Ebsta
Ebsta is a revenue intelligence platform for B2B sales teams that delivers relationship scoring, conversation intelligence, deal scoring, pipeline visibility, and forecasting natively inside Salesforce and HubSpot via per-user annual subscriptions.
- Company typePrivate
- Founded2012
- HeadquartersLondon, United Kingdom
- Headcount51–100
- GTM typeB2B
- OfferingSoftware
What Ebsta does
Ebsta is a revenue intelligence platform built for B2B sales organizations. The platform combines relationship scoring (the proprietary 0-100 Ebsta Score covering emails, calls, meetings, recency, and relevancy), conversation intelligence (capturing and analyzing sales calls and meetings), predictive deal scoring, pipeline visibility, forecasting, coaching recommendations, and CRM automation within a single integrated offering. All insights are delivered natively inside Salesforce and HubSpot, supported by integrations with Google Apps, Office 365, and MS Exchange for email and calendar capture, with a vertical product line (Ebsta for Bullhorn) extending the platform into the recruitment industry.
The business operates a sales-led go-to-market with a self-serve layer, targeting Sales Leaders, Sales Managers, and Sales Reps across enterprise, mid-market, and SMB segments. Revenue is generated primarily through transparent per-user annual subscriptions billed in advance, with no minimum spend, supplemented by professional services for setup and historical email processing priced by months of data ingested. The company also publishes annual benchmark reports (analyzing $48-54 billion in opportunities and 1M+ hours of conversations) and produces the Revenue Insights Podcast as content-led demand generation.
Ebsta is registered as Ebsta Limited in England and Wales (Reg No. 8093261) and is headquartered at Third Floor, 79-81 Paul Street, London. The company is privately held with no disclosed external funding, no parent company, and no subsidiaries. Guy Rubin serves as CEO and Adam Roberts as Sales Director. The company cites 750+ customers including Copado, LeanData, Informa, In-Situ, SBR Consulting, Cappy, DPD, and KB4, and holds ISO 27001 certification with a verified Salesforce AppExchange security rating.
Ebsta firmographics
Firmographics- Name
- Ebsta
- Legal name
- Ebsta Limited
- Website
- http://www.ebsta.com
- Company type
- Private
- Founded year
- 2012
- Operating status
- Operating
- Headcount range
- 51–100 employees
- Short description
- Ebsta is a revenue intelligence platform for B2B sales teams that delivers relationship scoring, conversation intelligence, deal scoring, pipeline visibility, and forecasting natively inside Salesforce and HubSpot via per-user annual subscriptions.
- Ownership category
- akta.pro rank
Ebsta industry classification
Industry- Product category
- Revenue Intelligence / Sales Analytics Software
- akta.pro primary industry
- B2B SaaS & Enterprise Personalization (CRM, Sales, Support) (HDAAAGAJ)
Keywords
Where Ebsta is headquartered
LocationHeadquarters
- HQ city
- London
- HQ country
- United Kingdom
- HQ region
- Europe
Offices1 record
Markets served
Ebsta business model
Business model- GTM type
- B2B
- Offering type
- Software
- Cost components
- Personnel, Technology or R&D, Marketing or Sales, Operations, Infrastructure
Revenue model
- Subscription Licensing: Annual subscription model charged per user. Customers pay annually in advance. No minimum spend required. Pricing is transparently displayed on website.
- Professional Services: Setup and implementation services including historical email processing. Charges setup fees calculated based on months of historical data to be processed.
Pricing tiers
| Model | Billing | Price |
|---|---|---|
| Subscription | Annual | Standard subscription with full platform access |
Go-to-market motion1 record
Distribution channels4 records
Marketing channels7 records
Ebsta product offering
Product offeringCore offering
Ebsta provides a revenue intelligence platform for B2B sales teams that captures and analyzes sales conversations, scores relationship strength, and delivers deal management, pipeline visibility, and forecasting natively inside Salesforce and HubSpot CRMs. The platform ingests email, calendar, call, and CRM data to power AI deal scoring, relationship scoring (Ebsta Score 0-100), and predictive forecasts. It also produces annual GTM benchmark reports and serves recruitment teams via a specialized Bullhorn integration.
Product overview
Ebsta is a revenue intelligence platform that helps B2B sales teams drive predictable growth by leveraging relationship and activity data. The platform combines relationship scoring, conversation intelligence, deal management, pipeline visibility, and forecasting capabilities. The core offering includes three main product pillars: Conversation Intelligence (captures and analyzes sales calls), Relationship Intelligence (scores engagement with contacts/opportunities/accounts using the proprietary Ebsta Score), and Revenue Intelligence (provides deal management, pipeline management, forecasting, coaching, and CRM automation). These capabilities are delivered as integrated modules that work natively within Salesforce and HubSpot CRMs. The company also produces annual benchmark research reports analyzing billions in sales opportunities.
Differentiator
Problem solved
Functional benefit
Brands
- Ebsta for Bullhorn: Specialized tools for recruitment teams integrated with Bullhorn CRM
Products and services
- Conversation Intelligence Captures and analyzes critical details from every sales conversation, including calls and meetings, to provide insights for coaching and deal progression. Built for sales teams using Salesforce or HubSpot who want to extract deal-winning signals from sales conversations.
- Relationship Intelligence
- Revenue Intelligence Platform
- Deal Management
- Pipeline Management
- Forecasting
- Coaching
- CRM Automation
- Ebsta for Salesforce
- Ebsta for HubSpot
- Ebsta for Bullhorn
Quantifiable outcome
- 44% increase in deal velocity
- +5 more outcomes
Companies that use Ebsta
Customer profileNamed customers6 records
Segments4 records
Ideal customer profiles3 records
Ebsta technology and API
TechnologyTechnology focussed Yes
API detail
- Has API
- No
- API docs
- API detail
Core technology
AI maturity
App detail
Integration6 records
AI capability7 records
Feature5 records
Ebsta partnerships and signals
Strategic signalPartnerships
Three partnerships are on record, tiered core and secondary.
- SalesforcecoreNative integration with Salesforce CRM. Ebsta delivers all insights (forecasting, deal scoring, relationship intelligence) inside Salesforce dashboards. Available on Salesforce AppExchange with verified security score. Supports search, load, match, update and create actions on Salesforce objects.
- HubSpotcoreNative integration with HubSpot CRM. Ebsta delivers revenue intelligence inside HubSpot for customers using that platform. Supports pipeline visibility, forecasting and relationship insights within HubSpot.
- BullhornsecondaryEbsta for Bullhorn - specialized tools for recruitment teams. Separate product offering targeting staffing and recruitment industry with CRM integration for recruitment-specific workflows.
Scale indicators5 records
Recent moves6 records
Expansion highlights5 records
Ebsta competitors and assessment
Company assessmentDirect peers
- Gong.io: Gong is a direct competitor in the revenue intelligence and conversation intelligence category, offering deal scoring, call analysis, and pipeline insights natively inside Salesforce and HubSpot — directly mirroring Ebsta's core proposition but at significantly greater scale and capital base.
- Clari: Clari is a direct peer in revenue intelligence focused on forecasting, pipeline management, and deal inspection. Ebsta explicitly runs comparison pages against Clari, confirming direct head-to-head competition for revenue operations and sales leader buyers.
- Outreach: Outreach is a sales engagement platform with overlapping conversation intelligence and deal management capabilities. It targets the same Sales Leader, Manager, and Rep personas with CRM-native workflows, competing for the same buyer budget allocated to seller productivity.
- Salesloft: Salesloft is a sales engagement and revenue intelligence platform serving mid-market and enterprise sales teams with cadence, call recording, and deal insights. It overlaps with Ebsta's conversation intelligence and pipeline visibility modules on the same CRM-native delivery model.
- Chorus.ai (ZoomInfo): Chorus was a leading conversation intelligence platform acquired by ZoomInfo, offering call recording, transcript analysis, and deal scoring. It is a direct peer in the conversation intelligence pillar that Ebsta positions as one of its three core product areas.
Broad incumbents
- Salesforce Sales Cloud / Einstein: Salesforce's native Sales Cloud and Einstein AI deliver forecasting, deal scoring, and pipeline analytics embedded in the CRM. As Ebsta's deepest integration partner and distribution channel, Salesforce is simultaneously Ebsta's biggest customer-acquisition channel and most credible displacement threat.
- HubSpot Sales Hub: HubSpot's Sales Hub includes native deal management, forecasting, and AI-powered sales tools that increasingly overlap with Ebsta's HubSpot-delivered modules. As Ebsta's second core integration partner, HubSpot offers both distribution leverage and bundled-competition risk.
- ZoomInfo Sales: ZoomInfo provides sales intelligence, intent data, and conversation analytics through its acquisition of Chorus and Datanyze. It competes at the broad revenue intelligence layer with significantly more capital and a larger data asset than Ebsta.
Emerging players
- Avoma: Avoma is an AI meeting assistant and conversation intelligence platform for sales and customer success teams. It overlaps with Ebsta's conversation intelligence pillar but is positioned more for SMB and mid-market with a stronger PLG motion.
- Apollo.io: Apollo.io combines sales intelligence, engagement, and deal analytics in a unified platform. It overlaps with Ebsta's deal scoring and pipeline management modules but extends further upstream into prospecting and lead data.
Market position
Strengths5 records
Weaknesses5 records
Competitive moat5 records
Key risks5 records
Key highlights7 records
Customer concentration
Ebsta social profiles
Digital presenceEbsta compliance and trust
Trust signalCompliance1 record
Ebsta financial estimates
Financial estimateRevenue estimate
Valuation estimate
Ebsta leadership team
Management profileNumber of profiles
Profiles2 records
Ebsta funding detail
Funding detailFunding overview
Funding rounds1 record
Investors1 record
Funding detail is available on the Subscription and Enterprise plan.Contact sales →
Ebsta M&A and investment
M&A and investmentM&A
Investments
M&A and investment is available on the Subscription and Enterprise plan.Contact sales →
Frequently asked questions about Ebsta
What does Ebsta do?
Ebsta provides a revenue intelligence platform for B2B sales teams that captures and analyzes sales conversations, scores relationship strength, and delivers deal management, pipeline visibility, and forecasting natively inside Salesforce and HubSpot CRMs. The platform ingests email, calendar, call, and CRM data to power AI deal scoring, relationship scoring (Ebsta Score 0-100), and predictive forecasts. It also produces annual GTM benchmark reports and serves recruitment teams via a specialized Bullhorn integration.
Is Ebsta a public or private company?
Ebsta is a private company. It is classified as founder individual operated bootstrapped and is currently operating.
When was Ebsta founded?
Ebsta was founded in 2012. It employs 51 to 100 people.
Where is Ebsta based?
Ebsta is headquartered in London, United Kingdom, in the Europe region.
How does Ebsta make money?
Two revenue lines are on record. Subscription Licensing is the primary driver. The others are professional Services.
Who are Ebsta's main competitors?
Direct peers on record are Gong.io, Clari, Outreach, Salesloft and Chorus.ai (ZoomInfo). Broad incumbents are Salesforce Sales Cloud / Einstein, HubSpot Sales Hub and ZoomInfo Sales. Emerging players are Avoma and Apollo.io.
Does Ebsta have an API?
No public API is recorded for Ebsta.
What industry is Ebsta in?
Ebsta's product category is Revenue Intelligence / Sales Analytics Software. Its primary akta.pro industry code is HDAAAGAJ, B2B SaaS & Enterprise Personalization (CRM, Sales, Support).