Optimizing Sales Outreach: Marketo Sales Insight for Salesforce vs. Outlook Plugin
For sales teams, effective communication is crucial in building relationships and driving conversions. Marketo Sales Insight (MSI) is a tool that provides sales reps with the ability to send personalized, trackable emails. Marketo offers two powerful MSI email solutions: MSI for Salesforce and the MSI Outlook Plugin. These tools not only streamline outreach but also provide insights into recipient engagement, helping sales professionals make data-driven decisions.
Understanding the differences between these options is key to maximizing efficiency and ensuring optimal engagement. Below, we break down the features, benefits, and limitations of both solutions to help businesses choose the right approach for their sales strategy.
Marketo Email Solutions: MSI for Salesforce vs. MSI Outlook Plugin
Marketo provides two primary options for sending emails that integrate with sales operations:
- MSI for Salesforce: Sent through Salesforce, allowing structured, automated outreach with tracking and analytics.
- MSI Outlook Plugin: Enables sales reps to send Marketo-tracked emails directly from Outlook, offering more personalized interactions.
Each solution comes with advantages and limitations, which we compare in detail below.
Comparison Table: MSI for Salesforce vs. MSI Outlook Plugin
| Feature | MSI for Salesforce | MSI Outlook Plugin |
| Email Source | Sent from Marketo servers via Salesforce | Sent from the rep’s Outlook email |
| Tracking & Analytics | Full tracking (opens, clicks, responses) in Marketo & Salesforce | Basic tracking (opens/clicks) in Marketo, but not auto-logged in Salesforce |
| Deliverability | May be flagged as bulk or promotional email | Higher deliverability since emails are sent from Outlook |
| Personalization | Uses Marketo tokens for dynamic content | Limited personalization (some Marketo tokens may not work) |
| Perceived Authenticity | Can feel automated | Feels like a true 1:1 email from the rep |
| Email Logging in Salesforce | Engagement is automatically recorded in Salesforce | Must be manually logged by the rep |
| Scalability | Good for mass emails with personalization | Best for individual outreach, not scalable for mass sends |
| Ease of Use for Sales Reps | Requires logging into Salesforce & Marketo | Easy to send directly from Outlook |
| Template Control | Marketing-approved templates ensure branding compliance | More flexibility for reps but less brand control |
| Salesforce Compatibility | Salesforce Lightning can be problematic—some users report issues with MSI functionality, requiring workarounds or Classic mode | Not dependent on Salesforce; works directly with Outlook |
| Outlook Compatibility | N/A | Compatibility depends on Outlook version—some older versions may not support the plug-in; Office 365 and Outlook 2016+ work best |
| Best For | Large-scale, structured outreach | One-to-one, personalized sales emails |
Conclusion
Choosing between MSI for Salesforce and the MSI Outlook Plugin depends on the specific needs of your sales team:
- If your focus is on scalability, automation, and structured outreach, MSI for Salesforce is the better choice. However, potential Salesforce Lightning compatibility issues and deliverability concerns should be considered.
- If your priority is high deliverability and a more personal, 1:1 email experience, the MSI Outlook Plugin is preferable. However, it lacks full tracking, automation, and Salesforce integration.
Sales teams should evaluate their workflows and outreach goals before deciding which tool to implement. A hybrid approach, leveraging both solutions depending on the context, can also be effective.
Additional Resources
For more information on setup and best practices, check out these official Marketo guides:
- Upgrade Your MSI Outlook Plugin: Adobe Experience League
- Install MSI for Salesforce: Adobe Experience League
Posted ago by Charles
Charles is the co-founder of Otowui and is responsible for marketing strategy and business development. He is a web enthusiast and digital marketing expert, with over 15 years of experience in the field. He enjoys creating unique and personalized user experiences for Otowui customers. He is also a developer and is passionate about the latest technologies to improve the performance and quality of Otowui's products.