OnRamp

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Founders: Paul Holder, Ross Lerner
Founding: 2019
Mission: Build a platform that makes onboarding seamless, engaging, and impactful
Employees: 25 & 50%+ Local
Workplace: Hybrid
Stage & Capital Raised: Series A & $14.5M raised
Investors:  Javelin Venture Partners, Contour Venture Partners, Pear VC, Quiet Capital, Correlation Ventures, Frontier Ventures, J Ventures, Flybridge, Rough Draft Ventures and strategic angels including Claire Hughes Johnson (Stripe), Steve Fredette (Toast), and Louis Beryl (Four Cities Capital)
Key Customers: Anheuser Busch, CVS, Cardinal Health, McKesson, Sandler, RoadRunner
Glassdoor Rating: N/A
Valuation (estimated): $50M – $100M (assuming average equity dilution in the $14.2M Seed & Series A Q3 ‘24 fundraise)
^ this is a useless number from MGMT Boston. There is no tangible valuation until the business is sold or goes public. Don’t forget it!

OnRamp is building a customer onboarding platform for customer success teams and businesses who want to succeed from the first handshake of B2B relationships. Customers and onboarding teams alike need structured guidance to onboard effectively and OnRamp is becoming the go to choice for a growing number of businesses.

Like many classic startup origin stories, Paul Holder and Ross Lerner met in the crucible of a high growth venture backed startup as early employees at VTS. Ross was a Finance Manager and Paul was the Director of Customer Operations at this real estate software company based in New York. Their teams cobbled together emails, checklists and spreadsheets to move customer onboardings along so they could grow the business and update their reporting to “customer live”. 

How did that go? Well, it was a bit of a mess. 

It was particularly troubling when active customers who had signed up & paid even went dark on them. Wut? Customer onboarding was broken. A few years later, with no solution in sight, the duo assembled to solve this problem once and for all.

The global customer onboarding software market is $1.5B today and growing (src). Companies are stretched on resources and Customer Success can sometimes be an afterthought. SaaS companies are spending ~8.5% of annual revenue on Customer Success, down from 10% in 2023 (src).

There are countless sales tools that help enterprises close deals, but not nearly enough platforms to help retain them. Having a poor customer onboarding experience is one of the top reasons for churn. If your customer isn’t set up properly, how can you ever reach your goals?

OnRamp is building a solution that acts as a two sided marketplace. On one side they serve B2B Customer Success & onboarding teams. The magic comes in on the customer facing side, a TurboTax like experience where they lead companies through a simplified onboarding experience using the power of AI driven software.

The customer side is white-labeled, so your customers would go to onboarding.yourcompany.com and see a fully customized experience for uploading files, answering questions, watching videos, and most importantly driving the process forward to reduce time to “live” at scale. Their app can integrate into customer systems via native integrations or API or sit alongside them too. OnRamp is helping customers reduce time to live by 50% or more – for one large customer they reduced it from 4 months to 1 month – without support headcount ballooning.

OnRamp is already working with 3 of the Fortune 15 and name brand customers like CVS, Cardinal Health, McKesson and Anheuser Busch. Their market opportunity has grown because their customer portal acts as scaffolding for any B2B customer journey, beyond software to pharmaceuticals, beer, supply chain and beyond to reduce friction in B2B relationships.

OnRamp helps reduce complexity in the translation layer between “company speak” and “customer speak”. Customers aren’t always sophisticated! The automation they provide, as well as integrations with CRM software like HubSpot and Salesforce, allows customers to migrate pre-existing playbooks and publish onboarding projects within minutes for end customers that scales to 10s or 1000s of customers with pre-built sequencing.

Unsurprisingly, OnRamp uses OnRamp to practice what they preach and deliver a high touch onboarding experience. Eating their own dog food has freed their own team to create more leverage on their time. In 2025 the team will be releasing a bunch of automation features to help with reporting and make onboarding go even faster.

Since raising a Seed round in the spring of 2020 from PearVC & Underscore, they have been off and running! In the summer of 2024 they announced their Series A, led by Javelin Ventures ($14.5M total raised) and the team has grown to almost 25 members. Revenue has increased by triple digits every year since inception, they’re approaching 100 customers, and are looking to do it again in 2025. It’s a big year, to say the least!

In 2025 they will continue to operationalize and scale what they’re already doing well, maintaining a high revenue per employee figure. With a new bench of talented leaders in place – Frank Auger, VP of Customer Success, Connor Farrell, VP of Sales, and Tara Benyousky, VP of Marketing all joined last year – they’re ready to go out and execute their functions at a high level.

OnRamp has strong ties to Boston, its center of gravity, with backing from local investors like Underscore, Flybridge, Rough Draft Ventures, and tech leaders like Steve Fredette (Toast) & Claire Hughes Johnson (Stripe). In 2025 they’ll be looking to grow their Engineering & Product Marketing teams. At this rate, maybe they’ll even need to raise more capital later this year!

Operators to Know:

My investigative powers continue to need work so apologies to the OnRamp team I know I missed many up & coming operators internally

Key Roles To Be Hired:

If I were interviewing here are some questions I’d ask:

  • Who are the biggest competitors to OnRamp? How does Generative AI change the roadmap?
  • What are the biggest challenges as you scale the team past 30 employees?
  • What is the long term vision for the company? 
  • What are the most important roles you’ll be looking to add in 2025 // teams that need the most help?

We’re optimizing for readability here so to learn more about OnRamp you’ll have to D.Y.O.R. I’m excited to watch this team bring more customer onboardings into a better, more personalized future. All customers applaud your efforts. See you around town!

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