Private Markets, Angel and Secondary Investing, Sacra

Sacra

Private Markets, Angel and Secondary Investing

Bringing transparency to private markets so investors, founders, and employees can build on conviction. Sacra delivers deeply researched insights on the private companies shaping tomorrow's markets. By surfacing the data, context, and operator perspective that are missing from private markets today, we help secondary buyers and sellers price equity accurately and unlock liquidity for the people building these businesses.

Private Capital Markets

<ul><li>Outreach grew to $250M ARR by enabling any sales development representative (SDR) to send outbound emails with demographic data like a prospect's name, company, and role pre-filled.</li><li>With the decline in the efficacy of cold outbound, companies are turning to "warm outbound", where personalized outreach is triggered based on specific behavior data that a prospect is engaged in either on your own website (e.g., via Clearbit) or elsewhere on the web (e.g., on G2).</li><li>AI-native tools like Unify ($17.9M raised), Default ($11.3M raised), and Attention ($3.1M raised) stitch together multi-tool workflows to automate the sending of highly personalized messages, at scale, eliminating the need for $60K/year SDRs.</li></ul>

Outreach grew to $250M ARR by enabling any sales development representative (SDR) to send outbound emails with demographic data like a prospect's name, company, and role pre-filled.With the decline in the efficacy of cold outbound, companies are turning to "warm outbound", where personalized outreach is triggered based on specific behavior data that a prospect is engaged in either on your own website (e.g., via Clearbit) or elsewhere on the web (e.g., on G2).AI-native tools like Unify ($17.9M raised), Default ($11.3M raised), and Attention ($3.1M raised) stitch together multi-tool workflows to automate the sending of highly personalized messages, at scale, eliminating the need for $60K/year SDRs.

Austin Hughes, CEO And co-founder Of Unify, On The Death Of The SDR

<ul><li>Sacra estimates that Apollo.io has crossed $100M annual recurring revenue (ARR) growing 100% year-over-year by offering a self-serve vertically integrated data and sales GTM platform.</li><li>Apollo.io (launched in 2015) found initial product-market fit vertically integrating sales data with workflow tools, letting sales teams generate lists of leads and start emailing immediately, hitting $1M ARR by 2016.</li><li>Sacra estimates that Apollo.io hit $96M in annual recurring revenue (ARR) in 2023, up 100% from $48M in 2022 for a 16.6x forward revenue multiple on their $1.6B valuation (August 2023).</li></ul>

Sacra estimates that Apollo.io has crossed $100M annual recurring revenue (ARR) growing 100% year-over-year by offering a self-serve vertically integrated data and sales GTM platform.Apollo.io (launched in 2015) found initial product-market fit vertically integrating sales data with workflow tools, letting sales teams generate lists of leads and start emailing immediately, hitting $1M ARR by 2016.Sacra estimates that Apollo.io hit $96M in annual recurring revenue (ARR) in 2023, up 100% from $48M in 2022 for a 16.6x forward revenue multiple on their $1.6B valuation (August 2023).

<ul><li>Pre-COVID, 61% of B2B companies sold in-person and over email/phone—post-COVID, that fell to 29% while the number selling through video calls rose from 38% to 53%.</li><li>Gong launched in 2015 as pair programming for sales teams, giving reps instant video replays of their sales calls for peer coaching—today, it’s the place where every customer call at a company gets stored for rewatching.</li><li>Sacra estimates that Gong hit $285M annual recurring revenue (ARR) in 2023, up 43% from $200M ARR in 2022 for a 25x forward revenue multiple on the $7.5B valuation they raised at in 2019.</li></ul>

Pre-COVID, 61% of B2B companies sold in-person and over email/phone—post-COVID, that fell to 29% while the number selling through video calls rose from 38% to 53%.Gong launched in 2015 as pair programming for sales teams, giving reps instant video replays of their sales calls for peer coaching—today, it’s the place where every customer call at a company gets stored for rewatching.Sacra estimates that Gong hit $285M annual recurring revenue (ARR) in 2023, up 43% from $200M ARR in 2022 for a 25x forward revenue multiple on the $7.5B valuation they raised at in 2019.

<ul><li>We started the business in early July of 2020, and I remember the same week that we had ideated about it, I saw and learned for the first time about Deel through their Series A round with Andreessen and Remote through their ~$11 million seed round.</li><li>In March 2021, we signed a $20M Series A term sheet.</li><li>We were left with just two to three months of runway.</li></ul>

We started the business in early July of 2020, and I remember the same week that we had ideated about it, I saw and learned for the first time about Deel through their Series A round with Andreessen and Remote through their ~$11 million seed round.In March 2021, we signed a $20M Series A term sheet.We were left with just two to three months of runway.

Matt Redler, ex-CEO Of Panther, On The Competitive Positioning Of Deel Vs. Remote Vs. Rippling

<ul><li>Sacra estimates that Drift hit $135M in annual recurring revenue (ARR) at the end of 2022, up 35% from $100M at the end of 2021.</li><li>Drift’s packages now start at $2,500 per month (they removed their previously entry-level $40 per month package in 2022); users are billed annually.</li><li>In 2022, Drift setup operations in Guadalajara, Mexico, its sixth global location, to cover the Latin America market.</li></ul>

Sacra estimates that Drift hit $135M in annual recurring revenue (ARR) at the end of 2022, up 35% from $100M at the end of 2021.Drift’s packages now start at $2,500 per month (they removed their previously entry-level $40 per month package in 2022); users are billed annually.In 2022, Drift setup operations in Guadalajara, Mexico, its sixth global location, to cover the Latin America market.

United States

Sales engagement software for automating outreach and tracking performance across the sales cycle

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Outreach (OUTREACH US)

Austin Hughes, CEO And co-founder Of Unify, On The Death Of The SDR

What is Unify in short and what inspired you to start the company...

Sacra

Apollo At $100M ARR

TL;DR: Sacra estimates that Apollo.io has crossed $100M annual recurring revenue (ARR) growing 100% year-over-year by offering a self-serve...

Sacra

Gongification Of SaaS

TL;DR: Gong built a $285M annual recurring revenue (ARR) business by recording and storing every sales call for rewatching. Now, every sales SaaS...

Sacra

Matt Redler, ex-CEO Of Panther, On The Competitive Positioning Of Deel Vs. Remote Vs. Rippling

Can you tell us about the origins of Panther? How did you get started? What was the initial product market fit (PMF) like...

Sacra

Primer: Drift - 18 Apr 2023

Chatbot and live chat tool for sales and marketing teams to engage website visitors

Sacra

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