Buyer Perspective – CB Insights Research https://www.cbinsights.com/research Thu, 18 Jul 2024 18:19:14 +0000 en-US hourly 1 Here’s how much executives are paying for LLM security — and who they’re buying from https://www.cbinsights.com/research/llm-security-pricing/ Wed, 22 May 2024 17:45:56 +0000 https://www.cbinsights.com/research/?p=169016 Enterprises deploying large language models (LLMs) are moving to secure their AI applications against emerging cybersecurity threats.  These threats include data poisoning (corrupting or modifying training data to compromise the model), jailbreaking (tricking the LLM into producing malicious outputs that …

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Enterprises deploying large language models (LLMs) are moving to secure their AI applications against emerging cybersecurity threats. 

These threats include data poisoning (corrupting or modifying training data to compromise the model), jailbreaking (tricking the LLM into producing malicious outputs that bypass safety protocols), and prompt injection (manipulating the input prompt to override the LLM’s original instructions).

Companies offering generative AI-powered solutions face high stakes, as security incidents could lead to compromised AI models, sensitive data loss, or reputational damage. A notable example occurred when Samsung banned use of generative AI tools after employees disclosed meeting notes and proprietary code to OpenAI’s ChatGPT last year.

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Twilio under pressure: The future of its $3.2B Segment acquisition amid layoffs and activist investor scrutiny https://www.cbinsights.com/research/twilio-segment-activist-investors/ Mon, 11 Dec 2023 21:26:03 +0000 https://www.cbinsights.com/research/?p=165623 Twilio is feeling the heat.  The communications API company will lay off another 5% of its workforce, after cutting 17% (or 1,500 employees) in February. Activist investors are also pushing for the sale of Twilio’s Data and Applications business, which …

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Twilio is feeling the heat. 

The communications API company will lay off another 5% of its workforce, after cutting 17% (or 1,500 employees) in February.

Activist investors are also pushing for the sale of Twilio’s Data and Applications business, which houses some of its new bets like customer data platform (CDP) Segment.

Twilio pursued an aggressive expansion strategy in recent years, including acquiring SendGrid for $3B in 2019 and Segment for $3.2B in 2020.

But now with revenue growth slowing, it’s focused on cutting costs.

And adding to the pressure is the emergence of activist investors including Anson Funds and Legion Partners who are scrutinizing the Data & Applications business.

And so we wanted to use CB Insights to look more closely at its biggest 2020 bet — Segment. 

  • Did Twilio overpay for Segment? 
  • And what are customers saying about the acquisition? 

We dive into these questions below. 

TWILIO’s ACQUISITION

Segment emerged as part of a cohort of CDPs founded in the last 15 years in response to the need to unify online and offline customer data. 

It became one of the largest companies in the space. 

While many of its competitors are still private, we can glean some clues about how expensive the deal was. 

Twilio reported Segment generated $201M in revenue in full-year 2021.

In a deal worth $3.2B in 2020, Twilio paid a forward multiple of 15.9x for Segment.

Comps

No other company among its closest competitors has achieved an exit of this scale, or landed a valuation near it.

  • Tealium (last valued at $1.2B in February 2021) claimed over $100M ARR in 2020 — or a 12x multiple.
  • Bloomreach (which acquired Exponea, a CDP, in 2021, nearly doubling the size of the company) reported over $150M ARR in 2022, up from $100M ARR in 2021. The company was valued at $2.2B in early 2022, or a 14.7x multiple based on $150M in ARR.

Against these comps, Twilio’s acquisition of Segment appears modestly overpriced looking back.

However, even Tealium’s and Bloomreach’s multiples likely don’t hold any more given the multiples compression that has occurred in tech.

LOOKING AHEAD

The Segment acquisition feels especially extravagant considering Twilio’s market cap has dropped from $45B to under $13B since the deal was announced.

Twilio has already exited 2 businesses adjacent to its core communications business as this divestiture data from CB Insights below highlights.

While activist investors push to also sell Segment, Twilio leadership has so far resisted, arguing that Segment’s customer data will be key to future growth — and its AI tools.

From CB Insights Earnings Transcript Search Engine, we see CEO and co-founder Jeff Lawson espousing the “communications and data flywheel” that Segment + Twilio Communications offers.

And then of course, Twilio also faces more competition in its communications business from a host of companies — including many still private players.

TWILIO Customer perspectives

Segment helps solve data “weakness”

The one weakness, and potentially this is where their CDP Segment that they have purchased recently stands out, is that it is difficult to get the data to Twilio. You need to really only work in an automated fashion. You need to have robust data teams and data tools like a MuleSoft, a Dell Boomi…Without the middleware, it’s impossible to use. Senior Director, Customer Experience, US health system

Read the full transcript here.

Becoming an “all-in-one” platform is attractive

[They are also] a leader or starting to build out some form of a customer engagement platform with Twilio Engage and their acquisition of Segment. They’re moving in that direction. That interested me. I knew that if we wanted to build out a standalone solution, an all-in-one, that Twilio did have that capability…That made it a pretty, pretty sweet selling point. Director, Publicly traded e-commerce company

Read the full transcript here.

This buyer argues Twilio should build on its core business instead

They have made a decision to go for the software side of things, go for CDP, with their acquisition of Segment…If I were in Twilio’s management, I would continue building on top of the roots of the platform, which is the engagement APIs. However, again, just based on public information, I do believe that that decision has already been made by Twilio to move forward with the other side of their business. — CEO, CRM company

Read the full transcript here.

How much are executives paying for CDPs? Check out our analysis here.

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Here’s how much executives are paying LLM developers — and who they’re buying from https://www.cbinsights.com/research/llm-developers-pricing/ Mon, 11 Dec 2023 21:06:25 +0000 https://www.cbinsights.com/research/?p=164997 Large language model (LLM) tech has been in the making for years, but earnings call transcripts show unprecedented interest in LLMs from executives for the first time in 2023, fueled by the meteoric rise in popularity of ChatGPT. Executives are …

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Large language model (LLM) tech has been in the making for years, but earnings call transcripts show unprecedented interest in LLMs from executives for the first time in 2023, fueled by the meteoric rise in popularity of ChatGPT.

Executives are discussing the use of LLMs in a wide range of applications, from risk analysis to content generation to medical imaging.

Interviews conducted by CB Insights with software buyers, as well as Analyst Briefing surveys submitted to CB Insights by startups, show enterprise budget allocations for LLMs entering the millions.

Here are 3 key takeaways from buyer transcripts:

  • There’s no clear winner yet in foundation models: Despite OpenAI’s dominance, buyers are still closely evaluating other model developers against key criteria like latency, ethical response, and token limits before making purchasing decisions. 
  • Open-source models are competing with proprietary models on price: Some buyers have indicated that open-source models like Meta’s Llama2 have comparable performance and lower deployment costs, resulting in better ROI for the organization.
  • Domain-specific models are emerging to compete with general-purpose models: Buyers are considering models trained on industry-specific datasets like clinical notes and financial data for domain-specific tasks as an alternative to models trained on general text.

Below, we’ll highlight several key LLM vendors, how much their buyers are paying, and vendor-specific buyer perspectives. 

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How much are buyers paying LLM developers? 

Based on interviews with buyers and survey data submitted by startups, we found that companies’ annual spend values typically range from $15K to $5M. 

Buyer perspectives

Buyers have highlighted a number of factors driving vendor selection as well as renewal appetite, including privacy and token limits.

  

OpenAI

Azure integration gave OpenAI a leg up with this healthcare buyer.

“…these [domain-specific] models are not getting trained… on the volume of data anywhere as close to what ChatGPT is trained on… It [OpenAI deployment] was pretty minimal overhead… the goal… is to essentially enable the use of ML tools that are available from the Azure subscription at the Enterprise level…” — VP, Machine Learning, Fortune 500 company

Read the full transcript here.

This buyer evaluated open-source alternatives.

“…Meta’s invention… it may be cheaper than the OpenAI [model] because it’s open source. Then we believe the performance of the Hugging Face and also the Llama-2 is also comparable to the OpenAI [model]. Maybe just a little bit weaker than that, but maybe the overall…ROI is quite a good deal.” — Cloud Data & AI Lead, Fortune 500 company

Read the full transcript here.

aI21 labs

Pricing will influence this gaming startup’s intent to renew.

“For the vendor to get to a 9.5 or 10 satisfaction score, they would need to continue to compete on cost level. OpenAI just lowered their costs by 10x this past week, so that’s a big change… [AI21 Labs] would need reinforcement learning as a must; that’s what ChatGPT is doing so well.” — C-level Executive, VC-backed entertainment company

Read the full transcript here.

anthropic

This buyer chose Anthropic for higher safety standards.

Strengths, I would say, the ethical considerations of privacy and bias, fairness… their model outperformed the other models, including GPT-3 and ChatGPT… In terms of weaknesses, the specificity of the model output and the interestingness of the model output… I think that other weakness also was in terms of speed and efficiency, like latency, and once you ask a question, how long does it take to fully respond.” — Senior Manager of Data Science, $1B+ valuation technology company

Read the full transcript here

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The generative AI divide: Open-source vs. closed-source LLMs https://www.cbinsights.com/research/open-source-closed-source-ai/ Mon, 30 Oct 2023 17:22:26 +0000 https://www.cbinsights.com/research/?p=164413 The open-source vs. closed-source AI debate is in the spotlight. The divide is playing out among big tech companies vying to gain an edge in the great AI race. Meta launched its open-source large language model (LLM), Llama 2, earlier …

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The open-source vs. closed-source AI debate is in the spotlight.

The divide is playing out among big tech companies vying to gain an edge in the great AI race.

Meta launched its open-source large language model (LLM), Llama 2, earlier this year, while Google and OpenAI have taken closed approaches so far.

The private LLM developer market is also split.

Proponents of open-source AI — where source code is available for public use — highlight advantages such as:

  • Increased model flexibility & customizability
  • Accelerated innovation that comes with a large developer community
  • Transparency into AI models, data, and code vulnerabilities

But opponents of open-source AI fear it will be misused to fuel cyberattacks, AI-generated hate speech, and more — and highlight closed-source LLMs’ performance edge, additional development resources from deep-pocketed backers, and greater support from the companies that developed them.

While developers debate the philosophy of open vs. closed, early LLM adopters appear to be more interested in the day-to-day practicalities of what companies are offering.

For this buyer we spoke with, OpenAI’s ease of use stands out. But open-source models are attractive for their potential cost-savings.

OpenAI

OpenAI’s developer API and the developer experience is definitely the best. It’s really managed, super clean APIs, well documented, and has the most integrations. There was a big push toward using open-source models and then fine tuning them with your own data. That’s still a big thing. We’re actually evaluating that for some of the public data set stuff because it’s a lot cheaper, especially if you add in more huge amounts of data versus a giant OpenAI model. — Partner, Early-stage VC firm

Read the full transcript here.

This OpenAI customer, who is also considering Hugging Face and Meta’s Llama 2, indicates that open-source may have better ROI, even if performance is weaker.

OpenAI

Meta’s invention… it may be cheaper than the OpenAI [model] because it’s open source. Then we believe the performance of the Hugging Face and also the Llama 2 is also comparable to the OpenAI [model]. Maybe just a little bit weaker than that, but maybe the overall…ROI is quite a good deal. — Cloud, Data & AI Lead at Fortune 500 company

Read the full transcript here.

The open-source AI development market map

Beyond open-source foundation models, a number of vendors have emerged over the years to offer open-source tools for different parts of the AI development process.

For example, in LLM application development, Rasa provides an open-source conversational AI framework. 

Rasa Technologies

We considered several other vendors in this space before choosing Rasa Technologies, such as IBM and Watson, LivePerson, Eva from Amplify, and Sprinklr’s conversational bot solution…We leveraged Rasa Technologies as the natural language understanding (NLU) on the back end…The pros for us of using Rasa Technologies were the price model and our ability to grow with the product, the quality we got for it, and the support. We were able to own our own data and our own environment and set things up how we wanted it. — Senior Manager, Fortune Global 500 company

Read the full transcript here.

Dig in with the full map

Our AI research director recently dove into the landscape in our Future of Large Language Models briefing  — download the recording for free here

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Here’s how much data executives are paying for customer data platforms — and who they’re buying from https://www.cbinsights.com/research/customer-data-platforms-vendor-pricing/ Wed, 25 Oct 2023 13:30:12 +0000 https://www.cbinsights.com/research/?p=163329 With the imminent deprecation of third-party cookies, companies will need to reevaluate their strategies for gathering valuable customer data while ensuring compliance and security.  Customer data platforms (CDPs) can help marketing and data teams reduce their reliance on third-party cookies …

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With the imminent deprecation of third-party cookies, companies will need to reevaluate their strategies for gathering valuable customer data while ensuring compliance and security. 

Customer data platforms (CDPs) can help marketing and data teams reduce their reliance on third-party cookies to track customer journeys for strategic insights and targeted advertisements. 

Major companies are actively evaluating and investing in CDP vendors. For example: 

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How much are tech buyers paying for AI-powered chatbots? https://www.cbinsights.com/research/ai-chatbot-vendor-pricing/ Tue, 24 Oct 2023 18:34:54 +0000 https://www.cbinsights.com/research/?p=163510 Using chatbots to automate the early stages of customer service to save time and money is not new. But now with the capabilities of AI, chatbots can serve as more than just interactive FAQ lists.  AI-powered chatbots provide additional value …

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Using chatbots to automate the early stages of customer service to save time and money is not new. But now with the capabilities of AI, chatbots can serve as more than just interactive FAQ lists. 

AI-powered chatbots provide additional value by tailoring responses to consumer sentiment, analyzing conversations for business insights, and communicating with customers in a variety of languages.  

Major companies are actively evaluating and investing in AI-powered chatbots. For example: 

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Customer perspectives on the B2B sales startups taking on ZoomInfo https://www.cbinsights.com/research/customer-perspectives-b2b-sales-apollo/ Mon, 25 Sep 2023 18:45:44 +0000 https://www.cbinsights.com/research/?p=163401 A few weeks ago, B2B sales platform Apollo.io raised a $100M Series D at a $1.6B valuation — up 78% from its 2022 valuation.  Given that unicorn births have nearly stopped, this is a notable event especially as Apollo attacks …

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A few weeks ago, B2B sales platform Apollo.io raised a $100M Series D at a $1.6B valuation — up 78% from its 2022 valuation. 

Given that unicorn births have nearly stopped, this is a notable event especially as Apollo attacks publicly traded ZoomInfo.

And Apollo’s upward valuation trajectory runs counter to the trend we’ve seen across Series D+ valuations, which have compressed by upwards of 60% YoY.

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Why these payments companies have top customer satisfaction scores https://www.cbinsights.com/research/cross-border-payments-customer-satisfaction/ Tue, 12 Sep 2023 18:01:45 +0000 https://www.cbinsights.com/research/?p=163167 Adyen, Nium, and Rapyd are among the leaders in our cross-border payments vendor scorecard.  But what do customers actually like about them and what can other fintechs learn? In talking with these payments players’ customers, here is what sets them …

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Adyen, Nium, and Rapyd are among the leaders in our cross-border payments vendor scorecard

But what do customers actually like about them and what can other fintechs learn?

In talking with these payments players’ customers, here is what sets them apart:

  • Customers frequently cite ease of implementation and responsive support as reasons behind their high satisfaction. One customer we spoke with said Adyen’s support during integration, including a dedicated project manager and continued follow ups, gave it the edge over Stripe.
  • Extensive and growing coverage of local payment methods in geographies of interest is an important value driver. Buyers are looking to grow with their payments providers. 
  • Ongoing feature development and responsiveness to customer feedback are key factors in customer satisfaction. While core payment processing is a commodity, multiple buyers mention that the products and services vendors offer on top are what sets them apart. 

Below, we highlight select top customer satisfaction (CSAT) scores and buyer perspectives.

CB Insights customers with access to Yardstiq can click the links to go directly to the transcripts in the platform.

Satisfaction driver: Strong implementation support

ADYEN

CSAT: 9.5/10

One of the biggest strengths that Adyen has was the implementation phase and implementation support that we received from the vendor. The implementation was really fast. The test lasted for 3 weeks, and then the full rollout in all the geographies took place in around 2 months. Head of Buying at Publicly traded delivery platform

Read the full transcript here.

Satisfaction driver: Co-product development

Rapyd

CSAT: 8.5/10

With Rapyd, we also have done quite a bit of co-development. So there were some features in the product that we requested and they built for us or we built them together. And that to me is also part of the value proposition, right? Because the business that we are doing is rather complex. And that means that the providers that we use, they need to also accommodate for us and Rapyd does. We get good treatment there, and they are always willing to accommodate our needs. So that for us is a big value. — Co-founder at $10M+ funded fintech

Read the full transcript here.

Satisfaction driver: Wide payments acceptance

ADYEN

CSAT: 9.5/10

Very satisfied in terms of we see benefits to our business because we’ve been able to accept more payment methods. It’s easy for our customers to buy on mobile, through the desktop, on a tablet. It’s easy for them to go into the store, the integration with our sales systems was very easy. From a customer journey perspective, we’re very happy. — VP Digital and Omnichannel at $1B+ market cap retailer

Read the full transcript here.

Satisfaction driver: Product optimization

NIUM

CSAT: 8.5/10

Very satisfied. I think Nium as a partner is willing to grow and to support wherever their merchants’ needs are. A primary example of this is wherever we get feedback from our own merchants and consumers as to where we need to expand to geographically or new tech features we need to add and if there’s an element of where Nium can help us, they’re readily willing to listen to our advice. And they really take it into their own cue of how they can develop their own road map, which is super interesting for us as one of their clients.

The other good thing in addition to the pricing is that they’re constantly looking for ways to optimize. So if it’s a speed of half an hour, they’re constantly pushing to try and get it to a minute or to instant. So overall, very satisfied with the service. — Director of Alternative Payments at Multinational payments company

Read the full transcript here.

Satisfaction driver: Co-product development

Rapyd

CSAT: 9/10

I must say, in general, it has been a very good experience. We constantly have communication with their sales team. We review issues. We also have implemented dedicated support since our operation has to scale to new countries and more orders, more cities. We have required them to assign a specific support team that will cover the whole operational window…Rapyd has provided somebody to cover all those times…The sales team keeps encouraging us to give them feedback about new solutions they can work on and keep improving the partnership. — Fraud Head at Publicly traded company

Read the full transcript here.

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Nvidia is one of generative AI’s most active investors. Here are the deals the chipmaker is backing https://www.cbinsights.com/research/nvidia-generative-ai-investments/ Mon, 28 Aug 2023 17:00:30 +0000 https://www.cbinsights.com/research/?p=162846 Nvidia is on a tear.  Demand for the company’s AI chips sent its revenue soaring to $13.5B in Q2, doubling from a year earlier. Behind the scenes, Nvidia has been investing heavily in generative AI companies.  The chipmaker’s overall deal …

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Nvidia is on a tear. 

Demand for the company’s AI chips sent its revenue soaring to $13.5B in Q2, doubling from a year earlier.

Behind the scenes, Nvidia has been investing heavily in generative AI companies

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How are enterprises making cloud security purchasing decisions? https://www.cbinsights.com/research/cloud-security-buyer-perspectives/ Tue, 15 Aug 2023 20:12:25 +0000 https://www.cbinsights.com/research/?p=162555 News emerged last month that Orca Security is suing its cloud security rival Wiz for patent infringement. Orca claims Wiz copied its product.  Wiz landed a $10B valuation in February just 3 years after its founding. Orca was last valued …

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News emerged last month that Orca Security is suing its cloud security rival Wiz for patent infringement. Orca claims Wiz copied its product. 

Wiz landed a $10B valuation in February just 3 years after its founding. Orca was last valued at $1.8B in 2021. 

Both are part of a group of cybersecurity startups — like Aqua Security and Lacework — that have grown rapidly with the cloud computing wave. 

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Product gaps in the global payroll space: What customers of Globalization Partners, Rippling, CloudPay, Deel, and more wish their vendors did https://www.cbinsights.com/research/product-gaps-global-payroll/ Thu, 10 Aug 2023 15:22:02 +0000 https://www.cbinsights.com/research/?p=162450 Managing payroll for a global workforce is a complex task, requiring employers to navigate local employment and tax regulations and other challenges. Emerging global payroll platforms aim to simplify the process.  We spoke with customers of companies that offer global …

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Managing payroll for a global workforce is a complex task, requiring employers to navigate local employment and tax regulations and other challenges. Emerging global payroll platforms aim to simplify the process. 

We spoke with customers of companies that offer global payroll solutions — Globalization Partners, Rippling, CloudPay, Deel, Oyster, Atlas, and Workday— and they told us what they want to see in the products they use.

Below we highlight what buyers are saying about global payroll vendors.

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How much are CISOs spending for cloud security? https://www.cbinsights.com/research/cloud-security-vendor-pricing/ Thu, 10 Aug 2023 15:10:01 +0000 https://www.cbinsights.com/research/?p=162418 As cloud adoption accelerates, enterprises are turning to cloud security providers to secure their environments.  Private players like Wiz (founded in 2020) and Orca Security (founded in 2018) have ridden this wave to notch $10B and $1.8B valuations, respectively.  Meanwhile, …

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As cloud adoption accelerates, enterprises are turning to cloud security providers to secure their environments. 

Private players like Wiz (founded in 2020) and Orca Security (founded in 2018) have ridden this wave to notch $10B and $1.8B valuations, respectively. 

Meanwhile, cybersecurity behemoth Palo Alto Networks ($64B market cap) has acquired more than 10 companies as it built its Prisma Cloud platform and other security offerings. 

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Product gaps in the expense management space: What customers of Brex, Airbase, Pleo, Navan, Ramp and Payhawk wish their vendors did https://www.cbinsights.com/research/product-gaps-expense-management/ Wed, 02 Aug 2023 18:59:25 +0000 https://www.cbinsights.com/research/?p=162124 Do you know your product’s gaps? We spoke with customers of expense management companies — Brex, Ramp, Navan (fka TripActions), Airbase, Payhawk, and Pleo — and they told us what they want to see in the products they use. Since …

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Do you know your product’s gaps?

We spoke with customers of expense management companies — Brex, Ramp, Navan (fka TripActions), Airbase, Payhawk, and Pleo — and they told us what they want to see in the products they use.

Since launching Yardstiq software buyer transcripts, teams working across product, marketing, go-to-market, and corporate development have already used them to: 

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Customer perspectives on the Insurtech 50 https://www.cbinsights.com/research/customer-perspectives-insurtech-50/ Tue, 01 Aug 2023 13:13:48 +0000 https://www.cbinsights.com/research/?p=162015 Our list of the 50 most promising private insurtech companies of 2023 is out now.  The winners — picked from a pool of 2,000 — are working on cyber insurance, climate risk, distribution, and more.  You can see our methodology …

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Our list of the 50 most promising private insurtech companies of 2023 is out now. 

The winners — picked from a pool of 2,000 — are working on cyber insurance, climate risk, distribution, and more. 

You can see our methodology and the full Insurtech 50 here.

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Here’s how top open banking players compare across funding, headcount, and customer satisfaction https://www.cbinsights.com/research/open-banking-landscape/ Mon, 24 Jul 2023 17:00:01 +0000 https://www.cbinsights.com/research/?p=161779 Open banking is ushering in a new era of financial services.  The industry — which relies on APIs to access and share banking data with other financial institutions — has also attracted billions of dollars in funding in the last …

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Open banking is ushering in a new era of financial services. 

The industry — which relies on APIs to access and share banking data with other financial institutions — has also attracted billions of dollars in funding in the last few years.

Payments-focused open banking startup Volt raised a $60M Series B led by IVP in June, one of the top mid-stage fintech deals of Q2.

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What are customers saying about generative AI startups? https://www.cbinsights.com/research/generative-ai-startups-funding-customer-satisfaction/ Mon, 17 Jul 2023 21:00:36 +0000 https://www.cbinsights.com/research/?p=161736 Our Generative AI Market Map features 300+ startups developing genAI applications and infrastructure across 50 categories.  Private companies in the genAI space have raised record funding in 2023 so far.  Below, we break down a few categories on the map …

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Our Generative AI Market Map features 300+ startups developing genAI applications and infrastructure across 50 categories. 

Private companies in the genAI space have raised record funding in 2023 so far. 

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Here’s how much pharma executives are paying for real-world data — and who they’re buying data from https://www.cbinsights.com/research/pharma-real-world-data-vendors-cost/ Mon, 10 Jul 2023 13:15:56 +0000 https://www.cbinsights.com/research/?p=161135 Real-world data (RWD) is transforming the drug R&D value chain.  RWD — an umbrella term for patient data mined from health records, insurance claims, clinical registries, genomic databases, and surveys of patient-reported outcomes — was initially used to collect evidence …

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Real-world data (RWD) is transforming the drug R&D value chain. 

RWD — an umbrella term for patient data mined from health records, insurance claims, clinical registries, genomic databases, and surveys of patient-reported outcomes — was initially used to collect evidence about a drug‘s post-market safety.

Today, these datasets are being used to match patients to the right trials, design study protocols, create simulated control arms in clinical trials, and identify promising drug targets.   

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Generative AI copywriting startups are facing off against Microsoft and Google — what do customers think? https://www.cbinsights.com/research/generative-ai-copywriting-companies/ Wed, 14 Jun 2023 20:39:52 +0000 https://www.cbinsights.com/research/?p=160496 Generative AI is poised to transform the copywriting industry. Startups like Jasper and Copy.ai, which offer quickfire content creation tools, have been gaining momentum.  In October 2022, Jasper raised a $125M Series A round led by Insight Partners at a …

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Generative AI is poised to transform the copywriting industry.

Startups like Jasper and Copy.ai, which offer quickfire content creation tools, have been gaining momentum. 

In October 2022, Jasper raised a $125M Series A round led by Insight Partners at a $1.5B valuation. That round included several other investing heavy hitters such as HubSpot Ventures, Bessemer Venture Partners, Coatue, and IVP.

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Where OpenAI and its rivals are winning — and losing — with enterprise buyers https://www.cbinsights.com/research/openai-llm-developer-competition/ Mon, 05 Jun 2023 22:29:46 +0000 https://www.cbinsights.com/research/?p=160249 OpenAI has taken the tech world by storm. The research lab behind generative AI tools like ChatGPT was valued at up to $29B in April 2023.  But it’s not alone — it faces competition from a range of large language …

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OpenAI has taken the tech world by storm.

The research lab behind generative AI tools like ChatGPT was valued at up to $29B in April 2023. 

But it’s not alone — it faces competition from a range of large language model (LLM) developers, as our LLM model developer Market Report highlights.   

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The sales tech stack has mushroomed. Here’s how players in the buyer intent market stack up https://www.cbinsights.com/research/the-transcript-buyer-intent/ Mon, 15 May 2023 16:00:36 +0000 https://www.cbinsights.com/research/?p=160007 The sales tech stack has mushroomed.  Buyer intent data — or signals that indicate prospects are actively considering purchasing a solution — is now another key component in the B2B sales tool kit.  As this 6sense customer highlights:.  You have …

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The sales tech stack has mushroomed. 

Buyer intent data — or signals that indicate prospects are actively considering purchasing a solution — is now another key component in the B2B sales tool kit. 

As this 6sense customer highlights:. 

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Top ABM and conversational marketing companies — and why customers chose them https://www.cbinsights.com/research/report/vendor-scorecard-account-based-marketing-conversational-marketing/ Fri, 12 May 2023 20:16:39 +0000 https://www.cbinsights.com/research/?post_type=report&p=159397 We mined Yardstiq’s interviews with software buyers to understand their views on ABM and conversational marketing solutions. CB Insights customers can log in to download the scorecard, quickly compare the vendors below, and read the underlying transcripts for each solution. 6sense …

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We mined Yardstiq’s interviews with software buyers to understand their views on ABM and conversational marketing solutions.

CB Insights customers can log in to download the scorecard, quickly compare the vendors below, and read the underlying transcripts for each solution.

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If you’re already a customer, log in here.

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Coupa’s CEO is out. Here’s what customers are saying about the spend management platform and its competition https://www.cbinsights.com/research/the-transcript-coupa-procurement-software/ Mon, 08 May 2023 16:00:25 +0000 https://www.cbinsights.com/research/?p=159992 Long-time Coupa CEO Rob Bernshteyn is out. Private equity player Thoma Bravo announced it was taking Coupa, a spend management platform focused on procurement & supply chain, private in December 2022 for $8B.  We previously mapped out Thoma Bravo’s investment …

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Long-time Coupa CEO Rob Bernshteyn is out.

Private equity player Thoma Bravo announced it was taking Coupa, a spend management platform focused on procurement & supply chain, private in December 2022 for $8B. 

We previously mapped out Thoma Bravo’s investment strategy here

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Cybereason just had a massive down round. What happened? https://www.cbinsights.com/research/cybereason-endpoint-detection-response-market/ Thu, 04 May 2023 21:11:25 +0000 https://www.cbinsights.com/research/?p=158851 There are 50+ cybersecurity unicorns (private companies valued at $1B+). You can see all of them on our unicorn market map here. Cybereason just fell off the list. The Boston-based company raised a $100M round from SoftBank in April 2023, …

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There are 50+ cybersecurity unicorns (private companies valued at $1B+). You can see all of them on our unicorn market map here.

Cybereason just fell off the list.

The Boston-based company raised a $100M round from SoftBank in April 2023, reportedly at a 90%+ discount to its $3.1B valuation in 2021.

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Sales tech stack consolidation is coming. So who’s winning? https://www.cbinsights.com/research/the-transcript-sales-tech-stack-consolidation/ Mon, 24 Apr 2023 15:37:20 +0000 https://www.cbinsights.com/research/?p=159449 Tech stack consolidation is a key theme we keep hearing about in Yardstiq’s software buyer interviews. In the sales & revenue operations tech space, consolidation is very top of mind. Point solutions are out. As a result, billion-dollar players like …

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Tech stack consolidation is a key theme we keep hearing about in Yardstiq’s software buyer interviews.

In the sales & revenue operations tech space, consolidation is very top of mind.

Point solutions are out.

As a result, billion-dollar players like Outreach, Salesloft, Clari, and Gong are converging to take on everything from sales engagement to forecasting.

A great rebundling is underway.

We’ve previously highlighted competition in the space here, with a focus on Gong.

So who’s winning?

Our Vendor Scorecard, created in partnership with Pavilion — a community of go-to-market (GTM) leaders and their teams — summarizes customers’ views on these companies (excerpt below).

Outreach and Gong lead the pack in satisfaction, but their higher pricing remains a point of contention among customers we heard from.

Meanwhile, Salesloft gets credit for the user-friendliness of its platform (vs. Outreach), and Clari for its focus on forecasting & deal management.

Of course, giants like GTM intelligence company ZoomInfo (which acquired Chorus) and CRM leader Salesforce (which offers its own sales engagement & forecasting features) also loom. 

Below, we highlight insights from customers on consolidation in the space. 

Not quite there

This Gong customer has a long list of renewal demands
While this buyer argues against a “one system to rule them all” approach

These sticky delights have sticky ends

Pick your partner

Get the inside scoop on Outreach, Salesloft, Gong and more on win reasons, pricing, and more directly from customers. 

Download our 2-page Vendor Scorecard here.

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Top sales engagement & revenue intelligence companies — and why customers chose them https://www.cbinsights.com/research/report/vendor-scorecard-sales-engagement-revenue-intelligence/ Fri, 21 Apr 2023 16:31:59 +0000 https://www.cbinsights.com/research/?post_type=report&p=158395 We mined Yardstiq’s interviews with software buyers to understand their views on sales engagement & enablement vendors. Download our scorecard to quickly compare the below vendors. To read the interview transcripts for each solution, reserve your Yardstiq subscription here. Outreach Salesloft Groove …

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We mined Yardstiq’s interviews with software buyers to understand their views on sales engagement & enablement vendors.

Download our scorecard to quickly compare the below vendors. To read the interview transcripts for each solution, reserve your Yardstiq subscription here.

Other vendors in this space mentioned by buyers include:

Scorecard produced in partnership with Pavilion — a global community for GTM leaders, CEOs, and their teams.

DOWNLOAD THE VENDOR SCORECARD: SALES ENGAGEMENT & REVENUE INTELLIGENCE

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