Turn Your Open Source Adoption into Revenue with Scarf + Salesforce & Hubspot

Open source has been a taboo group–do not market to, do not sell to, do not track. Companies offering open source are pouring resources into the project, but it remains a black hole for go-to-market teams—high adoption, but no clear path to conversion. KPIs for open source teams are download numbers and activity, rarely is it ARR.

With Scarf, company-level usage data is available while maintaining privacy. The native integration with Salesforce and Hubspot, brings your open source users from passive usage to pipeline acceleration.

There is a sales funnel in your open source project

Sales teams spend thousands—sometimes millions—on ads, email campaigns, tooling, and outbound prospecting. Commercial open source companies have the advantage here of also having actual users.

“Databases have a 5% conversion rate to ongoing usage and AI has 2.5%. For comparison, B2B SaaS ads typically convert at a 2% - 5% rate, paid search at around 1%, and ABM (account-based marketing) campaigns at 3.8%. You decide which is a stronger intent signal: clicking on an ad or actually using your software.”

From our Annual Open Source Report 2024

Open source isn’t just a branding play—it’s a pre-sales engine. Scarf surfaces high-intent companies already evaluating your OSS product and puts those leads to work.

How It Works: Syncing Open Source Companies Surfaced in Scarf with Salesforce and Hubspot

Scarf identifies companies interacting with your open source project—whether they’re downloading your software, reading your docs, or experimenting with deployments. By integrating this data into Salesforce or Hubspot, your team can:

✅ Match Open Source Users with Churned Leads – Re-engage past customers who are trying your software again.

✅ Find Net-New Leads – Identify companies interacting with your project that aren’t in Salesforce yet, revealing fresh opportunities.

✅ Automate Lead Sync – No manual entry. Open source usage data flows directly into your CRM, keeping your pipeline up to date and actionable.

✅ Uncover Your Open Source Sales Funnel – Track how companies move from initial curiosity to full deployment, and prioritize outreach accordingly.

Why This Changes the Game for Commercial Open Source Sales

Open source leads are pre-qualified to buy—they are companies that have already engaged with your technology. With Scarf + Salesforce/Hubspot, you can accelerate deals by surfacing the right companies at the right time.

If you’re not leveraging your open source adoption as a sales channel, you’re leaving revenue on the table.

Get started with these integrations today. Book a demo.