Henry Schuck, chief revenue officer for DiscoverOrg, has found a niche market, and is making the most of it. His company profiles the IT departments of large and midsized companies, providing a sales tool for technology vendors.
Since the company’s founding, DiscoverOrg’s sales have doubled or tripled every year, climbing from $110,000 in 2007 to $14 million in 2012. In 2011, DiscoverOrg was ranked the 188th fastest growing company in the country, and has been on the INC 500 list for the last two years.
“We expect to be on [the list] again this year,” said Schuck, “and are on track to double sales again this year.”
The information collected by DiscoverOrg reveals who’s who in IT departments, including phone numbers, email addresses and org charts. Schuck said that he has a team of 80 employees that constantly keep that information updated through outbound phone calls.
Schuck said several aspects of his business model set DiscoverOrg apart. His company focuses strictly on IT, and is one of the only companies whose mechanism for updating and cleansing data is based on the telephone.
“Sometimes it takes two dozen calls to get the information we’re looking for,” said Schuck, who guarantees in writing that at least 95 percent of DiscoverOrg’s data is accurate.