Building a Predictable ICP: How Liquibase uses Scarf for GTM Operations
See which companies use your open source and what they do next
Scarf connects signals from downloads, packages, documentation, and telemetry so your team can see where adoption is growing and act on it without storing personally identifiable information.
Free usage tracking No PII stored
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Built on open source usage at global scale
Scarf turns billions of daily usage signals into a view of adoption across projects, versions, and companies.
2B
308M
3.3M
96%
How Scarf works
From open source activity to account-level intelligence
Scarf connects the signals around how organizations discover, evaluate, and adopt your software, then gives your team practical ways to use them.
Capture real adoption signals
Connect package and container registries, Scarf Gateway, SDKs, pixels, or your own event data.
See companies and adoption patterns
Understand which organizations are active, what they use, and how their engagement changes over time. Raw IP addresses are not retained.
Act on the signal
Ask questions in Scarf, filter and export accounts, sync data to GTM tools, or work through Slack, APIs, and webhooks.
Customer outcome
Liquibase built its go-to-market model around real community adoption
At Liquibase, community usage identified by Scarf is a core requirement for the company's top ICP tiers and now guides territory planning, ABM, and nurture.
Read the case study 90–95% of new logo wins originate from Liquibase Community users
90%+ of deals are marketing-driven, powered by an ICP model that starts with Scarf signals
Use the same adoption data across your business
Ask direct questions of your usage data
Use Scarf AI to investigate adoption across downloads, packages, containers, documentation, and binaries.
Put adoption signals into your GTM systems
Filter and qualify accounts, then send the context to sales, marketing, RevOps, and DevRel.
Monitor OSS consumption across your organization
Track what your teams and workloads are downloading so security can investigate risky or unexpected open source usage sooner.
Features
Follow adoption from first touch to production
Features
See how people and organizations move through your user journey
Features
Turn OSS intelligence into action across your business
Ask Scarf what changed and why it matters
Use Scarf AI to investigate adoption, compare releases, prepare exports, and run repeatable analyses from Scarf or Slack. Every answer is grounded in your Scarf usage data.
Start freePut Scarf data in the systems your team already uses
Send account and adoption data to Slack, Salesforce, HubSpot, Common Room, or your own tools through exports and APIs.
Learn more about data exports
Hear it from our customers
Scarf makes it easy to understand how quickly new versions of Linkerd are being adopted and which components are being deployed-data that the container registries have and don't share with us otherwise.
It's much more popular than we thought. At this stage, we have about 9 million Docker downloads. By monitoring the SDK and game server downloads, we can understand the popularity of different SDKs and the specific uses of the game server, which we couldn't do before. Project observability improves your targeting and allows you to discover new companies for ABM campaigns
It’s important for us to understand who is using [our OSS web framework] IHP. Before using Scarf we’ve mostly relied on the data set of existing customers. . . . It only took us a couple of minutes to integrate the Scarf Gateway. Identify potential customers hidden within your OSS users, creating a new category of leads, Open Source Qualified Leads (OQLs)
Outbound outreach to Open Source Qualified Leads saw 2x higher response rates as compared to our outreach campaigns without Scarf data.
Today, we track over 36,000 users visiting the documentation. We can see those who are very actively engaged in the ongoing process. This helps us reach out to people in those organizations, effectively guiding our outreach process.
I wish I installed [Scarf] the day we launched our docker file.
Scarf proved to be a valuable tool for Nestybox ... It’s one of the few tools that we used weekly and considered critical to better understand Nestybox’s users and potential customers.
The list of companies that surfaced from our data in Scarf was important for fundraising to show real-world usage. Showing that big companies were not only downloading Budibase but downloading every new version we released was huge.
We have been using Scarf to understand how Redpanda is being adopted, and most importantly, how to prioritize engineering efforts for the product. Turns out the world loves Redpanda + Kubernetes more than we thought!
Start with the adoption you already have
Find the companies using your open source
Start with free usage tracking. Upgrade when you need more company details, workflows, integrations, or history.
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