We recently wrote a couple of articles on why you should factor Applicant Tracking Systems into your sales process and how you can keep track of their movements. In this article, we will be focusing on a particular Applicant Tracking System: Greenhouse. We’ll give you all the data you need to know about it that will save you a ton of time on research and help you craft razor-sharp messages to the users of this Applicant Tracking System. This will help you come across as well researched and make your communication compelling. You’re welcome in advance!
Greenhouse is one of the top ATSs in use today – its USP is that it can be used as a job board. Most reviews on review sites such as G2 Crowd and GetApp talk about the ease of use of the platform. The other pros seem to be the ease of setup as well as the quality of support provided by Greenhouse.
It’s no wonder that Greenhouse.io has captured a significant chunk of the market. Take a look at the chart below from a blog by Ongig:
This is from 2017. A 6.05% refers to quite a large set of companies out there that has adopted Greenhouse.
Now to our own data. Let’s look at greenhouse.io’s customer landscape. How are they spread out across geographies? How large are the companies in terms of the employee count? Are these mostly public or private organizations? We’ll answer all of these questions and more, below. Before that, though, why is it important that you know all this? How is it useful to you as a sales (development) person?
We’ve written about this in depth under the sales development section of our blog. For the purposes of this article, here’s the TLDR: these insights help you 1) time your outreach better, 2) target the prospects that are most likely to convert, and 3) personalize in a meaningful enough way for the prospect to respond. The insights we think are super useful include knowing their fiscal cycles, how much they can afford to spend, which markets they operate in, and the latest activity such as leadership change, new product launches, etc.
The total number of companies using Greenhouse.io seem to be ~2000. The users are mostly headquartered in the United States. We have data on about 1300 companies and more than 1000 of them are based in the US. The rest, though scattered across the globe, is skewed towards Canada and the United Kingdom.
In terms of the type of companies, about 89% seem to be private. About 60% are less than 500 employees in size and about half of these are in the 50-200 employee range. Only about 8% have more than 1000 employees. What implication does this have for your company? Greenhouse users are small, private companies. If you are looking at acquiring a customer base that are large enterprises, you are probably wasting your time going after greenhouse.io users. You are better off looking at ATSs used by companies that 10,000+ strong such as ICIMS, Taleo, or Workday. This holds true even from the perspective of how much cash you need your prospect to have to buy your tool. The higher the pricing, the better it is if the target organization is large and flush with cash. So go after either public companies or large, private companies (that have a lot of funding). By the same token, greenhouse.io customers will be excellent prospects if 1) you integrate with them and 2) your solution is geared towards Small and Medium Businesses (SMBs).
Financial cycles are great for timing your outreach better. Most Greenhouse users have their fiscal years ending in December. This means that they generally start budgeting for the next year in the last quarter of each year. Aim to get in touch with them by September and have conversations going on by October so that you can be at the forefront of their mind as they make purchasing decisions. The biggest waste of time (in terms of opportunity cost) for any sales rep is going after companies that will never come to be their customer because they have “already signed a yearly contract with a competitor. Please write to us at the end of the year”.
About 50% of the companies using greenhouse.io are in tech scattered across industries such as Internet, Computer Software, and Information Technology. Look at your customers – are they in the tech space? If yes, then Greenhouse users might be good targets. Interestingly, we found that about a fourth of the private companies that adopted Greenhouse in 2017 were funded in the second half of the year. So, if your tool has offerings for startups, it might actually be a good idea to integrate with Greenhouse. Indeed, we’ve found that a lot of HR Tech companies integrate with Greenhouse since its user base is startups.
This was a brief overview of the Greenhouse.io customer landscape and how you can leverage it in your sales. If you’d like to have detailed insights on the ATS, do download our free Data Sheet on Greenhouse.io. You can also sign up for a free trial with us to look at the decision makers across Greenhouse’s customers.