Founder: Mark Feldman
Founding: 2021
Mission: RevenueBase’s mission is to transform B2B data into a trusted resource that empowers smarter decisions and greater success
Employees: 5 including 2 in Boston
Workplace: Hybrid
Stage & Capital Raised: Seed & $11M raised
Investors: Bessemer, Two Lanterns, Converge, Argon Ventures, Service Provider Capital, Koa Labs, Goodfriends, Feldsmith Capital.
Key Customers: Planful, Optimizely, GoTo, Altium, Akooda.
Glassdoor Rating: N/A
Valuation (estimated): $40M (assuming average equity dilution in the Seed 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!
RevenueBase envisions a world where every B2B business has access to an accurate, always-up-to-date Revenue Database. This essential resource contains detailed information on companies and their decision-makers, empowering smarter decisions, greater efficiency, and sustainable growth—making data the foundation for success.
Founded by Mark Feldman in 2021, RevenueBase is a productized version of Mark’s professional passion: “figuring out how to find companies at scale that have the problem we solve.” Over the course of his career as a sales, marketing, and operations practitioner, he learned to scrape websites and acquire accurate data from the far reaches of the web. He was an early employee at NetProspex, a B2B data company that was acquired by Dun & Bradstreet for $125M. In 2007 he learned how to leverage the company’s b2b contact data to build a qualified sales pipeline, and taught many B2B marketers to achieve similar results.
Mark continued his career as a Sales & Marketing leader at Boston startups like Backupify (acquired by Datto) and Localytics (acquired by Upland Software). Among other things, he was usually responsible for demand generation and struggled with the existing offerings in the market to acquire and maintain accurate client & prospect data. During COVID he would build custom prospect databases for CMO’s and CRO’s in his network. Mark’s business took off and evolved into RevenueBase.
You see, every B2B company has a niche they go after and it’s a hard, expensive, and manual effort to find the right companies in the right format. For example, if you’re Boston manufacturing software leader PTC, how do you find all the companies in the world who design 3D products?
The B2B data market is $1B+ (as of 2021) and projected to grow to $3B+ by 2030 (src). B2B marketing budgets made up almost 10% of company revenue in 2022 and almost 20% of revenue in companies with less than 50 employees (src).
There are 375M+ companies in the world and 33M+ in the U.S. (src). But every business only really cares about a small fraction of that universe. Traditional data products have a “bug” because they make more money the more data they sell to you. RevenueBase helps get you less data, delivering the most limited view they can that’s most effective for your business.
Pretend there’s a business that sells safety software to teams that work on physical pipelines. That can get confusing. Pipes could be used for oil or gas. Gas stations are energy companies with pipes but they don’t have pipelines. Other companies have safety teams. How many businesses would qualify? It can be hard to find your specific customers.
Mark has had experience as a buyer and vendor helping more customers succeed and RevenueBase’s market is every Enterprise B2B company in the world that has an outbound sales motion. Their current focus is on small to mid size companies with some sophistication of data use and purchasing history. It also happens to be a faster sales cycle and easier to get customers live!
The number one objective RevenueBase tries to help their customers achieve is e-mail deliverability. And their platform provides the best in the industry – 95%+. Their $5M initial investment of venture capital all went into building an enterprise-grade data pipeline where they can cross reference every e-mail in their database every 3 months.
Data source aggregation is a commodity offering. What makes RevenueBase’s product awesome is maintaining the accuracy of their data over time, because there’s so much, and they help their customers do “manual research” at scale and quickly. Their custom filtering tools allow 30 different unique steps to make the data accurate – including differentiating between companies that have the same name – so each e-mail is deliverable.
Originally they thought finding the right companies for their customers would be most important. But it turns out customers love the accuracy of email deliverability and phone numbers the most. The tactical stuff! It helps drive more pipeline for GTM teams.
At the beginning of 2024, Mark and the RevenueBase team went through a reset where they evolved their team and product from a custom, enterprise offering to a more affordable and easier to use platform. It was painful, but they’ve come out on the other side as a stronger company.
With their more flexible offering and a rebooted GTM motion, they are growing faster with a lower ASP (average sales price), capital efficient, and heading toward profitability. They also used this reset to change their culture. The team is focused on customer centricity and responsiveness to customer feedback, developing features to fill in product gaps and solve real customer challenges.
RevenueBase is working with dozens of companies ranging from single person demand generation agencies to publicly traded companies. Their sales cycle time has decreased with their better priced ASP and they will continue to lean into the market momentum.
Mark and his team see AI as a means to an end. But they’re also seeing some AI customers using RevenueBase data to train their models due to their high quality data. RevenueBase is for the whole company, helping customers spend less time building data views and more time extracting good data to use in their GTM workflows.
The team hit their seven figure 2024 revenue goals last month (November), and revenue has quadrupled since 2023. In 2025 they are planning to reach cash flow breakeven to control their own destiny. For any entrepreneurs out there reading, Mark recommends this approach wholeheartedly!
They will also double the size of their database in 2025 to become the “go to” database provider. The team is also looking to productize their “approach to accuracy” through a customer API to help clean emails & other data for companies and database providers.
It’s all about the value you bring to customers. When Mark started RevenueBase, he admits he “tried to hang the moon and do everything”. You can’t do everything well. You just need to spend time with customers and look for emerging patterns. In Mark’s words, proudly displayed on his LinkedIn profile, to be an entrepreneur “everything you want is on the other side of fear”. We’ll see you at the top, Mark & team!
Operators to Know:
- Sammy Mscisz, Head of Revenue
- Ivan Zerin, Lead Data Engineer
My investigative powers continue to need work so apologies to the RevenueBase team if I missed any up & coming operators internally
Key Roles To Be Hired:
- More roles coming in 2025!
If I were interviewing here are some questions I’d ask:
- How does RevenueBase position their solution relative to GTM tools like Clay, Apollo, or ZoomInfo?
- Could you share some details about the key milestones for 2025?
- 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 RevenueBase you’ll have to D.Y.O.R. I’m excited to watch this team bring more high quality data into growing businesses. All sellers, marketers & prospects applaud your targeted efforts. See you around town!