General Catalyst is a venture capital firm that provides early-stage and growth equity investments. The company provides ongoing momentum that accelerates ideas, careers, and companies toward standout success.

General Catalyst

Sequoia is a venture capital focused on energy, financial, enterprise, healthcare, internet, and mobile startups. The firm helps a small number of daring founders build legendary companies. It spurs them to push the boundaries of what’s possible. The firm seeks to invest in all sectors with a focus on energy, financials and financial services, healthcare and healthcare services, Internet, mobile, outsourcing, and technology.

Sequoia Capital

HubSpot develops cloud-based, inbound marketing software that allows businesses to transform the way that they market online. Its service portfolio includes social media publishing and monitoring, blogging, SEO, website content management, email marketing, marketing automation, and reporting and analytics. HubSpot’s sales application enables sales and service teams to have effective conversations with leads and prospects. HubSpot was founded by Brian Halligan and Dharmesh Shah and is headquartered in Cambridge, Massachusetts with an office in Dublin, Ireland.

HubSpot

CRV has been an investor in technology companies for almost half a century. The firm has backed nearly 400 startups in its 47-year history, including foundational companies like Twitter, Zendesk, Amgen, Hubspot, Parametric Technologies, Yammer, EqualLogic, and Sonus Networks. Half of the companies CRV has backed have gone public or been acquired. The firm focuses on enterprise, consumer, and deep-insight bioengineering. CRV has offices in Palo Alto, California, and Cambridge, Massachusetts.

Each Founder Collective partner has founded and sold a technology company. The company we wish had existed when we first started out is what we hope to create with Founder Collective. We offer a user guide for managing the risky commodity known as venture capital. The company believes that in order to advance their firms and maintain control, entrepreneurs should aim to raise the least amount of money possible. Founder Collective was established on May 22, 2009 in Cambridge, Massachusetts.

Founder Collective

NextView Ventures is a high-conviction, hands-on seed VC with a thematic investing focus. NextView Ventures invests in companies that use technology to drive a brighter collective future. This includes themes like healthy living, total footprint, economic access, and conversational computing.

NextView Ventures

Impact: 80+ startups. 31 exits. $150+ bn in value.

Chang Corporation

HubSpot Ventures invests in early and growth-stage software companies with the potential to deliver unique value to HubSpot’s customer base. We help those companies scale by actively supporting their success in our ecosystem and by providing guidance from our leaders. We back remarkable teams who are building differentiated products in large markets and who share in our mission to help organizations grow better.

HubSpot Ventures

Harmony Partners is a highly differentiated venture capital firm that makes expansion stage investments in high growth software, internet and tech-enabled companies. By eliminating the typical deal constraints of traditional growth equity firms around minimum check sizes and ownership percentages, Harmony fills a gap in the market. Founded in New York City in 2010 and investing globally, our team has deployed more than $1 billion in over 100 technology companies over the past 25 years, including Anaplan, AppDynamics, Alation, Arctic Wolf, E*Trade, Iterable, Klaviyo, Maven Clinic, Natera, Postmates, Priceline, SS&C, Swiggy and UiPath. To learn more, please visit www.harmonyvp.com.

Harmony Partners

Drift

Drift is a platform that connects businesses with website visitors in real-time using bots and artificial intelligence and obtaining real-time customer feedback through live chat sessions, enabling clients to generate qualified leads, accelerate the sales cycle, and offer a modern buying experience for potential customers.

Drift is a revenue acceleration platform for B2B engagement that offers solutions for target account management, visitor intelligence, and real-time personalization of buyer experiences. The platform unifies the roles of conversational marketing with conversational sales, allowing marketing and sales teams to combine their efforts under one platform to improve conversion rates and increase customer engagement. Drift’s conversational marketing solution can help identify customers on a firm’s website and engage with them in real time via live chat as well as through Drift’s AI chatbot. By October 2021, it catered to more than 50,000 customers including Adobe, Snowflake, Okta, and Grubhub who have generated more than USD 5 billion in pipeline value on the platform from January to September 2021.

Using AI to automate, enhance and optimize marketing activities

Marketing Automation

What Makes a Great VP of Marketing in SaaS: A Deep Dive with Jason and Dave Gerhardt, ex-VPM of Drift

Drift is a revenue acceleration platform for B2B engagement that offers solutions for target account management, visitor intelligence, and real-time personalization of buyer experiences. The platform unifies the roles of conversational marketing with conversational sales, allowing marketing and sales teams to combine their efforts under one platform to improve conversion rates and increase customer engagement. Drift’s conversational marketing solution can help identify customers on a firm’s website and engage with them in real time via live chat as well as through Drift’s AI chatbot. By October 2021, it catered to more than 50,000 customers including Adobe, Snowflake, Okta, and Grubhub who have generated more than USD 5 billion in pipeline value on the platform from January to September 2021.According to the firm, Drift’s objective is to improve the B2B buyer’s experience, similar to that of a B2C experience. Reflecting these efforts, Drift has been named a leader in G2's conversational marketing software category (Fall 2021).The firm stated that it had experienced a 70% growth in annual recurring revenue (ARR) in 2020 and is on track to achieve a similar ARR growth in 2021.In February 2024, the company announced that it had been <a href="https://sp-edge.com/updates/27185">acquired by Salesloft, </a>an integrated sales platform, which plans to merge with Drift to create an AI-powered revenue orchestration platform.Funding and financialsDrift received a strategic investment from Vista Equity Partners for a majority stake in the company in September 2021 and was valued at more than USD 1 billion. Drift intends to use the investment to scale its global operations and accelerate technology and product innovation. The firm also plans to launch a new product category known as “Conversation Commerce”.

<div>
 
 Outbrain is an algorithm-based content recommendation and discovery platform that curates native advertising content from the open web, providing personalized content for brands to increase customer engagement. Outbrain&rsquo;s customers include leading news media outlets such as CNN, MSN, and Sky News, serving more than a billion monthly users (by September 2021). Outbrain also allows content publishers to amplify its reach by supplying content to the platform. As of September 2021, customers could access 7,000+ online content sources including content by the Washington Post, Guardian, and BBC.&nbsp;
 
 
 Outbrain has been a pioneer in the content recommendation space and was the first to introduce an algorithm-based content recommendation in 2008. It was also the first to introduce a self-service platform for content recommendation in 2012. Outbrain has made a series of acquisitions over the years while making enhancements to its product offerings. In May 2021, it tested &ldquo;QualityRatings,&rdquo; a tool that implements quality guidelines for the content featured on its platform while using machine learning and AI to create a more personalized user experience. In April 2022, Outbrain&rsquo;s platform was 
 <a href="https://sp-edge.com/updates/9907">
 integrated with ID5
 </a>
 to provide a privacy-first customer identification solution. In September 2022, the firm launched 
 <a href="https://sp-edge.com/updates/13122">
 Keystone
 </a>
 , a business optimization solution for publishers. In November 2021, 
 <a href="https://sp-edge.com/updates/6992">
 Outbrain acquired vi
 </a>
 , a contextual video intelligence platform for USD 55 million to grow it's CTV and other display ads offerings. 
 
 
 Funding and financials
 
 
 Outbrain&rsquo;s revenue model is structured as a &ldquo;pay per click&rdquo; model with the revenue being shared with publishers of the content. In FY 2022, the firm 
 reported a revenue of USD 992.1 million (a 2% YoY dip). For the 
 <a href="https://sp-edge.com/updates/16860">
 full year of 2023E,
 </a>
 the firm expected to achieve a minimum Ex-TAC gross profit of USD 237 million and generate an adjusted EBITDA of at least USD 28 million. 
 
 
 Outbrain was listed on the NASDAQ in July 2021, where it raised USD 160 million at a valuation of USD 1.25 billion. Ahead of its listing, Outbrain also raised USD 200 million in the form of senior subordinated secured notes from Baupost Group. Since then the firms share price has fallen steeply, and as of July 2022 the firm was&nbsp; worth USD 300 million, equivalent to a ~75% drop in its value. In response, Outbrain is reported to have 
 <a href="https://sp-edge.com/updates/11880">
 shed ~3% of its total workforce
 </a>
 . 
 
</div>

Outbrain

<div>
 
 Marin Software is an adTech firm offering a suite of solutions for brands looking to conduct search, social media, and ecommerce advertising. The firm&rsquo;s &ldquo;MarineOne&rdquo; solution enables Brands to integrate their data under a single platform; coupled with machine learning tools, marketers can optimize ad spending across multiple platforms. In the case of search and social media advertising, Brands can increase their visibility across a number of search engines and social media platforms including Google, Facebook, and Apple Search Ads.&nbsp;
 
 
 In recent years the firm has been making enhancements to transform its Marine One Software as a complete marketing campaign management &amp; intelligence solution. In line with the firm expanded its ecommerce advertising solution capabilities by increasing the number of integrations to include Criteo&rsquo;s commerce media platform and Instacart&rsquo;s advertising platform. In 
 <a href="https://sp-edge.com/updates/12159">
 2022
 </a>
 , the firm rolled out a number of new product and features including 1) MarinOne bidding, the firm's ad bidding marketplace, 2) MarinOne support, to enable advertisers to improve ad performance with multi-edit ad scheduling solutions, 3) social rules engine, to help automate workflows, and 4) 
 <a href="https://sp-edge.com/updates/15019">
 Budget Optimizer
 </a>
 , an ad budget management solution. More 
 recently, in April 2023, the firm introduced an automation tool 
 <a href="https://sp-edge.com/updates/17565">
 &ldquo;MarinOne Scripts,&rdquo;
 </a>
 which integrates Python scripting with its MarineOne platform, providing marketers with customized and data-driven solutions to optimize campaigns.&nbsp;
 
 
 Key customers and partnerships
 
 
 As of October 2021, several brands from varied industries, including Nissan, American Eagle outfitters, and Harmony, use the firm&rsquo;s solutions.
 
 
 In 2021, the firm made a number of new initiatives in 2021, including an 
 <a href="https://sp-edge.com/updates/7635">
 integration with Amazon Ads
 </a>
 and a 
 <a href="https://sp-edge.com/updates/6973">
 partnership with CitrusAd 
 </a>
 to expand the ecommerce capabilities of its platform. More recently, in January 2023, the company announced an 
 <a href="https://sp-edge.com/updates/16172">
 integration with Yahoo
 </a>
 to broaden access to programmatic ad content. 
 
 
 Funding and financials
 
 
 Marin Software was listed on the NASDAQ in March 2013, raising USD 105 million and was valued at USD 432 million. However, since then the firm has been experiencing a decline in performance; in 2022, the firm recorded a revenue of 
 <a href="https://sp-edge.com/updates/16613?industryIds=62">
 USD 20 million (a 18% YoY drop)
 </a>
 compared to the ~USD 100 million revenue in 2016. The reasons analysts cite for this are 1) weaknesses in its search advertising model and 2) not selling digital ads, which is a growth area for lead generation firms.&nbsp;
 
 
 
</div>

Marin Software

<div>
 
 Founded in China, Terminus claims to have the first account-based marketing (ABM) platform that unifies the marketing and sales teams&rsquo; roles under a single platform. Terminus specializes in B2B marketing and, according to the firm, its &ldquo;Terminus Data Studio&rdquo; has one of the largest B2B account databases, which by September 2021, covered more than 70 million businesses. Terminus&rsquo;s customer data platform (CDP) is fully integrated with its marketing automation platform, through which teams can run multi-channel targeted campaigns across many channels including email, ad networks, live chat, and the web. This can then be analyzed with Terminus&rsquo; suite of analytics and attribution tools. In March 2023, the firm 
 <a href="https://sp-edge.com/updates/17406">
 launched Prospect Engine,
 </a>
 a new data solution, to help users identify high-quality accounts and contacts displaying buying signals. 
 By September 2021, Terminus served more than 1,000 customers, including Salesloft, Foundry, and Quantum Workplace.
 
 
 According to a study done by Forrester (in Q2 2020), Terminus has been recognized among the ABM platform leaders. 
 
 
 Through a series of acquisitions, Terminus has transformed into a marketing cloud platform offering a range of services. Its two latest acquisitions took place within 12 months. In November 2020, it acquired Growflare, a lead generation and account-based intelligence platform catering to B2B startups, followed by B2B CDP Zylotech in September 2021. Terminus hoped to capitalize on these to build the most comprehensive ABM platform on the market.
 
 
 Funding and financials
 
 
 Terminus raised USD 50 million in debt financing from CIBC innovation banking in November 2021. The funding was used to support international expansion, product development, and further acquisitions. In February 2021 when it raised USD 90 million in Series C funding, it was valued at approximately USD 400 million.
 
</div>

Terminus

<div>
 
 Founded in France, Brevo 
 <a href="https://sp-edge.com/updates/18241">
 (formerly Sendinblue)
 </a>
 began as an email marketing automation platform catering to small and medium-scale businesses (SMB). It has since extended its services to become an all-in-one marketing platform catering to 300,000+ customers across 180 countries by end December 2022. The range of services found on Brevo&rsquo;s platform includes email and SMS marketing, customer relationship management (CRM) tools, landing page creation, and Facebook ad management, among others. In November 2022, the firm launched an 
 <a href="https://sp-edge.com/updates/14388">
 integrated meetings solution
 </a>
 that brings together scheduling, video conferencing, and payment solutions. In March 2023, the company 
 <a href="https://sp-edge.com/updates/17462">
 unveiled &ldquo;Conversations&rdquo;
 </a>
 to manage customer conversations across messaging channels in one centralized location.
 
 
 Brevo&rsquo;s platform is compared with other well-known competitors such as Mailchimp and Hubspot and is commended for its live support and fair pricing, making it a strong contender in the SMB space.&nbsp;
 
 
 The company has expanded its product offering through a series of acquisitions during 2021-2022. Brevo acquired three firms in September 2021 for USD 47 million: 1) Metrilo, a provider of customer analytics and marketing services for ecommerce stores, 2) Chatra, a live chat messenger app for increasing online sales, and 3) PushOwl, a customer re-engagement website that uses web-based push notifications. In March 2022, the firm 
 <a href="https://sp-edge.com/updates/9009">
 acquired MeetFox
 </a>
 , a meeting scheduling and video conferencing platform. In September 2022, the company 
 <a href="https://sp-edge.com/updates/13360">
 acquired Yodel.io,
 </a>
 an Austrian cloud-based phone system provider, to enable additional customer touchpoints, and reduce the overall digital marketing spend for SMBs. In February 2023, the firm 
 <a href="https://sp-edge.com/updates/16271?industryIds=62">
 acquired Captain Wallet,
 </a>
 a mobile wallet marketing platform, to broaden its reach internationally. In December 2023, 
 Brevo
 acquired 
 <a href="https://sp-edge.com/updates/24833">
 WonderPush and Octolis,
 </a>
 two customer interaction platforms, to expand its CRM capabilities.
 &nbsp;
 
 
 Funding and financials&nbsp;
 
 
 Brevo raised USD 160 million in its Series B round in September 2020 with participation from Bridgepoint, Bpifrance, Blackrock, and Partech. The firm planned to utilize the funds to increase its presence in the US, where it has experienced a 100% YoY growth since 2018. 
 
 
 The firm achieved 
 <a href="https://sp-edge.com/updates/15834">
 USD 100 million in Annual Recurring Revenue (ARR)
 </a>
 at the end of 2022 while maintaining a positive EBITDA position.&nbsp;
 
</div>

Brevo

Acquia provides a digital experience platform (DXP) to support medium to large enterprises that use Drupal, an open-source content management system (CMS) that provides the back-end infrastructure for websites and by September 2021, powered approximately 2.1% of websites on the internet. The core product offered by Acquia is a marketing cloud that provides a full suite of services to manage the customer journey. The platform features a customer data platform (CDP), unifying data across multiple sources; sales automation tools to deliver personalized marketing campaigns across multiple delivery channels; marketing campaign management tools to manage distributed marketing teams; and a content management platform to organize and monitor content.Having been built on the Drupal framework, which does not require any programming skills to implement, Acquia’s marketing cloud claims to be more accessible and agile than enterprise cloud solutions provided by incumbents such as Adobe and Oracle. In 2021, Gartner’s Magic Quadrant report named Acquia a leader in DXP platforms, while a study done by Forrester (in July 2021) found that customers of Acquia’s DXP solutions experienced a payback on their investment in less than six months, generating an average return on investment (ROI) of 589% over three years.Acquia has made several investments and enhancements to its DXP platform. In January 2021, Acquia, in partnership with Commercetools and Lucidworks, launched “Acquia Digital Commerce,” a service for creating personalized digital shopping experiences for customers. The firm has also added a number of self-serve features to its CDP such as <a href="https://sp-edge.com/updates/11422">“right to erasure” </a>to bolster the privacy and security features of its platform to cater to enterprise users. In May 2024, Acquia announced the launch of its enhanced digital experience platform, <a href="https://">Acquia Digital Experience Optimization (DXO),</a> which optimizes digital marketing spend by improving the performance of digital experiences. In September 2021, Acquia acquired Widen Enterprises, a digital asset management (DAM) and product information management (PIM) software company, for an undisclosed amount. As a result, customers can have a fully integrated experience on the platform, while the acquisition also added a further 700+ customers. In November 2023, the company acquired Monsido, a website accessibility and optimization solution from CivicPlus, to expand its platform capabilities.Key customers and partnershipsBy September 2021, Acquia counted one in four Fortune 500 companies, including Johnson &amp; Johnson, Bayer, and Xerox, among its customers.In June 2022, Acquia <a href="https://sp-edge.com/updates/11352">partnered with Workato </a>(enterprise-level workflow automation platform) to integrate with Acquia’s CDP to expand enterprise use of the platform. The integration added 100+ technology integrations compatible with Acquia’s marketing cloud.Funding and financialsAcquia was acquired by Vista Equity Partners in September 2019 for USD 1 billion.

Acquia

Firms positioned as an 'all-in-one' marketing platform,  providing a variety of functions across the MarTech stack

Startups providing platforms for planning and managing marketing campaigns.

Startups offering tools for finding and attracting potential customers with targeted ads.

Startups providing tools to automate the execution of marketing campaigns across varied channels.

Startups providing tools for gathering, cleaning and enhancing customer data to provide deep analytics.

Uses AI/ML to enable marketing automation, making it a core part of many companies' products

Metaverse advertising is being explored by AdTech segments for in-game advertising

Personalization tools are mainly used in AdTech and marketing campaign automation

Marketing automation provides measurement and attribution solutions to measure marketing effectiveness

The in-game advertising segment is in development and has a niche relevance to this area

ANALYST_QUICK_TAKE

<div>
 Drift, a B2B engagement platform for accelerating revenue, has been acquired by Salesloft, a sales platform providing an integrated service. The acquisition amount is undisclosed.
 
 Salesloft plans to merge with Drift following the acquisition. The goal is to create a revenue orchestration platform powered by AI. This new platform will cater to the entire buyer's journey, aiming to achieve revenue goals for their combined companies, as well as simplifying the engagement process between B2B buyers and sellers. 
 
 Salesloft is a comprehensive sales engagement platform catering to sales professionals across the customer lifecycle. They offer CRM integration, sales cadence, sales pipeline management, and analytics reporting. Their platform is designed for large enterprises and boasts significant clients such as Google, LinkedIn, Cisco, and Dell.
</div> Analyst QuickTake : 
 Salesloft's acquisition of Drift is a strategic move to strengthen Salesloft's position in sales engagement and further strengthen its buyer experience and conversational AI capabilities. By joining forces, the two companies aim to bridge the gap between web engagement and revenue teams, offering a comprehensive AI-powered solution. The acquisition builds on Salesloft's <a href="https: 
//www.salesloft.com/company/company-news/salesloft-acquires-instereo/"> acquisition of InStereo, </a> a sales strategy consulting firm, in July 2021. The acquisition of InStereo established Salesloft's focus on buyer engagement in sales and marketing campaigns.

Drift

About EDGE

Contact Us

Resources

Area of Focus

Technology Research Made Effortless