Koala

Koala is a sales engagement platform designed to help teams connect with high-intent leads in real time. Founded in 2023 and based in San Francisco, Koala uses AI to monitor buyer signals and alert sales reps exactly when prospects are showing strong purchasing intent.

With a lightweight, intuitive interface, Koala removes the guesswork from outreach and helps sales teams prioritize the right leads at the right moment. The company serves modern sales organizations looking to speed up response times and increase conversions through smarter, behavior-driven workflows.

Koala offers tiered pricing that scales with your needs, including a generous free plan with core tracking features for small teams.

• Starter Plan: Paid plans begin at $199/month for smaller teams with expanded tracking and CRM integration.

• Enterprise Plan: Enterprise plans include advanced reporting, dedicated support, and premium API access.

Competitive Pricing

Compare this to ZoomInfo (starting at $15,000+ yearly) and 6sense ($25,000+ yearly), and Koala emerges as the cost-effective choice. G2 user reviews show most customers hit positive ROI within 3-4 months through better pipeline and higher conversions.

Koala delivers transformative advantages for sales teams looking to identify, engage, and convert high-intent prospects. Here's how the platform helps companies build more effective sales processes:

Time Optimization

Sales teams waste 50+ hours monthly researching prospects. Koala's automated prioritization eliminates this by pushing the most engaged prospects to the top. Andrew Montalvo at Verifiable confirms their "BDR team generates more meetings through Koala's first-party intent alerts than through any other outbound channel."

Data Unification

Jon Eide Johnsen from Sanity puts it plainly: "Koala gives our reps easy access to data that was siloed across different systems. Having this 360-view has enabled much more relevant and timely outreach." By bringing together website visits, product usage, marketing engagement, and company information, Koala creates complete prospect profiles impossible with fragmented systems.

Intent-Based Selling

Forget batch-and-blast emails with their dismal response rates. Koala alerts you when prospects are actively researching solutions. Demand Gen Report research shows 71% of B2B buyers receiving timely, relevant vendor information are more likely to purchase.

Pipeline Acceleration

Eleanor Dorfman, Head of Sales at Retool, shares: "Koala has truly been a paradigm shift for us and how we build repeatable pipeline—we've found and accelerated dozens of deals in our first six months." This acceleration happens because Koala identifies already-engaged accounts, focusing your efforts on prospects actively buying.

Cross-Functional Alignment

Brook Perry from DX cuts to the chase: "It's better than LinkedIn's native conversion tracking for us." By giving everyone a unified view of prospect interactions across departments, Koala ensures consistent customer experiences and improves attribution accuracy.

Koala's comprehensive feature set works together to provide unprecedented visibility into prospect buying behavior. Below are the key capabilities that differentiate Koala from traditional sales intelligence tools:

Real-Time Intent Signal Tracking

Koala's core technology spots behavioral signals that show genuine buying intent. It identifies high-engagement patterns like multiple visits to pricing pages, feature comparisons, case studies, or sustained product usage. McKinsey research shows companies using real-time intent data achieve 40% higher win rates than those using demographic targeting alone.

The platform differentiates between casual browsing and serious research by measuring engagement depth—tracking how long people stay, how they interact with pages, and how often they return. This tells sales teams which prospects deserve immediate attention.

Customer Data Platform Capabilities

Unlike tools that track just one type of interaction, Koala works as a comprehensive Customer Data Platform specifically for sales. It pulls data from websites, product usage, marketing campaigns, and third-party enrichment providers.

Its identity resolution connects anonymous visitors to known contacts once they identify themselves. This creates a continuous view from first touch to purchase consideration. Forrester research shows companies with unified customer data platforms achieve 2.5x higher customer lifetime value.

Advanced Lead and Account Scoring

Koala's machine learning scores leads based on both fit and intent signals. Unlike traditional scoring that relies on demographics, Koala weighs behavior more heavily, making qualification more accurate.

The system automatically spots accounts matching your Ideal Customer Profile showing engagement patterns linked to successful sales. This approach boosts conversion rates by focusing resources on prospects with both fit and intent.

Product Usage and Engagement Insights

For product-led companies, Koala tracks adoption signals that indicate expansion opportunities. It identifies power users, feature adoption patterns, and usage metrics that predict conversion likelihood.

Han Wang, Co-Founder at Mintlify, says they've "built our whole growth engine on it," using product usage data to identify their most engaged users. This feature particularly helps companies with freemium or trial offerings convert users to paid plans.

Buying Committee Identification

B2B purchases typically involve 6-10 decision makers according to Gartner research. Koala maps entire buying committees within target accounts, identifying all stakeholders involved.

The platform tracks engagement from multiple people within an organization, showing which roles are actively researching your solution. This helps sales teams build multiple relationships rather than relying on a single champion.

Unified Lead Workflow

Koala 2.0 introduced an "Inbox Zero" approach to lead management, ensuring no qualified lead falls through the cracks. The system treats leads like email messages—they stay in queue until explicitly handled by sales reps.

Real-time Slack notifications alert reps when high-intent leads arrive, enabling immediate response. The platform tracks each lead from identification through qualification and into the sales process, providing full visibility.

Visitor Identification Process

Koala uses a lightweight JavaScript SDK on your website that assigns unique anonymous IDs to every visitor. These IDs persist across visits, creating a continuous record even before formal identification.

When visitors reveal their identity through form submissions, email clicks, or logins, Koala connects their anonymous history with their known profile. This creates a complete timeline from first touch through the entire journey. LinkedIn research shows nurturing leads with this historical context increases sales opportunities by 20%.

Intent Signal Definition

Koala defines "Intent Signals" as specific behaviors that correlate with buying readiness:

• High-intent page visits (pricing, features, comparison pages)
• Extended engagement with case studies or technical documentation
• Multiple return visits within short timeframes
• Product usage milestones or feature adoption patterns
• Form submissions or direct contact requests

You can customize these signals for your specific sales process. Koala's machine learning continuously refines which patterns most strongly predict conversions.

Real-Time Alert System

When Koala spots high-intent signals, it immediately notifies relevant sales team members through Slack. These alerts include prospect details, engagement history, and context about the specific signals triggered.

A B2B SaaS company using this alert system reduced lead response times by 50% and increased qualified pipeline by 35% within three months. This lets sales teams strike while interest peaks rather than days later when momentum fades.

Anonymous Visitor Intelligence

Even before formal identification, Koala works with services like Clearbit Reveal to infer company details from IP addresses. This provides account-level intelligence for anonymous visitors, helping sales teams identify which target accounts show interest.

This approach particularly helps ABM strategies targeting specific accounts. Sales teams receive alerts when target accounts begin showing engagement, even if individual visitors haven't identified themselves.

Koala connects the various parts of your sales and marketing tech stack, with native integrations for:

CRM Systems

Two-way integration with Salesforce and HubSpot ensures Koala's intent data enriches existing customer records. When leads show buying intent, this information flows into your CRM, enhancing lead records and triggering workflows.

Marketing Tools

Koala connects with email platforms like Outreach, enabling intent-triggered email sequences. This ensures marketing outreach matches prospect interests. According to DemandGen Report, 76% of buyers are more likely to consider vendors who personalize outreach based on specific interests.

Product Analytics

Through Rudderstack SDK and server-side APIs, Koala integrates with product analytics platforms to incorporate usage data into intent scoring. This shows how prospects engage with your product during trials or freemium experiences.

Communication Platforms

The Slack integration delivers real-time intent alerts directly to sales teams' workflow. Rather than requiring constant platform monitoring, Koala brings critical notifications where teams already work.

Data Enrichment Tools

Connections with services like Clearbit enhance visitor profiles with firmographic and technographic data, allowing for more precise qualification based on company size, industry, and technology stack.

The platform connects with over 30 signal sources and 30+ enrichment data providers, creating a comprehensive intelligence network that teams can implement quickly without disrupting existing workflows.

Koala takes data security and privacy compliance seriously. The platform holds SOC 2 Type II certification, proving adherence to rigorous security controls. All customer data gets encrypted both in transit and at rest.

For GDPR and CCPA compliance, Koala provides configurable consent management tools respecting visitor privacy preferences. The platform offers data minimization options, collecting only necessary information while honoring opt-out requests automatically.

You can customize data retention policies to match your organization's requirements, with options for automatic data purging after specified periods. PwC research shows 85% of customers won't engage with companies they don't trust with their data, making these protections essential.

Koala supports you through in-app chat, email, and scheduled video consultations. Enterprise customers get dedicated account management with personalized implementation guidance and optimization recommendations.

The company provides comprehensive documentation through its knowledge base, including step-by-step guides for common implementation scenarios. Onboarding includes technical setup support, custom integration configuration, and strategic advice on optimizing intent signal definitions for your industry.

Weekly office hours give customers regular opportunities to get questions answered by Koala experts. One reviewer noted: "Their support team helped us implement custom tracking for our unique sales process within days."

For ongoing education, Koala offers webinars and case studies showing successful implementation strategies across various industries. This commitment to customer success has resulted in a 96% customer satisfaction rating according to their internal metrics.

Immediate Identification of Buying Intent

Koala's real-time notification system alerts sales teams the moment prospects show serious interest. This timing advantage significantly increases conversion rates compared to delayed follow-up. One customer reported, "We've cut our sales cycle by 35% by engaging prospects exactly when they're researching solutions."

Comprehensive Data Unification

By bringing together signals from websites, product usage, marketing engagement, and third-party sources, Koala provides a complete picture of prospect behavior previously impossible with siloed systems. This holistic view enables far more relevant sales conversations based on demonstrated interests.

Precise Buying Committee Mapping

Koala excels at identifying all stakeholders involved in purchasing decisions, allowing sales teams to develop relationships with multiple decision-makers simultaneously. This approach significantly increases close rates by addressing the needs of all influencers.

Efficient Lead Workflow

The "Inbox Zero" methodology ensures no qualified lead gets overlooked, addressing a common failure point in sales processes. By treating leads as actionable items requiring explicit resolution, Koala maintains accountability throughout the qualification process.

Straightforward Implementation

Unlike enterprise platforms requiring months of setup, Koala can be implemented within days through its single-pixel installation approach and pre-built integrations. This rapid time-to-value delivers immediate benefits without extensive technical resources.

Measurable Results

Customers consistently report concrete outcomes after implementation. As Eleanor Dorfman from Retool stated, Koala created "a paradigm shift for us and how we build repeatable pipeline"—translating directly to revenue impact and forecasting accuracy.

Evolving Platform

As a newer entrant in the sales intelligence space, Koala continues to develop certain advanced capabilities available in more established platforms. Some enterprises with highly complex sales motions may find specific customization options still maturing.

Data Dependence

Koala's effectiveness correlates directly with website traffic and product usage volume. Companies with limited digital footprints or very low traffic may see fewer immediate benefits until they generate sufficient signal data for meaningful analysis.

Learning Curve for Signal Optimization

While basic implementation is straightforward, optimizing intent signal definitions requires experimentation and refinement. Teams may need several weeks to calibrate their signal thresholds for optimal lead qualification accuracy.

Integration Depth Varies

While Koala offers numerous integrations, the depth of certain connections varies. Some specialized CRM systems may require custom API work rather than benefiting from native integrations available for mainstream platforms.

Feature Prioritization for B2B SaaS

Koala's feature set is particularly optimized for B2B SaaS companies with digital buying journeys. Organizations in industries with predominantly offline sales processes may find certain capabilities less directly applicable to their workflows.