B2B Sales Enablement SaaS software market overview sheet exceeding 677 line items

The COVID-induced spike in Google search traffic (searches) for Sales Enablement (globally/worldwide as opposed to the USA) seems to be over:

Google Trends – trends.google.com
google_trends

My complete market overview has exceeded 677 line items now! You can download/export & sort by most recent edits. Somehow I missed the following acquisition late last year:

Screen Shot 2021-05-29 at 9.58.58 pm

1607532079533NEEDHAM, Mass., USA 9-Dec-2020: Allego @AllegoSoftware sales learning & enablement solution, acquired Refract, UK-based sales engagement & multilingual conversation analytics. Refract brings to the merger capabilities in revenue intelligence—delivering AI-enhanced content & coaching recommendations from sales calls, demos & meetings—to improve sales outcomes & grow revenue. Refract refract.ai @refract_ai

On 3-Jun-2021, Enterprise sales enablement platform Gong.io (Vayo, ONDiGO) raised $250M Series E funding valuing it $7.25Bn. More than 3x its previous valuation $2.2Bn [Raised $584M in total & seems to have $180M USD in annual revenue as per 2021]. 46% of b2b sales reps list lead quantity & quality as their top challenge. Gartner predicts that by 2025, 60% of b2b sales orgs will transition from experience- & intuition-based selling to data-driven selling, merging their sales process, sales applications, sales data, & sales analytics into a single operational practice.

sales_enablement_saas_market_22-AUG_2021

The first 19 are not in order of revenue

Sales Enablement SaaS software market 2021

Nice to see the Sales Enablement industry on Clubhouse:

Talk about investments off the charts: 22-Feb-2021 Highspot raises USD $200M

The round included all existing investors: ICONIQ Growth, Madrona Venture Group, OpenView, Salesforce Ventures, Sapphire Ventures and Shasta Ventures. The round values Highspot at $2.3 billion.

$2.3Bn USD as the valuation for one single vendor in such a saturated market, which by the way is not a winner takes all market!

$2.3Bn USD was pretty close to the size of the entire Sales Enablement software market in 2020, if you left out some revenue numbers I always like to add to account for alternatives (instead of only focusing on competitors, also looking at alternatives).

I estimate annual revenue by creating an average across multiple sites such as:

growjo.com/company/Highspot which guesses that:

Highspot’s estimated revenue per employee is $145,000

getlatka.com/companies/highspot

owler.com/company/highspot

This blog (turning 12 years old in 2021) had more visits in 2020 than in any year from 2013 on. Spikes in Google search traffic for the term Sales Enablement (even compared to MarTech) seem to be a trend worldwide, but cannot be observed in the USA.

google_trends

The most recent acquisitions I tracked on my overview with 677 line items (export available) for market players in Sales Enablement and related industries were:

23-Aug-2021, Bigtincan acquired Brainshark, Inc. (Sales Readiness solutions for training, coaching & onboarding: Solutions for course authoring, course content creation, 1:1 video coaching with AI-scoring, & readiness scorecards to help customers train, coach, & assess the buyer-readiness of customer-facing teams incl. frontline sellers, field marketing, & support)

19-Aug-2021, sales enablement & marketing orchestration platform Seismic acquired Lessonly, a provider of sales training, coaching, & enablement solutions. With this acquisition, the company will provide sellers the access to marketing & sales content as well as coaching plans, learning programs, & practice scenarios in one location. In addition to the acquisition, the company has also closed a $170M Series G funding bringing the company’s valuation to $3B.

Signavio signavio.com @signavio (now part of SAP) WALLDORF, Germany. 5-Mar-2021, SAP SE (NYSE: SAP) announced it completed the acquisition of Signavio (in the enterprise business process intelligence & process management space). Signavio’s products become part of SAP’s Business Process Intelligence portfolio & complement SAP’s process transformation portfolio. “With Signavio now an official part of our business process intelligence unit, we can help companies quickly understand, improve, transform & manage their business processes at scale.” SIGNAVIO COLLABORATION HUB: Harness the wisdom of the crowd, & transform the way you work together. Discover A New Way To Work: Business processes & decisions are the foundation on which your organization is built. Signavio Collaboration Hub & Live Insights acts as a single source of truth, giving employees across your organization a transparent meeting point to combine their work & expertise. Manage your process content across the entire Signavio Business Transformation Suite. Streamline presentations & provide easy-to-understand updates to your stakeholders. View any & all process content in a clear & simple way. Drive initiatives across your organisation by ensuring everyone is on the same page. PROCESS MINING FOR SALESFORCE: Get the story behind your sales cycle with game-changing insights to supercharge your sales. FACTUAL INSIGHTS DRIVE EFFECTIVE SALES: Signavio Process Intelligence for Salesforce app: Analyze your sales performance over multiple dimensions, & compare the effectiveness of your sales teams across regions, market segments or product lines. Who is doing better than the rest, how are they doing it, & then apply those lessons across your whole organization. Turn your best salesperson into every sales person. Hidden within your sales cycle are habits, risks & process behaviors that can have a dramatic effect on your bottom line. Signavio Process Intelligence for Salesforce: See visually, how your sales process is actually being executed. See every action & interaction over time, from the moment leads enter the top of your funnel through to deal closure. Refine your sales methodology, focusing entirely on excellence across the end-to-end sales cycle. Monitor & identify inefficiencies, duplication, or wasted steps within your sales cycle: The whole picture of how your sales have performed over time, not just a single point in time like traditional business intelligence. Taking this historical view is crucial to understanding how to improve the way you’re selling & continuously upskill your sales team. Signavio ANZ PTY LTD, Melbourne VIC 3008, Australia & Signavio UK Ltd., London NW1 6JJ, UK & elsewhere & Berlin, Germany

Dropbox dropbox.com @Dropbox (acquired HelloSign) Dropbox for Business helps companies seamlessly collaborate with secure file sharing, access from anywhere, & robust admin controls. San Francisco, CA, US. Acquired HelloSign hellosign.com @HelloSign Simplifying work for the businesses of tomorrow: We are HelloSign, HelloFax & HelloWorks. San Francisco, CA. 10-Mar-2021, Dropbox announced it plans to acquire DocSend for $165 million. DocSend docsend.com @DocSend helps customers share & track documents by sending a secure link instead of an attachment.

Screen Shot 2021-03-25 at 8.56.04 pmUpland Software uplandsoftware.com 2-Mar-2021, Upland Software, Inc. announced it acquired BlueVenn, a cloud-based customer data platform (CDP). BlueVenn bluevenn.com @BlueVenn Learn more about your customers & deliver outstanding, omni-channel customer experiences with the BlueVenn customer data platform. Raleigh NC, US & Bristol, UK. With BlueVenn, Upland customers can now securely unify their consumer data, unlocking the insights needed to create omnichannel digital engagement strategies to drive their business forward, all from a single vendor. A step forward for Upland in the Customer Experience (CX) category. Centralizing customer data has been a persistent challenge for enterprises since today’s digital consumer uses text, email, mobile applications, & websites to interact with the brands, products, & services they love. BlueVenn will sit at the center of the Customer Experience Management (CXM) offering & deliver a single view of the customer that will drive better engagement across every digital channel. Securely access all your online & offline consumer data sources – from in-store to email to mobile – in one centralized location. This unified view unlocks unique insights into crucial buying behaviors & makes them actionable, which allows companies to optimize omni-channel marketing campaign performance. All while ensuring consumer information is kept secure & compliant with regulations. With a unified consumer database sitting at the center of Upland’s CXM product suite, customers will have the power to reach their consumers where they are, driving engagement & conversions whether on email, mobile application, SMS, or online.

Demand Science demandscience.com @DemandScience 8-Feb-2021, global buyer intelligence platform, acquired Tidings @TidingsCo an on-demand automated newsletter creation SaaS platform, to expand its sales enablement (klarity.com which used to be prospectone.com) & intelligence solution suite. Global buyer intelligence platform & integrated B2B solution suite amplify the sales & marketing capabilities of innovative companies worldwide. USA

Brandwatch acquired by Cision for USD $450M, creating a PR, marketing, & social listening giant: 26-Feb-2021, Online consumer intelligence & social media listening platform Brandwatch has been acquired by Cision, best known for its media monitoring & media contact database services. Brandwatch’s key executive team will be staying on. The move combines two large players to offer a broad range of services, from PR to marketing & online customer engagement. The deal is expected to close in the 2nd quarter 2021.

Please note: The first 19 are not in order of revenue!

sales_enablement_saas_market_22-AUG_2021

add Highspot USD $200M Series E funding round, 22-Feb-2021 & 19-Aug-2021, Seismic $170M Series G funding bringing the company’s valuation to $3B

Link 22-Feb-2021 Highspot raises USD $200M

On 3-Jun-2021, Enterprise sales enablement platform Gong.io raised $250M Series E funding valuing it $7.25Bn. More than 3x its previous valuation $2.2Bn [Raised $584M in total]. 46% of b2b sales reps list lead quantity & quality as their top challenge. Gartner predicts that by 2025, 60% of b2b sales orgs will transition from experience- & intuition-based selling to data-driven selling, merging their sales process, sales applications, sales data, & sales analytics into a single operational practice.

Please check the following numbers for yourself. I took them from this post from 4-May-2020: EBITDA margins in SaaS are terrible

Microsoft Office / Teams / SharePoint / Dynamics / Yammer / Skype / LinkedIn (PointDrive) sold SlideShare 13
Bigtincan: Contondo, FatStax, Zunos, Veelo (mobilepaks) Asdeq Labs, XINN, Agnitio A/S, ClearSlide (SlideRocket), VoiceVibes, Vidinoti, Brainshark 13
Salesforce CRM CMS / Sites / Content / Chatter / Quip / Einstein / AppExchange / Trailhead / Slack 10
Showpad (LearnCore, LIA, Voicefox, Hickup, Taptera) 7
SAP (Callidus, iCentera, Litmos LMS, Emarsys, Signavio signavio.com) CRM, CPQ, CLM 7
Seismic (SAVO, KnowledgeTree, Zensight, Percolate, Grapevine6, Lessonly) 7
Upland: Altify, Kapost, RO|innovation, Qvidian (Sant & Kadient), BlueVenn 6
Adobe Experience Cloud / Marketo / ToutApp 3
Conga (Octiv [formerly TinderBox]) acquired by Apttus apttus.com owned by Thoma Bravo 3
ZoomInfo Technologies (acquired by DiscoverOrg) acquired TellWise, Clickagy AI, Komiko 3
Mediafly (Alinean / iPresent / Presentify) 3
Dropbox (HelloSign hellosign.com, DocSend docsend.com) 2
Episerver Inc. (Insite Software acquired Storyworks Ondemand / Storyworks1) 2

Sales Enablement software companies based in Israel

google_trends

Last edit: 14-Jul-2021

Chorus.ai Chorus.ai @chorus_ai helps capture & share your sales team’s best talk tracks to create more quota-crushing A​ players. Conversational intelligence platform that helps businesses to capture, store & analyze their sales meetings. Conversation cloud. AI driven conversation intelligence for sales teams. $7.4M in estimated revenue annually & competes with Aviso, People.ai, & Clari. AffectLayer, Inc. is a privately-held company that develops Chorus, a conversation intelligence tool, for sales teams. AffectLayer, Inc. founded 2015. San Francisco, California, USA & Tel Aviv, Israel owler.com/company/chorus July 13, 2021: ZoomInfo @ZoomInfo announced it intends to acquire conversational sales intelligence tool Chorus.ai for $575M. Sales intelligence, Chorus’s market, is a hot space that uses AI to “listen” to sales conversations to help improve interactions between salespeople & customers. ZoomInfo is mostly known for providing information about customers, so the acquisition expands the acquiring company’s platform in a significant way.

dealhub dealhub.io @dealhubio former Valooto valooto.com sales engagement Platform that delivers a personalized buying experience at every step of sales & prospecting funnels. Enables sales reps & buyers to meet, engage & collaborate online on relevant, personalized & dynamic content, while gaining real-time insights on buyer engagement & disposition. dealhub.ioCPQ / CLM / E-signature – Sales Engagement Platform. Featuring native integrations with Salesforce & Microsoft Dynamics CRM. Operates natively on Salesforce & other leading cloud-based CRMs. Offering: Predictive sales playbooks, interactive content sharing & engagement, real-time engagement analytics, Configure-Price-Quote (CPQ), Document Generation, Contract Management & redlining, E-signature. DealHub.io raised a total of $4.5M in funding over 2 rounds. Main Office: Los Altos, CA. Other office: Israel

Gefen gefentechnologies.com TRANSFORMS AGENT-BASED NETWORKS INTO DIGITAL SALES FLEETS: Help them build an omni-channel digital presence that is personal in every way. MAKE YOUR ENTIRE AGENT FLEET DIGITAL IN LARGE SCALE: Gefen enables the creation of powerful agents networks. Gefen’s tech enables the distribution of strategy, products & services through the management of presence, automatic sending of omni-channel campaigns, conversion of customers, tracking, attribution & compliance. Gefen Technologies Ltd. Tel Aviv, Israel

Gong gong.io @Gong_io conversation intelligence platform for sales. Drive higher quota attainment across your team by recording, transcribing, & analyzing their conversations. Record: Automatically records every sales call or demo that happens across your sales floor. Transcribe: Each sales call is transcribed from speech to text, turning every conversation into data. Analyzes everything your star reps do differently during their sales conversations, helping you bridge the gap. $180M in estimated revenue annually & competes with Seismic, Highspot, & Chorus.ai. San Mateo, CA. Vayo vayo.io (acquired by Gong 1-Sep-2020) enables SaaS companies to grow their business by turning cross-organizational customer data into actionable insights; Tel Aviv, Israel. Gong was founded in 2015. Since it was established, the company has raised $334 million. The company holds a team of 350 employees split between offices in the U.S. & Israel, with the latter becoming the brand new home for the incoming Vayo team. On 16-Apr-2018, Gong.io acquired ONDiGO ondigo.me (Sales-automation platform powered by deep-data) to extend its Conversation Intelligence Platform. On 3-Jun-2021, Enterprise sales enablement platform Gong.io (Vayo, ONDiGO) raised $250M Series E funding valuing it $7.25Bn. More than 3x its previous valuation $2.2Bn [Raised $584M in total & seems to have $180M USD in annual revenue as per 2021]. 46% of b2b sales reps list lead quantity & quality as their top challenge. Gartner predicts that by 2025, 60% of b2b sales orgs will transition from experience- & intuition-based selling to data-driven selling, merging their sales process, sales applications, sales data, & sales analytics into a single operational practice.

Lusha lusha.com @LushaData B2B engagement is based on trust. Lusha helps you build that trust. Israeli startup [First U.S. office in Boston] that helps B2B salespeople identify, engage with & close deals. Similar to ZoomInfo, Lusha’s cloud-based platform helps sales teams share accurate contact & company information with each other, & provides them with data they can use to better understand the customers they target. It also recommends relevant prospects, eliminating the cumbersome research process that often bogs salespeople down.

Screen Shot 2021-04-16 at 2.34.38 pmPepperi pepperi.com @PepperiHQ mobile sales suite for brands & wholesalers. Our solutions transition companies into mobile sales, enabling them to increase B2B revenues, while shortening the order-to-cash cycle, & elevating brand image. The Pepperi SaaS platform combines catalog order taking, mobile CRM, merchandising, order management & B2B e-commerce into mobile apps that are simple & fun to use. NYC, USA. Pepperi Ltd, 14 Hacharoshet Street, Raanana, Israel

Second Nature secondnature.ai COACH, TRAIN & CERTIFY YOUR SALES TEAMS FASTER & BETTER: The platform your sales team needs to adapt quickly & keep winning. Scale up your sales coaching with Second Nature’s sales coaching software. It provides a “virtual pitch partner” that uses conversational AI to have actual discussions with sales reps, score them, & help them improve on their own, so they can ace every sales call. Create consistency, standardization & track improvement. Rollout new offerings & messages faster. Increase revenue per rep. SecondNature AI INC, Tel Aviv-Yaffo, Israel

Shamaym shamaym.com @shamaym_it platform for continuous improvement that creates a culture of high performance in organizations. AI-powered collaborative Win/Loss analysis: Mainly collaborative real-time learning solutions, but also automates the process of a win/loss analysis on its sales team platform. Sales teams often conduct a win/loss analysis after deals are closed, ostensibly to share information with other sales team members about what worked, what needs to be improved, & how the information learned should be applied to future deals. When a salesperson now changes the status of an opportunity (eg in Salesforce), Shamaym automatically generates a deal analysis report, & prompts the salesperson to add their insights & create a win/loss debrief. These takeaways are shared with team members, empowering them to tap into the lessons learned in relevant situations & increase their success rate in future deals. Automating the win/loss analysis process ensures it gets done every time & gives the team the tools they need to be successful for the next deal. Also makes sure salespeople have the information of what works & doesn’t work in the sales process, improving closing rates by continuously updating the team in real-time. Eliminating missed opportunities to close deals: The sales team platform efficiently integrates learning from past experiences into the day-to-day work process of its customers. The automated win/loss analysis adds immediate feedback & creates valuable opportunities to learn at the moment of need. It will improve an important sales process & the opportunities to close deals successfully. Powered by AI, the platform integrates with Salesforce & other CRM systems to deliver real-time sales guidance, increase visibility for managers, & foster strong team collaboration. Shamaym, Inc. Boston, MA, US; Tel-Aviv, Israel

Screen Shot 2021-06-14 at 10.10.07 pmWalnut walnut.io @Walnutinc reinvent your sales experience! Create tailor-made & insightful sales demos with Walnut High voltage sign. Zero code needed. Create more than interactive product demos: Offer sales experiences that convert. Customize your product demos. Duplicate. Use it again. Scale your demo creation. Collect valuable data on demo usage. Optimize your team performance. Increase sales demo conversion. Capture your product or software screens in a few clicks, straight from your browser. Customize every aspect of your product demos for your prospects – without coding: logos, numbers, text, features & more. Guide your prospect with annotations to make sure they make the most out of your product demo. Send a link of your sales demo to your champion & help them spread the word to management. Learn where your prospects click & how your demos perform to optimize your conversion rate. Walnut Tech Inc. NYC-SF-TLV, Tel Aviv, Tel Aviv, Israel

The first 19 are not in order of revenue

Sales Enablement SaaS software market movements end of 2020

This blog (turning 12 years old in 2021) had more visits in 2020 than in any year from 2013 on.

Spikes in Google search traffic for the term Sales Enablement (even compared to MarTech) seem to be a trend worldwide, but cannot be observed in the USA.

google_trends

The most recent acquisitions I tracked on my overview with 673 line items (export available) for market players in Sales Enablement and related industries were:

ClearSlide clearslide.com acquired SlideRocket @SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. On 12-Dec-2017, ClearSlide joined Corel Corporation. Then on 23-Dec-2020, @bigtincan announced that its wholly owned US subsidiary, BTC Mobility, LLC has entered into a binding Stock Purchase Agreement with Corel, Inc @corelsoftware where Bigtincan agreed to pay USD$16.25M for @ClearSlide, the sales engagement technology platform with hundreds of customers across three continents. The company has estimated annualised recurring revenue of USD$5.2M. Bigtincan completed a AUD$35M institutional equity raise to support the purchase. The acquisition will add 32 staff members to Bigtincan’s books. Shares in Bigtincan (ASX:BTH) traded 2.24% lower at AUD$1.09. This sale of ClearSlide might mean Corel has exited the Sales Enablement market.

b2b_sales_enablement_saas_martech

VoiceVibes, Inc myvoicevibes.com @voicevibes voice analytics & AI-powered coaching platform helps professionals make the best impression, every time they speak. Baltimore, Maryland, USA. On 15-Jan-2021, Bigtincan Holdings Limited @bigtincan (ASX: BTH) announced that its wholly owned US subsidiary, BTC Mobility, LLC entered into & completed a Stock Purchase Agreement (“SPA”) with the shareholders of VoiceVibes & acquired 100% of the issued capital of VoiceVibes, Inc for USD$2M. VoiceVibes revenue in FY21 is not expected to be material. Bigtincan plans to retain the VoiceVibes team & integrate VoiceVibes’ technology into existing Bigtincan offerings. Now Bigtincan has acquired: Contondo, FatStax, Zunos, Veelo (mobilepaks) Asdeq Labs, XINN, Agnitio A/S, ClearSlide (SlideRocket), & VoiceVibes (See my entire market overview for all acquisitions).

Screen Shot 2021-03-25 at 2.42.50 pm

Slack acquired by Salesforce 1-Dec-2020. Combining @SlackHQ with @Salesforce Customer360 “will be transformative, creating the operating system for the new way to work. Together, we’ll enable companies to grow and succeed in the all-digital, work-from-anywhere world.” Slack shareholders will receive $26.79 in cash & 0.0776 shares of Salesforce common stock for each Slack share, representing an enterprise value of approx. $27.7 billion based on the closing price of Salesforce’s common stock on 30-Nov-2020.

ServiceNow acquired Attivio IP, core technology, & select R&D talent; announced October 2019. With the addition of the⁦ @attivio ⁩search engine ⁦@servicenow moved beyond keyword-based search to deliver conversational AI & search experiences at scale to customers. servicenow.com cloud-based platform & solutions deliver digital workflows that help people do their best work. Santa Clara, CA, USA. ServiceNow, Inc. acquired Attivio, Loom Systems, Passage AI, Sweagle, Montrêal Canada based Element AI elementai.com @element_ai (on 1-Dec-2020).

Grapevine6 grapevine6.com @Grapevine_6 Toronto, ON, Canada. 1-Dec-2020, US based Seismic (Nu:Pitch became Seismic) acquired Grapevine6 (a social & digital sales engagement platform / a way to engage with buyers on social media). As a result of the acquisition, Seismic launched a new integrated offering called Seismic LiveSocial, a social engagement solution for sales & client-facing teams. It leverages the AI engine built by Grapevine6 to help sellers become advisors by authentically engaging with their prospects & clients across the social media landscape. Sales teams can share timely & compliant content from 11k+ third-party publishers across 6 different languages, targeting the right buyers across multiple social platforms. Additionally, brand leaders can measure the ROI of their social engagement strategy.

Microsoft Office / Teams / SharePoint / Dynamics / Yammer / Skype / LinkedIn (PointDrive) 10
Bigtincan: Contondo, FatStax, Zunos, Veelo (mobilepaks) Asdeq Labs, XINN, Agnitio A/S, ClearSlide(SlideRocket), VoiceVibes, Vidinoti 12
Salesforce CRM CMS / Sites / Content / Chatter / Quip / Einstein / AppExchange / Trailhead / Slack 8
Showpad (LearnCore, LIA, Voicefox, Hickup, Taptera) 7
SAP (Callidus, iCentera, Litmos LMS, Emarsys, Signavio) CRM, CPQ, CLM 7
Seismic (SAVO, KnowledgeTree, Zensight, Percolate, Grapevine6) 6
Upland: Altify, Kapost, RO|innovation, Qvidian (Sant & Kadient), BlueVenn 6
Adobe Experience Cloud / Marketo / ToutApp 3
Conga (Octiv [formerly TinderBox]) acquired by Apttus apttus.com owned by Thoma Bravo 3
ZoomInfo Technologies (acquired by DiscoverOrg) acquired TellWise, Clickagy AI, Komiko 3
Mediafly (Alinean / iPresent / Presentify) 3
Episerver Inc. (Insite Software acquired Storyworks Ondemand / Storyworks1) 2

SalesRight salesright.co @SalesRightCo helps SaaS sales teams close deals faster through Interactive Live Quotes. Developer of a cloud-based platform designed to allow SaaS sales teams to deliver pricing & close deals faster. The company’s platform is an interactive quote delivery software that accelerates the quote creation, delivery & close process. The software’s Interactive Live Quotes increase conversion rates for SaaS sales teams while reducing time spent per opportunity. Quotes provide prospects with interactive buying experiences backed by sales psychology, while serving up the analytics sales teams need to accelerate the deal to close. Sales reps save 10+ hours a month by replacing pricing spreadsheets, slide decks & proposals. Halifax, Nova Scotia, Canada. 19-Nov-2020: Acquired by FastSpring; Bright Market, LLC dba FastSpring, USA

AutoKlose autoklose.com @autoklose Sales Engagement, Email Tracking, Outbound sales automation platform. Features automated lead gen, drip campaigns, calendar scheduling, & CRM integration. Toronto, Canada / USA. Owned & operated by ExchangeLeads Inc. doing business as AutoKlose. Plano, Texas, Oct. 20, 2020: VanillaSoft, a sales engagement technology company, announced that they acquired email automation & sales intelligence platform vendor AutoKlose.

CHICAGO, 28-Oct-2020, Mediafly mediafly.com @mediafly a provider of sales enablement technology, content management & advisory services that create interactive, value-based selling experiences, announced it acquired Presentify presentify.co.uk a global visual communication solution based in the UK. 21-Nov-2020, Mediafly launched Jumpstart Presentations, a new offering to help brands accelerate their digital sales transformation & move beyond the traditional pitch presentation.

Nudge Software neednudge.com nudge.ai @nudgeai a social selling app that helps you grow the right relationships from your network of weak connections. We Believe That trust trumps content & your network is your net worth. We’re bringing the business world closer together one Nudge at a time. Their Co-Founder & CTO is Steve Woods, who was Co-Founder & CTO of Eloqua from its inception in 1999 through IPO & acquisition by Oracle in 2012. Find + nurture relationships, generate + accelerate pipeline, & build revenue growth. Used to have $310K in estimated revenue annually & used to compete with Datanyze, Clearbit, & InsideView. Out of business as of 21-Jan-2020. nudge.ai @nudgeai a social selling app that helps you grow the right relationships from your network of weak connections Toronto, ON, Canada. NUDGE.AI ASSETS ACQUIRED LESS THAN TWO MONTHS AFTER COMPANY SHUT DOWN: SAN FRANCISCO, CA; 11-Mar-2020, Nudge has been acquired by Affinity affinity.co @Affinity. Affinity’s new Relationship Intelligence product for sales teams due out later 2020; Affinity expands to open Canadian office. Affinity relationship intelligence platform, announced the acquisition of Nudge, a revenue intelligence platform designed to build relationships & grow sales. Affinity (founded in 2014 just like Nudge) offers a platform that (using AI) collects & analyzes data to build better network relationships. Similarly, Nudge had developed an AI-based revenue intelligence platform for sales teams, used to identify gaps in stakeholder relationships, with the goal of finding & increasing pipeline attrition.

triblio triblio.com @triblio Account-based marketing software that helps generate demand & engagement from the targeted accounts. ABM is at its strongest when marketing & sales teams are in step. In developing features, we talk to both sales & marketing teams to see what they would find most helpful. Washington, DC, USA. Boston, Mass. – June 23, 2020 – IDG Communications has agreed to acquire Triblio in a deal that will accelerate the shift to ready-made, highly automated marketing technology platforms.

thedocyard thedocyard.co @thedocyard_co deal management platform in a single integrated solution that empowers teams, drives productivity & manages risk. July 2020, thedocyard acquired 100% of LockBox Technologies Pty Ltd lockboxtech.com.au Publicly listed transaction management company, thedocyard, is to buy out (reverse merger) virtual data room (VDR) business Ansarada. Listed on the ASX as ASX:AND 9-Dec-2020.

old logo/brand

new logo/brand

SalesPreso salespreso.com @SalesPreso enterprise sales platform to ensure that all your salespeople tell your best sales story, every time. Rebranded to livepreso.com @livepreso LivePreso automatically makes the perfect content for each customer experience. Presentation platform SalesPreso raised AUD$5M, & rebranded as LivePreso as it ramps up its offering for business. Shearwater Growth Ventures, the $50M Sydney VC fund co-founded by former WiseTech directors led the round. The funds will be used to further develop the LivePreso platform to automate the creation of digital content for business-critical meetings like account renewals, reviews, business development & new sales opportunities. Melbourne, Victoria, Australia

The impact of COVID on the Sales Enablement market

I’m continuing to watch the impact of COVID on the Sales Enablement market. Here are the virtual selling skills challenges rainsalestraining.com found in a survey:

Source: rainsalestraining.com

AccessBell accessbell.com @access_bell Founded in March 2020 you could call Access Bell inspired by COVID. Customized video conferencing for enterprise workflows. Customized, self-serve, fully-managed video conferencing for your workflows & apps. Expand your Zoom experience with features incl. real-time collaboration, personal notes, & agendas that sync with tools you already know & love. Take personal & collaborative notes & assign action items during the meeting. Organize your meetings with an agenda to indicate the progress of the meeting. Integrate seamlessly with Slack, Drive, Email, & other productivity tools. Track user engagement & better understand your meeting participation. Palo Alto, CA

A recent spike in Google search traffic for the term Sales Enablement seems to be a trend worldwide, but cannot be observed in the USA.

google_trends

Bigtincan bigtincan.com @bigtincan helps sales & service teams increase win rates & customer satisfaction. The mobile AI-powered sales enablement automation platform’s user experience empowers reps to more effectively engage with customers & prospects & encourages team-wide adoption. Global sales & marketing headquartered in Boston + offices across EMEA, Australia & Asia. Waltham, Massachusetts, USA but listed on the Australian ASX. Early October 2020, Bigtincan Holdings Limited entered into a binding purchase of Agnitio A/S agnitio.com @agnitiomcm a Danish company that provides a leading solution for remote selling for life sciences customers creating Digital Sales Rooms for customer engagements. Copenhagen, Denmark

Emarsys emarsys.com @emarsys 1-Oct-2020: SAP SE (NYSE: SAP) acquired retail marketing automation & personalisation platform, Emarsys, for an undisclosed sum, a deal designed to build out its customer experience offering. Emarsys provides a cloud-based omnichannel customer engagement platform with functionality for personalising customer interactions across email, mobile, social, SMS & the Web at scale. Austria.

Scrimmage wescrimmage.com @wescrimmage mobile learning platforms & sales enablement software to help reinforce training, improve speed to competency, & enhance sales productivity. Minneapolis, MN, USA based mobile learning company Scrimmage has been acquired by Canadian software company ACTO actoapp.com @acto the companies announced 11-SEP-2020. “Disrupting Education & Enablement For The Life Sciences” / Omni-channel Education ecosystem for education in healthcare & life sciences. ACTO Technologies Inc. Toronto, ON, Canada

The fourth most recent acquisition that I’m aware of was announced 10-Sep-2020:

VERB verb.tech @VerbTech_Co (NASDAQ: VERB) business-focused interactive video Webinar, CRM, marketing, & sales enablement software applications. Verb CRM: Sales Enablement Platform. Send Product Samples from an App. Increase retention & revenue with a custom mobile app. Newport Beach, CA, USA. VERB Technology Company, Inc. the maker of interactive video-based sales enablement applications, including interactive livestream eCommerce, webinar, CRM & marketing applications for entrepreneurs & enterprises, completed the acquisition of SoloFire solofire.com (dba for Ascend Certification, LLC), provider of a sales enablement platform for the healthcare industry.

Tellwise tellwise.com engage.zoominfo.com @tellwise Sep-2020, acquired by ZoomInfo (ZoomInfo Technologies Inc NASDAQ: ZI) to join its family of go-to-market solutions, as “Engage” engage.zoominfo.com TellWise (formerly Discuzz) customer communication focused on seller productivity, pipeline insights, & a greater customer experience. All in one integrated solution. Combines phone, text, email, & presentations into a single platform accessible from your CRM. Live activity feed which watches what customers do with your content.

These acquisitions caused my latest updates to my market overview chart (where the first 19 market players aren’t in order of revenue):

b2b_sales_enablement_saas_market_11-july_2021

My complete overview with 666 line items has dates to sort by latest edits.

The latest addition to my lists is the following vendor, which sounds a bit like a @Qwilr or @Pitch competitor when it comes to Sales Enablement, but allows @Salesforce users to create a website directly from an Account / Opportunity record.
Brandcast brandcast.com @brandcastapp code-free web content system. Create branded websites & content in a connected, design-driven system. Customizable. Engaging. Trackable. Discover the power of interactive sales collateral. Your prospects will love it & you can track their interactions from cold call to closing. Pitch decks, Sales proposals, Case studies, & Web brochures. Replacing static, slow-loading PDFs with interactive content is a new idea. Adding videos, demos, or showrooms to presentations livens up the pitch like nothing else.

Going forward, you may have fewer live meetings where you can develop personal bonds with customers. That makes lively, engaging presentations more important than ever.

Brandcast Salesforce Studio is an integration that allows a Salesforce user to automatically create a personalized website directly from a Salesforce Account or Opportunity record. The personalized website will pull content & data from Salesforce to create a personalized experience. All websites created from Salesforce can be updated in real-time & are automatically equipped with tracking metrics that allow a Salesforce user to see engagement activity directly from Salesforce. San Francisco, CA

The latest addition to my list of AI powered Sales Enablement software is this one:

BirdzAI p360.com/birdzai/ @P360_Solutions Optiks Solutions, Inc D\B\A P360 Solutions. Sales solution: 360 degree full-lifecycle suite for sales performance, from data management & lead resolution to data compliance. Updated the sales enablement platform, BirdzAI, with artificial intelligence that provides insights for sales forecasting, churn prediction, brand propensity analysis, next best action recommendations, & more. By adding artificial intelligence capabilities it helps life sciences companies eliminate the guesswork often associated with sales operations. Piscataway Township, New Jersey, USA

At minute 21 on the ThisWeekInStartups podcast with the founder of Loom he mentioned that video views for them were up 10x in the first three weeks of COVID hitting in the US.

Loom loom.com @loom work communication tool that helps you get your message across through instantly shareable video. Say it with video! Get your message across, no matter where you work. Sending a Loom is more efficient than typing long emails or spending your day in meetings having conversations that don’t need to happen in real-time. You talk up to 6x faster than you type. Capture you screen, record their front-facing camera, & narrate video all at once with no switching apps or upload required. Whether it’s training new teammates or replying to a customer inquiry, Loom enhances the way people communicate at work by allowing them to send the next best thing to being there. San Francisco, CA, USA. Legal name Opentest, Inc.

For the question of COVID’s impact on software this @zapier report is also very interesting:

zapier.com/blog/fastest-growing-apps-2020/

Besides giants such as Zoom and HubSpot the other company from that report that I also cover on my blog/lists is…

PandaDoc pandadoc.com @pandadoc a document automation software as a service with built-in electronic signatures, workflow management & document builder. Estimated annual revenue $10M USD. San Francisco, California, United States

Sales Enablement SaaS software market trends and acquisitions during COVID-19

The first acquisitions in the Sales Enablement space that I’m aware of being announced in COVID times (See my earlier post):

Axiom Sales Kinetics axiomsaleskinetics.com @justaskaxiom (AXIOM SFD axiomsfd.com @AXIOMSFD acquired!) 18-Jun-2020, Axiom Sales Kinetics announced major rebrand, restructuring & new product offering under the leadership of its founder & CEO, Bob Nicols, after an asset only purchase of Dallas-based AXIOM SFD (Axiom Sales Force Development) in February 2020. Their Salesforce.com apps used to improve sales coaching & sales training; on demand in real time. Since 2013 they used to create native sales enablement apps for Salesforce.com. Dallas, Texas / Jacksonville, FL.

On May 7, 2020 Conga conga.com @CongaHQ was acquired by Apttus which had been acquired by Thoma Bravo on Sep 4, 2018.

@Napp_dk acquired by @Templafy (announced 18-May-2020):

“Danish start-up Templafy announced that it plans to acquire Copenhagen-based B2B sales enablement platform Napp. The news comes after Templafy closed $25m in Series C funding at the end of April. […] Templafy […] aims to solve the problem of “document anarchy”, ensuring consistency across all of a company’s documents, presentations and emails. The start-up automates compliance in business documents, with the goal of eliminating wasted administrative time.”

Source: siliconrepublic

I’ve updated my airtable of 610 line items and my chart for the biggest players in Sales Enablement/Engagement related SaaS software.

Please note: The first 19 are not in order of revenue!

b2b_sales_enablement_saas_market_11-july_2021

add Highspot USD $200M Series E funding round, 22-Feb-2021

Link 22-Feb-2021 Highspot raises USD $200M

https://www.americaninno.com/chicago/inno-news-chicago/showpad-lays-off-52-employees-globally-18-in-chicago/

“[…] Showpad, a Chicago and Belgium-based sales enablement company, […] confirmed to Chicago Inno that it laid off 52 employees […] 18 of which were based in the Windy City. The tech company said layoffs affected its Go To Market teams across its offices in Chicago, Belgium, London, Munich, San Francisco, Portland and Poland. About 400 employees remain at the company globally, 160 of which are in the Chicago office. “This decision was triggered by the economic downturn following the global spread of COVID-19,” said Showpad co-founder and CEO Pieterjan Bouten […] Over the last two years, Bouten said Showpad tripled its revenue and in 2019 alone, hired about 200 new employees. Showpad, which has 1,200 clients, typically sees annual revenue of more than $60 million, Bouten said. […] Showpad […] acquired LearnCore, a Chicago startup that made sales training software, for $50 million in 2018.”

Source: americaninno.com/chicago/inno-news-chicago/

One metric in this space to watch now for COVID-19 impact is churn in SaaS; especially when you consider how many new customers you have to onboard for every 1% of your customers that don’t renew: Maybe double or triple the number that left needs to be onboarded to make up for lost revenue (depending on the account size)?

Please check the following numbers for yourself. I took them from this post from 4-May-2020: EBITDA margins in SaaS are terrible

All outdated:

Currency AUD – 22-May-2020:

Currency USD – 22-May-2020:

Currency EURO – 22-May-2020:

On this blog I am tracking SaleSphere GmbH which is a subsidiary of mVISE AG (See shares above) Germany mvise.de salesphere.com @SaleSphere_App SaaS product – mobile sales & field service solution. Digitises existing field work processes & simplifies administrative procedures. Quick access to relevant information & media – simplifies the presentation of product offers. Integrations: Salesforce.com, Microsoft Dynamics (CRM), SAP (CRM), Pipedrive, SugarCRM, Vtiger, SAP Business By Design, Adobe Marketo, Citrix GoToWebinar. Some customers: BOSCH, Julius Meinl, MyHilda, Hoffmann Group, H&T Presspart, etc. HQ in Duesseldorf, NRW, Germany.

fision fisiononline.com @fisiononline Marketing Automation & Sales Enablement Cloud Platform. Minneapolis, MN 55416, USA. Fision Corp OTCMKTS: FSSN

VERB verb.tech @VerbTech_Co (NASDAQ: VERB) business-focused interactive video Webinar, CRM, marketing, & sales enablement software applications. Verb CRM: Sales Enablement Platform. Send Product Samples from an App. Increase retention & revenue with a custom mobile app. Newport Beach, CA, USA. Sept. 10, 2020, VERB Technology Company, Inc. the maker of interactive video-based sales enablement applications, including interactive livestream eCommerce, webinar, CRM & marketing applications for entrepreneurs & enterprises, completed the acquisition of SoloFire (dba for Ascend Certification, LLC), provider of a sales enablement platform for the healthcare industry.

As always, Scott at chiefmartec.com has some great thinking on The paradox of simultaneous MarTech consolidation and expansion.

In the 12-May-2020 post MarTech app platform dynamics he took that a bit further. It is the first time I see all the different trends and buzzwords called out for contributing or taking away from the number of players in the MarTech market:

Sales and marketing technology market landscape maps martech

The crowdsourced ‘Marketing Technology Landscape Supergraphic (2020): Martech 5000 — really 8,000, but who’s counting?’ was published by Scott Brinker, on 22-Apr-2020.

See chiefmartec.com and martech5000.com

Besides seeing the growth from approx. 7k to approx. 8k MarTech players, the interesting question will obviously be the impact of COVID-19, but it is early days.

According to Google Trends the search volume for Sales Enablement has increased a lot.

My own blog (this blog) took a bit of a hit in terms of traffic, but recovered by July 2020.

Just like martech5000.com my own market overview (for Sales Enablement) is also powered by Airtable now. See it here (with 628 line items):

I keep the following lists on this blog constantly updated:

Below more market maps I found interesting.

https://pinver.medium.com/mapping-the-future-of-work-startup-investor-ecosystem-2db5049f2c86

An epic landscape of 2,427 European martech solutions

NZ

tenbound.com/market-map/

@Tenbound

b2b and b2c Sales Enablement software company updates you might have missed

Google Trends – trends.google.com

google_trends

Announced 5-Mar-2020:

Pipedrive pipedrive.com @pipedrive web-based Sales CRM. CRM platform developed from the salesperson’s point-of-view. 5-Mar-2020, Pipedrive announced it acquired Mailigen, provider of an email marketing automation solution. Their first acquisition will make it easier for Pipedrive customers to access software that generates leads & nurtures customers. Mailigen mailigen.com @mailigen email marketing automation platform & agency servicing small to medium size companies around the world. Email marketing for Pipedrive users: Get ready to engage your customers & make entirely new ones. Mailigen in Riga, Riga, Latvia (Pipedrive estimated annual revenue $46.5M, based in New York, New York, US) August 2020 saw the launch of Sales Docs (in beta): Send trackable quotes, proposals, & contracts from your CRM. See when files are opened & make updates in real-time. Follow up at the right moment and close deals faster. Auto-fill docs with Pipedrive data: Send quotes faster with less manual copy-pasting & fewer errors. Create document templates that automatically pull products from your catalog or information from any Pipedrive field. By sending trackable documents, you get notified whenever they’re opened. Follow up at the right time to lock in sales quickly. Find docs easily: Store quotes, proposals & contracts where you can quickly locate them. Track them against deals in Pipedrive or your chosen storage drive to evaluate their effectiveness & make improvements.

InsideSales.com had a corporate rebrand to XANT™ in 2019

Along with the rebrand, XANT is expanding its recently introduced Revenue Acceleration Cloud™ beyond sales to also enable marketing & account management teams to optimize their day. Xant now sells a sales engagement platform, its Playbooks Chrome extension (which offers salespeople smart suggestions wherever they may be working, be it their customer relationship management [CRM] platform), and…

Announced 27-Feb-2020:

…also a new mobile sales enablement solution, Playbooks Mobile (a “complete sales enablement solution available on mobile devices. It leverages & provides the full functionality of the Playbooks solution to sales executives”).

XANT, Inc. XANT.ai @XANT_AI Playbooks Mobile by XANT (previously insidesales.com) announced rebranding 4-Nov-2019: PLAYBOOKS: The Intelligent Sales Engagement solution that improves the productivity, visibility & effectiveness of teams in a way CRM & AI alone cannot. Complete sales enablement solution available on mobile devices. Guides reps to focus on the accounts, people & opportunities that will actually generate revenue. Playbooks does this by prioritizing a reps daily tasks & enables AI driven engagement. Modern engagement powered by Buyer Intelligence. PROVO, UTAH 84606, USA

Announced 28-Feb-2020:

Asana asana.com @asana a work management platform for teams. The work management software vendor launched its first offering aimed at a specific job role in 2019 with Asana for Marketing. The list of options for individual business units grew in 2020 with the addition of Asana Operations & Asana Sales. Asana for Operations lets users access Asana’s gallery of workflow templates or create their own custom versions to standardize processes such as vendor & employee onboarding & management. Asana for Operations & Asana for Sales and Account Management are two new end-to-end solutions for teams to manage their entire operations & sales workflows. The suite of capabilities is available on Asana’s Business & Enterprise offerings. Asana targets sales & ops teams with new integrations: Salesforce, Jira Cloud & Tableau integrations are designed to help the work management app appeal to specific business functions. San Francisco Bay Area, West Coast, Western US

Atlassian Corporation Plc (Confluence Cloud, Trello, etc) atlassian.com/software/confluence @confluence Confluence is a team workspace where collaboration & knowledge meet. Create, collaborate, & organize all your work in one place. Many organizations use Confluence as their intranet & some even as the Sales Enablement portal. “Confluence Cloud: Get your files together: With the new Microsoft OneDrive for Business integration, embed Microsoft Word, Excel & PowerPoint files in your Confluence pages so it can always be your single source of truth! By typing “/trello” on a Confluence page, you can embed a complete Trello board for easy access. Work together from anywhere with Confluence Mobile: Stay on top of the latest with your team & move work forward – straight from your device.” Sydney, NSW, Australia

box box.com @box Online file sharing & cloud content management service offering unlimited storage, custom branding, & administrative controls. Simplify how you work. One platform for secure content management, workflow, & collaboration.

The all-new Box Relay is now available. A way to automate processes in Box. For the first time ever, enterprises have a single content management platform to drive team collaboration & streamline processes across the extended enterprise. Productivity & workflow tools usually fall on the extreme ends of the “how work gets done” spectrum: they’re either designed for ad-hoc collaboration or for rigid processes. Yet in today’s agile business, teams need both — a way to collaborate in real time, while also automating the manual work that’s done every day.

Competes with Accellion, Dropbox, & ShareFile. San Francisco Bay Area, USA

Another rebranding:

Close close.com @close (also known as close.io or Elastic) inside sales CRM for startups & SMBs. Close more deals. Supercharge your sales with one of the best CRMs for startups & SMBs. Get pipeline view, calling, lead management, email automation, & more. Palo Alto, California, United States blog.close.com/sales-enablement & sales enablement toolkit

Dropbox dropbox.com @Dropbox (acquired HelloSign) Dropbox for Business helps companies seamlessly collaborate with secure file sharing, access from anywhere, & robust admin controls. San Francisco, CA, US. Acquired HelloSign hellosign.com @HelloSign Simplifying work for the businesses of tomorrow: We are HelloSign, HelloFax & HelloWorks. San Francisco, CA.  10-Mar-2021Dropbox announced it plans to acquire DocSend for $165 millionDocSend docsend.com @DocSend helps customers share & track documents by sending a secure link instead of an attachment.

Olono olono.ai (previous name nexd.io @nexd_ai) @OlonoAI sales orchestration. Intelligent next best actions that improve win rates & quota attainment. Real-time guided selling for B2B sales organizations. SaaS-based solution: Leverages the sales & marketing application investments organizations have already made, capturing all sales activity from any source—then delivers Intelligent Next Best Actions that increase engagement & improve win rates for AE’s & AM’s. Austin, Texas, USA. Oct. 3, 2019InsightSquared insightsquared.com @insightsquared, provider of revenue intelligence solutions, acquired Olono. Together, InsightSquared & Olono offer an end-to-end revenue operations (RevOps) platform, connecting your sales & marketing data with historical & real-time activity & engagement data to boost sales execution & grow revenue. InsightSquared alone had estimated $9M USD in annual revenue & Olono estimated $5.1M USD.

Drift drift.com @Drift Drift.com, Inc. (Connect your sales teams with your future customers now. Provides a buying experience for potential customers, generate more qualified leads, & accelerate the sales cycle. Conversation-driven marketing & sales platform. With its evolving set of tools & playbooks, Drift unlocks the insights buried in conversations to accelerate business success.) acquired Giant Otter Technologies, 3-Sep-2019. Giant Otter offered a way to create conversational AI directly from existing call recordings or chat transcripts. Massachusetts, USA

involve.me involve.me stereosense GmbH (also known as brandquiz) @involvemeapp Make “no code” interactive content in minutes. Set up funnels with 2 minute landing pages, surveys & accept payments online. User engagement platform that helps businesses create personalized customer interactions. Engage Your Users With Interactive Content: Create personalized interactions at every step of the customer journey. Acquire & keep customers involved. involve.me is reimagining customer experience by allowing e-commerce shops & digital marketers to easily create personalized interactions at every step of the customer journey, so they can better acquire & keep customers involved. Vienna, Wien, Austria

Triptych Software triptych.com @GetTriptych Triptych is sales content management & channel marketing enablement all in one! Triptych is sales empowerment. We give distributed marketing & channel selling teams omni-channel sales support that includes everything from print to digital to 3D. Give your reps and channel partners a single platform to customize, order, & provide feedback on sales materials. At the same time give marketing the analytical data it needs to produce effective sales materials & cut waste. Minneapolis, Minnesota, United States. Owned by or started by the same leader as The Marek Group? See @marekgroup on my list of all Sales Enablement vendors globally or see @tamimarek

Kony kony.com Kony enterprise apps: Reach your employees on any channel – phones, tablets, desktops, & more – to deliver a consistent experience that drives enterprise-wide adoption. Enable sales teams to engage with customers in a personalized & informed way – anytime, anywhere. Help field & plant workers quickly execute & close work orders with intuitive workflows & access to pertinent information. Sep 10, 2019, Geneva-based Temenos’ announced the acquisition of Austin, Texas-based digital application provider Kony in a deal totalling $580M. September 25, 2019, Temenos (SIX: TEMN), GENEVA Switzerland banking software company, announced that the acquisition of Kony Inc @kony the US digital banking SaaS company has now closed.

b2b_sales_enablement_saas_martech

More movement and acquisitions in the B2B Sales Enablement SaaS market

More movement and acquisitions in the B2B Sales Enablement SaaS / MarTech markets! [Edits 11-Jul-2021]

google_trends

I’m using the number of LinkedIn users with Sales Enablement in their job title to come up with a compound annual growth rate:

compound annual growth rate of 31.78%

I’ve updated my complete market overview airtable with 673 line items:

b2b_sales_enablement_saas_martech

Pipedrive pipedrive.com @pipedrive web-based Sales CRM. CRM platform developed from the salesperson’s point-of-view. 5-Mar-2020, Pipedrive announced it acquired Mailigen, provider of an email marketing automation solution. Their first acquisition will make it easier for Pipedrive customers to access software that generates leads & nurtures customers. Mailigen mailigen.com @mailigen email marketing automation platform & agency servicing small to medium size companies around the world. Email marketing for Pipedrive users: Get ready to engage your customers & make entirely new ones. Mailigen in Riga, Riga, Latvia (Pipedrive estimated annual revenue $46.5M, based in New York, New York, US) August 2020 saw the launch of Sales Docs (in beta): Send trackable quotes, proposals, & contracts from your CRM. See when files are opened & make updates in real-time. Follow up at the right moment and close deals faster. Auto-fill docs with Pipedrive data: Send quotes faster with less manual copy-pasting & fewer errors. Create document templates that automatically pull products from your catalog or information from any Pipedrive field. By sending trackable documents, you get notified whenever they’re opened. Follow up at the right time to lock in sales quickly. Find docs easily: Store quotes, proposals & contracts where you can quickly locate them. Track them against deals in Pipedrive or your chosen storage drive to evaluate their effectiveness & make improvements.

XANT, Inc. XANT.ai @XANT_AI Playbooks Mobile by XANT (previously insidesales.com) announced rebranding 4-Nov-2019: PLAYBOOKS: The Intelligent Sales Engagement solution that improves the productivity, visibility and effectiveness of teams in a way CRM & AI alone cannot. Complete sales enablement solution available on mobile devices. Guides reps to focus on the accounts, people & opportunities that will actually generate revenue. Playbooks does this by prioritizing a reps daily tasks & enables AI driven engagement. Modern engagement powered by Buyer Intelligence. PROVO, UTAH 84606, USA

Kony kony.com Kony enterprise apps: Reach your employees on any channel – phones, tablets, desktops, & more – to deliver a consistent experience that drives enterprise-wide adoption. Enable sales teams to engage with customers in a personalized & informed way – anytime, anywhere. Help field & plant workers quickly execute & close work orders with intuitive workflows & access to pertinent information. September 25, 2019, Temenos (SIX: TEMN), GENEVA Switzerland banking software company, announced that the acquisition of Kony Inc @kony the US digital banking SaaS company has now closed.

Olono olono.ai (previous name nexd.io @nexd_ai) @OlonoAI sales orchestration. Intelligent next best actions that improve win rates & quota attainment. Real-time guided selling for B2B sales organizations. SaaS-based solution: Leverages the sales & marketing application investments organizations have already made, capturing all sales activity from any source—then delivers Intelligent Next Best Actions that increase engagement & improve win rates for AE’s & AM’s. Austin, Texas, USA. Oct. 3, 2019InsightSquared insightsquared.com @insightsquared, provider of revenue intelligence solutions, acquired Olono. Together, InsightSquared & Olono offer an end-to-end revenue operations (RevOps) platform, connecting your sales & marketing data with historical & real-time activity & engagement data to boost sales execution & grow revenue. InsightSquared alone had estimated $9M USD in annual revenue & Olono estimated $5.1M USD.

    • Instructure, Inc. @instructure – also known as Bridge @GetBridge – was bought out by Thoma Bravo for $2Bn on Dec 4, 2019. This deal was done in cash.
    • Uberflip has acquired SnapApp @Snap_app on Dec 3, 2019. SnapApp (We empower marketers to create interactive experiences that activate buyers, accelerates leads through the funnel, & unleashes growth. Boston, Massachusetts, United States) SnapApp has joined the Uberflip family to help marketers create better content experiences, accelerate pipeline, & gather audience intelligence that can drive business ROI.
    • Impartner impartner.com @ImpartnerPRM Impartner PRM formerly known as TreeHouse Interactive (acquired in 2015 by Kennet Partners) SaaS-based Partner Relationship Management & Marketing Automation Platform (MAP) solutions, will acquire the Through Channel Marketing Automation (TCMA) business from partner automation solutions provider TIE Kinetix @TIEKinetix. The acquisition includes TIE Kinetix’s suite of Brand Control & Demand Generation technologies. Impartner will provide a channel management platform to help companies accelerate the performance of their channel. The sale is expected to close in Q2 2020.
    • Trapit trap.it @trapit platform for employee advocacy & social selling. Empower employees on social media with content.  Trapit was acquired by ScribbleLive in May 2017. Then Rock Content acquired ScribbleLive on Dec 10, 2019. [ScribbleLive: content cloud provider that helps companies manage the lifecycle of their content] Rock Content: Based in Belo Horizonte, Minas Gerais, Brazil

2021, my blog is turning 12 years old (see the archive going all the way back to February 2009), but I’m proud to say that there are no broken/dead links at the moment [despite one false positive]:

Besides helping with SEO, screening for broken URL links also servers as my alert for defunct sales enablement companies for my market death watch / death pool and helped me hear about the acquisition mentioned above.

Depending on how you count, the Sales Enablement industry is turning more than 20 years old

Pam Didner’s book Effective Sales Enablement

Pam Didner’s book Effective Sales Enablement. Honoured to be mentioned. The book will be launched in the UK on 10/3 and in the US on 10/23: https://amzn.to/2uf6scr
Pam Didner’s book Effective Sales Enablement  https://amzn.to/2uf6scr

Depending on how you count, the Sales Enablement industry is turning more than 20 years old!

 

I’m proud to be quoted in Pam Didner’s excellent book

‘Effective Sales Enablement’

As you can see above, we were trying to find out how old the term Sales Enablement or the Sales Enablement industry is.

We used Google and Google Trends.

However, Google Trends only allows you to go back to 2004:

Today, I found out that there is a second book that is quoting my blog and specifically my research on how many people on LinkedIn have Sales Enablement in their job title; which was 10,540 globally on 5-Feb-2020.

That second book happens to be in Japanese! amazon.co.jp/dp/4761274581/

That book is actually making a great point.

Using Google Translate on an excerpt I was able to read that the author looked at when the domain salesenablement.com was first registered: 1998!

That’s in line with when the first Sales Enablement companies were started:

Depending on when you consider two companies to constitute the start of an industry, the Sales Enablement industry recently turned 20 years old!

It also reached more than $3Bn USD in annual revenue for software (not counting content services / training / agencies or CRMs):

My blog – you could argue – has been tracking or writing the “History of the Sales Enablement market” since 2009 (See the archive and the search on this blog) and my lists have 605 line items of active, acquired and shut down businesses or rebranded product names.

The company I moved from ‘active’ to ‘out of business’ the most recently was:

Chemistry usechemistry.com @usechemistry enterprise web & tablet technology built to align Sales & Marketing through 3 of the most critical components: Digital asset management, integrated data collection, & customized sales tools. Used to compete with SETVI, SKURA, & Distribion. Kansas City, MO, USA (Website offline since 5-Feb-2020 but last LinkedIn post already 11 months old.)

It will be interesting to watch, if the popularity of the term Sales Enablement reaches the popularity of the much broader term MarTech (in the USA – just like it does globally) or if another term takes over. So far, Sales Engagement does not seem to take off.