DiscoverOrg: 8 Years on the Inc. 5000

DiscoverOrg Revenue.png
DiscoverOrg continued its blistering growth.  It acquired RainKing at the end of August 2017 so only four months ($13 million est.) of RainKing revenue was included in DiscoverOrg’s 2017 revenue.  Another $26 million (est.) will show up in DiscoverOrg’s 2018 revenue.  The CAGR and revenue data was sourced from the 2014 through 2018 Inc. 5000 lists.

DiscoverOrg made the Inc 5000 list for the eighth straight year with three-year revenue growth of 184%.  The revenue was boosted by the acquisition of RainKing last August, but the firm would have made the list even without the acquisition.  Over the past six years, DiscoverOrg posted a compound average growth rate (CAGR) of 60%, growing revenue from $5.5 million in 2011 to $91.9 million in 2017.

“For 10 years, our singular focus has been on how to fuel our customers’ pipeline and revenue growth with the best B2B data available anywhere,” said Henry Schuck, DiscoverOrg CEO. “Being named to the Inc. 5000 list for the eighth consecutive year–and especially at the size and scale we are now–demonstrates our continued unwillingness to settle for anything less than excellence.”

Last year, DiscoverOrg more than doubled its database and increased its headcount by 50%.  DiscoverOrg’s Annualized Recurring Revenue (ARR) was over $130 million at the end of the year, indicating the firm was in a strong position to make the list again in 2019.  DiscoverOrg only recognized around $13 million in 2017 RainKing revenue over the final four months, so approximately $26 million in additional subscription revenue will hit their books in 2018.

2017 organic revenue growth was around $19 million.

“Out of the nearly seven million private companies moving the economy forward every day, only a tiny fraction have demonstrated such remarkably consistent high growth.  DiscoverOrg’s eighth Inc. 5000 honor truly puts the organization in rarefied company.”

  • James Ledbetter, Inc. Editor-in-chief

What is even more impressive is that DiscoverOrg passed InsideView and Avention (now D&B Hoovers) in revenue with a service that focused on the technology space while the broader sales and marketing intelligence services target the technology space, business services, professional services, and financial services.

DiscoverOrg has distinguished itself through

  • High quality data collected by its large editorial team
  • High fill rates on emails and direct dials
  • Technology and general sales triggers (Scoops)
  • Org charts at both the C-level and along functional lines
  • Biographies with technical skills and responsibilities
  • AI recommendations around both similar companies and recommended executives (AccountView)
  • OppAlerts Intent data (three-premium)
  • A broad set of CRM, MAP, Sales Engagement, and Browser connectors.

“Great data is magic,” tweeted the firm.

Or course, DiscoverOrg wasn’t the only B2B Sales Intelligence, Sales Engagement, or DaaS company to make the list.  I will cover Zoominfo, SalesLoft, and these other firms tomorrow.

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