@chiefmartec releases Marketing Technology Landscape Supergraphic 2019 #Martech

It is that time of the year again when Scott Brinker @chiefmartec releases his Marketing Technology Landscape Supergraphic. This year 2019: Martech 5000 (actually 7,040)

As always, the growth of this space over the years is crazy…

…and as always it does “continue to jockey between expansion and consolidation“.

My own market – Sales Enablement market – death watch list has also been growing.

My count of active Sales Enablement companies is over 186 vendors and I just added a list for India:

I see the market size of the Sales Enablement market at $2.5Bn USD in 2020 if counting some of the revenues of the 800-pound gorillas for which Sales Enablement is not core to their business. Also interesting to know would be if any of the remaining vendors are profitable…

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.

Indian Sales Enablement vendors and Market players based in India or doing development there

Starting this list based on India consistently being in the top 3 countries in terms of visitors to this blog.

Below my list of Indian Sales Enablement software vendors/apps/tools & Sales Enablement solutions, B2B marketing content management, B2B sales knowledge management, Digital Content Management for B2B sales (DCMS), Sales Asset Management (SAM), etc… based in India or with development mostly in India; as of 2-May-2021.

act-on Software act-on.com @actonsoftware Act-On’s Adaptive Marketing Platform is your command center to get the right messages, to the right people, at the right time. Emphasizes the importance of not only providing a sales team with the right content & tools & aligning those assets with the buying cycle, but aligning the right tools with the right sales person. $70.5M in estimated revenue annually & competes with Hatchbuck, Percolate, & V Locators. Portland, OR / Scottsdale, AZ, USA & Reading, UK & India

BirdzAI p360.com @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. Cockburn Central WA, Australia. Eksar, Borivali, Maharashtra, India

Bsharp bsharpcorp.com @bsharpcorp mobile sales enablement tools accelerate sales through continuous training, effective sales conversations & more productive sales reps: Inform, train, assess, equip, hear from & motivate the sales team. Mobile platform & services methodology to help you build a formidable team. Continuously train thousands of sales personnel across geos; Keep them informed of important decisions at the corporate office; Send product collateral, brochures, videos for customer use; Get info like sales, inventory, merchandising, customer meetings for analytics daily. Marlborough, MA, US & Bangalore, India

ContentRaven (See Raven360 below)

ContexTip contextip.com @contextip the right insights at the right time with the right context. In large globally spread sales teams, where many divisions often sell into the same accounts, the potential to cross-sell often goes unrealized because information is trapped in silos. ContexTip digs through all data in Salesforce & recommends the best sales executives across divisions to reach out for help with a deal. A recommendation engine gives a ring-side view of your account & helps your team with timely, relevant & optimal date to help the deal move further & faster to closure. Have the power of critical information at your finger tips just when you need it. By Lister technologies, India

DocShare docshare.io @docshareio Track document opening & performance with easy to share weblinks. Document tracking app by SalesHandy.com @saleshandy (send, track, control, engage & present sales collateral with actionable document analytics. CENTRALIZED SALES COLLATERAL: Manage all your sales documents at one place. Organize your files by teams, company or private.) India

Draup Platform draup.com/sales/ @draup_sales Machine Learning startup incubated at @Zinnov zinnov.com Powering Sales Enablement: Empowers sales teams with comprehensive account & stakeholder intelligence to enable micro-targeting. Analyzing millions of data points to help sales teams understand finer details about their prospects, such as buying preferences, technology choices, outsourcing deals, buying centers, strategic & investment priorities etc., while also obtaining a deep understanding of the key decision makers among your prospects. Equip you with sales intelligence & help you answer pressing sales questions such as “leads to prioritize”, “Right stakeholders to target”, & “How to approach the targeted opportunity”. Cloud hosted web application with data rich insights & visualizations to help you know the most important information about your prospects. US-India-China-Singapore. Santa Clara, CA, US; India

DronaHQ dronahq.com/sales-enablement-platform/ @dronahq Legal name: Deltecs Infotech Pvt Ltd No code app development platform for building mobile & web business apps. Cloud-based no-code app development platform for building business apps & automating business operations for SMB, Enterprises, Business Units & IT Depts. Developer productivity gains, speed of delivery, while ensuring rich end-user experience. Digitize everyday sales activities along with sales support apps to help train sales team on processes, product knowledge, pricing competitive positioning or more. Enable instant reporting & automation of approvals with workflows to keep the back office connected with the sales force for faster detection & decision making. Maintain a central database of all complex sales processes, numbers & learning with real-time access to inventory status, pending requests, orders & more. India

Enablix enablix.com @enablix sales enablement platform for marketing. Know when buyers engage with your shared content: Share content with your buyers & learn when they engage with your content. Provide your buyers with a value-driven content experience. Fast access to the right content can increase a rep’s efficiency many folds. Reps can find the right content, in less time, focusing on the more important task of selling. Present in USA, Canada, & India. Virginia, USA

Infinite Possibilities in-pl.com Instructor-led & Digital Sales Enablement Platform. Our mission is to help Sales Teams be more productive through Enablement & Sales tools. The platform will enable sales people to learn world class sales skills & provide tangible metrics to measure sales effectiveness. Developed by SIB Infotech. Kondivita, Andheri East, Mumbai, Maharashtra

Journey Sales journeysales.com @JourneySales smart rooms digitally engage customers with sales teams across the customer lifecycle, allowing them to easily collaborate – all in Salesforce.com. B2B sales solution designed for you & your customer. Smart Rooms are private digital collaboration spaces where a sales team & a customer team can work together, engage key decision-makers, invite colleagues, quickly reach consensus etc. Say goodbye to repeat conversations, endless emailing & unproductive phone calls & say hello to everyone on the same page. Once had $5.8M in revenue annually. Competes with Abtech Holdings. Most recent tweets, blog posts & news from 2017/2018! Philadelphia, PA, USA & Chandigarh, Chandigarh, India

KnoBis knobis.co @knobis_kb KNOWLEDGE MANAGEMENT PLATFORM: Somewhere along the way, Knowledge Base got really hard to use. Simple, intuitive & requires no training. By Bellurbis Technologies Pvt. Ltd., India

Raven360 ContentRaven raven360.com @Raven360_ sales enablement platform that allows companies to train, onboard, & coach their team into shortening their sales cycle & closing more deals. They focus on Sales & Partner enablement specifically, video-based coaching & learning. Content Raven (Enterprise Content Enablement Platform) has 25+ enterprise customers & 300k+ users. ENABLE YOUR SALES TEAM: Onboarding, Training, Coaching, & Confidence to Close More Deals. Provide the right training, content & messaging for complex product sales in one easy experience for reps. Also marketed as “Sales readiness platform that delivers up-to-date & consistent sales content, training & coaching.” $5M in revenue annually & competes with Syncplicity, OpenDrive, & SugarSync. Framingham, MA, US & R&D in Chennai, India

Mutual Mobile mutualmobile.com @mutualmobile Create rich user experiences that re-invent how businesses engage the world through mobile. Custom software solutions. Increase the demonstrable value of mobile. Austin, TX & Hyderabad, Telangana, India

Nowigence nowigence.com @Nowigence AI Platform Delivering The Personalized Sales Intelligence You Need To Close Deals Faster. “Work Even While You Sleep – Be Prepared”. Automatically extracts & synthesizes sales intelligence. Pluaris™, Solomon™, & Artemis™ from Nowigence. For sales: Achieve Sales Quotas, Identify New Sales Opportunities, Get Live AI Generated Briefings, Reduce Employee Turnover, Know Current Industry Dynamics. Top-Down Transparency, Expert Knowledge Sharing, View Entire Data Landscape, Institutional Memory Hub, Reduce Onboarding Time. Charlotte, NC 28202; Albany, NY 12207; Noida 201301, U.P. India

Persistent Systems persistent.com @Persistentsys announced Apr 1, 2016 that it acquired Genwi genwi.com @Genwi put the power of information in the hands of sales teams. We make it easy for sales reps to find, share & track content interactions via mobile. crunchbase.com/organization/genwi Had $1.4M in revenue annually & used to compete with Highspot, Seismic, & Bigtincan. Had joined twitter May 2008. San Jose, CA. Persistent Systems is from Pune, India

Playbook AI playbook.ai @playbookai guides sales professionals in B2B businesses to contact the right prospect, at the right time by using artificial intelligence. Accelerate Growth in SaaS – Using AI-first Account Based Sales Acceleration Platform: Playbook AI provides task-by-task prescriptions to inside sales teams, which increase effectiveness, efficiency & velocity of winning deals. Training Creator: Are you new recruits taking a long time to ramp up? Get them boiler room ready in a few days. Create micro training videos personalized to each task to teach new recruits how to interact with a prospect. AI-first omni-channel inside sales acceleration technology, which prescribes activities to B2B sales teams that increase conversion & velocity. Bengaluru, India

Regalix regalix.com @regalix nytro.ai Nytro Platform (Agency turning into product) solutions for Sales Enablement, Revenue Operations & thought leadership. Create, organize & measure interactive content so you can more effectively coach & train your sales teams to close deals quicker. The Nytro Trainer app includes remote coaching capabilities including: Role-based virtual onboarding (ability to onboard Screen Shot 2021-03-29 at 4.24.41 pmsales reps remotely & at scale, enabling them with the right sales readiness content so they can start selling to buyers across the various stages of the funnel), AI-Powered Training (Sales leaders can create customized quiz + assessment journeys, powered by artificial intelligence that recommends guided selling paths that prepare SDRs, BDRs, AEs & Field Reps with selling capabilities), Pitch Master (practice, perfect & record demos & pitches for quick evaluation, powered by AI, that provides insights into which reps are ready to sell & which require more practice to master the perfect pitch), Continuous-Coaching (create PinBoards which inform reps on the latest & greatest sales tips, plays, industry news & best practices, keeping them on top of their game to constantly improve their sales skills in an ever-changing market). Palo Alto, California, United States (Old branding was sharedemos.com) Many offices in India

Sales Bridge salesbridge.in Sales Acceleration through Sales Training: SalesBridge is your Unified Sales Training Platform to deliver all your sales training. Visual Training & Sales Acceleration Platform. Using video, search & social training technologies we make training personal, collaborative & effective. It is multilingual in architecture & built for linking related ideas & information components to a central core concept, product, skills or process. India

Salespatron salespatron.com @salespatron distribute any sales content to your sales reps with a single click/tap & ensure only the latest content gets used. With advanced analytics, find out how your content gets used in the field & align sales & marketing goals. Find out how your content gets used & create better content. Have a structured analytical way to know which pieces of sales content gets used more often than others & by whom. Use these insights to create even better content next time to improve rep productivity. Increase ROI on marketing content by helping reps close more deals. Reps gets insights on how clients are engaging with their emailed sales content with analytics (when was content opened, which pages were read & for how long). Follow-up smarter & close more deals. Have all content available neatly organized & updated any time on any device, even offline. New Delhi, India

SmartWinnr smartwinnr.com @smartwinnr Gamified platform to improve sales & training through better retention. Compliance onboarding, Sales Development, Sales Knowledge, Learning. Sales Acceleration Platform: Drive knowledge through AI-driven quizzes & feeds. Enhance performance by data-driven coaching. Boost performance by gamifying Sales KPIs. San Francisco, CA / Walnut, California & Gachibowli, Hyderabad, India

Stratbeans stratbeans.com @Stratbeans Stratbeans Consulting Pvt. Ltd. provider of AI-based online learning solutions. Advanced sales enablement tool for the BFSI sector (Banking, financial services & insurance) consisting of technologies like virtual sales training, gamified onboarding activities, & coaching templates. The tool is tailored to specific business needs that connects sales & marketing, simplifies the content library, & offers powerful sales metrics. Helps companies boost the performance of their sales & marketing teams which not only results in a higher conversion rate but also leads to enhanced customer experience & engagement. Organize & track content. Sales readiness function: Equips teams with the right training & coaching for their needs as well as a tool to continually drive more revenue. Break the boundary between coaches & experts on one hand & the sales executives on the other. India, USA, Dubai

streamz streamz.ai @Streamzai AI-based mobile sales readiness platform that empowers companies to build & maintain a highly prepared, engaged, & differentiated sales team. Enable, train & empower your sales talent everywhere. Get your team sales ready- Faster & Easier. Accelerate your business with our world-class mobile-driven sales enablement & readiness platform. Leverage our AI-enabled continuous measurement technology. Set yourself apart from your competition now. GROW YOUR SALES REVENUE WITH PROVEN DATA DRIVEN AI-ENABLED APPROACHES. Track, measure & improve sales knowledge & skills continuously with mobile-first sales enablement technology. Correlate with various sales metrics, & address key learning gaps. Create effective sales readiness programs that can drive improvements individually & at enterprise level. Achieve your sales goals through smarter actions. TeamStreamz Pte Ltd. Singapore, India

Tesseract Learning tesseractlearning.com @TesseractLearn Digital learning company helping global organizations equip their learners to perform better & be future-ready. E-Learning: deliver effective/efficient training. A training platform that you & your employees will love. Create faster & better with KREDO. Templates anybody can create training content in KREDO. Create engage bite-sized learning content, gamified content & video based content & more. Tesseract Learning Pvt. Ltd. Bangalore, Karnataka; Bengaluru, India

UpsideLMS upsidelms.com @Upside_LMS AI-powered Learning Management System & Off-the-shelf Online Content Library (Plethora). AI powered LMS, mobile-ready, SaaS Learning Management System for eLearning, Classroom Training, Virtual Training, Gamification, Social Learning & Mobile Learning. Deliver training programs to your Sales teams anytime, anywhere & on any device. Pune, India. UpsideLMS HR Tech Pvt. Ltd.

Wittyparrot wittyparrot.com instantly access & reuse relevant information on any device to save time. Share best practices across teams to improve performance & consistency. Align sales & marketing messaging, maintain freshness of content, track usage. Cloud-based content delivery platform that helps companies to speak with one voice. Cupertino / Bay Area / San Francisco, US & Bangalore, India. Legal Name: Acrowit, Inc.

Vymo getvymo.com @getvymo personal assistant app that automates sales force activities, driving sales effectiveness. By capturing rich, contextual data, it generates actionable insights that help managers make need-based interventions to close more deals. Personal sales assistant; captures activities, automatically & predicts next best actions. Vymo, an India-based developer of software for sales automation & field force productivity, raised $18 million in Series B funding. Investors include Emergence Capital & Sequoia India. Vymo’s entry into the US market comes at a key moment for the banking and insurance industries. According to the 2019 Accenture Global Financial Services Consumer Study, banking and insurance customers want greater personalization services along with more efficient ways of integrating digital channels with physical customer interactions. Enables high-value interactions with prospects & customers through data & intelligence, thus also leading to an increase in customer trust & share of wallet. New York, NY, USA & India

Xoxoday xoxoday.com @thexoxoday all-in-one tool to connect, align, motivate & engage your employees, channel partners, sales & consumers. Improve business efficiency, productivity, performance & optimize costs in employees, sales, channel & consumer engagement. Digital rewards & software to engage employees, channel partners, fleet-on-street, & consumers. Business software products to solve problems around employee rewards & recognition, channel sales incentives, & consumer promotions. Serves customers worldwide. Nreach Online Services Private Limited. Bangalore, India

Zoho zoho.com @Zoho suite of business, collaboration, & productivity applications. Over 30 online applications from CRM to mail, office suite, project management, invoicing, email marketing, social media management, & more. Sales & Marketing: Give your sales team the perfect set of apps to help close more business deals in less time. Email & Collaboration: Empower your workforce with apps to collaborate & transform the way they work. Custom Solutions: Simplify complex business processes with apps that will make your team’s work easier. Founded Sep 15, 1996. Founder Sridhar Vembu. Zoho Corporation Pvt. Ltd.; $310 million (estimated revenue). Development headquarters in Chennai, India. HQ Pleasanton, California, US

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:

Sales Enablement market size research

I have updated my table and charts for the Sales Enablement software/platform (SEP) market (Sales Asset Management, Digital Content Management for Sales, LMS for Sales), but want to improve them further.

If you are aware of something I got wrong or that is missing anywhere on my blog, please fill out the form below.

 

Continue reading “Sales Enablement market size research”

Predicting a Sales Enablement software market size for 2020

Jim Lundy, CEO & Lead Analyst at aragonresearch.com says:

“Aragon expects the worldwide sales engagement platform market to grow from U.S. $1.57 billion in 2017 to $5.59 billion by 2023.”

If expecting linear growth that would mean 23.56% growth per year?

My own graph using Aragon Research start and end point
My own graph using Aragon Research’s start and end points

Aragon believes the “fractured sales enablement category would consolidate into the sales engagement market. Today, some sales enablement providers are now offering a complete digital selling platform—what Aragon calls a sales engagement platform”.

Aragon includes vendors such as Outreach and VanillaSoft which I did not use to include in my definition of “Sales Enablement”. My definition of Sales Enablement is a bit closer to Gartner’s “DCMS” (digital content management for sales):

“By the end of 2017, Gartner estimates that DCMS vendors will generate $423.5 million in revenue, up by approximately 16% from the previous year.” (Source)

16% is a bit less than the approx. 23.56% growth Aragon seems to have for sales engagement platforms and from my point of view 16% are more realistic.

Since I started tracking the Sales Enablement market in 2007 (and started this blog in 2009) my list of vendors has grown to above 480 line items (table) with a crazy long death watch list of dead or zombie startups.

My estimation of the total Sales Enablement software market for 2020 is more than USD $2.6Bn, if you do count some of the revenue of the 800-pound gorillas such as Microsoft & Salesforce where Sales Enablement is more of a byproduct or additional use case.

I’m guessing none of the Sales Enablement vendors are wildly profitable (outside the 800-pound gorillas). Excluded from this chart are the very small ones.

If we do enter a recession, it will be interesting to see how many of the vendors that were not acquired in 2017 – 2019 can attract follow up funding or become profitable.

On January 3, 2019, Casey Winters posted: The Problems With Martech…:

“[…] In short, I hate martech, and think martech will decline as a category, and most martech businesses will not be very successful. I think there are a few reasons for this that are not well understood, but if you understand them, it can unlock some martech opportunities that are still quite large for entrepreneurs, and help marketers understand which technologies to bet on vs. bring in house. […]”

Long overdue consolidation in the B2B Sales Enablement market

By the end of 2017 – Gartner estimated – Digital content management for sales (DCMS) vendors “generate $423.5 million in revenue, up by approximately 16% from the previous year”.

That is obviously not that big an annual revenue and not that big a growth rate…

…to justify the high number of over 186 market players (depending on how you count). Hence, the last 18 months saw long overdue consolidation in the Sales Enablement market:

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

[Edit] May 28, 2019Upland Software acquired Kapost (Had $19M in funding) for approx. 3x revenue ($45M in cash) + $5M cash holdback payable in 12 months.

[Edit] November 15, 2018, Compelligence, LLC compelligence.com had a relaunch of their new company name, brand & website: CompeteiQ competeiq.io Competitive intelligence platform built for sales: Win Intelligently, Intelligent sales battle cards, Integrated win/loss workflow, Track news, website changes & trends, Salesforce AppExchange certified.

[Edit] Nov. 14, 2018Showpad sales enablement platform for sellers, acquired meeting intelligence software Voicefox to help with seller productivity, buyer engagement/experience. By recording, transcribing & analyzing business conversations, it gives sales managers the ability to understand & validate what’s happening in the field. Armed with this intelligence, sales managers can more effectively & scalably coach their teams.

October 25, 2018: Mediafly mediafly.com @Mediafly announced the acquisition of Alinean Inc. alinean.com @AlineanROI

[Edit] September 25, 2018Bigtincan announced the acquisition of Customer Engagement Platform FatStax fatstax.com @FatStaxApp creating end-to-end connections across CRM & sales enablement.

Sep 20, 2018: Adobe Systems Inc. agreed to acquire software maker Marketo Inc. for $4.75bn. [On April 19, 2017 ToutApp had been acquired by Marketo.]

Sept. 4, 2018: DocuSign, Inc. completed its acquisition of SpringCM, a cloud-based document generation & contract lifecycle management software company. With SpringCM, DocuSign will accelerate customers’ ability to modernize their Systems of Agreement—all the way from preparing to signing, acting-on, & managing agreements.

Enhatch stopped selling a digital content management for sales solution (DCMS). [I’m removing them from my Sales Enablement market revenue chart.]

On Jun 28, 2018Upland Software @UplandSoftware announced their acquisition of RO Innovation roinnovation.com. Uplandsoftware.com/roinnovation/

June 18, 2018, Bigtincan @bigtincan announced the acquisition of learning vendor (micro-learning / training and enablement platform) Zunos: “As part of the integration, Bigtincan will leverage Zunos’ expertise to shape its comprehensive learning platform in the Bigtincan Hub, focusing on micro-learning strategies to ensure retention, gamification to boost engagement and partner enablement to ensure holistic dissemination of content and knowledge across partner teams and organizations.”

June 5, 2018, Showpad (around since 2011) acquired LearnCore (provider of sales training & coaching software) to deliver an integrated Sales Enablement platform: Sales content, engagement, training & coaching. LearnCore & Showpad’s combined platform will leverage data analytics & artificial intelligence to optimize investment in content, deliver relevant content recommendations for sales, and improve the skills of sales teams through personalized training & coaching at scale. Showpad expanded its operations with new offices in Amsterdam, Munich, & Chicago. The combined company will have 350 employees globally.

May 8, 2018, it was announced that Seismic acquires SAVO Group. On Jun 12, 2017, KnowledgeTree was acquired by SAVO Group. SAVO Group also had an investment from SAP.

March 7, 2018, Octiv acquired by Conga @congaHQ. Octiv was formerly known as TinderBox. On May 7, 2020 Conga conga.com @CongaHQ was acquired by Apttus which had been acquired by Thoma Bravo on Sep 4, 2018. The company will be known as Conga.

Jan 29, 2018, CallidusCloud acquired by SAP. Price $2.4B. Callidus itself had been “quite acquisitive, acquiring 14 companies dating back to 2010 including 4 in 2017 alone, according to data on Crunchbase.” Jul 6, 2011, Callidus Software Inc acquired iCentera (on-demand sales enablement software to increase sales revenue through marketing, sales, and customer messaging vehicles)

December 12, 2017, ClearSlide joined Corel Corporation. ClearSlide clearslide.com had acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. (Sold to Bigtincan in 2020)

Dec. 06, 2017, Quark Software @QuarkNews took over Docurated Inc. Docurated’s inception was in 2012.

Nov 30, 2017 we learned Bigtincan acquired Contondo. “Contondo’s data science team and core technology will be incorporated into the Bigtincan Hub Sales Enablement Automation Platform.”

Nov. 17, 2017, Upland Software, Inc., cloud-based Enterprise Work Management software, acquired Qvidian Corporation, provider of cloud-based RFP and Sales Proposal automation software. After Sant and Kadient had already merged into Qvidian, Qvidian is now owned by Upland Software.

Sep. 7, 2017, Vision Critical @visioncritical announced its acquisition of Pressly @pressly a Toronto-based software company. Vision Critical provides customer relationship intelligence software that improves customer relationships to grow customer lifetime value. Vancouver, Canada

June 12, 2017: Jive jivesoftware.com @jivesoftware “provider of modern communication & collaboration solutions for business. We empower people & organizations to work better together.” Though based in California, Jive’s largest site is in downtown Portland, its onetime headquarters. Aurea completed its $462M purchase of Jive. Jive once employed upward of 200 people in Portland, but after a 2016 layoff & an exodus following the company’s sale, its workforce has fallen considerably. Jive Software had $203.5M in revenue annually & competed with Get Satisfaction, Slack, & Workfront.

Trapit was acquired by ScribbleLive in May 2017. (Rock Content has acquired ScribbleLive on Dec 10, 2019. Rock Content: SaaS, Marketplace. Belo Horizonte, Minas Gerais, Brazil)

April 19, 2017: ToutApp was acquired by Marketo (Sep 20, 2018: Adobe Systems Inc. agreed to acquire software maker Marketo). ToutApp: $7M in revenue annually & competes with Velocify, Inc., Outreach, & SalesLoft.

MarcomCentral acquired by Ricoh Company on Dec 9, 2014 marcom.com @MarcomCentral an online, on demand marketing assets management (MAM) solution. “Become a marketing rockstar with MarcomCentral’s marketing asset management software.” Manages & customizes marketing content across your entire organization. $10M in estimated revenue annually & competes with Pageflex Inc., SproutLoud Media Networks, LLC, & Elateral. Solana Beach, California, US

My frequently updated lists tracking the market:

People tracking the Sales Enablement market

Screen Shot 2021-03-13 at 9.40.10 am

Given the growing interest in Sales Enablement, I’ve been adding to my chart for the annual Sales Enablement market revenue:

sales_enablement_saas_software_market_size_11-MAR-2021

The chart shows a part of the market (Took out Enhatch), but the market is obviously bigger; if you have changes/additions, contact me @SalesEnablement

My Sales Enablement vendor death watch has been growing and the total number of vendors I have as active is down to 186 (Table to export) now.

Here one of the tools that help me catch vendors going out of business:

I’ve been tracking the number of LinkedIn users with Sales Enablement in their current job title.

Above my own graph tracking this.

I enjoyed “What is Next in the Sales Enablement Industry?” by Myk Pono @myxys (Entrepreneur | Marketing & Product Growth | Co-author of Mastering Product Experience in SaaS) mykpono.com

His visual of the Competitive Forces in Sales Enablement Marketplace is great.

https://medium.com/@myxys/what-is-next-in-the-sales-enablement-industry-d85abe84653b

https://medium.com/@myxys/what-is-next-in-the-sales-enablement-industry-d85abe84653b

I also just discovered Nicolas de Kouchkovsky @nicolask3

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

His sales tech landscape from 2017 saw a 15% surge to 2018.

Sales Technology Landscape 2018

I like how he broke this big market into 38 categories.

He created a blueprint:

Sales Technology Landscape: Blueprint

Originally published at Sales Hacker.

Also published on Medium. His blog.

cacubeconsulting.com linkedin.com/in/nicolask3/

More recent Sales Enablement market overviews and ownership changes

The sales enablement market never gets boring (My public table to download has over 186 relevant vendors & over 603 line items) and mergers & acquisitions (M&A) activity is heating up.

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

After Sant and Kadient had already merged into Qvidian, Qvidian is now owned by Upland Software.

On Jul 6, 2011, Callidus Software acquired iCentera (on-demand sales enablement software to increase sales revenue through marketing, sales, and customer messaging vehicles). On Jan 29, 2018, CallidusCloud was acquired by SAP. Price $2.4B. Callidus itself had been “quite acquisitive, acquiring 14 companies dating back to 2010 including 4 in 2017 alone, according to data on Crunchbase.”

On Nov 30, 2017 we learned Bigtincan acquired Contondo. “Contondo’s data science team and core technology will be incorporated into the Bigtincan Hub Sales Enablement Automation Platform.” [Edit] September 25, 2018Bigtincan announced the acquisition of Customer Engagement Platform FatStax fatstax.com @FatStaxApp creating end-to-end connections across CRM & sales enablement. [Edit] June 18, 2018, Bigtincan @bigtincan announced the acquisition of learning vendor (micro-learning / training and enablement platform) Zunos @GetZunos:

“As part of the integration, Bigtincan will leverage Zunos’ expertise to shape its comprehensive learning platform in the Bigtincan Hub, focusing on micro-learning strategies to ensure retention, gamification to boost engagement and partner enablement to ensure holistic dissemination of content and knowledge across partner teams and organizations.”

ClearSlide clearslide.com acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. On December 12, 2017 ClearSlide joined Corel Corporation.

Another example is Octiv – formerly known as TinderBox. Now, as of March 7, 2018 Octiv has been acquired by Conga @congaHQ. On May 7, 2020 Conga conga.com @CongaHQ was acquired by Apttus which had been acquired by Thoma Bravo on Sep 4, 2018.

Update: KnowledgeTree was acquired by SAVO Group; announced Jun 12, 2017. Then on May 8, 2018, it was announced that Seismic acquires SAVO Group.

I always love it when you reach out on twitter to help me update my Sales Enablement market lists (see all lists at the bottom of this post).

Twitter

I’m looking forward to the Marketing Technology Landscape Supergraphic (2018) which should be released April 23, 2018 by Scott Brinker.

Until then I’ll check out the vendors mentioned in the top left corner of the CBinsights Sales Tech Market Map.

Investors have poured over $6B into these startups offering sales tech solutions across CRM, sales enablement, communication, analytics, and more. In 2016, deals and dollars invested into sales tech startups reached all-time highs of over $5B invested across 425 deals.

CBinsights defines sales tech to include companies developing tech-enabled solutions that directly serve sales teams or improve upon the sales process, as well as customer relationship management (CRM) platforms. They also include companies that improve upon customer experience, engagement, communication, and booking processes for companies across various industries.

Sales Tech Market Map

Gartner Market Guide for Digital Content Management for Sales

The market for digital content management for sales (DCMS) is maturing rapidly, and becoming a heavily contested marketplace. With an ever expanding roster of potential vendors, how should IT, sales, and marketing teams evaluate solutions?

Gartner’s new Market Guide for Digital Content Management for Sales provides in-depth insight on content management solutions (CMS) for sales enablement teams.

  • Digital content management for sales (DCMS) vendors have expanded the breadth and depth of their offerings in the past year, with many adding API-based platform capabilities.
  • DCMS technology is broadly applicable to all B2B industries and sales use cases, as well as long-cycle B2C sales use cases.
  • Content recommendations based on predictive analytics and artificial intelligence algorithms are a core capability for this market.
(Gartner [Market Guide for Digital Content Management for Sales], [Tad Travis, Todd Berkowitz, Guneet Bharaj, Melissa A. Hilbert], [Publication date 17 November 2017])

One event in this market which I missed initially (but have updated in the lists below): Quark Software @QuarkNews took over Docurated Inc. @docurated

Denver, CO, Dec. 06, 2017 – Quark Software announced today it has acquired Docurated, the creators of enterprise sales enablement solutions.

Docurated’s inception was in 2012.

Quark will integrate Docurated with Quark’s content automation platform to enable sales teams to easily identify and deliver meaningful content to customer prospects.

PointDrive pointdrive.com @Point_Drive Chicago; Announced Date: Jul 26, 2016: Acquired by LinkedIn (acquired by Microsoft).

Apr 19, 2017: ToutApp was acquired by Marketo. $7M in revenue annually & competes with Velocify, Inc., Outreach, & SalesLoft.

My frequently updated lists tracking the market:

Sales Enablement on the Marketing Technology Landscape Supergraphic 2017 Martech 5000


As I’m continuing to update my list of Sales Enablement vendors, I always find it interesting to see Sales Enablement on the annual “Marketing Technology Landscape” by Scott Brinker/ChiefMartec.com:

Full graphic: The Marketing Technology Landscape 2017
Image Credit: Scott Brinker/ChiefMartec.com

For Scott Brinker/ChiefMartec.com Sales Enablement is part of the category “Sales Automation, Enablement & Intelligence” and you can copy & paste all vendors with websites from their published Google sheet.

My own Sales Enablement vendor lists:

A decade of tracking the Sales Enablement market and trends

I’m reflecting on my journey in the Sales Enablement space.

2017 actually marks the 10 year anniversary of me tracking the Sales Enablement market.

I started to research the market players in 2007 and started to blog here on February 25, 2009.

Paul KrajewskiOver time many vendors merged, changed owners or went out of business and new ones keep on popping up. My count is over 185.

I published a…

I actually just added a vendor today:

CantoCanto canto.com @canto Digital Sales Enablement: Digital asset management empowers your sales team by improving efficiency & creating new business opportunities. A DAM system makes your valuable media files available where you need them, any time. Sales reps never need to worry if they’re carrying all the relevant documents & presentations when meeting clients — all important sales collateral are accessible from their mobile device, laptop/tablet with fast, meta data-driven search & preview capabilities. Content is always up-to-date & ready to use. Social DAM features make digital collaboration easier & faster than ever. Build .ppt decks from pre-approved slides that are guaranteed to have the latest version. With Cumulus & DAM you can do that & more. Germany & San Francisco, USA

Despite all this, I’m getting something very similar to the following email every 2 months – like clockwork…

“I came across your blog while researching the Sales Enablement space for a company with a sales enablement tool in beta. Would you be open to a quick chat and explore the opportunity of working together for the short term? I’m sure we could use your expertise to understand the sales enablement market and user needs better. Thanks.”

…and I always respond with something like this:

“An integration with salesforce.com is what you will see at the top of the list. If you target startups, then a Slack integration would be a quick win. There are so many vendors & solutions out there from lightweight to enterprise grade, from freemium to million dollar deployments, etc…

I have seen more than 18 vendors enter this market and shut down already [without being purchased]. Many more had to sell or partner to survive. It is a very crowded market, because so many companies & sales experts used to have no tool for their sales people (or too many), then built one for their own use, and are trying to sell it to external customers now.

At this point, I would really warn anyone who wants to enter this market: You can burn a lot of money & never get profitable: The moment you have a customer, they will ask for so many changes & features that you will keep building something that either already exists (but they don’t want to combine many tools & ask you to build one that can do everything) or you will build something that only works for them and no other customer.

There have been sales enablement solutions that became too sophisticated and you needed to train their users. There have been sales enablement solutions that were really lightweight small widgets shown in PowerPoint to add slides into auto-generated presentations, but still did not successfully compete in this market place.

It is a tricky one with more and more 800-pound gorillas!”