Estonia Has the Most Transparent Business Registry in Europe — But It’s Not Built for Sales
Estonia is famous for its open data.
The e-Business Register and Inforegister make it possible to look up any legally registered company in seconds.
That’s great for verification, compliance, and due diligence —
but not for sales, marketing, or lead generation.
The problem isn’t that public registers are “bad.”
It’s that they were never designed to answer questions like:
- Who is the real decision-maker?
- Does this company actually have buying power?
- What is the company’s growth trend?
- Is the email I found even valid?
- Who should I contact today — and why?
Public registers give you data, not sales intelligence.
What Public Registers Give You ✅
| Public Register Data | Useful For |
|---|---|
| Company name, registry code | Legal verification |
| Registered address | Basic lookup |
| Date of establishment | Company age |
| Board members | Governance only |
| Annual turnover & filings | Accounting overview |
| Legal status (active / deleted) | Compliance checks |
If your goal is “Does this company legally exist?”, the register is enough.
If your goal is “Can I turn this company into a customer?”, it’s not.
What Public Registers Do Not Give You ❌
| Missing Data | Why It Matters |
|---|---|
| Decision-maker email + phone | You can’t start conversations |
| Verified contacts | Reduces bounce + spam risk |
| Employee count history | Signals company growth |
| Credit rating / payment behavior | Predicts buying ability |
| Hiring trends | Shows internal expansion |
| Subsidiaries & group structure | Reveals upsell potential |
| Buying intent / activity signals | Helps timing outreach |
| Filters (industry, size, revenue, role) | Needed for laser-focused prospecting |
| Integration to CRM or campaigns | Makes data usable for sales |
The gap is not data — it’s usability.
Public registers answer “what is this company?”.
Sales teams need “can we sell to them, and who should we contact?”
The Real Risk of Relying Only on Public Registers
❌ You waste time researching every lead manually
❌ You email generic inboxes instead of real people
❌ You target companies who cannot afford your offer
❌ You miss the timing when a company is ready to buy
❌ Your emails bounce → your domain reputation tanks
❌ Your outreach looks like spam instead of relevance
Public register data is static, legal, and structural.
Revenue-driven sales data is dynamic, filtered, and predictive.
How B2B Teams in Estonia Actually Work Today
Modern sales teams don’t want raw data.
They want ready-to-use lead intelligence, including:
✅ CEO email, not “info@”
✅ Revenue + margin trend for qualification
✅ Ownership map to see the real buyer
✅ Credit + tax status to avoid bad debt clients
✅ Filters like “logistics companies in Tallinn with 50–200 employees”
✅ Campaign tools to activate the data instantly
That’s the difference between research platform and revenue platform.
Why Arikaart Exists
Arikaart was built because:
“The data exists — it just isn’t usable for sales.”
So instead of just showing the legal record like the register, Arikaart adds:
🔍 Search + filter across all Estonian companies
👤 Verified email + phone for decision-makers
📊 Financial indicators and buying signals
🏢 Group structure and subsidiaries
📥 Direct export to CRM or campaign
♻️ Weekly refreshed data so nothing goes stale
It’s the difference between looking up a company
and building a predictable sales pipeline.
Key Takeaways
✅ Public registers = compliance data
✅ Revenue teams need verified, filtered, contextual data
✅ Good data saves time, prevents bounces, and improves close rate
✅ The future of sales in Estonia isn’t “more tools” — it’s “smarter data”
Want more than a register lookup?
Start with verified business intelligence built for sales, not bureaucracy