how it grew and why HubSpot is buying them
Welcome to the Category Surfers where we break down go-to-market strategies so you can build the best SaaS growth engine.
How Clearbit grew with PLG
Let’s dig in.
The product is kinda amazing — especially if you want to enrich US-based leads. It just finds information about people you want to contact or leads that visit your website. Be prepared to spend $25k but they have some free options.
Clearbit main product “Prospect”
Clearbit was growing using a standard sales-led playbook. But they released a Gmail extension showing insights about a person emailing you. They launched it, spent some money on FB ads, and then it “just took off”. It was a free plugin that generated a ton of leads for their sales team to close — over 300k. Here is a good interview with the co-founder and CEO (back then).
Clearbit Connect Extension
Clearbit is primarily in the sales intelligence market worth “only” $500M. The big market opportunity comes from adding a software layer on top of data. ZoomInfo is a great example with a current market cap of $5B. This is why I think it’s a smart move by HubSpot to acquire Clearbit.