is more hands-on with a guided demo process.

What MarketBetter Does Better​

  1. Website visitor identification — This is the biggest differentiator. Outplay's "website tracking" on the Growth plan is basic page-visit tracking. MarketBetter identifies the actual companies visiting your site and turns those visits into actionable SDR tasks.

  2. Signal-driven prioritization — MarketBetter's daily playbook doesn't just list tasks — it ranks them by buying intent. Your SDRs work the hottest accounts first, automatically.

  3. AI chatbot that feeds the playbook — MarketBetter's chatbot captures and qualifies visitors in real-time. Those conversations become signals that inform the playbook. Outplay's chat is outbound-only.

  4. Champion tracking — When your buyer champion changes companies, MarketBetter alerts you. That's a warm lead at a new account — the highest-converting signal in B2B sales.

  5. Speed to lead — Because signals flow directly into the SDR playbook, response time drops dramatically. MarketBetter customers report 90% faster lead response compared to tab-switching between 5 different tools.

What Real Users Say​

About Outplay (from G2 and Capterra reviews):​

Pros users love:

  • "On par with the likes of Salesloft and Outreach but a fraction of the price" — Business Development Manager
  • "In two or three days they're booking demos using Outplay" — Director of Growth, Four
  • "Free, enterprise-level support" — VP of Sales, Employer Advantage

Cons users flag:

  • Data inaccuracy in reporting — raw values that don't match expectations
  • Limited email template design tools
  • Difficulty prospecting and adding leads directly within the platform
  • LinkedIn automation is basic compared to dedicated LinkedIn tools

About MarketBetter (from G2):​

  • 4.97 rating on G2 (one of the highest in the category)
  • Top Performer in 15 Lead Generation categories
  • Named Best Support, Easiest Setup, High Performer, and Best ROI
  • Customers include CallRail, Demandbase, AT&T, Telekom, Connectbase, Parks Associates

Who Should Choose What?​

Choose Outplay if:​

  • You're a solo SDR or 2-person team doing pure cold email and need the cheapest possible tool
  • You already have a separate visitor ID tool, intent data provider, and enrichment source
  • You want a quick-start free trial without a sales call
  • Your outreach is entirely outbound (no inbound signal processing needed)
  • CRM variety matters — you use Pipedrive, Zoho, or Dynamics 365

Choose MarketBetter if:​

  • You have 3+ SDRs and want them all working from the same prioritized playbook
  • Website visitor identification and intent signals are important to your pipeline
  • You want to consolidate your SDR stack (visitor ID + enrichment + outreach + dialer) into one platform
  • Speed to lead matters — you need to act on buyer signals within hours, not days
  • You're tired of your SDRs deciding who to call based on gut feel instead of data

The Bottom Line​

Outplay is a solid, affordable multichannel sequencing tool. If you just need to automate email and call cadences on a budget, it gets the job done.

But if your goal is building a signal-driven sales motion — where every SDR action is informed by real buyer behavior — Outplay doesn't have the infrastructure. You'd need to bolt on 3-4 additional tools to get what MarketBetter provides out of the box.

The question isn't "which tool sends better emails?" — it's "do you want a sequencing tool or an SDR operating system?"

Ready to see the difference? Book a demo of MarketBetter and see how signal-driven selling transforms your SDR team's productivity.

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