Sales intelligence vendor RelPro continues to gain market traction in its second year with 2017 revenues projected at $1.5 million. The firm has grown to fifteen headcount. Growth has been assisted by a mid-90% renewal rate.
According to CEO Martin Wise, the firm launched RelPro in early 2016 but needed some time to round out rough edges and determine positioning and vertical fit. They are on track, however, to grow revenue 3-4X in 2017 and now support 75 corporate clients distributed across financial services (30%), Technology (30%), B2B and Professional Services (30%), and nonprofit (10%). RelPro focuses on “helping people across the business development value chain” including sales, marketing, and account management. They are one of the few to include the analyst function amongst their user personas.
“Time is the scarcest resource for anyone involved in Business Development, whether you’re in Marketing, Sales, Account Management or Research. RelPro has always been about helping you to quickly find business decision-makers (at companies of any shape or size around the world), learn more about them and keep in touch with them. With our latest enhancements, we have taken another step forward in our mission to save clients’ time through Integrated Relationship Intelligence solutions that leverage the highest quality data available.”
- RelPro CEO Martin Wise
Over the past year, the firm focused on their people concordance (150 million global business professionals), “integrated relationship intelligence,” alerts, and workflow. 2018 will shift to improved firmographics and company concordance (7M). New features include a people concordance engine, relationship mapping with BoardEx supporting top tier relationships, mobile web support, and a series of integrations.
The people concordance ties together contact profiles from multiple vendors to provide a unified informational view across web news, BoardEx, Dun & Bradstreet, Zoominfo, and DotAlign. Users can also link out to LinkedIn profiles and BoardEx organizational charts. DotAlign performs Outlook mining to identify internal connections to companies along with the number of connections to company contacts. BoardEx and DotAlign functionality require joint subscriptions.
The new Chrome extension displays company information based upon a URL and executive profiles tied to LinkedIn pages. Thus, users can research LinkedIn profiles and lookup emails and direct dial phones. They can also follow contacts in RelPro from the Chrome connector and link from a LinkedIn bio to their RelPro profile. Other features include the quick identification of contacts from a pre-saved list of companies, Favorite Role filters for quickly customizing searches and company executive lists, and saved articles.
The mobile site supports responsive design, providing a form-factor specific user interface. Features include company and people searching, company and people profiles, and executive lists at companies.
Amongst the new screening filters are searching against company lists and favorite roles. The favorite roles feature is a set of stored expressions that help define specific functional categories. For example, a user can focus on demand generation marketers or individuals in specific research roles and then deploy these roles for standard prospecting or executive filtering from within a company profile. Unfortunately, RelPro does not yet offer standard taxonomic job functions and levels.
RelPro’s most sophisticated integration is with NetSuite where users can synch companies and contacts, enrich records, and review duplicates. For Salesforce, users can export leads individually or as lists. Contact and Account exports are on their roadmap along with duplicate checking logic. RelPro is also working on a Microsoft Dynamics connector.
Other new features include web news for company and people, saved articles, and exporting profiles as vCards or PDFs.
The 2018 roadmap focuses on additional solutions for enterprise clients including company concordance improvements and company analytics. RelPro is also looking to add corporate family trees, linkage analytics, and ABM look-a-likes.
RelPro is priced at $1,200 per user for 10 users (includes 1,000 profile views and weekly alerts on up to 30 people / companies for each user). The price per user is volume based. It is higher for smaller teams and discounts apply to larger enterprise deployments. If companies are looking for additional email alerts, they are available in packages of 50 profiles for $125 per month. A Tech Search add-on, based on HG Data tech stack intelligence, is extra. The firm also offers Data Services.
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