active campaign

ActiveCampaign, which has built what it describes as a “customer experience automation” platform  providing a way not just to run digital campaigns but to follow up aspects of them automatically to make sales and marketing work more efficiently has closed a $240 million round of funding. The Series C values the Chicago startup at over $3 billion.

The round is being led by a new, big-name investor, Tiger Global, with participation from another new backer Dragoneer, along with Susquehanna Growth Equity and Silversmith Capital Partners, which had both invested previously.

This funding round represents a huge leap for ActiveCampaign. It was only in January 2020 that it raised $100 million, and before that, the company, which was founded in 2003, had only raised $20 million.

But as we have seen in many other ways, the pandemic resulted in a surge of interest among businesses to do more a lot more  online than ever before, not least because so many people were spending more time at home, carrying out their consumer lives over the internet. That led to ActiveCampaign growing to a customer base of 145,000 customers, up from 90,000 16 months ago.

That points not just to the company already growing at a decent clip before the pandemic, but how it capitalized on that at a time when companies were looking for more tools to run their businesses in the new world.

The growth was not about ActiveCampaign throwing more money into business development, founder and CEO Jason VandeBoom said in an interview. “It was the network effect of people finding success. Even today, organic word of mouth is our primary driver.”

The company’s tools fit into a wider overall trend in the world of business: automation, built on the back of new, cloud-based technology, is being adopted to carry out some of the less interesting and repetitive aspects of running a business.

In the case of sales, an example of what ActiveCampaign might provide is a way for an e-commerce business to identify when a logged-in customer (that is, a user who has an account already and is signed in) might have ‘abandoned’ a visit to a site before buying a product that had already been searched for, or clicked on, or even added to a cart. In these cases, it sends an email to customers reminding them of those items, with options for other follow-ups, in the event that the choice was due to being distracted or having second thoughts that might be persuaded otherwise.

Users can opt-out of these, but they can be useful given the genuine distraction exercise that is browsing online  with all of the unrelated notifications, plus other options for considering a purchase. Tellingly, ActiveCampaign integrates with 850 different apps, a measure of just how fragmented the online landscape is, and also how many ways your attention might be distracted, or snagged depending on your perspective.

Abandoned carts can cost a company, in aggregate, a lot of lost revenue, yet chasing those down is not the kind of task that a company would typically assign to a valuable employee to carry out. And that’s where companies like ActiveCampaign come in.

This, plus some 500 other actions like it around sales and marketing campaigns  Vandenboom calls them “recipes”  some of which have been contributed by ActiveCampaign’s own users, form the basis of the company’s platform.

The marketing and sales automation market is estimated to be worth billions of dollars today, and, thanks to the rise of social media and simply more places to spend time online (and more time spent online) is expected to be worth more than $8 billion by 2027, so it’s going after a lucrative and much-used tool for doing business online.

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