Origami

What do they actually do

Origami sells a platform for revenue teams to set up AI “research agent” Flows that watch the public web for buying or expansion signals, then deliver matched prospects with context (what was found, where) into the team’s existing CRM and sales engagement tools. Customers define a target profile and signals in Origami’s UI; the agents continuously scan unstructured sources and push qualified leads or real‑time alerts so reps spend less time researching and more time selling Origami home page Origami blog.

The product is positioned as a drop‑in to the current stack (not a new sequencer) with enterprise features and a published Trust Center. The company says it’s already running for hundreds of sales reps at enterprise customers and emphasizes predictable usage, security certifications, and contract‑friendly deployment for larger accounts YC company page Trust Center.

Who are their target customer(s)

• SDRs/BDRs at mid‑market and enterprise SaaS companies: They lose hours manually scanning press, product pages, and social for buying signals and often end up with noisy, context‑free prospects. They need automated signal hunting with leads pushed into existing sequencers and CRMs Origami blog Origami home page.
• Account Executives prioritizing high‑value conversations: AEs waste time on low‑intent contacts and need proof of interest plus context to tailor outreach. They want qualified prospects with the reason they matched, directly in their workflow Origami home page YC company page.
• Sales leaders (VP Sales / Head of Growth) scaling outbound: They need predictable pipeline without adding headcount and prefer pilots that prove ROI before expanding. They look for easy integration and a single approach they can roll out post‑pilot Origami home page VentureBeat.
• RevOps / Sales Ops managing integrations and compliance: They must keep CRM data clean, integrate new sources smoothly, and meet security/compliance requirements. They want push‑into‑CRM workflows and vendor certifications (e.g., SOC2/ISO) Origami home page Trust Center.
• Customer success / expansion teams: Upsell triggers are buried in product updates, company news, and exec moves that CSMs can’t track at scale. They need surfaced expansion signals tied to accounts they own Origami blog.

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

• First 10: Founder‑led, high‑touch pilots with 10 mid‑market/enterprise accounts via the YC/existing network, offering a one‑Flow setup that pushes contextual leads into the customer’s CRM and proves ROI in weeks Origami home page YC company page.
• First 50: Replicate the pilot playbook with a small SDR team, outbound to similar buyers, and 3–5 prebuilt Flows per vertical to speed onboarding; convert wins into case studies and referrals Origami blog Origami home page.
• First 100: Stand up an enterprise motion (AE + solutions + RevOps) selling multi‑Flow contracts with predictable pricing and compliance; add partnerships with major CRMs/sequencers and formal onboarding playbooks to scale without bespoke pilots each time Origami home page Trust Center.

What is the rough total addressable market

Top-down context:

Adjacently relevant categories suggest a multi‑billion‑dollar market: global sales intelligence software was about $3.3B in 2024 and is forecast to reach ~$9B by 2034, with similar estimates around $4.2B in 2025 to ~$11B by 2035 Precedence Research Future Market Insights. Dedicated buyer intent data tools are estimated near ~$5.0B in 2025 with double‑digit growth, reinforcing spend on intent/signal solutions that feed CRMs MarketGrowthReports.

Bottom-up calculation:

If Origami targets ~50,000 mid‑market and enterprise B2B companies globally that run outbound and maintain CRMs, and lands an average multi‑Flow contract of ~$20,000/year, the direct TAM is roughly $1.0B; expanding to ~75,000 suitable companies at ~$25,000/year per account implies ~$1.9B.

Assumptions:

• Focus on B2B companies with active outbound motions and established CRMs (mid‑market/enterprise).
• Average deal structure is multi‑Flow, not per‑seat, with $20k–$25k annual ACV at scale.
• Penetrable universe of 50k–75k firms globally that value continuous intent/signal discovery integrated into CRMs.

Who are some of their notable competitors

• ZoomInfo: Large B2B contact/company database with real‑time intent signals and CRM integrations; overlaps on surfacing accounts and alerts, but is primarily packaged data + intent rather than configurable agentic Flows ZoomInfo Intent Data Salesforce integration guide.
• 6sense: Enterprise ABM and intent platform focused on identifying and prioritizing in‑market accounts with fit/intent scores and orchestration; overlaps on intent‑driven prioritization but emphasizes ABM suite vs. autonomous web agents 6sense intent overview Partner library.
• Bombora: Specialist provider of topic‑based intent data (Company Surge) used to power alerts in CRMs/ABM tools; supplies raw intent feeds vs. Origami’s packaged, context‑rich prospects and Flow automation Company Surge Integrations.
• Apollo.io: Prospect database plus sales engagement platform for searching contacts, enrichment, and running sequences; overlaps on discovery and CRM sync, but centers on find+sequence workflows rather than continuous agent monitoring Apollo overview Lead generation features.
• Seamless.AI: Real‑time contact discovery/enrichment with CRM integrations and a browser extension; direct SDR tool but more on‑demand prospecting vs. ongoing agent Flows scanning unstructured sources Seamless.AI platform Integrations.