tracxn research — sales force automation landscape, november 2016

Sales Force Automation – November 2016

TracxnWorld’s Largest Startup Research Platform

Contents

Topic Page No.

Scope of Report 04

Entrepreneur Activity 06

Investment Trend 13

Who is Investing 24

Exit Outlook - IPO, Acquisitions 28

Sub Sector Analysis 32

Interesting Companies 44

Useful Links 56

Company List 59

Team 222

Sector Overview

Scope of report

This report covers all B2B software providers for sales teams to manage their sales process and optimize them effectively. Thisincludes end-to-end solutions for sales teams which allows them to manage the entire sales cycle and also specific solutionswhich help sales teams manage specific processes across all the channels viz. offline, online and partners. Solutions which helpteams design quotes for prospects are also included. Training solution for sales teams are also included in the report.

This report does not cover companies which provide:

• B2C marketing companies which help businesses get more prospects.

• Social media management and monitoring used for marketing and PR activities.

• ERP solutions which offers sales solution as a module are also not included.

• Website and mobile based marketing solutions for customer engagement.

The scope of this report includes equity as well as debt funding received by the companies.

Scope of Report

Entrepreneur Activity

Investment Trend

Who is Investing

Exit Outlook - IPO, Acquisitions

Sub Sector Analysis

Interesting Companies

Useful Links

Company List

2010 2011 2012 2013 2014 2015 2016

YoY – Number of companies founded

RelSci Seismic EverString 6sense Vlocity Gong Clover Intelligence

FullContact RelateIQ Clari Outreach Universal Avenue Exact Sales SalesWhale

Large Upcoming Sectors (1/3)

No. of Companies Founded

Average Age

No. of Companies Funded

Business ModelTotal

FundingExample

6 Aug-2013 3CRM > Lead Management > Lead Nurturing > Account Based Sales

$41M revboss.com

OutReach2013, Seattle

41 Jan-2013 13 Lead Generation > Prospecting Tools $19M zymewire.com

Clearbit2014, SanFrancisco

30 Jan-2013 14CRM > Lead Management > Lead Nurturing > Email

$91M twied.com

PersistIQ2014, San Francisco

36 May-2012 13 CRM > Demo Tools $144M yooba.com

DocSend2013, San Francisco

13 Feb-2012 8CRM > Lead Intelligence > Relationship Intelligence

$70M zensight.co

SalesWise2014, Atlanta

29 Jan-2012 17 CRM > Lead Intelligence $84M whalealerts.com

Accompany2013, Los Altos

17 Jan-2012 8Performance Management > Gamification

$86M visuu.com

GamEffective2012, Tel Aviv

Average Age

Business ModelTotal

FundingExample

27 Nov-2011 10 CRM > mCRM $13M zurmo.org

Appme2012, SanFrancisco

30 Jul-2011 13 Sales Training $55M wagmob.com

Commercial Tribe2013, Colorado

125 Jun-2011 57 CRM > Lead Management $959M myphoner.com

InsideSales2004, Provo

85 Jun-2011 38CRM > Lead Management > Lead Nurturing

$416MYesWare

2010, Boston

43 Apr-2011 16 CRM > Pipeline Management $129M youdontneedacrm.com

Clari2012, Mountain View

33 Feb-2011 19CRM > Lead Management > Lead Scoring

$543M lasercreditaccess.com

6Sense2013, San Francisco

86 Jan-2011 43 Lead Generation > Contact Databases $613M zoominfo.com

RelSci2010, New York City

Average Age

Business ModelTotal

FundingExample

18 Jan-2011 11CRM > Lead Management > Lead Scoring > Demographic

$246M wise.io

EverString2012, San Mateo

17 Jun-2010 8 Analytics $165M volometrix.com

VoloMetrix2011, Seattle

51 Apr-2010 24 Content Management System $364M xomly.com

Showpad2011, San Francisco

39 Apr-2010 20 Performance Management $359M zanadacloud.com

Xactly Corp2005, Jakarta

36 Feb-2010 17CRM > Lead Management > Lead Nurturing > Tele

$269M voiq.com

TalkDesk2011, San Francisco

6 Aug-2009 6CRM > Lead Management > Lead Scoring > Suite

$261M versium.com

Infer2010, Palo Alto

97 May-2009 28 CRM > Industry Verticals $243M neoncrm.com

Vlocity2014, San Francisco

Niche Upcoming Sectors (1/2)

Average Age

Business ModelTotal

FundingExample

3 Aug-2014 1 Rep Marketplace $17M universalavenue.com

Universal Avenue2014, Stockholm

11 Nov-2013 5Lead Generation > Predictive Lead Generation

$9M spiderbook.com

Spiderbook2013, San Francisco

8 Sep-2012 2CRM > Lead Management > Lead Scoring > Behavioral

$37M saleswingsapp.com

SalesWings app2014, Lausanne

9 Aug-2012 5 Productivity Tools > Email $8M wishery.com

Wishery2011, San Francisco

4 Feb-2012 3 Lead Generation > Referrals $18M tapreward.com

TapReward2015, Bangalore

2 Jun-2011 1 CRM > Account Management $2M salesmethods.com

SalesMethods2009, London

Niche Upcoming Sectors (2/2)

Average Age

Business ModelTotal

FundingExample

2 Jun-2006 2CRM > Channel Sales > Data Management

$33M zyme.com

Zyme2004, Redwood

7 May-2006 4 CRM > Channel Sales > Loyalty $21M xtrm.com

XTRM2005, Redwood City

2 Jun-1999 2CRM > Configure > Price > Quote > Pricing Optimization

$83MZilliant

1999, Austin

Scope of Report

Investment Trend

Who is Investing

Sub Sector Analysis

Useful Links

Company List

YoY – Number of Rounds and Total Funding

Note: The funding includes debt rounds also.

$271M$230M

137131

2008 2009 2010 2011 2012 2013 2014 2015 2016

er of R

Funding Amount Number of Rounds

YoY – Number of Rounds by Stage

2011 2012 2013 2014 2015 2016

Seed Early Late

YoY – Funding by Stage

$25M $28M $51M $45M $53M $19M

$137M $135M

$327M $354M

$287M$43M$157M

2011 2012 2013 2014 2015 2016

Seed Early Late

Average Ticket Size – Early Stage

$0.7M$0.8M $1.1M $1.0M $1.1M $1.1M

$5.2M$4.7M

$8.5M $8.4M

$12.7M

$10.8M

$15.1M $15.1M

2011 2012 2013 2014 2015 2016

Seed Series A Series B

Top investments in last one year (1/5)

CompanyFunding Amount

Round Name

Date Investors

apttus.comApttus

(San Mateo, 2006)$88M Series D Sep-2016

Iconiq Capital, Kuwait Investment Authority, K1 Investment Management, Gulf Islamic Investments

fxiaoke.comFXiaoKe

(Beijing, 2011)$70M Series E Jul-2016 Beijing Hualian Group

rainkingonline.comRain King Software(Bethesda, 2007)

$67M PE Oct-2015 Spectrum Equity

everstring.comEverString

(San Mateo, 2012)$65M Series B Oct-2015 IDG Capital Partners, Sequoia Capital, Lakestar, Lightspeed China Partners

showpad.comShowpad

(San Francisco, 2011)$50M Series C May-2016 Insight Venture Partners, Dawn Capital, Hummingbird Ventures

vlocity.comVlocity

(San Francisco, 2014)$50M Series B Sep-2016

Sutter Hill Ventures, Salesforce, Kennet, TDF Ventures, Wildcat Venture Partners, New York Life Insurance, Accenture

steelbrick.comSteelBrick

(Palo Alto, 2002)$48M Series C Oct-2015 Institutional Venture Partners, Emergence Capital, Salesforce, Shasta Ventures

seismic.comSeismic

(California, 2011)$40M Series C May-2016 General Atlantic

Round Name

Date Investors

fullcontact.comFullContact

(Denver, 2010)$25M Series C Aug-2016 Foundry Group, Baird Capital, Blue Note Ventures

insightly.comInsightly

(San Francisco, 2009)$25M Series C Apr-2016 Emergence Capital, Cloud Apps Capital, Sozo Ventures

prosperworks.comProsperWorks CRM(San Mateo, 2011)

$24M Series B Sep-2016 Next World Capital, Storm Ventures, True Ventures, Industry Ventures, Devoteam

activecampaign.comActiveCampaign(Chicago, 2003)

$20M PE Oct-2016 Silversmith Capital

aktana.comAktana

(San Francisco, 2008)$18M Series B Jun-2016 Starfish Ventures, Safeguard Scientifics

outreach.ioOutreach

(Seattle, 2013)$18M Series B Jun-2016 Trinity Ventures, Microsoft Ventures

springcm.comSpringCM

(Chicago, 2005)$18M Series D Jun-2016

Foundation Capital, North Bridge Venture Partners, Bluestem Capital, Square 1 Bank, Panorama Point Partners, Wellington Financial

sansan.comSansan

(Tokyo, 2007)$17M Series C Jan-2016 DCM Ventures, Salesforce, Nissay Capital

Round Name

Date Investors

gospotcheck.comGoSpotCheck

(Denver, 2011)$17M Series B Sep-2016 Insight Venture Partners, Point Nine Capital

mintigo.comMintigo

(Raanana, 2009)$15M Series D Apr-2016 Sequoia Capital

handshake.comHandshake

(New York City, 2010)$14M Series B Mar-2016

Boldstart Ventures, MHS Capital, Point Nine Capital, Primary Venture Partner, SoftTechVC, Emergence Capital

bloomfire.comBloomfire

(Austin, 2010)$13M Series B May-2016 Austin Ventures

mindtickle.comMindTickle

(Pune, 2011)$13M Series A Nov-2015 NEA, Accel Partners

hgdata.comHG Data

(Santa Barbara, 2010)$12M Series B Mar-2016 Updata Partners, Rincon Venture Partners, EPIC Ventures

relayware.comRelayware

(Redwood Shores, 2007)$11M Series B May-2016 Amadeus Capital, Albion Ventures

contactually.comContactually

(Washington D.C., 2011)$11M Series A Nov-2015

Grotech Ventures, Rally Ventures, Correlation Ventures, Point Nine Capital, MiddlelandCapital, Bull City Venture Partners, 500 Startups, Boston Seed, Flight Ventures

Round Name

Date Investors

proposalsoftware.comProposal Software, Inc.

(Broomfield, 1994)$11M Series B Oct-2015 Undisclosed

customermatrix.comCustomerMatrix

(New York City, 2013)$11M Series B Jan-2016 HSBC Group, Newfund, Aster Capital, True Global Ventures

360insights.com360 Insights

(Whitby, 2008)$10M Series B Jan-2016 Leaders Fund, EDAC - ACDE, OMERS Ventures, Klass Capital

leadgenius.comLeadGenius

(Berkeley, 2011)$10M Series B Jul-2016

Lumia Capital, Javelin Venture Partners, Sierra Ventures, Better Ventures, Bee Partners, Kapor Capital, Fuel Capital, Scrum Ventures, FundersClub, Initialized

pramata.comPramata

(Brisbane, 2005)$10M Series A Dec-2015 Peninsula Ventures

universalavenue.comUniversal Avenue(Stockholm, 2014)

$10M Series A Jul-2016 Eight Roads Ventures, Northzone, Moor Capital

outreach.ioOutreach

(Seattle, 2013)$9M Series A Oct-2015 Mayfield, MHS Capital, Floodgate

docsend.comDocSend

(San Francisco, 2013)$8M Series A Apr-2016 August Capital

Round Name

Date Investors

impartner.comImpartner

(South Jordan, 1997)$8M Series B Sep-2016 ORIX, Silicon Valley Bank

mattermark.comMattermark

(San Francisco, 2013)$7M Series B Mar-2016 Foundry Group

funnelwise.comFunnelWise

(West Des Moines, 2014)$7M Series A Feb-2016 Undisclosed

gameffective.comGamEffective

(Tel Aviv, 2012)$7M Series A Jun-2016 Jerusalem Venture Partners, Verint, 2B Angels, Shaked Ventures, CEIIF

gettinderbox.comTinderBox

(Indianapolis, 2010)$7M Series B Oct-2015 Greycroft Partners, Allos Ventures, High Alpha

commercialtribe.comCommercialTribe

(Colorado City, 2013)$6M Series B Dec-2015 Boulder Ventures, Access Venture Partners, Grotech Ventures

gong.ioGong

(Tel Aviv, 2015)$6M Series A Jun-2016 Norwest Venture Partners

talkdesk.comTalkdesk

(San Francisco, 2011)$6M Series A Oct-2015 Draper Fisher Jurvetson, Storm Ventures, Salesforce

Funnel view of Sector

Percent of Previous

0 280 560 840 1120 1400

M&A & IPO

Series B

Series A

Funded

Founded

Number of Companies

Scope of Report

Investment Trend

Who is Investing

Sub Sector Analysis

Useful Links

Company List

Most Active Investors in Sector

10 109

7 7 76

Salesforce 500 Startups Y Combinator Techstars Western TechnologyInvestment

AlchemistAccelerator

GoldmanSachs

KimaVentures

LighterCapital

BatteryVentures

DocuSign FullContact Xobni FullContact Radius Selligy Infusionsoft Evercontact SteelBrick RelateIQ

Apttus Talkdesk Mattermark Outreach FirstRain wise.io SugarCRM Immediately Full Circle Insights Lattice

Where are Top Investors investing

Top Investor by Stage of Entry

Scope of Report

Investment Trend

Who is Investing

Sub Sector Analysis

Useful Links

Company List

Top IPOs in last five years

IPO Date Company OverviewFunding Amount

Mcap at IPOExch:Ticker

Apr-2014 five9.comFive9 Inc.

(San Ramon, 2001)

Cloud based contact center softwareAdams Street Partners, Artiman, Sapphire Ventures, Partech Ventures, Hummer Winblad Venture Partners, Mosaic Capital Partners, ATEL Capital Group, Hummer Winblad Venture Partners, Sapphire Ventures

$84.1M FIVN

Mar-2013Model N

(Redwood City, 1999)

Cloud based revenue management solution for life science and hi-tech industryAccel Partners, Meritech Capital, Industry Ventures, Accel-KKR $37M MODN

May-2011NexJ

(Toronto, 2003)CRM for Financial, Healthcare and Insurance industry $22.7M NXJ

Major Acquisitions in last one year (1/2)

Major Acquisitions in last one year (2/2)

Scope of Report

Investment Trend

Who is Investing

Sub Sector Analysis

Useful Links

Company List

November 2016Tracxn BlueBox : Sales Force Automation

1000+ companies tracked in the sector, $4.3 B invested in last 5 years, $1.9 B invested in 2015/16 (YTD)

Top Business Models by Funding

$663M$411M $364M

$169M $104M $55M0

CRM Lead Generation PerformanceManagement

Content ManagementSystem

Analytics ProductivityTools

SalesTraining

# Cos. 828 149 39 51 17 94 30

Avg. Age Feb-09 Nov-11 Apr-10 Apr-10 Jun-10 Apr-11 Jul-11

DocuSign Radius CallidusCloud SAVO FirstRain Conga Brainshark

Apttus RelSci Centive Seismic InsightSquared Nudge MindTickle

CRM – Business Model Description

CRM – Entrepreneur Activity and Investment Trend

CRM – Most Funded Companies

Lead Generation – Business Model Description

Lead Generation – Entrepreneur Activity and Investment Trend

Lead Generation – Most Funded Companies

Performance Management – Business Model Description

Performance Management – Entrepreneur Activity and Investment Trend

Performance Management – Most Funded Companies

Scope of Report

Investment Trend

Who is Investing

Sub Sector Analysis

Useful Links

Company List

Interesting Unfunded Companies (1/2)

Company Overview Business Model

zoho.comZoho

(1996, Chennai)

Online Business Apps Suite for SMBsCRM > SMBs

getvymo.comVymo

(2013, Bangalore)

Web/mobile applications for sales productivity and managementCRM > Field Sales Management

perfectleads.comPerfect Leads

(2015, Los Angeles)

Lead Generation platform based on AI for Sales Lead Generation > Predictive Lead Generation

deducely.comDeducely

(2016, Madurai)

Sales lead analytics and predictive lead scoring CRM > Lead Management > Lead Scoring > Demographic

retailworks.inRetailWorks

(2016, Bangalore)

Channel sales solution platformCRM > Field Sales Management

gofer.coGofer

(2015, San Diego)

AI - enabled productivity tool for sales repsProductivity Tools > Task Management

nexd.ioNexd.io

(2015, Austin)

Analytics platform for sales teamsAnalytics

cloverintelligence.comClover Intelligence

(2016, San Francisco)

Call analytics for inside salesSales Training

Curated list of companies by the sector analyst are defined as Interesting

Interesting Unfunded Companies (2/2)

Interesting Seed Companies

Interesting Series A Companies (1/2)

Interesting Series A Companies (2/2)

Interesting Series B Companies

Interesting Late Stage Companies (1/3)

Top Funded Deadpooled Companies (1/2)

Top Funded Deadpooled Companies (2/2)

Scope of Report

Investment Trend

Who is Investing

Sub Sector Analysis

Useful Links

Company List

Useful Links

Slide Title Content Platform Link

List of All Companies in readable format Companies Link

Large Upcoming Sectors Entrepreneur Activity Link

Niche Upcoming Sectors Entrepreneur Activity Link

Top investments in last one year Investment Trend Link

Top IPOs in last five years Exit Outlook - IPO, Acquisitions Link

Major Acquisitions in last one year Exit Outlook - IPO, Acquisitions Link

List of Deadpooled Companies Companies Link

Scope of Report

Investment Trend

Who is Investing

Sub Sector Analysis

Useful Links

Company List

Sales Force Automation – Company List

CRM Lead Generation Performance Management

Content Management System

Analytics Productivity Tools

Sales Training Rep MarketplaceResource Planning

Sales Network Chat Bot Conceirge Service

468 FUNDED COMPANIES AND 755 UNFUNDED COMPANIES

COVERS THE FOLLOWING SECTORS

CRM (1/106)Company Overview Business Model Total Funding

Komiko(2014, Redmond)

Data management tool for SalesforceAccount Management $1.71M

SalesMethods(2009, London)

Account & opportunity management tool for Salesforce usersAccount Management

Peel-Works(2010, Mumbai)

Real time order management & extended salesforce managementInventus Capital Partners, IDG Ventures India, Indian Angel Network, SternFisher

Channel Sales $2.55M

Expandly(2013, Milton Keynes)

Channel management & order management platform.Channel Sales

ChannelInsight(2009, Denver)

Channel data management platformSevin Rosen Funds, Rho Ventures, Vedanta Capital, Sequel Venture Partners

Channel Sales > Data Management

Zyme(2004, Redwood)

Channel data management solutions for sales teams in enterprisesArtiman, Susquehanna Growth Equity

Channel Sales > Data Management

360 Insights(2008, Whitby)

SaaS-based Loyalty for Channel SalesOMERS Ventures, Klass Capital, EDAC - ACDE, Round 13 Capital, Leaders Fund

Channel Sales > Loyalty $17.65M

Go to BM List >> Lead Generation

Channel Mechanics(2011, Galway)

Offer Lifecycle Management platformEnterprise Ireland Channel Sales > Loyalty $2.3M

XTRM(2005, Redwood City)

Reward Payment & Powersport Event Management PlatformArtiman Channel Sales > Loyalty $1.13M

MTC Performance(1994, Schaumburg)

SaaS solution for Incentive ManagementChannel Sales > Loyalty $400k

Fielo(2011, Rio de Janeiro)

Loyalty platform for channel partnersChannel Sales > Loyalty

ChannelAssist(2000, )

Sales Incentive Management solutions.Channel Sales > Loyalty

Through Channel(2016, Seattle)

Channel sales and marketing automation solutionChannel Sales > Loyalty

Handshake(2010, New York City)

Sales Rep Order & Catalog App for iPad & iPhoneEmergence Capital, SoftTech VC, MHS Capital, Point Nine Capital, Boldstart Ventures, Primary Venture Partner

Channel Sales > Order Management

$23.5M

Sigma Systems(1996, Toronto)

Channel sales solution for enterprises and service providersMorgan Stanley, Cisco, KPCB, Birch Hill Equity, redwood-ventures.com

ecmarket(1995, Vancouver)

Cloud-based Sales order and invoice automation solutionVivendi, IUGO ventures

$11.25M

Avangate(2006, Redwood Shores)

eCommerce and channel sales management solution providerFrancisco Partners, 3TS Capital Partners, GECAD

NuORDER(2011, West Hollywood)

Storefront & technology for Fashion WholesaleUpfront Ventures, Greycroft Partners, BoxGroup, Cowboy Ventures, Greycroft Partners, CAA, BoxGroup

Lettuce(2011, Los Angeles)

Inventory and Order Management System500 Startups, Zelkova Ventures, Baroda Ventures, Crosscut Ventures, Double M Partners, Launchpad LA, Telegraph Hill Capital

Orbitera(2011, West Hollywood)

Platform for managing sales & Marketing of SaaS applicationsResolute Ventures

Meus Pedidos(2009, Joinville)

Order management app for manufacturers & distributorsQualcomm Ventures, Monashees+

$1.84M

SellsPad(2010, Brussels)

Order management app for distributors.Channel Sales > Order Management

Cloware(1999, Chennai)

Order Management Solution for Sales TeamChannel Sales > Order Management

CRM (4/106)

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Lead Generation (1/19)

CRM << Go to BM List >>Performance

Management

Performance Management (1/5)

Lead Generation << Go to BM List >>

Content

Management

System

Content

Management

System

Content

Management

System

Content

Management

System

Content

Management

System

Content Management System (1/7)

Performance

Management<< Go to BM List >> Analytics

Performance

Analytics (1/3)

Content

Management

System

<< Go to BM List >> Productivity Tools

Analytics (2/3)

Content

Management

System

Analytics (3/3)

Content

Management

System

Productivity Tools (1/12)

Analytics << Go to BM List >> Sales Training

Sales Training (1/4)

Productivity

Tools<< Go to BM List >> Rep Marketplace

Productivity

Rep Marketplace

Sales Training << Go to BM List >> Resource Planning

Resource Planning

Rep Marketplace << Go to BM List >> Sales Network

Sales Network

Resource

Planning<< Go to BM List >> Chat Bot

Chat Bot

Sales Network << Go to BM List >> Conceirge Service

Conceirge Service

Chat Bot << Go to BM List

Scope of Report

Investment Trend

Who is Investing

Sub Sector Analysis

Useful Links

Company List

Sai Prajwal

Lead Analyst, Enterprise Applications

tracxn research — sales force automation landscape, november 2016

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