OpenFunnel

What do they actually do

OpenFunnel is a SaaS “search + agent” system that continuously watches a company’s target market for activity-based signals (e.g., job postings, LinkedIn activity, conference attendee lists, news/filings, site/technographic changes, and any public page via a Browser Agent). It emphasizes the timing and context behind each account (“why now”) rather than static firmographic filters (homepage, docs, Browser Agent).

Teams define an ICP/segment in plain language and create natural-language agents to monitor those signals. The agents synthesize evidence, produce enriched company records, and can run follow-up research to add people and context; results sync into CRMs like Salesforce, HubSpot, Apollo, and Clay with field mapping and signal metadata. The product also includes an Agentic Message Builder to draft outreach tied to the detected signal (agents, Salesforce integration, homepage). OpenFunnel lists itself as a YC Fall 2024 company, highlights early users such as Central, Mintlify, and Everest Systems, and advertises ~1,380+ users (homepage, YC profile).

Who are their target customer(s)

• SDR teams at mid-market/enterprise SaaS using Salesforce/HubSpot: They spend time manually compiling and cleaning account lists and often work from stale leads. They need timely, CRM-ready signals with context to focus outreach.
• RevOps / Sales Ops leaders managing GTM automation: Signals are scattered and mapping/suppressions are manual. They need continuous, mapped account feeds that slot cleanly into deal stages and workflows.
• Individual AEs and SDRs doing daily prospecting: Generic templates get low replies and deep research is time-consuming. They need concise “why now” context and fast, tailored message drafts.
• Demand-gen/growth teams monitoring market activity: They miss buying windows by relying on firmographic lists instead of activity signals like hiring or conference attendance. They need ongoing monitoring of those triggers.
• Small GTM teams/early-stage startups without research staff: They lack resources for continuous market research. They need an automated, prioritized TAM feed and suggested outreach to keep pipelines fresh.

How would they acquire their first 10, 50, and 100 customers

• First 10: Run hands-on pilots with warm YC/intro leads, set up agents and CRM mappings, and operate the feed so teams see live signal quality and “why now” context; capture qualitative wins and reply/time-saved metrics to convert (YC profile, Salesforce integration).
• First 50: Turn pilot outcomes into targeted outbound and partner motions: use OpenFunnel to find prospects via hiring/conference signals, run tight SDR sequences, and partner with RevOps consultants/GTM communities; lead with reproducible ROI in short case studies (agents, Browser Agent).
• First 100: Launch a self-serve starter plan with one-click CRM mappings and prebuilt agent templates; augment with marketplaces/integrations, GTM community content, and targeted paid using the same activity signals to keep CAC efficient (Salesforce integration, Agentic Message Builder).

What is the rough total addressable market

Top-down context:

OpenFunnel sits within the sales intelligence and ABM/intent categories, which together are measured in the low multi-billions (e.g., sales intelligence ≈ $4.4B in 2024; ABM tools in the low billions and growing) (sales intelligence, ABM).

Bottom-up calculation:

Using a U.S. proxy of ~4,024 Information-sector establishments with 100+ employees, assume 50% are relevant SaaS, 40% adoption, and $20k ACV → ≈805 customers and ≈$16M/year TAM; global/enterprise assumptions can push this into the low hundreds of millions (BLS, OpenFunnel docs).

Assumptions:

• Share of targetable SaaS among mid/enterprise Information firms: ~30–50%.
• Adoption among targetable accounts: ~25–60% depending on GTM maturity.
• Typical ACV range: ~$10k–$50k+ per year for account-intelligence/intent tools.

Who are some of their notable competitors

• ZoomInfo: Large B2B contact/company database with intent and CRM enrichment; overlaps on pushing intent/enrichment into CRMs, but focuses on data/feeds rather than natural-language, multi-signal agents (intent, enrichment).
• 6sense: Enterprise ABM/account engagement platform using broad intent and predictive models for prioritization and orchestration; overlaps on surfacing in‑market accounts but is heavier on predictive scoring and web deanonymization (platform, predictive).
• Bombora: Intent-data specialist (Company Surge) signaling topic-level research at the account level; often used alongside enrichment/people tools rather than replacing multi-signal research + CRM mapping (Surge, use cases).
• Clearbit: Real-time enrichment and IP-to-company ‘Reveal’ for personalization and CRM hygiene; stronger on firmographic enrichment than continuous, multi-signal activity listening with agentic explanations (Enrichment, Reveal).
• Apollo: All-in-one prospecting + engagement (large contact database, sequences, dialer); overlaps on discovery and CRM sync but centers on outreach execution rather than activity-first, natural-language signal monitoring (engagement, data overview).