Clearbit + HubSpot: the world's first batteries included CRM

Clearbit officially joined HubSpot started the year, the deal closed towards the end of last year and we have been building towards building the Clearbit products into HubSpot as well as the Clearbit by HubSpot product that exists today. So today we're going to run through who Clearbit is, what we do, what's available now, what's coming next and then question and answer. One second here. I can't see chat while I'm screen sharing. Is that normal?

Yeah, it's a little bit tricky because it's web based. If you have separate windows on separate monitors it can be done but it's never easy.

I can do that. I have that ability. Give me one second. Apologies everyone. No worries. Beautiful.

Everybody's clearly studying the slide that it's open, no problem.

So Clearbit, we are a data company and data isn't a dirty word. We track every company in the world that has a website, the like decision makers at those companies and then we make those data sets available in tons and tons of different ways. That's core. We help the front office go to market teams have access to the best possible B2B data companies contacts and buying intent. We have over 100 data attributes across contacting company. So things like industry, role, seniority, employee count, location tags, the technologies that companies use and many, many, many more. We gather this data from public and private data sources, primarily public, so things like public filings, company websites, social profiles, anything you can find on the web. An easy way to think about what ClearWit is is like a analyst or a researcher that would go out and spend 30, 40 minutes building this perfect brief or dossier on a company and the decision makers are your buying group. But we do that automated in real time across 50 plus million companies and hundreds of millions of decision makers. Hundreds of millions of decision makers. Interesting sense. And then we work to keep that data fresh, clean and reliable. So we're updating every single record in our data set every 30 to 45 days, sometimes much more rapidly than that and then pushing those updates in real time down to you in the CRM. I see a couple questions coming through so I'm just going to answer those in real time. Is data captured in a database or search engine based? All of the above. There's absolutely a database, we have some search engine enabled capture, but really it's all in a few different databases that are updated on a regular cadence. Is this much different to how HubSpot Insights operates on the company side? That is yes and no. So fun fact Clearbit has actually been powering company Insights for over four years, four or five years. And so we're overhauling company Insights but more on that to come. Is this similar to ZoomInfo? Absolutely. ZoomInfo is a primary competitor to Clearbit. Very similar product offerings. Global data. Yes.

All right.

About a year ago we set out to overhaul how we did data and this is the delta or the coverage increase basically of the top 4 million companies requested by our customers. So this represents over 80% of the companies that customers care about. And this is what we were able to do over the last year. This is pretty crazy. A 33, 65, 68% increase in coverage is something we've never ever done before, never been able to achieve before. And we did all of that with LLMs, with AI and LLMs. So over the last really almost exactly a year we've reached and it has had massive impact on the data sets and it's no small part of how we ended up at HubSpot. So ClearVit built the standard in B2B data person data, company data and intent data. And to date we've been helping what we call like the early adopters or the innovators in go to market and marketing and growth win. These are these companies. Here are some of our earliest high growth companies. So we started with Segment and Stripe and Lattice and Mutiny and Intercom and asana and even HubSpot 8, nine years ago and watched them grow. And a big part of what we like part of how Clearbit came to be and the Clearbit product lines came to be is we just watched what these companies did with these data sets and then built products to help more customers use that same data to grow. This moved HubSpot is the next version of that. How can we take our data sets and help more customers grow? So I'm going to take you through what the Clearbit by HubSpot product is. So this is the product that exists today and I'll walk through all the different features and then we'll do a live demo. I see a couple questions coming through so I'm going to quickly jump on those two me and APEC coverage. We'll cover that. No. So one fun fact about company Insights powered by Clearbit is that did not get updated very often. So we will be much more up to date than the previous product and more to come on that. Lots of baby talk. Congrats. Congrats. Whoever had a baby. Is that you Kyle? Do you have a baby?

It's hard to compete with Baby. Grace. Sorry.

Yeah, sorry. She's listening.

Sydney, you have a question about Six Sense and Sales Intelligence. Do you mind throwing that in the Q and A? We can come to that one at the end.

Great.

So go to my HubSpot. This is the existing product. It is available on the app store. Over 10,000 of y' all have installed install it in our users to quickly take you through what this product does. So the way to think about this is The Clear by HubSpot product allows you to enrich, to identify and then to activate data. So we're enriching every company and contact in the CRM. This is the power of things like lead scoring, lead routing, segmentation, personalization. I don't probably don't have to tell this group what you can do with clean, accurate and complete data. This can be done via automatic enrichment. So every new record that hits the CRM and it can be done with list enrichment. So enriching a specific list versus everything in the CRM identify. So this is about mapping your TAM or your total addressable market, identifying every company that's not in your CRM, choosing which companies are your targets and then starting to identify which one of those targets are showing buying intent. We'll go through that in detail as well. Then activate. This is how you actually take that data and put it to work. So you can shorten your forms, you can score in our leads, you can personalize campaigns, you can add these high intent companies to your CRM pipeline. And there are so many other ways to activate. So enrichment. This use case, I call this use case customer intelligence. This is really understanding the customers that exist in our CRM today. Specifically here you can enrich companies, you can enrich contacts and then you can choose between live enrichment, I want to enrich every new record that enters the system, or I just want to enrich an individual list and more manually enrich and refresh. So this is a bit of a simplification. But before we have an empty record with no data, after we have total complete data on this company, identify. So if enrichment is about customer intelligence, identify is about market intelligence as understanding the companies that are not in our database today. So the first, first part of that is the TAM builder. I want to map my total addressable market and then add target accounts to my CRM. Simple way of doing this is you add your filters, you can see every single company in the clearbook database, choose the ones that are a good fit for your company and then add them to HubSpot. Then we have visitor intelligence Kind of a subcategory of market intelligence where we can reveal the buying intent of companies visiting our website. So what we do here is take IP addresses, map them to companies, and you can start revealing anonymous website visitors and see what companies they work for and identify the binding time. Activate. This is how do we take that data and use it across the entire flywheel, take you through four of the most valuable use cases. There are dozens and dozens and dozens more. So this use case is form shortening. This is one of my favorites. It has been around forever and it continues to blow my mind. What a small percentage of the world does this. But when you shorten your forms, every field you take off a form, you can increase your conversion rate by 1 to 4% depending on the industry you're in. Now, why don't we do this? Most of the time we don't do this because we need that data to score to route to segment. Like without. Without employee count and industry, you don't know which team to send the leads to. When you use an enrichment provider like Clearvit to do this, we can dynamically enrich, meaning if we have the data, you don't have to ask for the data from the customer. You don't have to include the field. If we don't, you show the field. It's that simple.

Great.

Thanks, Kyle. I'm going to show a quick live demo of this actually on a customer. I need to switch my screen sharing.

All right.

I'm guessing people are pretty familiar with Gong. This is a clear customer and they are using fork tracking live here. So let's try matclearbit.com awesome new field pops up because they require phone. That's something that wasn't available via the API. Now let's try that again and this time we're going to do so an email address where there is no coverage from Clearbit. All the fields that are necessary for GONG to score a route, et cetera, are shown. It's that simple. All right, scoring and routing. We've got our, our old friend Dharmesh up here. Scoring and routing. I'm guessing this group understands this use case really, really, really well. But you need clear, consistent and accurate data across every lead to route to the right rep to score and decide what leads to focus on. And enrichment is the bedrock of this. Without enrichment, you either have to ask for all of that in the forms or your sales reps have to go do manual work. So take Dharmesh here will automatically give you back his title, his role, seniority, his location, what type of company he works for, how many employees. HubSpot has a full like we have over 50 data points on companies and over 10 data points on people.

People.

And it gives you all the data you need to score and prioritize that same data. Industry employee count, role seniority allows you to personalize campaigns. So you can personalize campaigns by industry and send different newsletters call to actions that are based on the automotive industry versus the dental industry. Random examples. But the more data you have consistently across your companies, your contacts and your website visitors, the more able you are to personalize. And personalization. I'm guessing this group knows this very deeply. Almost always increases conversion rates. All right, Todd, throw that question in the Q and A too. I'd love to go a little bit deeper with you, Katherine. Your question is that built with a HubSpot form? Yes, it is. I believe it is. But it definitely works with HubSpot forms. It works natively out of the box with HubSpot form. All right. Activate building pipeline. This is taking your total addressable market. So being able to search every company in the world that doesn't already exist within your CRM and simply add it to the CRM if you think it's a good fit. And layering on intent data as well. So this is when, let's say HiveMQ has visited your website 929 times over the last seven days from 65 unique visitors. That's pretty high intent and you may want to. And they do not currently exist in your CRM. So you want to add them to your CRM, assign them to a rep to go after. All right, showed you some screens. Now let's do a live demo. All right. Can everyone see that? Okay.

It looks like it.

Perfect. So this is the ClearVit by HubSpot product. This is not native in HubSpot yet. This is a app Marketplace product. But we have brought on well over 150 new customers since the Clearword acquisition happened and we're onboarding more every day. So enrichment. You've already seen this. This is pretty straightforward. But I'll go through it. You enrich companies. Simple toggle on and off and then you set up your field mappings. So I want company name to go to company name, industry to industry. And maybe I have something like.

It.

Really? My company relies on six digit naics codes for segmentation. And do I have a NAICS here? I don't. So I'd have to go in HubSpot, create a new field that has six digit NAICS but then that will map to every single HubSpot company where we have a six digit NAICS code for use. A couple questions coming in so I'm going to jump on that. When will you solve the impossible? A three step impossible login. Robert, I'm so sorry if you had login issues that should be solved. We in December rolled out a login with HubSpot new feature that was like logging with HubSpot and it did throw a couple of our small segment of our existing users logins off but it should be fixed now. So if it's not, my contact info will be at the end. We'll take care of you. Who determines the NAICS codes? We do. We determine NAICS codes primarily based on the content of the website and the description of the company. We'll help a lot Marketing contacts to be added to CRM by Clearbit Marcus I would love to answer that question and I will do so in the Q and A because I think it's one that a lot of people are going to have. So if you wouldn't mind throwing it there Rick. This is way different than what's announced as integrated. Holy cow. You're not wrong. There is a big part of what we initially announced when we announced the integration that we've had to basically delay and that is prospecting for contacts. So I'm happy to talk through that one Q A as well.

Great.

Yeah, let's throw any of those additional questions in the Q and A and I'll keep going through our demo here. So enriching companies just showed you flip that back on reaching contacts.

Same thing.

You can set up your field mappings and enrich contact data. Two of the things I would always recommend here that is not A standard in HubSpot today is role in seniority. So first and role person seniority. That would be like marketing manager, marketing director, marketing executive. These are, you know, abstracted and standardized versions of job title that are much more useful for scoring, routing, segmentation, personalization, etc. And then enriching a list. So this is live enrichment. This is going to automatically enrich every new company or contact that's adding entering the CRM and then list enrichment allows you to take any existing list, any existing list in your in your CRM and just do a one off enrichment of it. So it's going to backfill enrich that list and then automatically keep that list up to date as any of those data attributes change. That is end to end what the enrichment demo is. I was Telling Kyle and Deanna earlier, demoing data products is not always the most exciting, but hopefully this group appreciates it. All right, next, let's talk about target markets. So this is. This gives you the ability to map out really your entire target market. So let's look here. This is our SaaS companies. Tam. Right now it's over 400,000 companies in that. So maybe we're going to say we actually sell best to 50 to 5,000 person companies. We like electronic equipment and software. That's who we sell to. And we really only sell to the United States, Canada and the UK B2B companies only. And it's really important to us that our customers use HubSpot because we're a partner. I'm just going to drop it back to Internet there to give us a slightly bigger list. All right, so Here is our 4000 top companies that match these filters. And you can see the ones that already exist in our HubSpot. And then there's some that don't. So let's start adding a couple. These are just being automatically added to HubSpot where you can assign them, route them, etc. Next, let's talk jump into visitors. This is visitor intent. So these are the companies that are visiting my website and showing, you know, potential purchase intent. Again, super easy just to add these to HubSpot. And you can also see the deltas of their increase or decrease in intent. And that is the end of our clearit by HubSpot Demo. If anyone has real time questions here, I will answer them. Give me one second.

Switch back if you've got questions, guys. Make sure you're putting them in the Q and A and upvoting the ones.

That are already there.

There are a ton.

Awesome. So we got a question about is enrichment only available for paid subscriptions? Yes. Do HubSpot users get a discount? They definitely do. Kyle, you're Kyle. Yep. You're embedded into the target accounts page. I am excited to tease the future. Renee, I don't know the specific answer to your question, but I'm happy to. Melissa, you absolutely can see what the filters are. The best way to do that would be with a demo. Cool. Let's jump back in and we'll tease the future and then we'll go to QA and we'll answer every single question you guys have.

We will answer as many questions as we possibly can. We're approaching 100 in there.

Every single question. All right, so clear by HubSpot, you've seen what the product looks like today. We are working as hard as we can to bring as much of what you've seen today natively into HubSpot. We will be announcing most of our first products later this year. A certain event that happens I keep hearing about, there might be some announcements there, but our goal here is to build the batteries included CRM, right? It is to bring data natively into the CRM to make all of these data sets live. Right where our front office teams work every single day to enrich every single record in your CRM to help you identify every target account and all of the accounts showing buying intent and then give you as many possible ways to activate that data across every hub with workflows, with alerts, with AI agents, with AI copilots, with chat spot, every single place that you do work. We want you to have access to this data. This is how we see it. We have the HubSpot Smart CRM which has our unified customer record and we are just adding as much data as we possibly can to that customer record so it's accessible across sales and marketing and service, CRM and operations and commerce and is what we're working towards. The exact feature set that we'll have this year. I can't promise you yet, but I can promise you it's going to look a lot like what you just saw and we'll get there as fast as humanly possible. All right, let's jump into qa, see if I can find it.

All right, so everybody, if you want to head over to the Q and A panel, you can upvote questions. So before you add any more, Please skim the 107 that are in there and vote for your favorites. And we will work most popular to least popular. If you have specific questions about how Clearbit might work with your company or your industry or your business, highly recommend just signing up for a demo. I've pinned the link. If you want a one on one demo, you can totally get that. And hopefully that was enough time for us to get a few votes in here. Let's see. By sort, by most voted. Okay, this one's probably for me. Nick, is the Academy team working on Clearbit related content certs? Yes, absolutely. Matt sort of teased that things will be announced at Inbound. Our hope is that we will have content ready to support that but if, if not it'll be a fast follow afterward. This is a, this is a big new area for HubSpot and we, HubSpot Academy is is intending to keep up with it. So that is in process. Wow. Okay, now 38 upvotes from Charlene is Clearbit by HubSpot an additional fee or included with certain subscription types?

Today Clearby HubSpot is an additional fee. We are not including it in any subscription type yet. Integrating the go to market of these things takes a little bit of time. So today it's an additional fee and you'll have to come through Clearbit to buy it.

And I would just mention too that Pysync was an independent product and you had to buy Pysync and it could integrate HubSpot with other well, it could integrate anything with anything. When we rebuilt it into HubSpot as data sync, that then became a free feature in HubSpot with paid upgrades available. I have no insight into what the plans are for Clearbit, but that is our most recent acquisition, so I think it's worth looking at as a they.

Definitely rhyme with that.

Dan asks, will this be included in HubSpot existing HubSpot subscriptions or via paid add on? I think we just answered that. Alicia asks, can you add. Net new contacts from Clearbit into HubSpot like Cognizm, or is it just for enriching existing contacts?

Today we will only be supporting enriching existing companies and contacts. The future may hold something more like adding. Net new, but that's not something we'll be supporting in 2024.

Cool. Tor asks, Will Clearbit integrate with HubSpot's webs with HubSpot's website visits?

I think there's a couple that have more or no, actually.

Interesting. Okay.

Will clear integrate with HubSpot's website visits? Yes, we are actively Today we do not integrate either. They're separate products, but we are actively reworking and kind of revamping HubSpot visit or the website visits. So a lot more to come on that in the next five months.

Tom asks, Our legal team rejected Clearbit's TLU terms of use. I guess because of the we hold your data in perpetuity. Any chance you can allow deletion requests? Our security certs require that we have active contracts with any vendor holding our data. Otherwise I'm ready to buy.

I'd be curious when that review happened. We don't hold your data in perpetuity and we do allow deletion requests by any data subject. I had my email in one of those slides. I'll drop it again. Feel free to reach out.

Tom Hannah asks, Under UK GDPR and pecr, we are restricted in how we can process personal data. Under the strictest interpretation, we could not use clear bit at all for personal data, only company data. How are other organizations in the UK overcoming this?

Great question. Complicated answer. I think under the strictest interpretation is probably a key part of that answer. There are many different ways to interpret gdpr. Today we allow companies full control over if they want to enrich European contact data at all. And so that's one way that we can help you here. You also can just focus on company data. If you're worried about processing person data again, our team would be happy to chat with you and work through this.

Yeah, in your demo I noticed contacts and companies had separate toggle switches and separate mappings and things.

And so there's, there's three or four additional settings around like data subjects in the in the eu, data subjects in California and a bunch of different things that are possible.

Cool. Lucilla asks, is there going to be a data validation at any point before sync to HubSpot? We are having trouble with some emails that are best guess and then return bounce. This is going to be a major issue for reputation and we'll have to add another tool for email validation.

Yeah, today we will not be providing contacts for you to add to HubSpot. So that is not a Clearbit service that we are offering. If you want to shoot me an email I can recommend a few email validation tools for you. But Clearbit and HubSpot are not going to be supporting contact prospecting. So net new contacts being added to HubSpot in 2024.

Oh right. So like you had when you looked at the list of companies there was an add to HubSpot button, but there's nowhere that you could like just see a list of people out in the world and add them to HubSpot.

Yeah, exactly.

Got it. We'll ask the question on everybody's minds, when will this be in HubSpot?

As soon as possible. We have our first couple products targeted for a big event this fall.

Juka asks, do you have workflow trigger capability? New head of marketing starts in an ICP company, create a task for a sales rep to contact prospect.

We will be supporting workflow functionality today that is not part of the Clearwood Buy Upsell product.

Makes sense. Let me just refresh the short sort here. ZoomInfo has a credit model where you have to pay one credit for every one credit you enrich. How does the price plan work for what you're demoing now?

I can't really share pricing and packaging just yet, but it will be as simple to understand and use as possible.

Will Clearbit be available for use in marketing hub enterprise or is it for sales hub only?

Our goal is to make Clearbit usable across every single hub. So this will be the way that this is going to be delivered. The data will be delivered is to the CRM record which will then be accessible across all the different hubs.

Cool. Can Clearbit provide org mapping such as parent child sister companies?

Today Clearbit does do parent child, so we do parent child and ultimate parent. So if there's like you know, multiple, multiple turtles all the way down but that exists in the data attributes today. Happy to have someone on our team show you how that works.

Cool. Will HubSpot allow marketing to contacts added to CRM by Clearbit? Is legal basis still required?

Yeah, so we've answered this one a couple times but we will not be allowing marketing contacts to be added to CRM in 2024.

What are the differences between Clearbit and 6 cent sales intelligence platform and Orchestrations with the intent data side of Clearbit, is it only focused on website visits or is it also include search terms of those companies? I think that's two or three different questions.

I'm not going to do a full breakdown of the difference between us and six Sense today. Clearbit offers website visit intent. We don't offer keyword or search search intent. So it's website visit intent on your website. So we really think about that as like first party intent and in our experience that is the highest value intent or the highest signal intent doesn't mean that those other types of intent don't have value as well. But a company actively showing that they're visiting your website, visiting your pricing page, learning about your products is about the highest signal anonymous intent that exists today.

Well, John is asking about Clearbit versus Zoom Info. I assume similar answer to Sixth Sense.

Yeah, I think that one's actually pretty straightforward. The one thing that ZoomInfo does that we are not doing with Clearbit by HubSpot is contact prospecting. So that is net new email addresses and phone numbers that you would then add to HubSpot to sequence, et cetera. That's not something we'll be supporting in 2024. It is a use case Clearbit has supported in the past. But today in Clearit by HubSpot and the products we're building in 2024, it's all about enrichment and intent. Cool.

HubSpot Company Insights have been a little wonky lately, specifically in the industry fields you mentioned. Clearbit has been powering this for the last four to five years. We Continue to power this moving forward without the additional paid clean bit account.

Pricing and packaging is still a little bit being worked out, but we will definitely be fixing any wonkiness that you guys have seen. I know there's a few growing pains as we start building out the new internal like native version of this.

Well, you mentioned earlier too that company Insights was pulling in clear bit data but was not updating very frequently. And so a lot of the issues.

Yeah, it was pulling in clear with data not updating very frequently. There was also some other data providers that were kind of mixed into that and so there's a bit of an untangling project happening.

Do you have info about how this is compliant with GDPR and other data privacy legislation? I feel like we've touched on that. Did you have anything else you want to say?

I would reach out. We have quite a lot of info. There's some stuff on the website as well. Happy to work through that with you.

Okay, Data coverage for EMEA and APAC regions. How mature is Clearbit compared to competitors?

In the last year powered by LLMs our ability to enrich companies in any language in any geo has gone from we could barely do it to now we can enrich any company with a website and any GEO using our new LLM powered data processing.

Amazing. And then once again, how do we Access Clearbit by HubSpot? Do we have to buy Clearbit first or will it be part of HubSpot subscription tiers and deals? Find it in the App Marketplace. Sign up for a demo using the link in the chat. Right now it is not inside HubSpot but that is.

You got it.

What hubs is Clearbit available in and is it an additional cost on top of HubSpot subscription? I feel like I can start answering these questions also. So we're going to try to get this data in all your hubs and packaging and pricing is still being worked out. I get it right?

You got it. Cool.

Doesn't enrich companies based on domain name only? What if domain is missing or it is a. It is a parent company. This is a primary reason we haven't been using HubSpot Insights.

It does enrich on domain name only. However we also will return parent company domain so that if you want. If you. If you need the parent company data for your etc. Then that data is available. One of our team members would be happy to walk through how to set that up.

Cool. Why is clear why Clearbit prices are not public? It is hard to talk about it with my customers if I don't know what is an approximate cost, I couldn't.

Agree with you more. I am a little frustrated by the fact that we can't have public pricing right now. I can promise you the pricing is very competitive and our team will be happy to talk to you.

And hopefully once it's just a part of HubSpot, it'll be just on the HubSpot pricing page and it'll be much simpler.

But integrations are complicated. Pricing and packaging is complicated. We're moving as fast as we can to get to a clean, simple, lovable.

Yep. Can you have custom filters that determine which records are enriched? Yes.

The best way to do that is with list enrichment. So you can define a list of the records that you would like to be enriched and those will be enriched and updated.

Cool. When it comes to enriching contact data in HubSpot, will it overwrite the data we've already put in or will it go into separate fields?

That's up to you. You can buy by default, you can have it override standard fields or you can create separate fields to send that data to.

How granular are your industry filters Instead of just healthcare, can you filter by home health, physical therapy, physician groups, etc.

On the website you can find a list of all of our industries and potentially more useful for you, all of our tags. So we have all of our industry taxonomy and we also have over 1100, I believe, or 1,200 tags that are based on the content of each individual website. So things like home health, fitness, etc. I would go to tags over industries to find that.

Cool. Will there be alerts when a contact changes companies?

Clearbit does have job change notifications as part of one of our data products. Our hope is to bring that into HubSpot. I can't promise you the timeline.

Are you able to identify competitors automatically and therefore one is able to flag these leads in HubSpot as not high priority?

No, we're not able to automatically identify your competitors. There are a couple fun ways to use Clearbit to deal with competitors. I would say one fun thing we've seen some of our customers do with the intent product. So taking IP address and turning that into company is doing some website personalization or anytime a competitor visits the site it just redirects them to the jobs page. That's a fun one.

That's delightful. If Clearbit is currently driving HubSpot Insights, what's the value of us purchasing Clearbit?

Ooh, great question. Well, we're bringing a lot More data in. So a lot of new data attributes that weren't in HubSpot Insights. The data is going to be refreshed on a daily, weekly, monthly basis versus an annual basis. And we're also bringing in Contact enrichment. So today HubSpot Insights is company only. A relatively limited amount of data attributes and the data is very fresh.

Does Enrichment auto update my contacts when a contact gets a promotion to a new title? What about if they leave one company and go to another company? Is also in my database.

We do update titles absolutely. If they're leaving one company and going to the other again. We have some job change notification products that we built in the past and we're hoping to bring those over as well.

Well, Clearbits auto form complete be coming.

To HubSpot I believe so. Can't promise you timeline but that is something we're working on and we already.

Talked about zoom info so let's skip that. Interested to see if parameters can be set up to scan for form submission for form fraud.

Parameters can be set up to scan for formation or fraud. The enrichment product doesn't have risk or fraud detection capabilities, but if you reach out to the team there are a couple like plays we've helped customers set up before that they can take you through.

Cool. Yeah, hit that, hit that demo link. In the chat there was already a HubSpot integration with Clearbit. What does the acquisition change for customers? Any additional benefits?

A couple of key benefits. One, the pricing today has become much more advantageous for HubSpot customers than it was a few months ago. So we go to learn about that and check that out. The other key benefits is we're bringing it, bringing it in house, making it native and making this available to every single HubSpot HubSpot customer regardless of plan or subscription. So that's coming soon.

Cool. Besides web visits, what other attributes contribute to the intent data set?

The intent data set today is entirely first party intent. So the company is visiting your website, the anonymous companies visiting.

Do all these features work in Europe?

Yes, all these features work in Europe. Be careful of your own interpretation of GDPR and what your company has committed to with its customers, et cetera. But everything works in Europe the same as it does anywhere else.

Yeah, and if I could add some meta commentary there as we rolled out our commerce features for a long time they were only available in the United States and they weren't available anywhere else in the world. And we're finally starting to roll out internationally. Clearbit I do not think is following that model. At all. Clearbit is just Clearbit and wherever you are, you can use it.

That's the plan.

Who visited your site is better than the HubSpot version. When are we going to see this integrated?

It's available to you now on via clear by HubSpot and we are integrating it with the goal of launching this fall.

I can tell this is a good acquisition because a lot of the things I've heard from people about it is like, oh yeah, These parts of HubSpot are kind of terrible and Clearbit's really good at it. Does this mean HubSpot's gonna be good at it now? And I think the answer is yeah, that's kind of the whole goal.

That's why the integration made sense.

Will HubSpot forms absorb this functionality so we won't need to create smart forms anymore? Sounds like hopefully maybe something.

That's the plan we're working on.

It is enrichment only for companies or does it also include contacts?

It includes contacts. We do not bring in phone numbers or email addresses on contacts. We bring in things like job title, role, seniority, location.

Does Clearbit provide technographic data as part of its company data?

We absolutely do. We have thousands of tech tags. There is a link on the website that will show you the full list.

Yeah, and I caught a brief glimpse on one of your slides where you showed like empty profile and now here's the full. And it had just a whole bunch of tags in there. And so yeah, I will share the recording afterward and you can pause on that slide if you want. Is there a list of all the properties that can be mapped to HubSpot?

Yes, there is, absolutely. I think it's clearbook.com data and you will see every single data attribute and you can click through and explore them all.

This is not a question, this is a statement. Also, the logos would be useful in HubSpot as well.

Absolutely. I couldn't agree more. We are working on bringing them into HubSpot. I believe some of them already are, but it's a work in progress.

How does Buying Intent work with cookies for the EU friends?

Buying Intent does not work with cookies at all. It is purely IP based. So we map IPs to domains. There's no cookies, there's no tracking. It's just IPs and domains being mapped together.

Amazing. What level of HubSpot do you have to have to access Clearbit? How do you start using it?

There's no HubSpot level necessary today. You just have to talk to our team and get set up with a clear bit by HubSpot account.

Okay, wait, you don't use the NAICS website. So when you were talking about the six digit NAICS thing, a lot of questions came in about, wait, there's a labor department naics and you said yes.

We use the official NAICS categorizations. We map companies to them based on the information we know about their website and their description. There are many, many companies out there that have never picked their own NAICS code. So what we do is we return the best possible map to a NAICS code based on what that company says they do. This is way more accurate than a human trying to pick this. And we return the top couple where we return the top couple things. So if you're using it for scoring, routing, segmentation, et cetera, there's a bunch of ways to like flexibly, flexibly use that.

Cool. In a world of remote employees, is there more than IPs helping to stitch traffic back to companies in this world?

No, it's just IPs but it's a live and dynamic algorithm that does this. This looking across all of the signal in our pretty vast data network. And we're pretty good at mapping home IP is to companies.

Cool. Can you demo how the form shortening works? I've set it up in two HubSpot accounts and I haven't managed to get it to work. I think.

Nice, I saw that one coming in the chat earlier. Definitely reach out and one of our folks can show you exactly how it works and help get the two accounts you set up working.

Cool. Do you have location data filter companies with five plus locations?

We do not today have multiple location data filters. No. It's a data attribute we've been working on, but it is not one that's available today.

Our largest customer is school districts or individual school buildings. Does Clearbit capture data that would be helpful in that segment or is it more traditional B2B?

I would say traditional B2B. I think like there are some uses in education. We have a bunch of colleges and some like endowments and stuff that use us. But our core is B2B companies.

Is there a geographic strength slash weakness like work better or worse in some places than others?

I used to say our it wasn't about geo, it was about language and we were Latin character based. So anywhere that used Latin characters we were the strongest. That's not quite as true anymore. Our coverage in Japan and China and India and many other places that are non Latin character based languages has been like skyrocketing. Over the last year we have really, really good company coverage on any company that has a website. The key is they have to have a website. They don't have a website. We're very unlikely to have any data on them.

Makes sense. This is my first intro to Clearbit. How do you keep contact info current sources? Does Clearbit automatically move a contact to a new company if they change jobs, for example? So that one's come up a lot as a specific example, but current and.

Sources and stuff, we don't automatically move them to a new company. What we do is we actually think of the person by their email address. So that email address can be active or inactive and we do have an attribute that is active at or active inactive. So we will alert you when a email address is no longer active. But today we don't then tell you what new company they're working at.

We use Zoom info right now and Demand Base for intent.

Could this replace both Complicated question reach out and we can.

It really feels like yeah. And then the second half is curious if you can search and export contacts from Clearbit but we've talked about that a bit so definitely recommend reaching out to the team to get those specific questions answered. Okay. Naics codes we already talked about. Oh, what is the product roadmap for Clearbit to close the gap from abm Intent Data and programmatic advertising platforms like Six Sense, Demand Based, rollworks, Cognizant, et cetera.

I would say our roadmap is similar to most HubSpot roadmaps, which is we're identifying the highest value features across the most amount of customers and then prioritizing that way and working towards that. So a lot of what you just outlined is stuff we would absolutely like to work on over the coming year or two and it will depend on what has the highest value to the most amount of HubSpot customers.

Okay, here, here, here at the bottom of the pile we're getting to the really important questions. Matt, where did you get your bookshelf?

I built my bookshelf.

Nice.

Six individual IKEA like shelves and I built put some like what it's called but some boards in between and had a little laser printed top. Screwed it all down.

Looks nice.

That was fun. I think I was really stressed and I needed something that was not computer work.

Totally get that. Okay. I have not been paying attention to chat. I see there are 56 unread messages since I was last over there. Deanna, is there anything exciting over there? I'm happy to keep going through the Q A.

There's some resources that have been shared and I've copied them over. I'll make sure they include those in the email follow up, but just they're playing off each other pretty good. Keep going. You're good. You got six minutes left.

Fun in the chat. All right, got a lot of questions in here. How is this different? How is this data different than what is available in LinkedIn? HubSpot announced a LinkedIn partnership somewhat recently. Complementary or is this different?

Complimentary? We have a lot of company data that is not available through LinkedIn, Sales Navigator or Sales Sync. I forget the names of those products. The other thing is like you don't have to be a LinkedIn Sales Navigator customer to access some of this, but there's a lot of, a lot of company data and some contact data that's not available via LinkedIn.

Yeah. And I will say on the LinkedIn partnership front, that is very much a Sales Navigator integration. I think it's going to be the first manifestation of that. I've seen some mocks that the team is working on, so if you've ever used our Sales Navigator integration today, you know, it's fine, it's okay, it does some stuff, but it's really not two way and, and there's no, no presence. When you're on LinkedIn, for example, you have to be inside HubSpot. We're, we're going to make that much more robust. The, the Data Sync team is working on that one. So you know, it's going to be pretty great. Is there a plan to bring the automated enrichment features to the limited free credits available? It would greatly help demoing Clearbit to potential customers.

Great question. I would reach out to either your CSM or whoever you've been working with at Clearbit and we can help you there.

Cool. When, when is the native version of this likely to be looked at? The multiple portal thing is painful for salespeople.

We're, we're moving as fast as we can. I can promise you we will have products out this year.

The, the market intelligence will combine with the tracking code of HubSpot. How. What about the dispersion of cookies?

We have plans to combine with the, the HubSpot tracking tracking code or the JavaScript tag. I don't understand the second part of the question, but if you want to ask it yet, happy to try.

Okay. Currently in clear, but I can only see data for the last 30 days. Will that expand to a longer time period or will the data be automatically captured in HubSpot so that no longer matters.

Yes.

Great. Oh, what type of fields are most of the clear bit field, single line, text or drop down select fields. Often clients want to create custom properties to replace the default HubSpot properties in order to have more control over what is entered, eliminating typos, easier for reporting, etc.

Yeah, you should reach out for the exact kind of list and understanding, but we have there's text, there's integer, there's multi select, there's a bunch of different ways to map and we try to be as intelligent as possible to provide the same data type that is on the other side.

Great. Virginia asked, will this be recorded available afterward? I can't say the whole time, which I assume means she's gone now. But yes, it's recorded and Virginia and all the rest of you will get this recording in your inbox. Last question Jeanette asks Any betas we can be a part of?

There are a couple betas that are going to be happening over the next few months. Reach out to me if you're specifically interested in those. But I would recommend the clear by HubSpot product as really the best beta because everything I showed you today is coming to HubSpot and where those features are less beta and more real, more pa, I think you'll get more value out of it easier.

Great. Amazing. Matt, thanks so much for being here. All of you, thanks so much for being a part of the biggest hug. Probably the biggest hug period event ever. This has been great. Matt's email address is one of the last things in the chat if you want to reach out. Also there's been that link floating around where you can get a demo. I'll drop that in one more time. And yeah, hope you all have a great day recording and things will be sent out later.

Thank you everyone.

It.