“Making Account Based Marketing easy and scalable.”
Enngagio is a software company that helps B2B marketers drive new business, expand relationships with high-value accounts, and scale their Account Based Marketing programs.
Founded in 2015, Engagio helps organizations create and measure engagement in one tool. Marketers can get started with ABM immediately using the account foundation. From there, they can move on to orchestrated plays and understanding which are most effective at different stages. Headquartered in San Mateo, the company has received funding from leading firms including FirstMark Capital, Storm Ventures, and First Round Capital. Based on its initial success, the firm expanded quite quickly, raising a $22M Series B in July 2016 – 15 months after founding. The Engagio team consists of leaders in Engineering, Customer Success, Sales, and Marketing that run highly effective teams.
In conversation with CEO of Engagio, Jon Miller
What made you to establish Engagio?
I’ve always been interested in marketing technology, which was greatly inspired by the book “The One to One Future” by Don Peppers and Martha Rogers. I’ve always been attracted to finding out how to use math, data & science in a business context. As Marketo got bigger, it stopped feeling like my company and started feeling like “a company”. I craved going back to a company where I could build something over again and have more control of the culture from day one. When deciding on what to build next, I realized that the current marketing platforms (including Marketo) were all missing a “whale” of an opportunity. They were all built on the idea of Inbound Marketing and Demand Generation neglecting the idea of outbound programs. That’s when I came up with the idea behind Engagio. This concept has become known as Account Based Marketing, and today Engagio is one of a handful of companies leading the ABM revolution.
Can you briefly talk about your first project? Was it successful?
When thinking about what to build, the question that I was trying to answer was “How do we sell an entire account while making every interaction relevant and personal.” To tackle this challenge, we first needed to be able to see all people at a single and their associated activities. Critical account-level information is often spread across disparate systems, making it hard to have a complete view of an account. There was no solution out there that gave you that kind of visibility. That’s when we decided to enter into the Account Based Marketing arena and build the core Engagio platform. Our first product was a great success. Within 15 months, it grew very quickly to 50 customers and more than $1M of ARR.
Discuss the greatest attributes of Engagio.
The biggest asset that we have at Engagio is the people. The early founding team we started with came from relationships that I built over the years. Talent then attracted more talent. The second factor of our success is the culture. Before we wrote the first line of code, Brian, my co-founder, and I sat down and established our core values. Learning from the companies I’ve built in the past, I knew that great companies are built on the foundation of great culture. And in order to retain smart people, and keep them productive, this was an essential piece. Third, we were able to hit on a great need in market for a real account based solution. No one out there is doing exactly what we’re doing. Together, with our talent and our culture, we’re able to build technology that people love using because it helps them be better marketers.
What are the future prospects of your company?
We’re aiming to build a big company. Our revenue growth is right on track for benchmarks of other SaaS companies that have gone public, so we expect continue scaling down that path. We’re really excited about our recent launch of a new product, Dash Account Based Attribution. Driving engagement through ABM programs is important, but ultimately you must connect thedots between you ABM programs and revenue.
To Quote the Happy Clients!
“Any Marketing department that is doing ABM today should be using Engagio. You can’t get the Analytics from any other tool out there today, unless it’s Engagio.”
- Rozanne Bonavito, VP of Global Demand Generation, Aria Systems
“I would recommend Engagio to any company trying to get into the ABM market and build a strategy around it. Without a tool like Engagio, it would be next to impossible.”
- Jessica Day, Senior Manager, Marketing Operations, Dialpad
“Engagio Playmaker has provided the scalability on one-to-one communication that did not exist before. It’s the only tool that can tie everyone together and communicate at scale.”
- Hussam AlMukhtar, Marketing Operations Manager, Grand Rounds
Plaudits for the Founding Duo
Jon Miller, CEO andCo-founder: Jon is a marketing entrepreneur and thought leader. Prior to his role as CEO and co-founder of Engagio, Jon was a co-founder at Marketo, a leader in marketing automation. Jon holds a bachelor’s degree in physics from Harvard College and has an MBA from the Stanford Graduate School of Business.
Brian Babcock, CTO and Co-founder: Brian has 15 years of experience at early-stage technology start-ups, including as an early member of the engineering teams at Platfora, Rocket Fuel, and Epiphany. Brian holds B.S. and Ph.D. degrees in Computer Science from Stanford University, where he was the Henry Ford II scholar.