Apollo vs Outreach (2026): Features, Pricing & Which Platform Wins for Sales Teams

Choosing between Apollo and Outreach comes down to a fundamental question: do you need a sales engagement tool that sits on top of your existing data stack, or a platform where prospecting data, engagement execution, and AI live together from the start? Both platforms serve B2B revenue teams, but they approach the problem differently.

This comparison breaks down what each offers, what it costs, and which fits your team's workflow in 2026.

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Key Takeaways

• Platform scope: Apollo is an AI sales platform that combines a 240M+ person B2B database with engagement, dialer, and AI workflows in one connected system. Outreach is a sales engagement platform with AI agents focused on pipeline execution, forecasting, and deal management.
• Sales intelligence: Apollo includes built-in B2B contact and company data with 98% email accuracy, eliminating the need for a separate data subscription. Outreach's platform centers on engagement and revenue intelligence rather than a proprietary contact database.
• Pricing transparency: Apollo offers publicly listed plans starting at $49/user/month (annual billing) with a free tier. Outreach's pricing is not publicly displayed, teams contact their sales team for a quote.
• Who each serves: Apollo serves B2B GTM teams, GTM Engineers, and AI Builders building headless GTM workflows with the Apollo API, CLI, and MCP, alongside Sales Professionals, SDRs/BDRs, AEs, RevOps, Marketing, and Revenue Leaders. Outreach targets Sales Leaders, AEs, and SDRs at companies focused on structured pipeline management and forecasting.
• AI capabilities: Both platforms offer AI-driven features. Apollo's AI spans prospecting research, sequence building, call coaching, and lead scoring. Outreach's AI agents cover deal management, meeting prep, forecasting, and personalization across its Amplify tiers.

What is Apollo?

Apollo is an AI sales platform that unifies data, intelligence, and execution into one connected GTM system, built for B2B GTM teams, GTM Engineers, and AI Builders building headless GTM workflows, alongside Sales Professionals, SDRs/BDRs, AEs, RevOps, Marketing, and Revenue Leaders. From a single workspace, teams can find and verify contacts, run multi-channel sequences, make calls with a built-in power or parallel dialer, enrich CRM records, and analyze pipeline performance without switching tools.

Apollo's database includes 240M+ people and 30M+ companies, with 98% email accuracy maintained through its Living Data Network of continuously validated and refreshed contacts. Apollo's AI capabilitiesspan the full GTM workflow: an AI Research Agent for account intelligence, an AI Sequence Builder that generates sequences from natural language prompts, AI-generated call scripts, sentiment analysis, and lead scoring.

Apollo meets sellers where they already work. Apollo MCP, Apollo's Model Context Protocol, connects Apollo's data and workflows directly into AI assistants like ChatGPT, Codex, Claude, and Perplexity, so GTM Engineers and AI Builders can query prospect data and trigger outreach without leaving their AI environment. The Chrome extension brings Apollo's database and engagement tools across the web. For technical teams, Apollo CLI provides terminal-native access for headless GTM workflows and API-driven automation.

According to Ramp's vendor data, Apollo holds a 38% adoption rate among businesses that use Sales Data Providers tools, up 5 percentage points year over year as of July 2026, with 34% of companies making their first-ever purchase in this category choosing Apollo. That momentum reflects the platform's broad fit across company sizes and GTM motions.

Apollo offers transparent pricing starting at $49/user/month (annual billing), with a free tier that includes 900 credits per year. Full plan details are covered in the Pricing Comparison section below.

What is Outreach?

Outreach is a sales engagement and revenue intelligence platform designed for revenue teams focused on structured pipeline management. The platform uses AI agents across three named tiers, Amplify Core, Amplify Plus, and Amplify Pro, to automate prospecting outreach, assist with deal management, generate forecasts, and support rep coaching.

Outreach provides multi-channel sales engagement including email sequences, phone via Outreach Voice, and social touchpoints. Its AI agents handle tasks like meeting prep, research, personalization, and deal risk identification.

The Amplify Pro tier adds AI-assisted forecasting with a scenario planner, account planning, and relationship mapping suited to companies managing complex sales cycles.

Conversation intelligence is built into the platform, offering real-time transcription, AI coaching cards, and rep performance analytics. Deal management features track pipeline health with AI-powered insights, and the forecasting module includes what Outreach reports as 81% accuracy in predictions.

Revenue attribution and engagement reporting give sales leaders visibility into activity and outcome data across the team.

Outreach integrates with major CRMs including Salesforce and HubSpot, and supports add-ons including Data Sharing connectors, Additional Instances, and Listener Licenses for broader team access. Professional services packages, technical account management, and enterprise support are available depending on the tier.

Outreach's pricing is not publicly displayed on their official website. All three tiers require contacting their sales team for a quote, with pricing depending on team size, workflows, and AI usage volume. According to Vendr, the median contract value for Outreach is $45,480 per year, based on data from 907 purchases across 545 deals handled.

Feature Comparison

The most structural difference is database ownership. Apollo includes its B2B contact database on every plan, so teams prospect, enrich, and execute from the same system.

Outreach is built around engagement and revenue intelligence, with contact data sourced through integrations. For teams that already have a data provider and want a structured engagement and forecasting layer, Outreach provides those capabilities.

For teams that want data and execution in one place with transparent pricing, Apollo's architecture is a different starting point.

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Pricing Comparison

Apollo's pricingis publicly listed with four tiers on annual billing:

• Free: $0, 900 credits/year, 2 sequences, basic filters
• Basic: $49/user/month, 30,000 credits/year, unlimited sequences, CRM integrations, 6 intent topics
• Professional: $79/user/month, 48,000 credits/year, US dialer, 5 mailboxes, automated workflows, AI research
• Organization: $119/user/month (min 3 users), 72,000 credits/year, international dialer, 15 mailboxes, SSO, advanced security

Apollo uses a credit-based model for data enrichment, with credits included at each tier and the option to purchase additional packs.

Outreach's pricing is not publicly displayed on their official website. The platform offers three Amplify tiers, Amplify Core (25,000 AI Credits), Amplify Plus (50,000 AI Credits), and Amplify Pro (100,000 AI Credits), with per-user pricing plus consumption-based AI credit usage. According to Vendr, based on data from 907 purchases across 545 deals handled, the median annual contract value for Outreach is $45,480. Teams would contact Outreach's sales team directly for pricing details specific to their team size, workflows, and AI usage needs. Add-ons including Data Sharing, Connectors, Additional Instances, and enterprise support are available at additional cost.

Apollo's credit model applies to data enrichment, so teams evaluating both platforms should factor in how much data access and enrichment volume their workflows require when comparing total cost.

How Apollo Differs from Outreach

The core architectural difference is that Apollo was built as a sales engagement platform with a proprietary B2B database at its core, while Outreach was built as an engagement and forecasting platform that relies on external data sources. This shapes almost every other difference.

Prospecting and engagement in one system: With Apollo, SDRs can search for contacts using 65+ filters, verify emails and phones, build sequences, make calls, and log outcomes without switching tabs or tools. Teams that previously managed separate data subscriptions and engagement tools report consolidating their stack significantly. As Collin Stewart, CEO at Predictable Revenue, put it: "We reduced the complexity of three tools into one."

Transparent, scalable pricing: Apollo's plans are publicly listed, allowing teams to evaluate costs before speaking with anyone. Outreach's pricing model requires a conversation with their sales team. For growing teams that need to forecast software spend before a purchase decision, the visibility difference is meaningful.

AI depth across the GTM workflow: Apollo's AI investment spans research, writing, calling, and routing, with 500% year-over-year growth in AI platform usage. Teams using Apollo's AI Research Agent report 46% more meetings booked, and AI-powered messaging has driven a 35% increase in bookings.

Outreach's AI agents are concentrated in deal management, forecasting, and coaching, well-suited for AEs managing complex pipelines, but with less coverage at the top-of-funnel prospecting stage.

Market momentum: Per Ramp's Sales Data Providers category data as of July 2026, Apollo is the fastest-growing vendor in the category, averaging +0.75 percentage points per month in adoption, with a 22% competitor switch rate, more than double ZoomInfo's 10%, indicating that teams actively moving between vendors in this space are choosing Apollo at a high rate.

Built for the entire GTM team: Apollo serves roles beyond traditional sales reps. GTM Engineers and AI Builders use Apollo's API, the Apollo CLI, and Apollo MCP to build headless prospecting workflows integrated directly into AI tools and internal systems.

Outreach's platform targets Sales Leaders, AEs, and SDRs primarily, with less infrastructure for technical GTM builders.

Frequently Asked Questions

Can Apollo replace Outreach for sales engagement?

For teams that use Outreach primarily for sequencing, dialing, and pipeline tracking, Apollo covers those workflows natively. Apollo's sales engagement features include multi-channel sequences, a power and parallel dialer, AI sequence building, and performance analytics. Teams that rely heavily on Outreach's deal forecasting module and AI Coach Cards for late-stage pipeline management should evaluate those specific capabilities against Apollo's offering before switching.

How does Apollo's pricing compare to Outreach's?

As detailed in the pricing section above, Apollo's plans are publicly listed and start at $49/user/month (annual billing). Outreach's pricing requires contacting their sales team, with a median contract of $45,480/year according to Vendr. The right comparison depends on team size and which capabilities each team actually uses.

Does Apollo include a B2B contact database, or do you need a separate subscription?

Apollo includes its B2B database, with the contact and company data covered above, on every plan, including the free tier. No separate data subscription is needed to prospect, verify contacts, or enrich CRM records within Apollo.

Who is Apollo built for?

Apollo serves B2B GTM teams, GTM Engineers, and AI Builders building headless GTM workflows with the Apollo API, CLI, and MCP, alongside Sales Professionals, SDRs/BDRs, AEs, RevOps, Marketing, and Revenue Leaders. It is used by 100+ teams at Fortune 500 companies as well as high-growth startups, making it applicable across company stages and sizes.

Does Outreach offer a free plan or trial?

Outreach does not offer a public free plan. Prospective customers would contact their sales team to arrange a demo or discuss access.

Apollo, by contrast, offers a free plan as described above, allowing teams to test the platform before committing to a paid tier.

Conclusion

Apollo and Outreach serve overlapping but distinct needs. Outreach is designed for structured pipeline execution, deal forecasting, and AI-assisted coaching at companies with established sales motions and data infrastructure already in place.

Apollo brings prospecting data, engagement, dialing, enrichment, and AI together in one system with transparent pricing, making it a fit for the full range of B2B GTM teams, from early-stage SDR teams to GTM Engineers building automated workflows.

For teams that want to consolidate their data and engagement stack, start prospecting immediately without a separate data contract, and scale with AI tools built into every stage of the funnel, Apollo delivers that in a single platform. Users on G2 rate Apollo 4.7/5, and the platform was recognized with the 2026 MarTech Breakthrough Award for "Best AI-Powered Sales Solution".

For teams ready to see it in action, try Apollo free today.

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