OpenBrand HubSpot Case Study: Cleaning Up After Acquisitions

About OpenBrand

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

OpenBrand grew by acquisition, and each one brought a different CRM setup and its own spreadsheets into the mix. By the time RevBlack came in, contact records, deal stages, and market opportunity data lived in separate systems that didn't talk to each other. A rep working a deal in one tool had no way to see what a teammate was doing in another. Revenue leaders couldn't tell which opportunities were moving and which were stalling. There was no single place to look, so holding the team accountable meant chasing down numbers instead of running a pipeline.

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

With clean, standardized data in HubSpot, OpenBrand's revenue leaders could look at the CRM and trust what it told them, something they couldn't do before RevBlack got involved. Reps stopped losing time to duplicate or incomplete records. Deals moved through the pipeline faster, and gaps showed up early enough to fix instead of surfacing as a missed quarter. The weekly meetings and training didn't stop once the initial cleanup was done, which is why the system held up through OpenBrand's next round of acquisitions instead of sliding back into the old mess. Revenue leaders could finally manage their teams and hold them accountable to numbers they actually believed in.