Outreach vs Apollo (2026) Compared
One is built for 50+ rep sales floors. The other gives you prospecting data and outreach for under $100/user/mo. Different tools for different stages.
The Short Version
Outreach is the enterprise sales engagement platform built for large teams that need advanced analytics, AI coaching, and structured sequences across phone, email, and LinkedIn. Apollo is the budget-friendly all-in-one that bundles contact data with outreach capabilities. Pick Outreach when you have 50+ reps and need governance at scale. Pick Apollo when you want data + sequences without paying enterprise prices.
Quick Comparison
| Feature | Outreach | Apollo.io |
|---|---|---|
| Starting Price | ~$100/user/mo | $49/user/mo |
| Contact Database | No (needs data provider) | 275M+ contacts included |
| Email Sequences | Advanced, multi-channel | Included, simpler workflows |
| Dialer | Built-in, enterprise-grade | Built-in, basic |
| AI Coaching | Yes (Kaia call recording + analysis) | Limited AI features |
| Analytics Depth | Deep (rep performance, A/B testing) | Basic reporting |
| Governance/Admin | Enterprise controls, approval flows | Basic admin controls |
| Integrations | Salesforce, HubSpot, deep CRM sync | 200+ integrations |
| Job Demand | 7 postings | 37 postings |
| Best For | Enterprise, 50+ rep teams | Growth teams, data + outreach |
Deep Dive: Outreach
What They're Selling
Outreach is the market leader in sales engagement for enterprise teams. Its core value: structured multi-channel sequences, AI-powered call coaching (Kaia), deep analytics on rep performance, and governance controls that let managers standardize the sales process across large teams. It's built for scale, not simplicity.
What It Actually Costs
Outreach doesn't publish pricing. Based on market data, expect $100-$130/user/mo for standard tiers. Enterprise pricing with Kaia, advanced analytics, and custom integrations runs higher. A 20-person team typically costs $30K-$50K/year. Add implementation costs ($5K-$15K) and a data provider like ZoomInfo ($15K-$30K/year) since Outreach doesn't include contact data.
What Users Say
Sales managers love the analytics and coaching tools. They can see exactly which sequences, templates, and reps perform best. SDRs appreciate the multi-channel workflows but complain about the learning curve. The biggest frustration: you still need a separate data provider, which adds significant cost.
Pros
- Best-in-class sequence analytics and A/B testing
- Kaia AI coaching records and analyzes calls
- Enterprise governance and approval workflows
- Deep Salesforce and HubSpot integration
Cons
- No contact database. Requires separate data provider
- Expensive at $100+/user/mo before data costs
- Steep learning curve for new SDRs
- Implementation takes weeks, not days
Deep Dive: Apollo.io
What They're Selling
Apollo's pitch is simple: why pay for Outreach plus ZoomInfo when you can get data and outreach in one tool? With 275M+ contacts, email sequences, a dialer, and intent data, Apollo bundles what typically costs $50K+/year into a single platform starting at $49/user/mo.
What It Actually Costs
Free tier includes 60 credits/month and basic sequences. Basic ($49/user/mo) adds more credits and features. Professional ($79/user/mo) unlocks advanced sequences and intent data. Organization ($119/user/mo) is the full suite. A 20-person team on Professional: $18,960/year. Compare that to Outreach ($30K-$50K) plus a data provider ($15K-$30K).
What Users Say
Growth-stage teams love the value. Data plus outreach for under $100/user/mo is compelling. The sequence builder is functional but not as sophisticated as Outreach. Analytics are basic. Teams that scale past 50 reps often find they need Outreach's governance, coaching, and reporting depth. Apollo is the starting point; Outreach is where you graduate to.
Pros
- Contact data + outreach in one platform
- 5-10x cheaper than Outreach + data provider
- 275M+ contact database included
- Free tier for testing the full workflow
Cons
- Sequence analytics aren't as deep as Outreach
- No AI call coaching or recording
- Limited governance controls for large teams
- Data quality varies for niche industries
Which Should You Pick?
The Honest Take
The real comparison isn't Outreach vs Apollo. It's Outreach + ZoomInfo ($45K-$80K/year) vs Apollo alone ($12K-$24K/year). When you frame it that way, Apollo's value proposition for growth teams is overwhelming. But there's a ceiling. Once you have 50+ reps, you need the governance, coaching, and analytics that Outreach provides. The pattern we see: companies start with Apollo, scale to 30-50 reps, then graduate to Outreach + ZoomInfo when manager visibility and process standardization become critical. Don't buy Outreach too early. You'll overpay for features your team isn't ready to use.
Questions to Ask Before Buying
- How many sales reps will use the platform in the next 12 months?
- Do you already have a contact data provider, or do you need data included?
- How important are manager analytics, coaching tools, and rep performance dashboards?
- What's your total budget for sales engagement and data combined?
- Do your reps prospect primarily via email, phone, or multi-channel?
- How structured is your current sales process? Do you have standardized sequences?
- Will you need approval workflows and governance controls for content and sequences?
Frequently Asked Questions
Is Apollo as good as Outreach for sequences?
For basic email sequences, Apollo is functional and gets the job done. For multi-channel sequences with advanced branching, A/B testing, and analytics, Outreach is significantly better. Most teams under 30 reps won't notice the difference. Teams over 50 reps will.
Why is Outreach so much more expensive than Apollo?
Outreach is a pure sales engagement platform. It doesn't include contact data, so you're paying for the best-in-class sequence engine, analytics, and coaching tools. Apollo bundles data + basic outreach at a lower price. The total cost comparison is Outreach + data provider ($45K-$80K/year) vs Apollo alone ($12K-$24K/year).
When should I switch from Apollo to Outreach?
When you hit 30-50 reps and start needing manager dashboards, AI coaching, governance controls, and advanced A/B testing. If your sales leaders can't see what's working across the team, it's time. Budget for Outreach + a data provider when you make the switch.