Relationship Intelligence vendor RelPro added Crunchbase funding, firmographics, and news content to its service, providing customers with greater insights on fast growing small and mid-size companies. RelPro focuses on B2B business development across marketing, sales, relationship management, and research.
“RelPro users are looking for smarter, more efficient ways to build
relationships with fast-growing companies,” said RelPro CEO Martin Wise. “By
adding Crunchbase data to the RelPro platform our customers will save time,
they will gain additional analytics to identify new company prospects, and they
will benefit from new research insights to help them develop informed
relationships and turn those prospects into clients.”
The new content set provides additional company intelligence, analytics, and filters. RelPro profiles seven million companies and 150 million business decision makers. Other content partners include BoardEx, Dun & Bradstreet, ZoomInfo, and HG Data.
The Crunchbase dataset supports new filters include Funding Round and
Funding Total Amount. RelPro also added a new finance tab to company
“As Crunchbase builds its overall partner network, the combination of our business intelligence with RelPro’s platform will provide value to their clients and increase the reach of Crunchbase’s premium data, getting that valuable information in front of the people who need it most.”
Nealesh Patel, Head of Business Development and Sales for Crunchbase.
RelPro hinted at additional analytics and data partner announcements in
2019. One feature in development is a “look-a-like” companies list to
assist with business development.
RelPro more than doubled its subscription revenues in 2018.
Crunchbase unveiled their long-planned Crunchbase Marketplace partner ecosystem. Crunchbase signaled plans for the ecosystem a year ago when it announced an $18 million funding round. Partner datasets are available via an “app store” connected to their subscription Crunchbase Pro data service.
“We see this as the next step in building the master database for companies online. We don’t feel like a single company can go out and get all the information that there is to get, which is why we have decided to partner.”
Crunchbase CEO Jager McConnell
Crunchbase has signed 13 data partners: SimilarWeb, Apptopia, BuiltWith, Siftery, IPqwery, Bombora, Owler, Financial Content, TradingView, Enigma, Wayback Machine, Aberdeen, and Wikipedia. The span of partners is fairly broad and includes technographics, intent data, web traffic, app installs, government filings, and stock quotes.
The following datasets are live:
Crunchbase Pro – Funding data available for $29 / user / month
SimilarWeb – Web traffic and engagement (free)
Siftery – Tech Stack data for $49 / user / month
BuiltWith – Tech Stack data for $49 / user / month
Apptopia – Mobile app analytics for $49 / user / month
“We’re super excited about these partnerships because they are bringing up a ton of new data that we’ve never seen before,” McConnell added. “We think this is the first time that someone has taken all this data and put it all into one place. Looking further out we think that all enterprise software will be built on large data sets, and we think that we can be the trusted source for all that company information on the internet.”
Crunchbase is looking to increase the number of registered and Pro users on its site, so only registered users will have access to the marketplace. Last year, Crunchbase had 40 million unique users, many of whom were anonymous.
Current licensors of third-party datasets do not have free access to the content via the Marketplace. However, Crunchbase is evaluating a voucher system for dual licensors.
Crunchbase said it is unsure whether the current $49 per month fee will be modified. For example, they are open to building solution bundles by function which support multiple datasets. However, such a model has yet to be explored. They are also considering a freemium model with in-app purchases of additional data beyond a limited number of free records.
Crunchbase will continue to focus on its strength: – the collection of funding data. “Logo, name, address, funding, founding and investor data: we’ll always own that node,” McConnell told TechCrunch. “This is the reason why most come to us today and we don’t want to jeopardize this.”
Crunchbase would like to build out to one hundred partners over the next year.
Last week was a busy week for VC funding in the SalesTech space. Yesterday, I covered SparkLane’s funding round and today I am blogging about PE/VC database Crunchbase which announced an $18 million Series B led by Mayfield. The funding announcement was paired with the launch of a new team-based Crunchbase Enterprise service. Crunchbase was spun out of AOL in 2015 with $6.5 million in funding from Emergence Capital followed by a smaller $2 million round. Crunchbase also laid out plans for a Crunchbase Marketplace that would allow the company to become the “Facebook of company information.”
The new funds will be dedicated towards extending its SaaS offerings, expanding its database, and growing its teams with a “significant commitment to diversity.”
“Mayfield is excited to partner with Jager McConnell and the team at Crunchbase to be the place where consumers, professionals, and businesses can easily access the information on companies to sell to, market to, partner with, finance, work for, research, acquire, and do business with. The early success of Crunchbase Pro and its usability have given us a view into the ambitious vision and roadmap of increasing the breadth, depth, and accessibility of the high-quality data platform Crunchbase is creating,” commented Rajeev Batra, Partner at Mayfield. “Crunchbase not only has a globally dominant position and brand, it has the potential to be a true platform company in becoming the actionable master record for company data.”
Crunchbase now offers an API along with three levels of service: free, Pro ($29 / month), and Enterprise ($99 / user / month with a minimum of five users). Additional services are in the pipeline.
The free service receives 2.3 million unique visitors per month of which 40% of site traffic is international. Pro, which was launched last September, is “well past” 5,000 subscribers according to CEO Jager McConnell. The firm has licensed its API to more than ten partners including Glassdoor and SimilarWeb.
The new Enterprise service combines Pro with API access, list downloads, email addresses, phone support, and a CRM connector. The AppExchange service supports daily Crunchbase updates and data change alerts.
Crunchbase now covers a half million companies and 2,700 VC firms. Other content includes investors, people, events, and products. Data is maintained by a team of editors with updates provided to Crunchbase by their member community. The database also benefits from VC firm updates and machine learning tools which search for anomalous information. Annually, five million updates are made to the database.
Crunchbase has become the go-to destination for accurate and up-to-date company information for businesses all over the world,” said McConnell. “As we grow, hiring a diverse team will bring a variety of valuable perspectives into the business, which reflects the culture of Crunchbase. This will remain a focus of hiring as the company doubles in size in the next year.”
Crunchbase clients include Affinity, Datafox, Datanyze, Deloitte, Engagio, Everstring, Infer, Microsoft, Nestle, Samsung, Slack, Target, Volkswagen, and IBM Watson. The firm has forty staff of which 43% are women and half are non-white.
McConnell wants Crunchbase to be the Facebook of company information. “The premise is: it would be impossible for a single company to find all these slivers of company information, and put it into one spot on their own. They can’t be all those core competencies, so the idea is, let’s go and form these partnerships with all these companies that have those core competencies, put it in one place and, if we do a good job here, the user will say, ‘I know where to go, it’s where all this data comes together, that’s at Crunchbase.’”
To accomplish this vision, Crunchbase is readying a Crunchbase Marketplace of fifteen to twenty partners “to build a true company master record.” Thus, Glassdoor would provide CEO ratings, employee ratings, and available jobs while SimilarWeb would feature website traffic for a specific company or industry.
Users will have the ability to select which content sets display. The goal is to cover all of the companies on the Internet.
“Over time, pretty much every data provider that has some slice of company information, we’d like our users to have the ability to go and add that data directly into their experience. Sometimes that will be free, like Glassdoor will be a free dataset, but other times it may even cost a little bit of money to go add in technology stack data, or patent data,” said McConnell. “Sometimes people want to know not just about funding, but about jobs, the CEO or all the companies in their geography that have a certain amount of website traffic. Or sales reps want to find people who use a competitive product. Right now, they need three partners to get all that data. We want to let you choose it as part of the experience.”
David Sternis of Deloitte said, “The quality and accessibility of Crunchbase data is second to none. We save an immense amount of time by using Crunchbase Enterprise to power our TechHabor solution in order to stay on top of the innovation and startup landscapes. Our teams spend a fraction of the time they used to on research and market analysis and can prioritize focusing on providing strategic recommendations for our clients.”
Note: While Crunchbase and CB Insights both cover the PE/VC space, they are separate, non-affiliated companies.
Crunchbase, which has long offered a free database of PE/VC funded companies, is launching a subscription service called Crunchbase Pro. The new service helps users “discover new companies, people, and deals based on highly customizable search.” The new service was unveiled at TechCrunch Disrupt a few weeks ago.
Crunchbase was spun off of TechCrunch last year and now has a staff of sixty following a Series A round. The firm has trebled its revenue over the past year led by database extract revenue. They have also seen a ten-fold increase in customers.
Crunchbase CEO Jager McConnell set a high objective for his firm. “If we can become the LinkedIn for companies or the Facebook for companies and help companies connect with one another, I think that is a really interesting challenge that can take us into the long term.”
The service lists core five capabilities:
Identify prospective partners, customers, investors or investments
Quickly see what matters most with Crunchbase Rank and Trending Score
Conduct faster, deeper due diligence on new business deals
Receive email alerts when there is activity that users care about
Drill into search results to see the interconnections between entities as well as get quick analysis of market trends
Features include “multi-join dynamic searches” (a techie way of saying “list building with immediate results”), custom lists, shareable searches and lists, and CSV export. Alerts are provided for lists, saved searches, and user defined topics.
According to TechCrunch, the Trend Score for companies and VC firms “uses metrics like size of round, date of last financing, and profile page views to produce a ranking of these entities that changes with time.”
Crunchbase now covers a half million companies and 2,700 VC firms. Data is maintained by a team of editors with updates provided to Crunchbase by their member community. The database also benefits from VC firm updates and machine learning tools which search for anomalous information.
The new service is free of advertising and available at an introductory price of $29 per month (billed annually). Next month the price rises to $49 per month. The pricing is aggressive with respect to sales intelligence vendors which generally run in the $100 to $150 per month range prior to volume discounts and well below the pricing of their PE/VC database competitors such as CB Insights, DataFox, and Mattermark.
John Mannes lauded the Pro service’s speed and usability in TechCrunch, “Side by side with comparable platforms like PitchBook, CB Insights, and Mattermark the new CrunchBase Pro is fast and simple. Nearly every task can be done from the main page and there is little to no lag, even on complex search queries. The new colorful design, taking a page from Google’s material design, is a huge improvement on its dimly lit predecessor.”
Pro is a standalone service, but Crunchbase plans on CRM connectors and integrating external data sources such as SimilarWeb, Glassdoor, Apptopia, Enigma, and Product Hunt. The firm gives the example of a job hunter searching for Glassdoor jobs using a combination of Crunchbase and Glassdoor data. Crunchbase also has search intent data for marketers on their roadmap. Intent data will provide “visibility into who has searched for their company or competitors.”
Clients include Bain & Company, Citibank, Deloitte and Microsoft.
Update: Avention was acquired by Dun & Bradstreet and Business Browser was renamed D&B Business Browser. The blog is no longer available online.
Avention recently published an excellent blog by Jay Webb, President of the J. David Group, concerning preparing for sales interviews. His firm specializes in placing sales reps at technology companies. Webb marveled at the frequent lack of preparation by job candidates who fail to understand the company, its industry, and the individuals conducting the interviews. They often make silly mistakes like saying they are looking to work for a smaller company when they are interviewing for positions at larger organizations.
Webb emphasized the value of preparing technology sales candidates for interviews and noted six areas of focus beginning with the product. He observed that candidates often fail to sign up for software trials. Not only are they not researching the products they are looking to sell, but they are failing to show interest to the sales and marketing departments at the company where they are interviewing. Of course, not all technology companies have software trials, but there are still webinars, white papers, and other tools for researching the product and demonstrating interest to the firm.
Other preparation steps include
Researching both the organizational structure of the company (who reports to whom) and corporate family tree structures (how big is the company? What other industries is it involved in? Does it have additional offices in other cities or countries?);
Reviewing corporate SWOTs (strengths, weaknesses, opportunities, and threats).
Researching the firm’s competition
Understanding the firm’s industry
“In [staffing] sales we use tools such as Avention (OneSource for those who remember that name) to do account research. Turning that idea on its head, I am able to provide candidates with a report containing the relevant information they need, gain a little more control over the process, and save time so I can work more deals,” blogged Webb
“If I can deliver better prepared candidates, I stand a better chance of winning,” wrote Webb. “Additionally, if my candidate is that prepared, they draw from the higher end of the salary range, which means more commission for me. What’s more, when a candidate is that attractive, hiring managers move very quickly for fear of losing them to their competitors. More sales, higher value, and faster close. That’s pretty easy math.”
In short, every sales rep should view the job interview as if they are a strategic sales rep preparing for their top client. Why would any sales director hire you if you are unprepared for a critical meeting?
Of course, not every candidate has access to Avention products, but there are company resources available for job preparation through academic and public libraries. On college campuses, look for OneSource Business Browser, Bureau van Dijk Orbis, Capital IQ Academic, LexisNexis Academic, Factiva, or Mergent products.
At public libraries, you should check out ReferenceUSA, Mergent, or AtoZ Databases for company research.
I would also look at Owler and CrunchBase for free online research. Both provide company overviews, funding data, and news alerts. Of course, company websites, LinkedIn, and social media should also be reviewed.
For industry research, check out Plunkett Almanacs, First Research, IBIS World, MarketLine, Freedonia, Euromonitor, Mergent Intellect, or Business Browser’s industry module.