Sales Enablement & Engagement part of the MarTech b2b SaaS market reaches USD $8bn revenue a year

The most recent acquisitions I just became aware of:


Screen Shot 2022-02-03 at 1.18.03 pm19-Apr-2021, DANVERS, Mass., USA, Demand Science DemandScience demandscience.com @DemandScience (Buyer Intelligence Platform / B2B Sales Enablement & Market Intelligence Solutions) completed the acquisition of Leadiro leadiro.com @leadiro B2B sales enablement, sales intelligence & data enrichment platform with 60M+ verified records. Moreover, Demand Science achieved 50% CAGR since 2014, & is on track to exceed $100M in revenue in 2021. UK-based Leadiro experienced more than 100% year-over-year revenue and EBITDA growth in 2020. Q1 was a record revenue quarter with approximately 150% year-over-year revenue growth. Demand Science is a global buyer intelligence platform that accelerates demand generation for the world’s largest software, technology & B2B companies. It delivers data & prioritized buyer insights that align sales & marketing professionals with more qualified audiences through its PureB2B, Klarity, Internal Screen Shot 2022-02-03 at 1.36.09 pmResults, Leadiro, Tidings, & BIOMES brands. Interestingly on 3-Feb-2022 klarity.com started to redirect to leadiro.com. 20-Jul-2021: Airborne App Airborneapp airborneapp.io @Airborneapp_io sales engagement & enablement software platform (Toronto, ON, Canada) acquired by Demand Science. 8-Feb-2021, global buyer intelligence platform @DemandScience 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. 


Acquia acquia.com @acquia cloud platform for building, delivering & optimizing digital experiences. Boston, DC, Portland, & Reading, UK. Acquia was acquired by Vista Equity Partners.Screen Shot 2022-03-17 at 5.18.33 pm WIDEN widen.com @Widen DAM & PIM software to help businesses deliver content with confidence. 8-Sep-2021, Acquia acquired Widen Enterprises, Inc. widen.com @widen for an undisclosed amount. 


Screen Shot 2022-01-28 at 10.22.04 amPercept.AI percept.ai (previous name Buddy AI?) AI company from Y Combinator’s summer 2017 batch. Used to offer an automated virtual agent support solution — a chatbot, basically — based on a proprietary AI engine for natural language understanding. Sunnyvale CA, USA. 28-Jan-2022, Atlassian announced it acquired Percept.AI & plans to integrate this virtual agent technology into Jira Service Management, its tool for helping IT teams provide better service to employees & customers. Atlassian Corporation Plc: Confluence Cloud, Trello, etc atlassian.com/software/confluence @confluence 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


Screen Shot 2022-01-28 at 9.28.28 amPostBeyond postbeyond.com @postbeyond cloud-based employee engagement & advocacy platform that enables employees & partners to post approved brand content to their personal networks in an efficient, consistent, & measurable way. $9M in revenue? PostBeyond Inc. Toronto, ON, Canada. 8-Dec-2021 Influitive Inc influitive.com @influitive (also Toronto, ON, Canada) acquired PostBeyond for an undisclosed amount.

market_sales_enablement

Screen Shot 2022-01-28 at 10.57.19 am(1)For 2022 I estimate the market size of the Sales Enablement & Sales Engagement segment of the MarTech market to have USD $8bn in annual revenue.

However, I count not just the typical players but also some of the revenue of the alternatives / workarounds.

The whole point of my market overview (here as an Airtable to export) [includes not just competitors but also alternatives] is actually to show the amount of acquisitions.

Submit edits via this Quest.

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Recent acquisitions in Sales Enablement in 2021 and 2022

Screen Shot 2022-02-03 at 1.18.03 pm19-Apr-2021, DANVERS, Mass., USA, Demand Science DemandScience demandscience.com @DemandScience (Buyer Intelligence Platform / B2B Sales Enablement & Market Intelligence Solutions) completed the acquisition of Leadiro leadiro.com @leadiro B2B sales enablement, sales intelligence & data enrichment platform with 60M+ verified records. Moreover, Demand Science achieved 50% CAGR since 2014, & is on track to exceed $100M in revenue in 2021. UK-based Leadiro experienced more than 100% year-over-year revenue and EBITDA growth in 2020. Q1 was a record revenue quarter with approximately 150% year-over-year revenue growth. Demand Science is a global buyer intelligence platform that accelerates demand generation for the world’s largest software, technology & B2B companies. It delivers data & prioritized buyer insights that align sales & marketing professionals with more qualified audiences through its PureB2B, Klarity, Internal Screen Shot 2022-02-03 at 1.36.09 pmResults, Leadiro, Tidings, & BIOMES brands. Interestingly on 3-Feb-2022 klarity.com started to redirect to leadiro.com. 20-Jul-2021: Airborne App Airborneapp airborneapp.io @Airborneapp_io sales engagement & enablement software platform (Toronto, ON, Canada) acquired by Demand Science. 8-Feb-2021, global buyer intelligence platform @DemandScience 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. 


Screen Shot 2022-01-28 at 10.22.04 amPercept.AI percept.ai (previous name Buddy AI?) AI company from Y Combinator’s summer 2017 batch. Used to offer an automated virtual agent support solution — a chatbot, basically — based on a proprietary AI engine for natural language understanding. Sunnyvale CA, USA. 28-Jan-2022, Atlassian announced it acquired Percept.AI & plans to integrate this virtual agent technology into Jira Service Management, its tool for helping IT teams provide better service to employees & customers. Atlassian Corporation Plc: Confluence Cloud, Trello, etc atlassian.com/software/confluence @confluence 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


Screen Shot 2022-01-18 at 8.38.54 am13-Jan-2022: eLearning Brothers, LLC (American Fork, Utah) solidifies position in Video Learning as it acquires Rehearsal rehearsal.com (by Rebellion Training, LLC; headquarters Reno, NV). Learning solutions company eLearning Brothers @eLearningBros announced the acquisition of Rehearsal, a video-based practice & coaching platform. The video-based Rehearsal platform lets users practice skills, submit videos for review, & receive manager feedback or automated scoring powered by advanced AI technology. Since the beginning of 2021, Rehearsal has been directly integrated into The Rockstar Learning Platform by the eLearning Brothers.


Screen Shot 2021-03-25 at 8.56.04 pm10-Jan-2022: Upland Software, Inc. Nasdaq:UPLD uplandsoftware.com @UplandSoftware acquired Objectif Lune Inc. objectiflune.com @objlune enterprise software for document composition & business communication automation. With Objectif Lune, Upland expands its global document workflow product library by adding the capability to modernize complex, paper-based documents for large-volume print production as well as automated delivery across web, email, & mobile platforms. Screen Shot 2022-03-24 at 9.13.44 am24-Feb-2022Upland Software acquired Boston-based search company BAInsight / BA Insight / BA-Insight Inc. bainsight.com @BAinsight for $33.4M in cash. With the acquisition of BA Insight, Upland continues to build its knowledge management product portfolio by giving customers a powerful new way to conduct searches that span their enterprise systems to deliver relevant, personalized, & actionable results, with a technology that: Eliminates the blind spots by connecting search to many different systems & applications; Unifies search results with the ability to set up the correct, specialized taxonomies to organize, retrieve, & sort the most relevant documents; Delivers increasingly relevant results using analytics and machine learning to make each search better; & Places a search bar wherever the user wants it so they can search natively in target applications or across all the applications they use every day.


Screen Shot 2022-01-18 at 8.34.31 am11-Nov-2021: Connective acquired by Nitro gonitro.com “Nitro Software, Inc.” Stock Symbol ASX:NTO. Australian-based document productivity software firm Nitro Software wants to conquer the global eSign market, starting with the AU$110M acquisition of Connective connective.eu a European eSign company. On 22-Oct-2015 Nitro had already acquired doxIQ.


Screen Shot 2022-01-12 at 9.01.39 pmNICE nice.com @NICELtd owns MindTouch mindtouch.com @MindTouch knowledge management solution: Improves support agent productivity, increases case deflection, & fuels self-service support.zScxWaBz_400x400 NICE Ltd / NICE Systems Ltd. snapped up privately held ContentEngine in Jul-2021, which came soon after its Apr-2021 acquisition of MindTouch to expand its CXone offering. “Our recent acquisitions of ContactEngine and MindTouch, plus our native Enlighten AI and data lake investments, puts NICE CXone in the unique position to cover 100% of customer need events through the addition of proactive outbound, intelligent self-service, and self-learning AI to make better bots faster,” said Chris Bauserman, NICE CXone vice president of marketing. Headquarters: Ra’anana, Israel


17-DEC-2021: Mediafly mediafly.com acquired InsightSquared to provide revenue teams with 360-degree deal intelligence & prescriptive next steps. InsightSquared insightsquared.com @insightsquared provider of revenue intelligence solutions, had already acquired Olono olono.ai @OlonoAI on 3-Oct-2019.


Denave denave.com @denaveglobal Management Consulting. Services: Intelligent Database Management, Retail Analytics, Digital Marketing, Telesales, Field Sales & Marketing, Events & Experiential Marketing, Retail Audits & Visual Merchandising, Sales Training, Sales Process Automation. On 15-Nov-2021, Updater Services Pvt. Ltd (UDS), Chennai-based, acquired a controlling interest in Denave which sees itself as a technology-driven sales enablement company (but mostly a service portfolio). New Okhla Industrial Development Authority, Uttar Pradesh, India


Acquia acquia.com @acquia cloud platform for building, delivering & optimizing digital experiences. Boston, DC, Portland, & Reading, UK. Acquia was acquired by Vista Equity Partners.Screen Shot 2022-03-17 at 5.18.33 pm WIDEN widen.com @Widen DAM & PIM software to help businesses deliver content with confidence. 8-Sep-2021, Acquia acquired Widen Enterprises, Inc. widen.com @widen for an undisclosed amount. 


Screen Shot 2022-01-28 at 9.28.28 amPostBeyond postbeyond.com @postbeyond cloud-based employee engagement & advocacy platform that enables employees & partners to post approved brand content to their personal networks in an efficient, consistent, & measurable way. $9M in revenue? PostBeyond Inc. Toronto, ON, Canada. 8-Dec-2021 Influitive Inc influitive.com @influitive (also Toronto, ON, Canada) acquired PostBeyond for an undisclosed amount.


Older deals (However, I had missed the rebranding):

InsitePortfolio insitesoft.com @InsiteSoftware Dec-2015, Insite Software acquired Storyworks1 former Storyworks OnDemand. Mar-2017, Storyworks1 rebranded as InsitePortfolio. Insite Software Screen Shot 2022-01-14 at 12.44.58 amacquired Sales Enablement & Digital Content Delivery Provider Storyworks1. Minneapolis, USA. 16-Dec-2019, Insite Software was acquired by Episerver episerver.com @episerver (global software company with offices in Nashua, NH, USA & Stockholm, Sweden; offering web content management, digital commerce, & digital marketing). Optimizely @Optimizely acquired Insite optimizely.com/insite/ Sep-2020, Episerver [Acquired by Insight Partners] acquired Optimizely In Bid To Drive ‘Experimentation’.

The whole point of my market overview (here as an Airtable to export) [includes not just competitors but also alternatives] is actually to show the amount of acquisitions.

Submit edits via this Quest.

market_sales_enablement

Microsoft Office / Microsoft CRM Dynamics 365 / Teams / Microsoft Delve / SharePoint / Dynamics / Xbox / Microsoft Mesh / Microsoft Loop / Yammer / Skype / LinkedIn Learning & LinkedIn (PointDrive) sold SlideShare 14
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 / LevelJump formerly known as Lurniture 13
Showpad (LearnCore, LIA, Voicefox, Hickup, Taptera) 7
SAP (Callidus, iCentera, Litmos LMS, Emarsys, Signavio signavio.com) CRM, CPQ, CLM 7
Permira permira.com: Seismic (SAVO, KnowledgeTree, Zensight, Percolate, Grapevine6, Lessonly) 8
Upland: Altify, Kapost, RO|innovation, Qvidian (Sant & Kadient), BlueVenn, Objectif Lune Inc. objectiflune.com @objlune BA-Insight Inc. bainsight.com @BAinsight 8
DemandScience (PureB2B, Klarity, Internal Results, Leadiro, Tidings, BIOMES, Airborne App Airborneapp airborneapp.io @Airborneapp_io) 7
Adobe: Adobe Experience Manager AEM / Adobe Experience Cloud / Marketo / ToutApp 4
Conga (Octiv [formerly TinderBox]) acquired by Apttus apttus.com owned by Thoma Bravo 4
ZoomInfo Technologies (acquired by DiscoverOrg / predecessor was DiscoverOrg) acquired TellWise, Clickagy AI, Komiko, Chorus.ai Conversation Intelligence solutions 4
Mediafly (Alinean / iPresent / Presentify / InsightSquared [acquired Olono Olono.ai]) 4
Aurea, Inc. an ESW Capital Group Company (Jive Software / XANT, Inc. XANT.ai [now once again insidesales.com] PLAYBOOKS) 3
Dropbox (HelloSign hellosign.com, DocSend docsend.com) 3
Acquia was acquired by Vista Equity Partners. 8-Sep-2021, Acquia acquired Widen Enterprises, Inc. widen.com @widen 3
Episerver Inc. (Insite Software acquired Storyworks Ondemand / Storyworks1. Optimizely acquired Insite optimizely.com/insite/ Sep-2020, Episerver [Acquired by Insight Partners] acquired Optimizely In Bid To Drive ‘Experimentation’) 4
Nitro Software, Inc. (doxIQ @doxiqteam / Connective connective.eu a European eSign company) 3
Gong.io (Vayo, ONDiGO) 2
NICE nice.com @NICELtd NICE Ltd / NICE Systems Ltd. (ContentEngine / MindTouch @MindTouch) 2

Upland Software acquired Objectif Lune & Sales Enablement automation Bigtincan announced Bigtincan for Salesforce on Salesforce AppExchange

10-Jan-2022, Upland Software, Inc. (Nasdaq: UPLD) uplandsoftware.com @UplandSoftware announced it acquired Objectif Lune Inc. objectiflune.com @objlune enterprise software for document composition & business communication automation. With Objectif Lune, Upland expands its global document workflow product library by adding the capability to modernize complex, paper-based documents for large-volume print production as well as automated delivery across web, email, & mobile platforms.

“We have long invested in the document workflow category and with Objectif Lune we can support even more of the document lifecycle for our customers,” said Jack McDonald, chairman & CEO of Upland. “This means we can help businesses produce more sophisticated paper documents where they are still required, replace paper with digital delivery where desired, & enable document digital transformation without requiring companies to change their legacy systems.”

While the business world becomes increasingly digital, many global companies still need to produce paper documents, either because of customer demand or to meet regulatory requirements. The challenge, however, for many companies is they need to find a way to compose, automate, & exchange documents based on content from their existing back-office systems to produce interactive business communications, while maintaining compliance & reducing production costs.

Upland’s document workflow products – which include AccuRoute, FileBound, InterFAX, & Upland Intelligent Capture – improve productivity & reduce costs by enabling digital transformation for any size business across industries such as healthcare, financial services, legal, government, & education.

The purchase price paid for Objectif Lune objectiflune.com & related entities (incl. the assets of a US reseller) was $29M in cash at closing (net of cash acquired), paid out of cash on hand, & a $5.3M cash holdback payable in 12 months (subject to indemnification claims). Upland expects the acquisition to generate annual revenue of at least $13M, including at least $12M of recurring revenue, & will be subject to reductions for deferred revenue discount as a result of GAAP purchase accounting currently estimated at $4M for the remainder of 2022 & $1M for 2023. The price paid for the acquisition is within Upland’s target range of 5-8x pro forma Adjusted EBITDA & it is expected that Objectif Lune will generate at least $5.2M in Adjusted EBITDA annually once fully integrated. The acquisition will be immediately accretive to Upland’s Adjusted EBITDA per share contributing at least $0.3M of Adjusted EBITDA in the quarter ended 31-Mar-2022, & at least $2.6M of Adjusted EBITDA for the full year 2022 ramping up quarterly as the acquisition is integrated into model across the calendar year.

Screen Shot 2021-03-25 at 8.56.04 pmUpland uplandsoftware.com @UplandSoftware helps global businesses accelerate digital transformation with a cloud software library that provides choice, flexibility, & value. Their growing library of products delivers the “last mile” plug-in processes, reporting, & job specific workflows that major cloud platforms & homegrown systems don’t provide. They focus on specific business challenges & support every corner of the organization, operating at scale & delivering quick “time to value” for 1,700+ enterprise customers.

market_sales_enablement


10-Jan-2022, Bigtincan bigtincan.com @Bigtincan (ASX:BTH) a “sales enablement automation” software company announced the general availability of Bigtincan for Salesforce on Salesforce AppExchange, empowering customers to intelligently serve up enablement resources & insights within the CRM. Bigtincan’s data science approach delivers relevant content & training within Salesforce using a recommendation engine – allowing their customers to efficiently deliver personalized buying experiences using relevant content & knowledge.

Screen Shot 2022-01-12 at 8.30.48 am

Integrated directly with Salesforce, Bigtincan for Salesforce is available on AppExchange

  • The module brings AI powered content recommendations to users in the Salesforce.com Sales Cloud & Service Cloud, with the ability to provide content & learning recommendations to every customer-facing person.
  • Bigtincan for Salesforce adds to the core value of Content & Learning Hub and strengthens Bigtincan’s overall offering in the Salesforce.com ecosystem, allowing marketers to validate the value of their work in supporting sales success.
  • The new module is available to all Content Hub & Learning Hub customers for an additional fee starting at $12.50 USD per user/month

Bigtincan’s enablement solution addresses the needs of sellers, managers, marketers & administrators. Sellers can quickly find the most relevant content for their opportunities, share it with their prospects, & track engagement without leaving Salesforce. Managers can deliver bite-sized training just-in-time, based on opportunity characteristics from within Salesforce, where their reps spend the majority of their time. Marketers want to know which content is most effective in order to optimize resources on popular topics & formats as well as identify content gaps across various opportunity characteristics. The Bigtincan for Salesforce solution allows marketers to validate the value of their work in supporting sales success.

Bigtincan for Salesforce incorporates their recommendation engine to assist admins in ensuring that…

…the right content is delivered to the right user at the right time…

…without the need to spend hours or even days & weeks setting up & maintaining a traditional tag-based recommender. The Bigtincan for Salesforce recommender uses a combination of advanced data science techniques to constantly update & refine how content is recommended to users.

“The new Bigtincan for Salesforce solution uses AI to recommend content & training, taking the guesswork out of your sales team’s success,” said Debra Cancro, SVP of Bigtincan’s Data Products Group. “The system learns about the way our customer’s companies & products are set up—delivering a solution that is truly unique to each customer’s business.” The solution is administrator-friendly, allowing a non-technical person who understands how the business engages with customers & prospects to easily set the system up & integrate source content repositories.

“Bigtincan for Salesforce is a real game-changer for administrators, managers, marketers, sellers, and ultimately our customer’s customers,” said Rusty Bishop, CMO of Bigtincan. “With the ease of deployment for administrators, productivity and performance increases for sellers, insights into training and content effectiveness for managers and marketers, and customer engagement notifications, companies can be confident their teams are buyer-ready and can deliver a personalized, first-class buying experience.”

The new Bigtincan for Salesforce solution enables sellers to waste no time reaching out to the most engaged prospects. Sellers are notified instantly when & how buyers have interacted with shared content using detailed engagement metrics that are served up right within Salesforce — reducing the guesswork involved in deciding when to follow up.

“Bigtincan for Salesforce is a welcome addition to AppExchange, as they power digital transformation for customers by enhancing seller performance,” “[…] Bigtincan is committed to helping Salesforce users bring to life the buying experience of the future for their customers.” Woodson Martin, GM of Salesforce AppExchange

Available on the Salesforce AppExchange.

Salesforce AppExchange: Enterprise cloud marketplace, empowers companies, developers & entrepreneurs to build, market & grow in entirely new ways. With more than 6k listings, 9M customer installs & 117k peer reviews, AppExchange connects customers of all sizes & across industries to ready-to-install or customizable apps & Salesforce-certified consultants to solve any business challenge. Salesforce, AppExchange & others are among the trademarks of salesforce.com, inc.

Screen Shot 2022-01-11 at 10.25.51 amBigtincan bigtincan.com @Bigtincan is helping the world’s leading brands facilitate the buying experience of the future. Everything we offer is designed to be smart, flexible, & easily adapted to unique business processes with highly personalized experiences that people & brands love. On a mission to help companies deliver branded buying experiences that are engaging, personalized, provide value & guide people to the best decisions with confidence. Innovative companies like Nike, Guess, Prudential, & Starwood Hotels trust Bigtincan to enable customer-facing teams to intelligently prepare, engage, measure & continually improve the buying experience for their customers.

Screen Shot 2022-01-12 at 9.38.35 am

Update / Edit on 24-Jan-2022: The weakness in the tech sector appears to have offset the release of Bigtincan’s solid Q2 update, where they reported a 133% increase in ARR (annualised recurring revenue) to $112M. [Some of this relates to their Brainshark acquisition.] Nevertheless, this puts Bigtincan on course to achieve its ARR guidance of $119M in FY (Financial Year) 2022.


Full disclosure / financial disclosure: As a public market investor I (Paul Krajewski) currently hold shares in both companies mentioned above: $UPLD $BTH.

Nothing on this blog nor my twitter accounts should be taken as investment advice. Not financial advice!

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