Apollo.IO $32M Series B

Sales Intelligence and Engagement vendor Apollo.io closed a $32 million Series B led by Tribe Capital, with participation from NewView Capital and existing investor Nexus Venture Partners. In addition, Sri Pangulur, a partner at Tribe Capital, joined Apollo.io’s board.  Total funding sits at $41.3 million.

Apollo is deploying the funds towards building out its product and engineering teams.  It will also expand its sales, marketing, and operational resources, including additional leadership hires.

In a blog announcing the transaction, CEO Tim Zheng admitted that the Apollo brand is not well known and that Apollo will be using the funds to address brand weakness.  “Our next steps include increasing awareness of Apollo, increasing our user base outside of small teams, and building out an intelligence layer in Apollo to make individual sales reps and teams more successful.”

Apollo is growing rapidly, with its customer base increasing 200% over the past year despite awareness issues.  It has been profitable for the past eighteen months and has more than one million users and 9,000 paid customers.

Recent enhancements include an international dialer, contact and company data improvements, and prospecting and Chrome extension upgrades.

“Apollo is challenging the status quo in B2B lead intelligence and sales engagement by making contact data and prospecting tools in this space more accessible,” said Pangulur. “Seeing the company’s incredible growth over the past year, enhanced product offerings, and new client acquisitions, we are confident in Apollo’s ability to disrupt the SalesTech market for B2B companies, offering a more intelligent, more cost-effective, and simpler solution.”

Apollo falls into a category that I’ve labeled Hybrid Engagement that combines sales engagement tools with sales intelligence and B2B DaaS.  Other vendors with Hybrid Engagement capabilities include ZoomInfo, Cognism, Data Axle Genie, and VanillaSoft.

“Sales professionals at B2B companies are burdened by a go-to-market process that’s manual, tedious, and complex. It’s stifled by convoluted workflows, very little guidance, lengthy onboarding, and high price tags for name-brand solutions,” said CEO Tim Zheng. “This funding will help us further accelerate our product-led growth model, which has seen tremendous success in the contact data space. 

“Apollo’s vision is to give its customers the most powerful and intelligent GTM platform in the industry, so they can reach their full market potential,” continued Zheng. “We want to make access to B2B data even easier, while enhancing the data with sales intelligence and automated workflows.”

Apollo Job Change Alerts

Apollo has assembled a database of 200 million contacts across ten million companies.  Data include direct-dial phones, emails, funding intelligence, technographics, and job changes.  Apollo’s dataset supports direct research, lead prospecting, and LinkedIn matching via a Chrome Extension. In addition, Apollo Refresh performs real-time updates in Salesforce.

Sales Engagement features include sequences (cadences), automated emails, A/B testing, a click-to-call dialer, and a rules engine.

“As we emerge from the pandemic, buyers want an Amazon-like experience where companies are anticipating their needs. You need user data to better drive the sales experience, and as it evolves more personalized capabilities as well,” said Zheng.  “Apollo has some unique positioning in that they are doing product-led growth, but also covering the data stack as well.”

Apollo employs a freemium model with ten free exports per month, the Chrome extension, a Gmail extension, and limited sequences. 

Basic, at $49 per user per month ($39 billed annually), provides 250 export credits per month, unlimited sequences, email integrations, and a broader set of reports and Dashboards. 

The Professional edition adds the dialer, call recordings, customizable reports, and 1,000 exports per month.  Professional is priced at $99 per user per month when billed monthly and $79 per user per month when billed annually.

There are additional fees for full Salesforce synchronization, API access, Apollo Refresh, and exporting up to 10,000 records at a time. In addition, advanced dialer features (e.g., international dialing, call transcription, local presence, and CRM logging) are only available as part of custom packages.

Apollo employs a freemium model with 9,000 paid customers.

Global Database

Global Database Build a List supports expanded growth, ownership, and industry variables.

UK-based Sales Intelligence vendor Global Database continues to expand its content and functionality.  Recent platform enhancements include expanded prospecting variables, industry coding, and list enrichment.

New screening variables include

  • Annual Growth: Turnover, Headcount, EBITDA, Net Profit, Liabilities, and Exports
  • Ownership: Parents, Number of subsidiaries, Foreign parent, Number of shareholders
  • Industry: European and North American industry codes, Industry Keywords

International SIC and NACE codes are available across the full company universe.  Global Database also implemented an NLP tool that crawls company websites and identifies keywords and business descriptions.  This descriptive content is then mapped to over 100,000 industry keywords.

“The SIC code is outdated when it comes to new industry verticals, such as Big Data or E-commerce, and if you are looking for such companies by SIC Code, they will be classified as: 63990 – Other information service activities n.e.c., explained CEO Nicolae Buldumac to GZ Consulting.

Global Database now supports company and contact list enrichment for Salesforce and MS Dynamics.  Users upload a list that is matched against its reference database and enriched with over 80 variables and match score confidence.  Matching employs registration numbers, corporate names, domains, phone, postal codes, etc. 

Global Database also provides an interactive report with match rates and segmentation.  Enrichment analytics include match rates, list averages, company status distribution, turnover distribution, top five companies, and pie charts for employment, years in business, and industry.  A location map is also displayed.

Other data tools include CRM maintenance, APIs, and web forms with auto-population.

The Global Database universe now spans 130 million companies and 118 million contacts:

Global Database Counts as of October 2021.

Most of its data is from trade registries, publicly available sources, an in-house data research team, and a few data vendor partnerships.  Direct emails are available for 17 million contacts and mobile numbers for 1.6 million.  If a contact does not have an email or phone number, Global Database integrates with two data vendors, where this information is requested via API in real-time.

Global Database continues to expand its universe of credit reports, with instant Business Credit Reports now available for 350 million companies.  If a country does not support instant reports, customers may request a new investigation from on-the-ground resources.  These reports are delivered within five to seven business days.

Credit reports are priced between £19 and £80, with the UK and Irish reports at the low end.  Most continental European credit reports are priced between £35 and £40.  North American reports are also priced at £40.

Global Database Employee tab.

Echobot TARGET 2.0

German Sales Intelligence vendor Echobot released version 2.0 of its TARGET prospecting service with a refreshed UI, improved data quality, and AI tools for ICP and segmentation analysis.

“If you want to digitize your sales processes and save a lot of time, money, and nerves, you can’t ignore Echobot,” said CEO Bastian Karweg.  “TARGET 2.0 inspires the everyday sales life of our customers – the new version is fast, intuitive to use, and simply fun.”

Echobot has set its product vision based on the “first principles of data” delivered through its service.  “For data to be useful, it has to be high quality, connected, and fully compliant,” said Karweg.

The first step was unifying their database across regions and datatype and removing data silos within the platform.  Echobot implemented a “unified, nested data index” that improved query times up to ten-fold and allowed for enhanced switching between company and contact results.

Users no longer need to build company and contact lists separately. Instead, build-a-list results are displayed as tabs, allowing users to analyze both company and contact results without requiring them to rekey their query.

Echobot also implemented a new Email Validation Engine (EVA) that “eliminates stale records” and implements mail server and pattern checking to improve data quality.  The EVA reduces bounce rates by up to thirty percent.

Echobot licensed company records directly from trade registers and implemented a “True Compliance” process.

“For your outreach to be truly GDPR compliant, you not only need a Legitimate Interest but also be mindful of the preferences of the people you are trying to contact,” stated Karweg.  “Using Echobot, each contact record comes with a public source URL so you can be 100% confident when a prospect asks you, ‘Hey, where did you get my data from?’”

Echobot Job Title Suggestions

Echobot implemented AI to assist users, building a subject taxonomy that covers over 100,000 topics and industry keywords.  TARGET 2.0 sports a keyword type-ahead tool that “guides you towards the right queries and also intelligently suggests alternative keywords or job titles you also might want to include in your search.”

The firm’s new segmentation analysis is their “most advanced AI” that builds a company vector model for clustered analysis of highly similar companies from uploaded files.  The clusters identify similar companies for downloading to the desktop or uploading to the CRM.  Thus, users can upload their Ideal Customer Profile and expand it with similar companies.  The ICP is also used to score prospects and sort them by priority.

“Echobot uses a new company vector model for the first time in addition to rigid industry codes. The technology is based on machine learning and makes it possible to select companies in a fine-grained manner according to thousands of specialist areas. The assignment takes place automatically on the basis of text content that is associated with the respective company. This means that if you are looking for industries, Echobot now offers an immense wealth of detail and can thus easily find even high-precision target groups. With the help of so-called cross joins, filters of different data areas can be combined with each other in real-time. This completely eliminates the time-consuming storage of interim results.”

Echobot Press Release (Translated from German)

TARGET 2.0 supports a broad set of screening variables:

  • Industry – Industry codes or keywords.
  • Keyword
  • Contacts – Department, Level, Title
  • Trigger Events
  • Location – Region and Radius
  • Company Size
  • Financials
  • Technographics – Software and Systems
  • Firmographics
  • Data Completeness

Their instant access to data allows for complete data visibility without slowing down users with credits to display contact details. In addition, the contract includes a minimum of 10,000 monthly record uploads or downloads with a FLAT-RATE Guarantee that provides an additional 5,000 monthly data records after consuming the EXPORT quota. The guarantee ensures budgeting stability while providing export flexibility should the marketing department consume their entire download quota mid-year.

Echobot pricing starts at €999 per month for up to three users.  This price is introductory and will increase for new customers in 2022.

Echobot supports four countries – Germany, Austria, Switzerland, and the UK – and two languages – German and English.  The Echobot roadmap includes “intelligent” email alerts, “helpful” trigger events, and “smart” campaign management.  Additional languages and countries are also in development.

Bombora in D&B Hoovers

Search Results include Bombora Intent Badges.

D&B Hoover’s customers can now view and build lists of in-market accounts using the Bombora intent file.  Users can set up SmartLists (dynamic lists) with a combination of account and intent data to identify in-market ICP accounts.  The list is then displayed on the sales rep’s desktop and daily email digest.

Target lists can be assembled from over 175 selects that span company, contact, intent, and technographics.  Bombora intent data is gathered from over 4,000 B2B media website and span 7,000 pre-defined topics.  70% of the websites are exclusive to Bombora.

Dun & Bradstreet provides a sophisticated approach to selecting intent topics that tie to business strategy.  Instead of simply choosing the obvious topics, the firms recommend that customers employ topic clusters, “a group of like-minded Intent topics [that are] representative of all facets of a product or service.”  Clusters would include

  • Brand/Products (core): Brands, products, key functions
  • Competitors/Partners: Brands and products of competitors and partners
  • Industry/Vertical: Strongly associated categories, use cases, and product/service capabilities
  • Pain Points/Challenges: Pain points, issues, expected outcomes
Multiple intent topics may be monitored in a SmartList.

Dun & Bradstreet has removed intent scores, which are often confusing.  By creating clusters, topics are either surging or not, with no interpretation required.  Instead, the number of clustered topics serves as the indicator of surge strength.

The firms recommend that content be adjusted based on the number of intent topics identified for a prospect.  Sales and Marketing should “serve higher-level or awareness-based content to those showing interest in one or two topics, and lower-funnel content to those showing interest on many topics.”  Furthermore, prospects with many surging topics are probably closer to making a purchase.

D&B Hoovers also added 4 million direct dial numbers to their database, bringing the product total to 6.2 million.  Direct dials contain a set of standard and mobile numbers, so users should hover over the direct dial number to determine the phone type.

“As more business contacts work from home, direct dials are essential to engage customers in real-time, from anywhere,” wrote Product Management VP Phil McWade.  “Access these numbers in the lists you’ve already created, when viewing a Contact Profile, or within Contacts Search & Build a List results.”

D&B Hoover’s coverage has grown to 209 million global companies and 235 million contacts

Vainu Industry Taxonomy

European Sales Intelligence vendor Vainu implemented a proprietary AI-based industry taxonomy.  The 700+ segments are derived from company website content and “extensive training data sets to determine unique industries for each company.”  Custom industry labels may be combined when list building.  Thus, sales and marketing can target companies, such as “Nordic SaaS providers building marketing automation platforms” or “Medical device manufactures developing machine learning applications.”

The industry codes are clustered into 46 custom industry groups.  For example, there are over 80 software codes and 19 sustainability codes (e.g., Biofuel, Biomass Energy, Clean Energy).  Vainu has focused the initial set of codes around emerging technologies and fast-changing markets.  Traditional industries such as agriculture, food and beverage, and manufacturing are supported by broad codes as these industries are well defined by traditional industry taxonomies.

Custom Industry codes may be combined to build lists such as Medical Devices that employ Machine Learning.

“Traditional industry classifications for B2B segmentation don’t do the trick anymore—they are too generic, broad, or even incorrect,” blogged Vainu Customer Marketer Ella Tyrväinen.

Custom Industries are available on the Vainu platform and via its API.  Industry-based target lists may be exported as a CSV file or JSON.

Vainu also recently added three fields to its list exports: Countries of Operation, Website Languages, and Technographics.  In February, Vainu released a webCRM integration.

RevenueBase Launched (Part II)

Continuing from yesterday

A sample RevenueBase ICP built during the initial discovery workshop (additional sections include personas and technology).

Instead of building the ICP on commonly available firmographic variables, the ICP is customer service based and defined through the discovery process.  A bespoke taxonomy is created that applies custom tags by persona, industry, size, etc.

“We want to align your database with your go-to-market strategy,” Feldman told GZ Consulting.

RevenueBase promises to “replace all of your data vendors with one solution” that “reaches every company and decision-maker across the globe that will benefit from your unique offering.”  By delivering high-quality, targeted data, revenue teams can shift from managing databases and researching prospects to creating campaigns and focusing on selling.

RevenueBase employs AI for aggregating and integrating its multi-sourced data with the AI building a quality hierarchy for selecting which field to accept when vendors disagree on a value.  The research team assists the AI modeling by collecting training data.

Data quality steps include custom research, quarterly email re-verification, and annual phone checks.  Data is delivered via a quarterly secure CSV file transfer with a 90% accuracy SLA.

Content includes standard firmographics, mined and licensed business descriptions, sizing ranges, industry codes (SIC, NAICS, and custom), contact information, and technographics.  Funding data includes total funding, most recent round amount, and most recent round date.  While full family trees are not available, locations are tied to parent companies.

Contact data includes mobile numbers, direct numbers, LinkedIn URLs, tenure at current job, work addresses, and mapped persona.

RevenueBase has already aggregated 700 million business contacts and 100 million companies, providing it with one of the most extensive sets of contacts in the industry.

RevenueBase combines firmographics, technographics, and custom data insights collected by its research team.

Intent data and sales triggers are not currently available.

RevenueBase provides opt-out notifications to its customers, letting them know when an individual has opted out of their database or the database of one of their contributing vendors.  It also suppresses California mobile numbers in support of CCPA.

RevenueBase is off to a strong start.  Since soft launching the service in October, they have generated $800,000 in revenue and have a $500,000 ARR.  Early success has allowed it to launch the service without accepting outside funding. 

The firm is still in the early stages of development.  It has focused on building its content aggregation model, custom research, and customer service/discovery model based upon Feldman’s experience as both a B2B marketer and data industry executive.  As such, RevenueBase has an advanced DaaS vision but does not yet have APIs and connectors for data delivery.  However, it has a unique approach that is gaining early market traction.  Initial customers include Siemens, PTC, Localytics, SolidWorks, and CB Insights.

RevenueBase is sold as a flat-rate subscription service between $50,000 and $100,000 per annum.  Additional fees are applied for custom research. RevenueBase is headquartered in Boston.

Echobot Company Profile Now Available

Echobot Company Profile Report Cover Page

I am pleased to announce that my latest Sales Intelligence company profile is available for those looking to purchase a solution for the UK or D-A-CH region. I used the same methodology for Echobot that I employed when I wrote my book “2017 Field Guide to Sales Intelligence Vendors.”  The idea was to write an objective analysis (hence sections on weaknesses and competitors), not simply a puff piece.  I work closely with the vendor to describe content, functionality, connectors, roadmap, strengths, and weaknesses.

As Echobot is based in Germany, I also wrote about their GDPR compliance steps.

While vendors have input, I retain editorial control. I believe that retaining objectivity makes these reports more valuable for vendors as it both provides a roadmap for their future product evolution and provides prospects with a realistic view of a product’s strengths and weaknesses.

Echobot is making the profile available from their website.


Here is my summary from the report:

UK vendors have been launching sales intelligence and B2B DaaS solutions for the European market over the past several years. It is a welcome sign that European vendors now have the confidence to compete in the UK market. One of these vendors is Germany-based Echobot. Echobot is a promising new sales intelligence and B2B DaaS entrant to the UK market. It is the leading sales and marketing intelligence service in the D-A-CH region and enters the UK with a broad set of sales and marketing services. Echobot offers deep coverage of UK and D-A-CH companies, GDPR-compliant contacts, and signals (event triggers), delivered via web browser applications and extensions, mobile apps, Salesforce, and Zapier webhooks.

Along with company profiles, Echobot offers contacts, emails, news, social media mentions, and signals.

CONNECT (sales intelligence) and TARGET (list building) were recently launched in the UK market, but have been available as German-language solutions for the D-A-CH market for several years. As such, the company should move quickly to address any V1.0 bugs and fill content gaps. Since launching in September 2020, Echobot has integrated Google Translate into its platform for free-form text translation and refined its sales trigger precision.

DATACARE provides B2B DaaS hygiene services that verify, enrich, and append company and contact data. DATACARE flags duplicates, verifies emails, updates company names and addresses, and appends missing fields. DATACARE was launched in December.

Michael Levy, GZ Consulting Principal, “Echobot Company Profile,” 2021.

Echobot British Data (Part II)

German Sales and Marketing Intelligence firm Echobot is entering the British market with a UK Data Pack for its CONNECT company research and TARGET prospecting services. I covered the CONNECT service yesterday. Today I’ll be delving into the TARGET offering.

Echobot TARGET supports prospect list building for companies and contacts against a broad set of British and firmographic variables, including UK SICs, postal codes, counties, web technologies, and company signals.  Radius searching around postal codes lets reps target prospects near their home, office, or a client they plan to visit.  

TARGET also provides a set of event signals for prospecting and alerting.  German screening supports over 30 event categories, but the UK edition is limited to eight triggers, including M&A, exec changes, and partnerships.  The English-language signals are still being built out and will be released as Echobot individually tunes them.

Contact list building supports eighteen departments, five job levels, job title, and field availability (e.g. email, direct dial, XING link, LinkedIn link).

TARGET Lists are displayed as a set of company tiles with a business description, contact information, and the most recent signal.  Tiles may be expanded for additional attribute display of web technologies, social links, and firmographics.  Users may also link to the CONNECT profile and click through older signals.

TARGET Lists include a segmentation report with an industry pie chart at the two-digit SIC level, company size pyramid, and company heat map.  When rolling over the segmentation reports, ALT-text provides additional details about each industry slice or company employment wedge.  Users may click on the industry pie chart to drill down into a segment.  Clicking on the heat map takes the user to a full-screen view for zooming and recentering.

TARGET lists may be downloaded in four formats (Excel, CSV, JSON, and Salesforce), so records may be analyzed by sales or marketing, uploaded into Salesforce, or delivered to developers.  Users may download up to 20,000 records at a time.

TARGET users may also save lists, share lists, or use lists for suppression (exclusion lists).  Search criteria may be saved for re-use and alerting when new companies or contacts meet the search criteria.

A single region starts at €499 / month for both TARGET and CONNECT.  Licensing both the UK and D-A-CH regions raises the price by €299 / month.  Echobot is offering a €100 / month discount to customers that license their solution before the end of the year.  A seven-day free trial of CONNECT is available to prospects.  TARGET users receive a demo and a single-day, capped-download trial.

Echobot, like many sales and marketing intelligence vendors, has continued to grow during the pandemic.  The firm added over twenty staffers this year and posted record revenue this summer.

“The expansion of the market into the English-speaking area is an important step into the future for us.  It has never been more important for companies to digitally set up their sales and marketing processes.  We are very pleased about the strong growth and the fact that we are able to support our customers beyond our borders.”

Echobot CEO Bastian Karweg

We are beginning to see continental sales and marketing intelligence companies build UK or pan-European services.  Along with Echobot, French vendor SparkLane offers a UK service, and Scandinavian vendor Vainu has beta offerings for the UK, France, and the US.  Of course, we are also seeing UK firms build European services with Rhetorik, Cognism, and DueDil offering European datasets.

BuzzBoard Graph of 100M Global SMBs

Sales and Marketing Intelligence vendor BuzzBoard has built a graph of global SMB organizations spanning 100 million companies, 20 million in the US.  The seven-year-old firm supports advanced segmentation and prospecting based upon a deep set of technographic and digital marketing variables.  During the pandemic, they added COVID prospecting and recommendation tools to help customers target segments and personas that are doing well during the recession.

It is their focus on SMBs and their digital signals that they describe as their competitive advantage. “Anyone who sells to SMBs should have deep knowledge of the prospect’s digital footprint, their needs, attitudes, triggers, and ability to pay.  These are reflected in the SMB’s operations stack and in their external presence.”

BuzzBoard assigns a Buzz Score to each of the companies in its database.  The Buzz Score is a digital marketing score that grades a company’s digital presence based on a 0 to 100 scale.  Users may drill into the score to see the underlying components.  Thus, a web design company can determine whether a prospect has multi-screen compatibility.  Initially, an estimated score is provided, which is +/- 10 points of the probable score.  When adding a profile, BuzzBoard automatically regenerates the Buzz Score and digital profile, though the process takes 60 to 90 seconds.

Prospecting variables include firmographics, technographics, website, SEO, advertising, social, estimated spend, etc.  A new set of COVID-19 risk filters let users select companies based on location, industry, operational status, ongoing Google Ad spend, and recent technology investments.  For example, restaurants may be filtered operationally by Temporarily Closed, Dine-in, Delivery, and Take-out.

On the user home page, they added two recommendation cards.  The “COVID-19 – Categories to work on now!” card highlights verticals that are growing and “need marketing support during the COVID-19 pandemic.”

The “COVID-19 – Recommendations” card contains personas and segments defined by BuzzBoard’s data scientists “based on target locations that need marketing support during the COVID-19 pandemic.”

The homepage consists of a customizable set of cards for training videos, COVID recommendations, Knowledge Base, Favorite Signals, etc.

The fixed search bar at the top of each screen lets users search by location combined with business name, URL, category, or keywords.  A left-handed filter bar lets users revise the prospecting list.  For example, a user can quickly search for roofers within 40 miles of Los Angeles with websites and Google ad spend, but a poor mobile experience (e.g. slow loading, not responsive).  Lists are displayed via a card-view or plotted map.  List parameters may be saved for future re-use.

Prospects may be added as profiles.  When added, BuzzBoard goes out and re-evaluates the Buzz Score based upon its current digital footprint.  Profiles contain a summary view along with tabs for Detailed view, Competition, Category Insights, and Recommendations.

Beyond prospecting lists, users may also quickly research a company from a BuzzBoard Connect Chrome extension or via a file upload.  When visiting a web page in Chrome, users click on the BuzzBoard icon in the right corner of the Chrome bar, and BuzzBoard opens a window with company details including firmographics, Buzz Score, Website and SEO details, technographics, social media, competition, communications, and recommendations.

Up to 300 records may be uploaded at a time.  The file must contain either name and URL or name and address for matching.


Part II continues tomorrow with a discussion of their Competition, Category, and Recommendation tabs.

LeadSift Growing Despite Pandemic

Just before the pandemic hit, Canadian behavioral intent vendor LeadSift hit $1 million in revenue with a 6% per month growth rate.  As the firm began to absorb the recession, CEO Tukan Das adopted a policy of radical transparency with his team, providing them with daily updates on the company’s status and letting them know they had cash in the bank to avoid layoffs.

“I would say we have navigated COVID pretty well. Fortunately, we were in a position where there’s more of a tailwind in our industry, with more data needed, and data specifically for helping other B2B companies identify their buyers.”

LeadSift CEO Tukan Das

The firm did take an initial 8% revenue hit, but it is now growing at a 5% a month, bringing their run rate above pre-pandemic levels.

“When COVID hit…a lot of companies just went into a little bit of a freeze,” said Das.  “Some of our customers were B2B companies in the travel and event management space, and some of them, their whole marketing teams were fired.  So they obviously had to pause any other spend.”

The end of trade shows meant the loss of some customers, but they went on the offensive and added technographics as an alternative source of technology-specific leads.  LeadSift also added a full-time marketing manager and part-time social media manager, bringing their headcount to 14 (two part-time).  The firm is profitable.

LeadSift also worked a deal with Halifax-based Innovacorp to deliver six months of intent data to Nova Scotian firms at no charge, with Innovacorp picking up half the foregone revenue.

LeadSift is developing a new control panel for delivering intent data and technographics to its customers.  The new platform will support additional analytics and customization.  The Q4 platform release will be more scalable and will provide administrators with greater control over which companies and topics are to be tracked.

LeadSift generates intent data via web scraping across company websites, blogs, job boards, social channels, SEC filings, etc.  LeadSift looks for public actions such as likes, comments, job postings, executive hires, and technology implementations.  It then associates these events with contacts.

The LeadSift company universe spans 40 million contacts associated with 8 million companies and domains.  Contacts include emails with twenty percent also providing direct-dial phones.  LeadSift contacts are GDPR compliant.  The company universe focuses on English-speaking countries.

LeadSift Head of Growth Alex Field views their event intent data as complementary to other intent data sources, with LeadSift helping verify other intent signals such as visitor intelligence or third-party media site visits.  LeadSift scores accounts based on persona (who is active), event type, event recency, and size of the company.  These scores can be combined with other intent scores to provide greater confidence around buyer intent.

Leads are fed daily to CRMs and MAPs, including Salesforce, Pardot, HubSpot, Marketo, and Eloqua.  Pricing begins at $1,000 per month for company-level intent and $1,500 per month for contact-level intent. Das is not looking for his next funding round but isn’t ruling it out.  “We are going to be opportunistic.  If we continue to grow at the rate we are, even during COVID, if we see an opportunity and the terms are right, we would certainly consider raising capital. But it’s not something where I’m saying, ‘We need to raise capital or we are going to run out of money.’”