Case Study: HubSpot validates acquisition opportunity and market overlap with Crossbeam

How Crossbeam Helped Make the Deal Happen

HubSpot, a marketing, sales, and service software company, was evaluating the media company The Hustle for acquisition and faced the challenge of determining the exact size of the potential market opportunity. They needed to move beyond ballpark figures to precisely understand the overlap between their own customer base and The Hustle's subscribers. To achieve this, they turned to the vendor Crossbeam to use its data collaboration platform for secure customer overlap analysis.

Using Crossbeam, HubSpot and The Hustle securely connected their data sources to compare customer and subscriber lists. This process allowed HubSpot to identify the precise number of shared accounts and segment The Hustle's audience by their relationship to HubSpot. The data provided by Crossbeam was used to validate the acquisition's strategic fit, accurately forecast its revenue potential, and directly inform the final deal terms and price, ultimately helping to seal the acquisition.

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