Getting the Most Out of HubSpot's Growth Stack

Getting the Most Out of HubSpot’s Growth Stack

WednesdayMay 24, 2017

without a CRM “Rip & Replace”

Hi! I’m Zak.

Agenda

•Introductions•Your Growth Stack: Why 2 CRMs?•Highlights of HubSpot CRM & Sales Tools•Dual CRM Integration– Overview, Demo, Tips•Q&A and Discussion

Today’s Speakers

Zak PinesVP, Marketing

Luke OwenDirector, Customer Success

Power UserFormer CustomerAlumni

Power UserAuthor of HubSpot Power User Series & Mega Guide to HubSpot Integrations

Why 2 CRMs are Better Than 1?

Specialization & Best-of-Breed Which helps to serve the needs of all constituents:•Marketing•Sales Reps•Sales Management•Finance, Operations & Executives

Why Connect HubSpot & CRMDeliver leads

to salesVisibility

for sales reps

Targeted marketing

Generate full funnel analytics

Ensure leads move smoothly without manual work

Get reps key info on prospects & customers, in a format easy for them

Make your marketing more effective with targeted messages & offers

Tie sales outcomes (new customers, revenue) back to marketing

1 2

3 4

CRM Specialization: Best of BreedHubSpot CRM Back Office CRM

Maximize impact / interaction of your sales team with prospects

Align & deeply integrated to your customized business processes

● Lead Routing ● Data Enrichment● Lead Qualification to Opp ● Lightweight, Best Practice UI ● Interaction via Add-On Sales

Tools

● Opportunity Management● Quoting● Forecasting ● Fulfillment● Highly Customized Around

Business Process

HubSpot Sales & HubSpot CRM

Paid Product w/ Free Edition

Free Product

HubSpot CRM

•Clean, Visual Dashboard of Sales Funnel

•Drag & Drop•Rapid Sorting•Track Performance vs. Quota

HubSpot CRM

•Timeline of all sales & marketing interactions

•Calls, emails, meetings, notes

HubSpot CRM: Lead Routing

•Leverage HubSpot lead-to-account match tools to assign leads to the correct rep

•Made possible by a sync of your accounts from back office CRM to HubSpot

HubSpot CRM: Data Enrichment

•Domain name field fuels enrichment

•Data pulls down w/in seconds of adding a value to above field

•Fields include annual revenue, number of employees & LinkedIn Bio

HubSpot Sales Tools: Interaction•Build & execute email sequences, using templates

•Email & document tracking•Call recording•Book a Meeting•LiveChat•Mobile app for quick updates

HubSpot Sales Tools: What’s Free?•Email scheduling (if using HubSpot Sales with Google Apps)

•Email open notifications (unlimited)•Email tracking history (up to 200 notifications/month in activity stream)

•Email templates: 5/account•Documents: 5/account•Calling: 15 min/user per month

Summary of Key Benefits of HubSpot CRM

• Sales Rep Performance - Operate More Effectively– Modern Suite of Tools– Closely Aligned with Marketing– Routed the Right Leads

• More, Higher Quality Data– Sales Reps Use the Tools, You Get More Data!– Data Enrichment

Essential to Success: Integration between HubSpot & Back Office CRM• Accuracy of data: forecasting, back office processes,

marketing• Consistent data between systems: no errors or

confusion between teams• Speed between departments• No time spent uploading data between systems

Overview of HubSpot CRM - Back Office CRM Integration

CONTACTS

COMPANIES

OPPORTUNITIES

ACTIVITIES

Demo: Connect HubSpot CRM to Your Back Office CRM

Luke OwenDirector, Customer Success

HubSpot CRM IntegrationsTop Three Tips

Order of Operations Matters

Sequencing accounts, contacts, & opps per back

office CRM specs

Adhere to CRM Required Fields

e.g. ConnectWise opps require contact, primary site (account) & primary

sales rep

Understand your Back Office CRM Logic

e.g. NetSuite accounts will automatically update to Prospect when an opp is

created

Which of these topics would you like to have a follow up discussion around?

I’d like to....•How to leverage HubSpot CRM with my existing CRM•A HubSpot Marketing-CRM integration •Another HubSpot integration (WebEx, Cvent, etc.)•Share this with others on my team •No next steps at this time

Audience Question

Resources: BedrockData.com/HubSpot

• Use Cases

• Featured Connectors

• Power Users Series

• Best Practices content

Q&A and Discussion

Zak PinesVP, Marketing

Luke OwenDirector, Customer Success

THANK YOU!

Feel free to email me: [email protected]