How Introhive Scaled to $10M in ARR With 50 Enterprise Customers

Sales is ultimately about relationships. If you can make your customers feel heard and solve their problems directly, you will win deals consistently.

Introhive is a a relationship intelligence and sales automation platform build to help grow and strengthen business relationships. Businesses use their software to leverage artificial intelligence (AI), machine learning, and data automation to improve team productivity, build deeper relationships with customers, and increase data accuracy of information in CRM.

How much is Introhive doing in ARR?

Introhive is a pure-play SaaS buiness that charges its customers approximately $25 per seat each month. The company serves enterprise clients with the average customer paying about $100k annually right now.

With 50 total customers, CEO Jody Glidden explained that the company is doing $10M in ARR at this point in time. Introhive has tripled revenue year over year and is up from $250k in MRR twelve months ago.

What is Introhive’s churn?

To date, Introhive has not churned any enterprise customers, Glidden shared. While the company has temporarily paused subscriptions, all customers have been retained in the long-term. In terms of revenue expansion, the company is growing ACV by around 50% heading into year two.

As a fast-growing, profitable company with access to various sources of capital, Glidden explained that optimizing customer acquisition cost has not been a primary focus of Introhive thus far. Today, the company aims for payback within 12 months and is hitting that mark effectively.

How much has Introhive raised?

Founded in 2011 after an exit to BlackBerry, Introhive has grown to scale with $15M in outside venture capital. While Glidden did inject some of his own capital into the business, he saw the benefits of bringing in other strategic investors as well.

Introhive’s team of 125 full-time employees are remotely distributed throughout Canada, the U.S., and India.