Sales Enablement SaaS software market 2021

Nice to see the Sales Enablement industry is embracing 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 is pretty close to the size of the entire Sales Enablement software market in 2021, if you leave 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.

The most recent acquisitions I tracked on my overview with 616 line items (export available) for market players in Sales Enablement and related industries were:

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.

Upland 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 16 are not in order of revenue!

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

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

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) 9
Bigtincan: Contondo, FatStax, Zunos, Veelo (mobilepaks) Asdeq Labs, XINN, Agnitio A/S, ClearSlide (SlideRocket), VoiceVibes 9
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 signavio.com) 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
Dropbox (HelloSign hellosign.com, DocSend docsend.com) 2
Episerver Inc. (Insite Software acquired Storyworks Ondemand / Storyworks1) 2

Job opening – Senior Sales Training Associate at Snap Inc a camera company Snapchat Sales Enablement

Job opening: Senior Sales Training Associate
Full time
R0016402
Los Angeles, California or New York, New York

Employer:

Snap Inc. is a camera company. We believe that reinventing the camera represents our greatest opportunity to improve the way people live and communicate. Our products empower people to express themselves, live in the moment, learn about the world, and have fun together.

Snapchat is the camera used by millions of people every day to Snap with family, watch Stories from friends, see events from around the world, and explore expertly curated content from top publishers. In short, we are a passionate team working hard to build the best platform in the world for communication and storytelling.

We’re looking for a Sr. Sales Training Associate to join Snap Inc! As a member of the Sales Enablement team, within our Sales Operations organization, you will develop and deliver world-class learning programs that uplevel the capabilities of our Global Sales team, enhance sales culture, and improve sales productivity. Working from our New York offices, you’ll collaborate with a variety of teams across Snap (including Sales, Product Marketing, Business Marketing, Operations and Executive Leadership teams), along with external vendors to enable our sales teams to unlock their true potential and drive revenue.

What you’ll do:

  • Spearhead the strategy and creation of a world-class Sales Skills & Sales Coaching programs, in a scalable, repeatable and consistent manner, across multiple channels, regions and roles

  • Develop deep, trusting relationships with the sales organization, cross functional partners & external vendors to continually assess performance gaps and address needs

  • Customize external training & coaching programs to Snap specific goals

  • Maintain a curation mindset to distill a high volume of information down to the most relevant and impactful learning points, provided in a way that resonates with the sales team

  • Project manage and maintain programs in a timely way, ensuring content is always relevant,  current & accessible

  • Leverage our sales enablement platforms to effectively deploy, manage and measure sales training

  • Adapt existing in-person content to produce creative, interactive eLearning experiences

  • Drive ongoing sustainability and accountability Sales Skills and Coaching programs

  • Find creative and fun ways to incent our sales teams and their leadership to practice skills in their day to day operations

Knowledge, Skills & Abilities:

  • Experience in designing, developing and facilitating classroom (ILT) and webinar (vILT) courses

  • Experience creating and delivering interactive and engaging in-person workshops and online scenario based programs, which practice client facing skills, such as discovery questioning, negotiation, objection handling, presentation, etc.

  • Experience building interactive learning programs, using eLearning authoring tools and/or video/audio production tools, without additional support, from start to finish. Authoring tools should yield interaction and response data through SCORM (or an approximate language)

  • Experience creating supporting Enablement materials for a professional environment (e.g., job-aids, quick-start guides, demos, worksheets, blogs, podcasts, articles, workflows, decision trees, proficiency trackers, etc.)

  • Experience with adapting information from a variety of sources, without requiring past knowledge or background on the topic

  • Familiarity with establishing Enablement-related accountability and measurement (e.g., pre/post surveys, knowledge checks, rubric scorecards, written or verbal certifications)

  • Strong project management experience, with an ability to evaluate and re-prioritize rapidly and deliver results against aggressive deadlines, as part of a team and/or as an individual contributor

  • Experience in the world of coaching, sales and sales support, exhibiting a commitment to strengthening the sales methodology and process with knowledge, creativity and empathy

Minimum qualifications:

  • 5+ years of experience in Sales, Sales Enablement, Learning & Development, Sales Operations, Product Marketing or related field

  • Bachelor’s degree in a business, marketing, communications, education, or related field, or equivalent work experience

  • Experience working in the tech, media or digital advertising industry

Continue reading “Job opening – Senior Sales Training Associate at Snap Inc a camera company Snapchat Sales Enablement”

Sales Enablement software companies based in Israel

 

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

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. $30M 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.

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.

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

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.

The most recent acquisitions I tracked on my overview with 621 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.

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) 9
Bigtincan: Contondo, FatStax, Zunos, Veelo (mobilepaks) Asdeq Labs, XINN, Agnitio A/S, ClearSlide(SlideRocket), VoiceVibes 9
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 most recent acquisitions of market players in Sales Enablement

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.

The most recent acquisitions on my overview with 621 line items (export available) for market players in Sales Enablement and related industries were:

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

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. ClearSlide’s customers include The Economist & GoDaddy. The acquisition will add 32 staff members to Bigtincan’s books. Shares in Bigtincan (ASX:BTH) are trading 2.24% lower at AUD$1.09. This sale of ClearSlide might mean Corel has exited the Sales Enablement market.

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.

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 virtual data room (VDR) business Ansarada. Listed on the ASX as ASX:AND 9-Dec-2020.

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

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.

The $50 billion category

When sales enablement software vendor Highspot @Highspot announced a Series D-1 investment round in December 2019, CEO Robert Wahbe told GeekWire about “this $50 billion category”.

I’m not sure what the category is here.

Sales Enablement? CRMs? MarTech?

Salesforce.com, Inc. had a revenue of $13.28Bn USD in 2019 for reference.

As I’m trying to show with this blog and my market overviews – I think the Sales Enablement SaaS market has reached $3Bn USD in revenue a year.

Depending on which category we are talking about I see these options for you if you find yourself in charge:

Over my career since 2007, I have been part of 3-4 large custom built Sales Enablement software projects for companies in North America, Europe, and APAC. For some reason they were all in telecommunications or enterprise information management & IT System Management solutions technology / IT services.

The most recent (2017/2018 for me) was a multi million dollar one in APAC and is still going; seen as a success internally.

Essentially the old “buy versus build”-question… Maybe more than a few hundred million USD go down that path a year, but I’m sure that is shrinking – with the success of SaaS and open source.

Obviously using open source content management software such as Drupal still comes with costs.

I still don’t see how the entire pie above would add up to $50Bn USD.

Maybe to get to the $50Bn USD a year category you have to frame it as MarTech’ given Gartner found that in 2018 “marketers spent 29 percent of their budgets (not including media spend or agency fees) on martech”.

chiefmartec mentions that “over the past six years, hundreds of martech start-ups raised a ton of capital (Venture Scanner puts the figure at $49 billion)”. There you go!

As I mentioned in my blog post from 2018 I don’t think many of the vendors I am tracking are profitable. Many never will be.

The whole point of this graphic of mine is actually in the text/labels where you can see who bought who (to acquire reoccurring revenue and show growth):

Elay Cohen @elaycohen CEO & Co-Founder of SalesHood @saleshood is calling for the sales enablement category to get quantified.

He believes the category equals

= ((total software, consulting, training, content spend

– minus CRM spend) per person)

* (the number of customer-facing employees + partners)

He also believes that the real spend (as per the math above?) is about

$2,500USD a year * the number of “sellers” (customer-facing employees + partners) which some sources put at 15M sellers.

Hence he gets to $37.5Bn USD a year!

We are only in August 2019, but this Sales Enablement blog already had more visitors in 2019 than in all of 2018 or 2017

WOW! We are only in August 2019, but this Sales Enablement blog already had more visitors in 2019 than in all of 2018 or in all of 2017!

Sales Enablement seems very hot as a search term. (Most of the traffic for this blog comes from organic Google search.)

Google Trends trends.google.com – Captured: 2-Sep-2019

LinkedIn users with Sales Enablement in their job title

I track the number of LinkedIn users with Sales Enablement in their current job title. 3-Nov-2019, LinkedIn had 10,268 users like that globally!

That is a new all time high. However, that number actually includes many employees of Sales Enablement SaaS software vendors. Nevertheless it tripled since August 2015 when I started tracking it.

 

This blog turned 10 years old in 2019. See the archive going back all the way to 2009.

I’m always looking for new ways to show the entire market size and the percentage breakdown of all the market players.

I see the market reaching $3Bn USD in annual revenue in 2020, but only if counting some of the revenue of the really large players in software that bought out smaller Sales Enablement players or those big players who offer free/freemium tools that could be used for Sales Enablement.

Very interesting to study are the vendors that are publicly listed such as Bigtincan Holdings Ltd (ASX: BTH). They have to publish their revenue numbers and organic versus inorganic (acquisition) growth.

[Edit] Trapit was acquired by ScribbleLive in May 2017. US/Canada based @scribblelive had acquired @trapit but has now (11-Dec-2019) been acquired itself by @rockcontent Rock Content: SaaS, Marketplace. Belo Horizonte, Minas Gerais, Brazil

[Edit] 12-Dec-2018, Swiftpage acquisition of Kuvana, Inc who are the makers of InboxGuru (100% Native Marketing Automation for Infor CRM).

[Edit] 28-May-2019 Upland Software acquired Kapost

[Edit] 25-Jul-2019, Bigtincan acquired the assets of Portland, Oregon, USA based Veelo, Inc. for US$1.8m.

[Edit] 5-Sep-2019 Bigtincan acquired Asdeq Labs asdeqworkforce.com.

[Edit] 5-Sep-2019, Mediafly acquired iPresent Ltd.

[Edit] October 2019, Fileboard @fileboard is now 20 Miles 20miles.us

[Edit] 7-Oct-2019 Upland Software, Inc. (Nasdaq: UPLD) acquired Altify @altifyinc

[Edit] In October 2019 @servicenow acquired @attivio

[Edit] 4-Nov-2019, SalesLoft acquired Costell0

[Edit] 5-Nov-2019, Percolate percolate.com @percolate Percolate Industries, Inc. acquired by Seismic

[Edit] December 2019, BrickStreetSoftware brickstreetsoftware.com seems to have gone out of business.

[Edit] 16-Dec-2019, Episerver™, a digital experience company, has signed a definitive agreement to acquire B2B commerce company Insite Software™. (Insite Software had acquired Storyworks Ondemand / Storyworks1)

[Edit] 23-Dec-2019, fision fisiononline.com @fisiononline Marketing Automation & Sales Enablement Cloud Platform seems close to going out of business. Fision Corp OTCMKTS: FSSN

I just added the following vendor, but probably only a small fraction of their revenue of $11M should be counted for the Sales Enablement SaaS market.

Notion notion.so @NotionHQ all-in-one workspace – for notes, tasks, wikis, & databases. Note-taking & collaboration application for your notes, tasks, wikis, & databases. $11M in estimated revenue annually. Competes with Quip, Airtable, & Simplenote. San Francisco, CA

 

SalesTech explained: Infographic by LevelJump with Sales Enablement and landscape by @nicolask3

I missed this when David Bloom, Founder & CEO at LevelJump, posted it 2 months ago:

Nicolas de Kouchkovsky of CaCube Consulting has the amazing ‘SalesTech landscape’ from May 2018 that I first mentioned here:

By Nicolas de Kouchkovsky @nicolask3

(Advisor/Consultant/Fractional CMO. Helping B2B Software companies grow. All things customer engagement/facing technologies.)

His blog.

cacubeconsulting.com linkedin.com/in/nicolask3/

My own count is over 186 vendors vendors: