How DiscoverOrg Crossed $165M in ARR With Effective Sales Processes

In sales and marketing, your efforts are only as good as the data you have at your disposal. If you don’t understand your potential customers and where they are accessible, you don’t stand a chance at optimizing your sales engine.

DiscoverOrg was built as a sales and marketing intelligence platform that provides access to the most accurate data. Their simple but powerful cloud-based software helps businesses crush their growth targets by giving them the tools they need to prospect and pitch with confidence.

How much is DiscoverOrg doing in MRR?

DiscoverOrg is pure-play SaaS product that generates all of its revenue from recurring subscriptions. The company serves 4,500 customers at this point in time and is doing $165M in ARR, according to CEO Henry Schuck.

The business was initially bootstrapped by Schuck for the first seven years of operation and grew to $25M in ARR prior to TA Associates taking a majority stake in the company. Since then, TA recently sold approximately 30% of their stake in the business to The Carlyle Group and the company has added roughly $20M in ARR since their involvement.

What is DiscoverOrg’s retention?

Playing in the SMB space, churn has certainly been a struggle for DiscoverOrg to this point. Today, the company has done an incredible job of building out their sales process and is close to 100% net revenue retention annually.

Schuck explained that the company currently employees fifty sales development representatives of which are responsible for completing more than twenty product demos monthly. The company’s account executives enter the picture once appointments have been set and work to close the deal. Once the sale is finalized, the account is passed over to customer success representatives who ensure all customers are trained and then work to drive expansion revenue.

The company has acquired three companies in their twelve year operation. When looking for potential acquisitions, Schuck said he looks for fast-growing, profitable companies with inefficient sales processes that their team can help optimize.