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Of the many categories in the tech world, none is more ferociously competitive than enterprise. For decades, SAP, Oracle, Adobe, Microsoft, IBM and Salesforce, to name a few of the giants, have battled to deliver the tools businesses want to become more productive and competitive. That market is closing in on $500 billion in sales per year, which explains why hundreds of new enterprise startups launch every year and dozens are acquired by the big incumbents trying to maintain their edge.
Last year alone, the top 10 enterprise acquisitions were worth $87 billion and included IBM’s acquiring Red Hat for $34 billion, SAP paying $8 billion for Qualtrics, Microsoft landing GitHub for $7.5 billion, Salesforce acquiring MuleSoft for $6.5 billion and Adobe grabbing Marketo for $4.75 billion. No startup category has made more VCs and founders wildly wealthy, and none has seen more mighty companies rise faster or fall harder. That technology and business thrill ride makes enterprise a category TechCrunch has long wanted to tackle head on.
TC Sessions: Enterprise (September 5 at San Francisco’s Yerba Buena Center) will take on the big challenges and promise facing enterprise companies today. TechCrunch’s editors, notably Frederic Lardinois, Ron Miller and Connie Loizos, will bring to the stage founders and leaders from established and emerging companies to address rising questions like the promised revolution from machine learning and AI, intelligent marketing automation and the inevitability of the cloud, as well as the outer reaches of technology, like quantum and blockchain.
We’ll enlist proven enterprise-focused VCs to reveal where they are directing their early, middle and late-stage investments. And we’ll ask the most proven serial entrepreneurs to tell us what it really took to build that company, and which company they would like to create next. All throughout the show, TechCrunch’s editors will zero in on emerging enterprise technologies to sort the hype from the reality. Whether you are a founder, an investor, enterprise-minded engineer or a corporate CTO / CIO, TC Sessions: Enterprise will provide a valuable day of new insights and great networking.
Tickets are now available for purchase on our website at the early-bird rate of $395. Want to bring a group of people from your company? Get an automatic 15% savings when you purchase four or more tickets at once. Are you an early-stage startup? We have a limited number of Startup Demo Packages available for $2,000, which includes four tickets to attend the event. Students are invited to apply for a reduced-price student ticket at just $245. Additionally, for each ticket purchased for TC Sessions: Enterprise, you will also be registered for a complimentary Expo Only pass to TechCrunch Disrupt SF on October 2-4.
Interested in sponsoring TC Sessions: Enterprise? Fill out this form and a member of our sales team will contact you.
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In this section of my exploration into innovation in inclusive housing, I am digging into the 200+ companies impacting the key phases of developing and managing housing.
Innovations have reduced costs in the most expensive phases of the housing development and management process. I explore innovations in each of these phases, including construction, land, regulatory, financing, and operational costs.

This is one of the top three challenges developers face, exacerbated by rising building material costs and labor shortages.
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SalesWhale, a Singapore-based startup that uses AI to help marketers and salespeople generate leads, has announced a Series A round worth $5.3 million.
The investment is led by Monk’s Hill Ventures — the Southeast Asia-focused firm that led SalesWhale’s seed round in 2017 — with participation from existing backers GREE Ventures, Wavemaker Partners and Y Combinator. That’s right, SalesWhale is one a select few Southeast Asian startups to have been through YC, it graduated back in summer 2016.
SalesWhale — which calls itself “a conversational email marketing platform” — uses AI-powered “bots” to handle email. In this case, its digital workforce is trained for sales leads. That means both covering the menial parts of arranging meetings and coordination, and the more proactive side of engaging old and new leads.
Back when we last wrote about the startup in 2017, it had just half a dozen staff. Fast-forward two years and that number has grown to 28, CEO Gabriel Lim explained in an interview. The company is going after more growth with this Series A money, and Lim expects headcount to jump past 70; SalesWhale is deliberating opening an office in California. That location would be primarily to encourage new business and increase communication and support for existing clients, most of whom are located in the U.S., according to Lim. Other hires will be tasked with increasing integration with third-party platforms, and particularly sales and enterprise services.
The past two years have also seen SalesWhale switch gears and go from targeting startups as customers, to working with mid-market and enterprise firms. SalesWhale’s “hundreds” of customers include recruiter Randstad, educational company General Assembly and enterprise service business Unit4. As it has added greater complexity to its service, so the income has jumped from an initial $39-$99 per seat all those years ago to more than $1,000 per month for enterprise customers.
SalesWhale’s founding team (left to right): Venus Wong, Ethan Lee and Gabriel Lim
While AI is a (genuine) threat to many human jobs, SalesWhale sits on the opposite side of that problem in that it actually helps human employees get more work done. That’s to say that SalesWhale’s service can get stuck into a pile (or spreadsheet) of leads that human staff don’t have time for, begin reaching out, qualifying leads and sending them on to living and breathing colleagues to take forward.
“A lot of potential leads aren’t touched” by existing human teams, Lim reflected.
But when SalesWhale reps do get involved, they are often not recognized as the bots they are.
“Customers are often so convinced they are chatting with a human — who is sending collateral, PDFs and arranging meetings — that they’ll say things like ‘I’d love to come by and visit someday,’ ” Lim joked in an interview.
“Indeed, a lot of times, sales team refer to [SalesWale-powered] sales assistant like they are a real human colleague,” he added.
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Thomas Kurian, the newly minted CEO of Google Cloud, used the company’s Cloud Next conference last week to lay out his vision for the future of Google’s cloud computing platform. That vision involves, in part, a hiring spree to give businesses that want to work with Google more people to talk to and get help from. Unsurprisingly, Kurian is also looking to put his stamp on the executive team, too, and today announced that former SAP executive Robert Enslin is joining Google Cloud as its new president of Global Customer Operations.
Enslin’s hire is another clear signal that Kurian is focused on enterprise customers. Enslin, after all, is a veteran of the enterprise business, with 27 years at SAP, where he served on the company’s executive board until he announced his resignation from the company earlier this month. After leading various parts of SAP, including as president of its cloud product portfolio, president of SAP North America and CEO of SAP Japan, Enslin announced that he had “a few more aspirations to fulfill.” Those aspirations, we now know, include helping Google Cloud expand its lineup of enterprise customers.
“Rob brings great international experience to his role having worked in South Africa, Europe, Asia and the United States—this global perspective will be invaluable as we expand Google Cloud into established industries and growth markets around the world,” Kurian writes in today’s announcement.
For the last two years, Google Cloud already had a president of Global Customer Operations, though, in the form of Paul-Henri Ferrand, a former Dell exec who was brought on by Google Cloud’s former CEO Diane Greene . Kurian says that Ferrand “has decided to take on a new challenge within Google.”
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Three million dollars. That’s the largest amount of money I’ve ever walked away from in terms of a customer contract that I decided we shouldn’t take.
It sucked. It was, at the time, more than half of the total amount of funds we had raised and it also represented just a shade more than the previous year’s revenue. It was a Fortune 500 company and the market leader in their industry. This was pocket money to them — which was part of the problem.
Good entrepreneurs spend a lot of time worrying about customers. We worry about the customers we have, the ones we don’t have, the ones we lost, and the ones we’re in danger of losing. We worry so much about where the next customer is going to come from that we never think twice about whether we should take on, or keep, a customer that’s more trouble than they’re worth.
As entrepreneurs, we need to be unflinchingly customer-first. We are the drivers, but the customers are holding the map. We should spend copious amounts of time listening, usually through data, to figure out our next move. We should know the risks when we go off-road, not only the setbacks that come with making the wrong choice, but the fact that we’ll hear about it from all sides until we right the ship.
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Political parties, campaigns and brands can’t get an accurate and cost-effective understanding of opinion in small geographic areas, like the constituencies of lawmakers. This is a big problem in political campaigning. And all political campaigning now has a huge online element, as we know. We also know political turbulence is one of the defining themes of our age.
But one thing is clear: All the players want faster, cheaper, more accurate and a more granular understanding of consumers and voters. In the age of AI, survey predictions are influenced as much as so many other machine-learning technology products.
Focaldata is a U.K. startup that thinks it has some of the answers to these quandaries. Their integrated consumer analytics and survey workflow application claims to give customers a more accurate and granular picture of consumers than traditional polling using machine learning. At the same time, they say their workflow software cuts down on the cost and time that market research takes.
The idea is that they employ a new machine learning-based technique (MRP) to generate survey “results.” This new methodology can use more information (such as old survey data or public statistics) than conventional methods, which lets them get accurate predictions in small geographic areas from the same sample sizes.
Founder Justin Ibbett had done MRP manually on his laptop a few times for some existing market research firms and realized how fiddly it was. “I felt a dedicated software application would reduce the complexity whilst making the results more accessible and useful — our early incarnations just delivered a spreadsheet!” he told me.
Much of Focaldata’s business has been in politics. They have worked with the pro-Remain group Best for Britain and the anti-Racism charity Hope not Hate on combating Far Right sentiment. However, most demand is now from large brand owners, such as ABInBev, a recent client.
They now have more than 10 paying clients, including big brands like M&C Saatchi.
Competitors include YouGov, Survation, Dalia Research (a Balderton-backed company) and standard market research agencies like Kantar and Ipsos Mori.
But against traditional agencies, Ibbett says their ML-based data processing engine sets them apart, allowing them to go very granular and get more accurate over time.
The market research market is £5 billion in the U.K. alone (PwC report, 2016) and global market research is a $40 billion market.
The startup has raised a £1.1 million seed round from notable U.K. angels, including Alex Chesterman, founder of Zoopla and Martin Bolland, founder of Alchemy Partners. Previously they raised a small pre-seed round from three other angels, including Xen Lategan (backer of Magic Pony and ex-Google, former CTO of News International).
CTO and co-founder Calvin Dudek was at Google for five years as a product manager, and ran Data Science Innovation at the DWP. Chief Data Scientist Takao Noguchi is a cognitive scientist.
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Microsoft today announced a major expansion of its Azure IP Advantage program, which provides its Azure users with protection against patent trolls. This program now also provides customers who are building IoT solutions that connect to Azure with access to 10,000 patents to defend themselves against intellectual property lawsuits.
What’s maybe most interesting here, though, is that Microsoft is also donating 500 patents to startups in the LOT Network. This organization, which counts companies like Amazon, Facebook, Google, Microsoft, Netflix, SAP, Epic Games, Ford, GM, Lyft and Uber among its close to 400 members, is designed to protect companies against patent trolls by giving them access to a wide library of patents from its member companies and other sources.
“The LOT Network is really committed to helping address the proliferation of intellectual property lawsuits, especially ones that are brought by non-practicing entities, or so-called trolls,” Microsoft CVP and Deputy General Counsel Erich Andersen told me.
This new program goes well beyond basic protection from patent trolls, though. Qualified startups who join the LOT Network can acquire Microsoft patents as part of their free membership and as Andersen stressed, the startups will own them outright. The LOT network will be able to provide its startup members with up to three patents from this collection.
There’s one additional requirement here, though: To qualify for getting the patents, these startups also have to meet a $1,000 per month Azure spend. As Andersen told me, though, they don’t have to make any kind of forward pledge. The company will simply look at a startup’s last three monthly Azure bills.
“We want to help the LOT Network grow its network of startups,” Andersen said. “To provide an incentive, we are going to provide these patents to them.” He noted that startups are obviously interested in getting access to patents as a foundation of their companies, but also to raise capital and to defend themselves against trolls.
The patents we’re talking about here cover a wide range of technologies as well as geographies. Andersen noted that we’re talking about U.S. patents as well as European and Chinese patents, for example.
“The idea is that these startups come from a diverse set of industry sectors,” he said. “The hope we have is that when they approach LOT, they’ll find patents among those 500 that are going to be interesting to basically almost any company that might want a foundational set of patents for their business.”
As for the extended Azure IP Advantage program, it’s worth noting that every Azure customer who spends more than $1,000 per month over the past three months and hasn’t filed a patent infringement lawsuit against another Azure customer in the last two years can automatically pick one of the patents in the program’s portfolio to protect itself against frivolous patent lawsuits from trolls (and that’s a different library of patents from the one Microsoft is donating to the LOT Network as part of the startup program).
As Andersen noted, the team looked at how it could enhance the IP program by focusing on a number of specific areas. Microsoft is obviously investing a lot into IoT, so extending the program to this area makes sense. “What we’re basically saying is that if the customer is using IoT technology — regardless of whether it’s Microsoft technology or not — and it’s connected to Azure, then we’re going to provide this patent pick right to help customers defend themselves against patent suits,” Andersen said.
In addition, for those who do choose to use Microsoft IoT technology across the board, Microsoft will provide indemnification, too.
Patent trolls have lately started acquiring IoT patents, so chances are they are getting ready to make use of them and that we’ll see quite a bit of patent litigation in this space in the future. “The early signs we’re seeing indicate that this is something that customers are going to care about in the future,” said Andersen.
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Skedulo, a service that helps businesses manage their mobile employees, today announced that it has raised a $28 million Series B funding round led by M12, Microsoft’s venture fund. Existing investors Blackbird and Castanoa Ventures also participated in this round.
The company’s service offers businesses all the necessary tools to manage their mobile employees, including their schedules. A lot of small businesses still use basic spreadsheets and email to do this, but that’s obviously not the most efficient way to match the right employee to the right job, for example.
“Workforce management has traditionally been focused on employees that are sitting at a desk for the majority of their day,” Skedulo CEO and co-founder Matt Fairhurst told me. “The overwhelming majority — 80 percent — of workers will be deskless by 2020 and so far, there has been no one that has addressed the needs of this growing population at scale. We’re excited to help enterprises confront these challenges head-on so they can compete and lean into rapidly changing customer and employee expectations.”

At the core of Skedulo, which offers both a mobile app and web-based interface, is the company’s so-called “Mastermind” engine that helps businesses automatically match the right employee to a job based on the priorities the company has specified. The company plans to use the new funding to enhance this tool through new machine learning capabilities. Skedulo will also soon offer new analytics tools and integrations with third-party services like HR and financial management tools, as well as payroll systems.
The company also plans to use the new funding to double its headcount, which includes hiring at least 60 new employees in its Australian offices in Brisbane and Sydney.
As part of this round, Priya Saiprasad, principal of M12, will join Skedulo’s board of directors. “We found a strong sense of aligned purpose with Priya Saiprasad and the team at M12 — and their desire to invest in companies that help reduce cycles in a person’s working day,” Fairhurst said. “Fundamentally, Skedulo is a productivity company. We help companies, the back-office and mobile workforce, reduce the number of cycles it takes to get work done. This gives them time back to focus on the work that matters most.”
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Trello, Atlassian’s project management tool, is doubling down on its efforts to become a better service for managing projects at work. To do so, the team is launching thirteen new features in Trello Enterprise today, making this one of the company’s biggest feature releases since the launch of the enterprise version in 2015.
As the company also announced today, one million teams now actively use the service.
Most of these new features are for paying users, but even Trello’s free users are getting access to a few new goodies. In return, though, Trello is taking away the ability to create an unlimited number of boards for free Teams users (not regular users outside of a team). Going forward, they can only have 10 boards open in Trello at any given time. Teams without a subscription that already use more than 10 boards will continue to use them but will have to subscribe to a paid plan to add more. To help make all of this a bit easier, Trello will let existing free teams add up to 10 additional boards until May 1, 2019 — and they’ll be able to keep them going forward.
“We’re making this change to accelerate our ability to bring world-class business features to market, and Trello Business Class and Enterprise will get more useful and powerful to address our customers’ pain points in the workplace,” the company’s co-founder and today’s head of Trello Michael Pryor writes in today’s announcement — and to do bring those feature to market, it surely helps to convert a few more free users into paying ones.
One of the main new feature announcements here is that the Power-Up Butler is now available for free, for both paying and free users (though with some limitations if you aren’t on a subscription plan). Power-Up Butler is an automation extension for Trello that the company acquired in December. It makes it easier to automate workflows and other repetitive tasks in Trello — and that’s clearly something the service’s enterprise users were asking for.

With this update, Trello is also now getting a new board setting beyond ‘private,’ ‘team’ and ‘public.’ This new setting, ‘organization,’ allows you to share a board with the entire company, including those who are not on a particular team. Until now, that wasn’t really an option and creating a public board was obviously not an option for many companies.
Since IT admins love nothing more than access controls, the new version of Trello Enterprise also features a lot of new ways for them to create visibility controls, membership restrictions, board creation restrictions and more. Admins now also get tools to enforce the use of single sign-on solutions and new ways to manage public boards and users, as well as which power-up extensions employees can use.
The company also today announced that it has received SOX and SOC2 Type 1 compliance.

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Nigerian startup Gloo.ng is dropping consumer online retail and pivoting to B2B e-procurement with Gloopro as its new name.
The Lagos-based venture has called it quits on e-commerce grocery services, shifting to a product that supplies large and medium corporates with everything from desks to toilet paper.
Gloopro’s new platform will generate revenues on a monthly fee structure and a percentage on goods delivered, according to Gloopro CEO D.O. Olusanya.
Gloopro, which raised around $1 million in seed capital as Gloo.ng, is also in the process of raising its Series A round. The startup looks to expand outside of Nigeria on that raise, “before the end of next year,” Olusanya told TechCrunch.
Gloopro’s move away from B2C comes as several notable consumer digital sales startups have failed to launch in Nigeria — Africa’s most populous nation with the continent’s highest number of online shoppers, per a recent UNCTAD report.
The country is home to the continent’s first e-commerce startup unicorn, Jumia, and serves as an unofficial bellwether for e-commerce startup activity in Africa.
Gloo.ng’s shift to B2B electronic commerce was prompted by Nigeria’s 2016 economic slump and a customer request, according Olusanya.
“When the recession hit it affected all consumer e-commerce negatively. We saw it was going to take a longer time to get to sustainability and profitability,” he told TechCrunch.
Then an existing client, Unilever, requested an e-procurement solution in 2017. “We observed that the unit economics of that business was far better than consumer e-commerce,” said Olusanya.
Gloopro dubs itself as a “secure cloud based enterprise e-procurement and commerce platform…[for]…corporate purchasing,” per a company description.
“The old brand Gloo.ng, is going to be rested and shut down completely. The corporate name will be PayMente Limited with the brand name Gloopro,” Olusanya said.
From the Gloopro interface customers can order, pay for and coordinate delivery of office supplies across multiple locations. The product also produces procurement analytics and allows companies to designate users and permissions.

Olusanya touts the product’s benefits at improving transparency and efficiency in the purchasing process.
“It makes procurement transparent and secure. A lot of companies in Nigeria still use paper invoices and there are some shenanigans,” he said.
Gloopro began offering the service in beta and building a customer base prior to winding down its Gloo.ng grocery service.
In addition to Unilever, Gloopro clients include Uber Nigeria, Cars45 and industrial equipment company LaFarge. Cars45 CEO Etop Ikpe and a spokesperson for Uber Nigeria confirmed their client status to TechCrunch.
Olusanya believes the company can compete with other global e-procurement providers, such as SAP Ariba and GT-Nexus, by “leveraging our sourcing and last-mile delivery experience in Nigeria” and expertise working around local requirements in Africa.
Gloopro expects to hit $4 million in revenue by the end of the year and the company could reach $100 million over the course of its international expansion into countries like South Africa, Kenya, Morocco, Egypt and the Ivory Coast, according to Olusanya. A seed investor briefed on Gloo.ng’s estimates confirmed the company’s revenue expectations with TechCrunch.
Gloo.ng’s pivot to Gloopro and e-procurement comes during an up and down period for B2C online retail in Nigeria, home of Africa’s largest economy.
Last year, e-commerce startup Konga.com, backed by roughly $100 million in VC, was sold in a distressed acquisition, at a loss to investors, including Naspers. In late 2018, Nigerian online sales platform DealDey shut down.
On the possible upside, several outlets reported this year that Jumia — Africa’s largest e-commerce site and first unicorn headquartered in Nigeria — is pursuing an IPO. But that information is unconfirmed based on a February 8, Bloomberg story without named sources. Jumia has declined to comment.
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