If you’re running a SaaS sales team and drowning in go-to-market (GTM) tools, you’re not alone. Every week, there’s a new platform promising to “revolutionize” your sales process. Most of them can’t back it up. This review is for folks who want real answers about Scrubby—what it’s good for, where it falls short, and whether it’s worth your budget in 2024.
Let’s skip the fluff. If you want to know whether Scrubby is a smart addition to your B2B SaaS sales stack, read on.
What Is Scrubby, and Who’s It For?
Scrubby pitches itself as an all-in-one B2B GTM (go-to-market) platform. The goal? Help SaaS sales teams identify, qualify, and engage leads faster—without a pile of bolt-on tools or endless spreadsheet wrangling.
Who actually benefits: - Mid-sized SaaS companies (think 15–200 reps) who’ve outgrown CRM basics but don’t want to build a Frankenstack of point solutions. - Sales leaders who care about pipeline hygiene (the name fits) and want more visibility without baby-sitting their team’s every move. - Teams running multi-channel outbound (email, LinkedIn, phone) and tired of copy-pasting between tools.
Who probably won’t: - Tiny startups (sub-10 reps) who can get by with a vanilla CRM + Google Sheets. - Huge, complex orgs with custom requirements—Scrubby isn’t Salesforce on steroids. - Teams who only live in inbound or just want a dialer.
Key Features: What Scrubby Does (and Doesn’t) Do
Let’s break down what Scrubby actually does. Here’s what you get out of the box (and what’s mostly marketing fluff):
1. Lead Enrichment and Scoring
How it works:
Scrubby pulls in data from LinkedIn, company sites, and some third-party sources. It tries to auto-fill missing info (company size, tech stack, decision-maker contacts), and then scores leads based on rules you set—or out-of-the-box templates.
What works: - Decent enrichments for US/EU companies—most profiles are 80%+ filled in. - Custom scoring rules are actually editable (not just “AI” locked). - Flags duplicates and dead leads, so you don’t chase ghosts.
What doesn’t: - Data is hit-or-miss outside the US and Western Europe. APAC, LATAM coverage is thin. - If your ICP (ideal customer profile) is super niche, expect a lot of manual cleanup.
Ignore this:
Scrubby’s “AI prioritization” is just rules-based sorting with a shiny badge. It won’t magically find hidden gems in your database.
2. Multi-Channel Sequencing
How it works:
You can build outreach sequences across email, LinkedIn, and phone. Scrubby tracks touches and moves leads between steps automatically.
What works: - Sequence builder is drag-and-drop, not a nightmare of settings. - Out-of-the-box LinkedIn and email integration—no sketchy browser plugins. - Can skip steps if contact info is missing (e.g., no phone, just move to next channel).
What doesn’t: - No native SMS (as of early 2024), even though some competitors offer it. - Deliverability is only as good as your connected email domain—Scrubby won’t fix spammy sending habits. - LinkedIn integration sometimes breaks if LinkedIn updates their API—no fix for that except waiting.
Ignore this:
The “one-click personalization” templates are generic. If you want replies, do the work.
3. Pipeline Management and Reporting
How it works:
Scrubby gives you a kanban-style pipeline view, with color-coded stages, filters, and dashboards. You can “scrub” (get it?) old leads and automate reminders for stale deals.
What works: - Fast drag-and-drop. You can move deals between stages without loading a new page every time. - Custom pipeline stages—no “opportunity” vs. “deal” confusion. - Decent reporting for small to mid-sized teams: activity tracking, win rates, and rep leaderboards.
What doesn’t: - No forecasting or advanced analytics. If you want to slice by product line, region, or complex custom fields, you’ll hit a wall. - Sluggish with more than 5,000 active deals—filters get slow. - Reporting exports are only in CSV, not Google Sheets or Excel.
Ignore this:
The “deal health” meter is just a checklist of touches. It’s not predictive, and it won’t tell you which deals are truly in trouble.
4. Data Hygiene and Automation
How it works:
Scrubby automatically merges duplicates, flags bounced emails, and can trigger reminders to reps when data’s missing.
What works: - Automated duplicate detection is solid. Fewer accidental double-emails. - Smart reminders for missing fields help keep the pipeline clean. - Good integrations with HubSpot and Salesforce for syncing contact and deal data.
What doesn’t: - Syncing is one-way for some fields (e.g., activity logs)—don’t expect a 100% mirror. - If you have lots of custom fields, mapping them is a manual, clunky process. - No bulk-update. Editing dozens of records means… clicking a lot.
Ignore this:
The “AI-powered hygiene” pitch—this is rule-based logic, not machine learning.
Pricing: Fair But Not Cheap
Scrubby’s pricing is seat-based, like most sales software. As of mid-2024, it’s roughly: - $90–$120/user/month, depending on plan and contract length. - Discounts for annual commitments or >50 seats. - No free tier, but there’s a 14-day trial.
Things to know: - Onboarding help is decent but costs extra unless you’re a big customer. - Integrations with Salesforce, HubSpot, and Outreach are included on higher tiers only. - Usage caps on enrichment credits—if you burn through a lot of contacts, watch for overage fees.
Who should skip it?
If your sales budget is tight or you’re already paying for enrichment tools, Scrubby may not save you money. It’s best as a consolidation play—replacing multiple tools with one.
Real-World Pros and Cons
Here’s the short, honest version from hands-on testing and talking to users:
Pros
- Intuitive UI—your reps won’t revolt.
- Solid data hygiene features that actually cut down on busywork.
- No need for a sales ops wizard to set up basic workflows.
Cons
- Not a great fit for global teams or those with weirdly specific data needs.
- Reporting is basic. If you want deep analytics, look elsewhere.
- Pricey compared to “just good enough” tools, especially if you’re small.
Pro Tips
- Spend time customizing lead scoring up front. The default settings are too broad for most SaaS niches.
- Use the duplicate detection, but don’t trust it entirely—do periodic manual checks.
- Don’t skimp on onboarding. Scrubby’s support is better than the docs, so ask for a walkthrough.
What Scrubby Replaces (and What It Doesn’t)
Scrubby can replace: - Lightweight CRMs (Pipedrive, Copper) - Standalone enrichment tools (Clearbit, Apollo basic) - Basic outreach sequencers (Mailshake, Outreach Lite)
Scrubby can’t replace: - Deep-dive analytics tools (Tableau, InsightSquared) - Heavyweight CRMs (Salesforce, HubSpot Enterprise) - Product usage data platforms (Mixpanel, Amplitude)
If you’re using a Frankenstein stack and want to simplify, Scrubby’s a solid consolidation bet. If you need best-in-class in every category… well, you know the answer.
The Bottom Line: Keep It Simple, Iterate Often
Scrubby isn’t magic. It’s a well-designed tool that cleans up a lot of the mess in SaaS sales, especially for teams that have outgrown basic CRMs but don’t want the pain of enterprise platforms. It won’t solve strategy or fix bad sales habits—but it can free you up to focus on what actually matters: talking to customers and closing deals.
Start with the free trial, don’t buy every add-on, and don’t expect miracles. If it saves your reps a few hours a week and you can ditch two other tools, that’s a win. Keep things simple, and don’t be afraid to adjust as you go.