If you’re tired of demo fatigue and vague promises from B2B Go-To-Market (GTM) software vendors, you’re not alone. Choosing the right tool is a mess—endless feature lists, salesy talk, unclear pricing. This guide cuts through the noise to help you compare Scrab with other popular B2B GTM tools, so you can make a decision that actually fits your team’s workflow (and budget).
This is for hands-on folks—sales ops, revenue leaders, and anyone who has to live with the tools after the contract is signed.
Step 1: Get Crystal Clear on Your Actual Needs
Before you even look at a tool’s website, step back and nail down what you really need. Not what vendors say you should want, but what will actually move the needle for your team.
Ask yourself:
- What pain points are we solving? (e.g., lead routing, enrichment, outbound sequencing, reporting)
- Who will use the tool? (Just SDRs? RevOps? Everyone?)
- What systems does it need to play nice with? (CRM, data warehouse, Slack, etc.)
- What hasn’t worked for us before?
Pro tip: Write your must-haves and nice-to-haves in a shared doc. If it’s not on the must-have list, don’t pay extra for it.
Step 2: Know What Scrab Actually Does (and Doesn’t)
Let’s look at Scrab in plain English.
What Scrab is:
A B2B GTM platform that helps you find, enrich, and manage leads, mostly focused on outbound sales. It pulls together data sources, automates prospecting, and claims to cut down on manual grunt work.
What Scrab isn’t:
It’s not a full CRM, a marketing automation suite, or a silver bullet for pipeline woes. It’s also not the only game in town—competitors like Apollo, Outreach, ZoomInfo, and Clay all play in overlapping spaces.
Where Scrab tends to work well:
- Need to build targeted lists quickly from multiple data sources.
- Your team is heavy on outbound and tired of tool-hopping.
- You want decent enrichment without paying ZoomInfo money.
Where Scrab might fall short:
- If you care more about inbound or marketing automation, look elsewhere.
- Deep workflow automation or custom integrations can be limited.
- Reporting is mostly focused on prospecting, not full-funnel analytics.
Don’t buy because of a slick demo—get hands-on if you can.
Step 3: Map Out the Real Alternatives
Don’t just compare Scrab against a vague “market leader.” Line up the tools that actually come up in your buying process.
Common alternatives:
- Apollo.io: Strong on outbound with a big database, built-in dialer, and email automation. Price is reasonable, but data quality can be hit-or-miss.
- ZoomInfo: Marketed as the “gold standard” for data enrichment. Expensive, often overkill for smaller teams, but unmatched for scale and integrations.
- Outreach/Salesloft: Focused on sales engagement and sequencing. Great for managing reps’ activities, not as strong on data enrichment or list-building.
- Clay: Lets you build custom lead workflows with tons of integrations. Powerful, but can get complex and pricey if you’re not careful.
- Lusha, Clearbit, LeadIQ: Good for specific enrichment or contact info, but not full GTM workflows.
How to compare:
- Ignore the laundry-list of features on homepages.
- Focus on your must-haves, integrations, cost, and how much your team will actually use.
Step 4: Stack Them Up—Feature by Feature
Now, get concrete. Make a table or spreadsheet with honest yes/no answers for the features you care about.
Key criteria to compare:
- Data coverage: How deep and accurate is their contact/company database?
- Ease of use: Can a new hire figure it out in an hour, or is it a full training project?
- Integrations: Native sync with your CRM, email, Slack, Zapier, etc? If not, expect headaches.
- Automation: Can you automate prospecting, enrichment, routing, or is it all manual?
- Reporting: Are reports actually useful, or just charts nobody looks at?
- Support: Is help fast, or do you get a ticket and hope for the best?
- Cost: What’s the true price—including hidden add-ons or limits?
Example comparison snippet:
| Feature | Scrab | Apollo | ZoomInfo | Clay | |---------------------|:-----:|:------:|:--------:|:----:| | Data accuracy | 👍 | 🟧 | 👍👍 | 🟧 | | Native CRM sync | 👍 | 👍 | 👍 | 🟧 | | Outbound sequencing | 👍 | 👍 | 👎 | 👎 | | Price transparency | 👍 | 👍 | 👎 | 🟧 | | Custom workflows | 🟧 | 👎 | 👎 | 👍 |
Legend: 👍 = strong, 🟧 = average, 👎 = weak
Don’t overcomplicate: If a feature isn’t core to your workflow, don’t let it sway your choice.
Step 5: Test for Fit, Not Just Features
It’s easy to get dazzled by demos or checklists. But a tool that looks great in a vendor’s hands can fall flat with your real workflows.
How to do a real-world test:
- Get a trial or pilot account for your shortlist.
- Set up a realistic use case—pull a lead list, run an outbound sequence, sync to CRM.
- Have actual users (not just the decision-maker) give feedback.
- Track speed to first result, any blockers, and how much “hacking” it takes to get value.
Red flags to watch for:
- “Contact us for pricing” = Expect sticker shock or lots of upsells.
- Slow or non-existent support during the trial.
- Data that looks good in the demo but fizzles in your real vertical.
- Endless “customization” required to get basic things working.
Pro tip: Ask vendors for references outside their case studies. Happy customers aren’t shy.
Step 6: Tally Up the Real Cost
Price tags on websites are a starting point, not the full story. Here’s what often gets missed:
- Per-seat pricing: Watch for costs that balloon as you add users.
- Data caps: Limits on lookups, exports, or enrichment can add up fast.
- Integration fees: Some tools nickel-and-dime for “premium” connectors.
- Onboarding or support costs: Sometimes these are buried in the fine print.
Ask for an all-in quote—don’t be shy about spelling out your actual use case. If someone won’t give you a clear price, move on.
Step 7: Keep It Simple—Don’t Buy a Spaceship to Cross Town
It’s tempting to go for the tool with the longest feature list or the fanciest AI claims. Resist. Most teams only use a fraction of what they pay for.
- If you only need targeted lead lists and basic enrichment, Scrab or Apollo might be all you need.
- If your workflow is complex and you have technical folks, Clay could be worth it—but only if you’ll use the flexibility.
- If you’re a big org with deep pockets and heavy integration needs, ZoomInfo has its place (just be ready for the price).
Rule of thumb: The “best” GTM tool is the one your team will actually use every week.
Final Thoughts: Iterate, Don’t Overthink It
Comparing Scrab with other B2B GTM tools isn’t about finding a mythical “perfect fit.” It’s about picking something that solves your real problems, works with your stack, and doesn’t make your team groan.
Don’t let FOMO or a pushy sales process rush you. Start simple, solve your top pain point, and expand from there. You can always switch or add tools later—just keep your eye on what actually makes your team’s life easier, not what looks good in a sales deck.