When every enterprise lead costs real money to acquire, guessing who is “ready” is an expensive hobby. The good news: your CRM already holds the clues. By merging HubSpot firmographic fields with live engagement data in Spectacle, you can surface prospects who look—and act—like buyers.
Why firmographics alone fall short
Job title and company size explain who someone is, not how they buy. Two prospects may sit at similar‑sized companies, yet only one has spent the last week combing through pricing and ROI calculators.
The combined‑signal blueprint
Data source | Fields/signals |
HubSpot | Company size ≥ 200, Industry = Tech or Pro Services, Annual revenue ≥ $5 M, Region = UK or EMEA |
Spectacle | Pricing page viewed 3× in 30 days, ≥ 2 content downloads, ≥ 2 stakeholders active, Recent demo request |
Prospects matching both sets of criteria form a segment Sarah calls “High‑Intent Enterprise”—89 contacts cluster here at any moment.
Build the audience in three steps
Connect sources – Authorise HubSpot, LinkedIn, Google Ads and your website pixel inside Spectacle.
Define rules – Combine firmographic filters from HubSpot with behavioural triggers captured by Spectacle.
Activate everywhere – One‑click export to LinkedIn, Google Custom Match and Meta; push to HubSpot lists for email nurture;
Early results
46 % lower cost‑per‑opportunity compared with generic enterprise targeting.
32 % shorter sales cycles—buyers already have consensus when sales calls begin.
2.4× average deal size versus non‑segmented campaigns.
Key takeaways
Double‑filtering beats broad reach. Firmographics keep spend on ICP companies; behaviour pinpoints intent.
CRM hygiene matters. The richer your HubSpot fields (revenue, funding, tech stack), the sharper your audience.
Automate refreshes. Segments update daily, so campaigns never run on stale data.
Ready to build your own high‑intent segment? Explore Audience Builder → Connect HubSpot Free →