A CRM Overhaul, Better Data and Stronger Sales Performance for OpenBrand

The Client

OpenBrand, a competitive intelligence company founded in 2023, delivers real-time pricing data on over 200,000 products and creates custom Consumer Price Indexes (CPIs) measures of average price changes for specific goods to track inflation and market trends, to help brands optimize promotions and track consumer behavior. As a midsize company, OpenBrand faced growing pains during acquisitions, as fragmented sales data across legacy systems made it difficult to track pipelines, analyze deals, and manage prospects, hindering accountability in a fast-paced, data-driven industry. As a result, revenue leaders struggled to maintain accountability and drive performance without a unified view of opportunities.

The Challenge

Before partnering with RevBlack, Disruptive faced a critical gap in their Salesforce CRM reporting and operational insights. Their team couldn't see what channels were driving value or where leads were stalling. Also, they lacked visibility into lead progression, from raw inquiries to closed sales, making it nearly impossible to diagnose issues or focus marketing efforts strategically. As a result, decisions were being made in the dark, guided more by instinct than by actionable data. Without access to meaningful funnel metrics like amount of MQLs and opportunity stages it was difficult to identify breakdowns or areas for optimization.

The Solution

RevBlack streamlined OpenBrand's HubSpot CRM by consolidating scattered data during acquisitions and standardizing fields for contacts, deals, and market opportunities to eliminate inconsistencies. This built immediate trust, enabling the revenue team to manage operations reliably. Acting as a team extension, RevBlack conducted weekly meetings for project management, provided targeted training on data entry protocols, and sent reminders for incomplete tasks to ingrain new processes.

RevBlack integrated total market opportunity data into the CRM, enriching it with category-specific insights for complete, actionable prospecting in different areas like recreational products or communication devices. RevBlack’s consistent delivery, weekly check- ins and collaborative feedback helped immensely. 

The Results

RevBlack’s efforts delivered significant outcomes for OpenBrand. By cleaning and standardizing the HubSpot CRM, they established a unified and trustworthy system that served as a single source of truth, enabling revenue leaders to manage their teams more effectively and hold them accountable. With reliable data in place, OpenBrand was able to enhance pipeline management, growing their pipeline, accelerating deal movement, and identifying gaps early to improve overall team performance. To ensure long-term success, RevBlack introduced sustainable practices through weekly meetings, training sessions, and consistent reminders that reinforced new habits. This hands-on, collaborative approach built a strong partnership, defined by mutual accountability and trust. By addressing key data challenges and embedding scalable processes, RevBlack empowered OpenBrand’s revenue team to operate with confidence, close deals faster, and stay competitive in a demanding market.