Episodios
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Tracy Graziani, âGeek Executive Officerâ at Graziani Multimedia, has had great success with webinars, for her own business and for her clients. But in a Zoom-weary post-pandemic world - a new approach was required, to engage prospects, encourage them to attend online events and to stay engaged.
Xoxoday provides an innovative way to add the gifting of rewards to prospects and customers, integrated with HubSpot.
Parth Ruparelia, Product Partnerships leader from Xoxoday worked with Tracy to help use Xoxoday Rewards in innovative ways to increase webinar ROI.
Together we explore the current challenges of engaging customers across the HubSpot Flywheel, to attract engage and delight.
Tracy has a real story to share, of how she used Xoxoday to attract, engage and delight her customers, using Xoxoday gifting before, during and after the event.
A wonderful takeaway from this example is that the budget which normally would have been consumed by pay-per-click ads, instead is passed to customers through gifted rewards.I hope you enjoy our group discussion.
Episode Highlights:
04:39 - Parth: The challenge of reaching B2B customers today07:06 - Tracy: Webinars worked before the pandemic. What works now?09:30 - Tracy: Why you canât call it a webinar anymore. Reframe it.11:15 - Tracy: How we used gifting to solve attendee no-shows & drop-off11:26 - Tracy: âI look at the dataâ. We saw drop-off during webinars11:55 - Tracy: âYou need people to stay to the endâ so we gamified it.13:02 - Tracy âwe sent them a xoxoday gift card. Law of reciprocityâ15:33 - Parth: How to use gifting at multiple stages of the inbound flywheel.20:00 - Tracy: Why it matters to give people a choice, including local & charities.21:54 - Tracy: How we phrased the gift choices22:43 - Tracy: How we timed gifting during the workshop24:18 - Tracy: ROI is pretty impressive. Our budget went to customers, not Ads.24:22 - Tracy: âWe did not run any paid ads promoting this particular eventâ25:57 - Tracy: Anyone running ads right now, costs are almost double26:56 - Tracy: The value of partnering with another business.29:00 - Parth: Valuable tips for gifting rewards across the flywheel.About Xoxoday
Xoxoday is a leading vendor that adds to HubSpot the capability of offering rewards as gifts to prospects and customers.
Connect with Parth Ruparelia, Product Partnerships leader at Xoxoday
Website: https://www.xoxoday.com/
LinkedIn: https://www.linkedin.com/in/parthruparelia/
Email: [email protected]
About Graziani Multimedia
Graziani Multimedia is a HubSpot agency specializing in Revenue Operations for Sustainable Companies and Funded Startups.
Connect with Parth Ruparelia, Product Partnerships leader at Xoxoday
Website: https://www.xoxoday.com/
LinkedIn: https://www.linkedin.com/in/parthruparelia/
Email: [email protected]
Xoxoday on HubDo Marketplace
https://marketplace.hubdo.com/en-US/apps/399230/xoxoday
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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With partnerships in her veins from her earliest years, Negar Nikaeein is in her ideal role, helping both Partnerstack and clients, to grow revenues through best-practice partnering.
We touch on common mistakes companies make, including trying to apply UTM codes to partner programs that are simply not effective in long sales cycles.
We talk about the challenges of managing partner programs using spreadsheets that are separate from core CRM systems and the signs of when itâs time to implement a Partner Relationship Manager platform.
And finally, a discussion about structuring teams for effective win-win partnering operations.
Episode Highlights:
03:19 Partnerstack ideal partners are B2B, especially B2B SaaS05:18 what partnering mistakes do companies typically make?05:39 âUK-based company issues with using UTM linksâ08:11 HubSpot can lay a foundation with proof points & partner pages10:35 the alternative companies us today, is spreadsheets11:04 âso he cross-references spreadsheets & HubSpot CRMâ12:46 key indicators of when a spreadsheet is not enough14:37 UK-based, single person managing 100 partners15:40 What is it that drives more revenue?16:44 âthe time that they would spend checking HubSpotâŠâ18:55 It is common to be wary of direct / partner team separation19:36 how to structure for increased team synergy21:55 Partnerstack as an example of integrated partner teams24:31 Pro Tips include: Partner landing page, organization, strategyAbout Partnerstack
PartnerStack helps you recruit, engage, and scale your entire ecosystem of partners â from affiliates to referral and reseller partners.
Handy Links for more information about Partnerstack
https://partnerstack.com/resources
Connect with Negar and Partnerstack
Negar on LinkedIn
Book a time to chat with Negar
Partnerstack on HubDo Marketplace
Partnerstack Website
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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David Gable, Kixie Head of Sales, brings high energy to the HubDo Podcast. Sharing insightful examples of how companies (especially tech companies) are thinking about automation the wrong way.
No company or customer wants to dehumanize the human experience, which is often the first thing we think of when it comes to automation. We may appreciate the convenience of an ATM machine yet be completely frustrated talking with an automated chatbot.
David explains how he regularly joins meetings where companies want to improve revenues and efficiencies through automation but are thinking about it the wrong way.
When automation takes care of busy work, so that people can have more human time and respond faster, relationships improve and higher revenue is earned with greater efficiency.
There are plenty of great ideas from David in this session, to think differently about how companies like Kixie are delivering automation that enriches human interactions at scale.
Episode Highlights:
4:04 Kixie suits three main buckets:8:09 âpeople often spend half their time entering dataâ9:06 Tech companies want a more human-to-human experience and so shy away from automation. But automating busy work creates more human time.11:30 Example: Helped HubSpot close one of their largest customers (Mortgage Company) transforming from disconnected sequences to proactively responding.14:12 What Kixie adds to HubSpot. API, Webhooks, easy & open16:21 What Kixie added to the earlier win as a responsive system18:24 Examples for Service Desk: Automate the responsiveness20:26 Sales use cases, how to literally 10x outbound calls22:05 Top tips: Use HubSpot and talk with KixieAbout Kixie
âUltra-reliable, easily automated calling & texting for HubSpotâ
Handy Links for more information about Kixie
30 days of free Kixie for your entire team with unlimited calling!* www.Kixie.com/HubDo
*excluding some international areas
Connect with David Gable at Kixie
https://www.linkedin.com/in/bigdavidgable/
Kixie on HubDo Marketplace
https://marketplace.hubdo.com/en-US/apps/394344/kixie-powercall
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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With a long career of experience in Customers Success at HubSpot and several other software companies, now at Databox Billy MacDonald shares how top stories and tips regarding measuring team performance to drive revenue.
Measuring team performance is a vital part of planning when to grow (or reduce) the number of sales reps to meet demand. This requires pulling together multiple data points that are not connected with one another in existing systems.
We also need performance data on the tools we invest in to drive growth, for example measuring whether website chat conversations are converting into incremental business.
Learn from Billyâs experience helping companies to analyse team performance with Databox and HubSpot
Episode Highlights:
05:27 Helping businesses with data in different places07:00 Businesses that are not a fit for Databox: Single data source.08:39 What businesses usually struggle with on team performance10:39 Recent example smaller SaaS company struggling to plan for when to hire more sales reps13:05 Often times the data is there, but itâs stored in different metrics that are not connected with each other16:42 Most important sales metrics include âhow often are you meeting with those prospects?â and how deep are they going?18:03 also important to track: the amount of assistance offered outside of the sales call, e.g. email activity and set-up assistance.19:56 How far HubSpot alone can go?20:30 a recent customer used Intercom for chat, and wanted to understand how that led to deals created in HubSpot25:39 Top tip for the day: To be really effective in changing team culture, look at the data AND talk with customers & listen.27:02 What we did at Databox: âCustomer InsightsâAbout Databox
Databox is a cloud-based business analytics platform for marketers, CEOs, analysts and decision-makers that provides a single interface to view various key performance indicators (KPIs) and generate reports.
Handy Links for more information about Databox
https://databox.com/blog
Connect with Billy MacDonald & Databox
Databox on HubDo Marketplace
https://marketplace.hubdo.com/en-US/apps/395292/databox
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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GrowthDrive co-founder Michal Jirasek based in Germany, shares stories and real examples learned through implementing incentive programs for over 100 active HubSpot accounts.
GrowthDrive turns HubSpot into an Incentivised Viral Marketing platform in three key ways:
Generate referral codes and links for your promotersAutomatically attribute referred leads to your promotersCreate and distribute rewards for successful referralsMichal explains how itâs important to first ensure you have a referrable product and happy clients.
We dive deeper into one of Michalâs first clients, an HR software company based in India, who used GrowthDrive to run a two-tier program, where not only the first-line referrers are incentivized but also their contacts too.
Setup usually takes a few weeks, supported by five hours of onboarding by GrowthDrive.
As pro tips, Michal recommends ensuring that your planned program is easy for referrers and that the rewards are attractive for that community.
Michael shares a link below to the Viral Marketing Board - a lean canvas approach to designing your reward program.
Episode Highlights:
02:54 Incentivised Viral Marketing (IVM) = Incentivised Word of Mouth04:05 Good fit customers are those using HubSpot, and have a referrable (good) product with happy clients who are happy to promote it.05:27 mistakes we see, when the concept is not good enough.07:39 commonly misunderstood feature is âvirtual promoterâ08:57 rewards that Michal recommends that often work well10:35 you âcanâ do this with HubSpot but itâs inefficient, hard to scale, a lot of manual work, and not a good experience for promoters11:46 What GrowthDrive adds to the CRM display inside HubSpot13:00 Example: Indian HR Software company with a creative program: different experience for different types of partners, and a 2nd level.16:31 When to iterate on a program because referrals are not flowing18:44 How long it takes to see referral program results19:17 Pro Setup includes 5hrs. Usually allow a few weeks.20:20 Pro tip: book a demo session to discuss the concept first.20:46 Tip 2: Makes the activation easy and rewards attractive.21:57 Viral marketing board? One-page canvas for program designAbout GrowthDrive
GrowthDrive extends HubSpot with features for referral and viral marketing and enables you to run various types of incentive-driven campaigns such as partner programs, affiliate programs, referral programs, and more. GrowthDrive generates referrals from visitors, leads, customers, and partners and amplifies your inbound marketing efforts through incentivized virality.
Handy Links for more information about GrowthDrive
Get the GrowthDrive Viral Marketing Board
https://www.growthdrive.co/the-viral-marketing-board
Connect with Michal Jirasek & GrowthDrive
GrowthDrive on HubDo Marketplace
https://marketplace.hubdo.com/en-US/apps/395298/growthdrive
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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Siddarth Garg is co-founder and head of growth at CloudFiles. A software developer turned business developer who loves reading epic fantasies, eating good food, and talking about quantum physics!
In this episode, Sid talks through real examples of the challenges customers face when trying to use separate file systems for documents related to their HubSpot deals.
Celebrating over 500 CloudFiles installations on HubSpot in the first 18 months, Sid has many examples of the typical file-related problems customers need to solve. Sid shares several of these in this episode.
A great example is the insurance company with deals that happen over several months, with many related files. A much simpler solution became a single link they could share with the customer, where all files related to a deal are easily managed in Google Drive.
While itâs common to find customers using tools like Zapier to associate files with deals, HubSpot plus Zapier becomes a 1+1 = 3 solution which is much simpler to use and manage.
Often customers have files spread across different systems, and adopting HubSpot files is not really an effective solution for deal-related files. So customers must decide on a file strategy that can be automated and easily implemented through HubSpot and CloudFiles.
A popular feature, which Cloudfiles added in mid-2022 following discussions with HubDo Podcast host Pete Nicholls, was the addition of nine custom HubSpot Workflows actions. These allow much file-related automation, without the need for HubSpot Operations Hub, during the lifecycle of a deal.
Take a listen to Sidâs great examples of problems solved using Cloudfiles for HubSpot.
Episode Highlights:
04:19 reached 500 Installs today!06:10 ideal customers for CloudFiles08:43 Financial company replaced Zapier solution for shared access for executors10:47 ânow, we want a single link for our clientsâ12:00 How native HubSpot is simpler than Zapier13:44 We have often seen thereâs a bunch of internal file management that the client has to do first14:16 The need to decide on an internal file management strategy16:58 When HubSpot+Cloudfiles 1+1 = 3. Easier to adopt than HubSpot files19:25 Many different file storage. DropBox, mostly Sharepoint & Google drive.21:01 Custom Workflow Actions, now 9 file automations!About Cloudfiles
Secure File sharing, tracking & automation for Business. CloudFiles lets you access your existing document libraries and create powerful links for your files & folders. You can collect analytics, add security & perform all sorts of automation in HubSpot
Handy Links for more information about CloudFiles
https://www.cloudfiles.io/blog/32-ways-of-integrating-hubspot-with-google-drive
https://www.cloudfiles.io/blog/cloudfiles-an-alternative-to-hubspot-documents
Case Study: https://www.cloudfiles.io/blog/case-study-with-architecture-social
Connect with Siddarth Garg & Cloudfiles:
Live chat: http://cloudfiles.io
Cloudfiles on HubDo Marketplace
https://marketplace.hubdo.com/en-US/apps/371088/cloudfiles
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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In this episode, Mads Jorgensen shares real stories as examples of what he typically does when helping B2B, SaaS, and Manufacturing companies who were previously not getting full value from their HubSpot investment.
Examples include:
The European B2B software company who was not getting much more value from HubSpot than they would have using Google Sheets.The customer with a large database of customer information who needed help to turn that into useful information on their target accountsThe common mistake of underestimating how HubSpot should be managed in order to create value and delegating tasks without considering the skills required.Gaining quick wins while balancing short-term and long-term goalsWhen to multiply HubSpotâs value through careful choice of integrated applications.And Madâs key tip around planning: âMeasure twice, cut onceâ
Timestamps:
1:20 Problems to be solved: Scale in a more flexible way without fixed overhead costs, and take on projects & implementations that fall outside of core competencies. Mostly via HubSpot Platinum & Elite partners across the world. Or end users not getting the right support and not getting the value from their HubSpot investment. B2B customers, SaaS & Manufacturing.07:10 European B2B Software Company not getting much more value from HubSpot than Google Sheets08:24 Like getting a car: You need the driving license and training - or itâs technical debt.09:42 Example customer with big database but not extracting value for target accounts10:35 Enterprise products with a lot of power to tap into11:45 Common mistake: See the monthly HubSpot cost but underestimate how to manage it to derive value. Also delegating tasks to those without skills.14:02 Take a few steps back. Map out current customer journey , identify what is working and not.15:32 What technologies are integrated.18:37 Issue balancing short term goals and long term aspirations20:02 Potentially opportunities in onboarding21:36 The power of HubSpot is that it can do a lot of things but canât do everything really well.Example, big team with calling, explore Aircall or Kixie. Reporting add Dear Lucy23:52 âMeasure Twice, Cut OnceâAbout Mads Jorgensen
Former HubSpot employee and now HubSpot freelance CRM Consultant for scaling HubSpot customers and HubSpot partners
Connect with Mads:
https://www.linkedin.com/in/madsjohnkjorgensen/
Mads on HubDo Marketplace
https://marketplace.hubdo.com/en-US/apps/398810/hubspot-consulting-with-mads
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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In this episode Chris Melotti shares years of experience in working with HubSpot Agencies and End User Customers, to get the most from HubSpot, using quality content.
We discuss examples of copy writing situations that went very well, to generate significant value for the customerâs business, as well as some red flags that indicate potential trouble ahead.
Examples include the Gym owner who saved thousands on recruiting fees, through a well-crafted video ad; the medical device company who continues to engage and help customers through clever quizzes and calls to action.
We also hear about the lawyer who learned the hard way, that his ability to write pages of legal-speak did not meet the mark as marketing copy.
Chrisâ years of experience and shared examples demonstrate:
Aspects of various copy writing channelsDifferent forms of copy required for eachResulting in quality copy as a business investment, not a cost.Episode Highlights:
2:30 What Agencies and End Users each need4:16 HubSpot is an engine, content is the fuel5:00 What is important about HubSpot Content5:30 What we do to help Agencies and Clients7:20 Red Flags that indicate trouble ahead7:37 âHereâs a good example: a LawyerâŠâ9:33 âwhat happened is, he came back to usâ12:20 How diverse copywriting really is12:48 Example of Job Ads for a Gym12:58 âI said you know what?âŠ.â13:36 It doesnât have to be a default article13:48 HubSpot loves active quizzes15:38 E.g. Content investment versus Recruiter Fees17:06 Example of a successful Quiz campaign17:43 âWhat we did wasâŠâ19:48 Why we donât niche by industry21:02 Why journalistic writers are not copy writersAbout Melotti Media
Passionate Marketing Copywriters helping YOU engage customers successfully through valuable content.
Handy Links for more information from Chris Melotti
Books: https://www.melottimedia.com.au/books/
Melotti Media Campus: https://www.melottimediacampus.com/
Website: https://www.melottimedia.com.au/
Blog: https://www.melottimedia.com.au/blog/
Podcast: https://www.melottimedia.com.au/podcasts/
Connect with Chris Melotti:
https://www.linkedin.com/in/christophermelotti/
Chris Melotti on HubDo Marketplace
https://marketplace.hubdo.com/en-US/apps/374010/content-services-with-chris
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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In this episode with Philippe (Phil) Swamy, we explore the role of Partner Relationship Management (PRM) software, how it brings together direct and indirect sales and real examples of businesses that have migrated to Kiflo PRM from spreadsheets.
We explore how companies that are in the early stage of their partner strategy, usually start with spreadsheets and soon find that they cannot manage the moving parts.
Quite often, vendors know that partnering is important but to not have a developed partner program. Kifloâs response has been to create an academy of materials to help create partner programs, based on industry best practices
Episode Highlights:
2.09 What is a PRM? (Manage your partners)2:56 Who needs a PRM like Kiflo?4:49 Spreadsheets & CRMs are flexible. ButâŠ8:53 Example one: Moved from spreadsheets9:59 âThe problem: many moving piecesâ11:42 âSo what we did wasâŠâ12:47 âThey needed your guidance on programsâ13:30 This customer automated so many processes14:16 âThe most important value Kiflo broughtâ15:18 5 years ago, PRM space was expensive18:15 example of trying to do this on HubSpot in ways that we would ânotâ advise.About Kiflo PRM
A modern Partner Platform that helps SMBs drive sales growth with Partnerships.
Handy Links for more information on Kiflo PRM
Intro to Kiflo: https://kiflo.journey.io/p/702111109bec439ca97f66ad86b79cc6
Interviews: https://www.kiflo.com/greatest-minds-in-partnerships
Website: https://www.kiflo.com/
Academy (customer access) https://academy.kiflo.com/
Connect with Philippe Swamy:
https://www.linkedin.com/in/philippeswamy/
Kiflo on HubDo Marketplace
https://marketplace.hubdo.com/en-US/apps/394299/kiflo-prm
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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In this episode, we tap the Intrinsic Knowledge Gray MacKenzie has built from helping over 2,600 marketing agencies over the last nine years.
ZenPilot chose to specialize in the ClickUp platform, as they have found through experience that ClickUp works very well for scaling agency operations.
Gray points out that platforms like Accelo might be a better fit for agencies who want an end-to-end system including accounting and billing. We also explore why HubSpotâs native Project Management features are not well suited for agencies with multiple clients. Gray recommends ClickUp for agencies with established accounting/billing systems who want to improve project management for client and agency operations.
Early in this episode, we discuss the three main pillars Gray has learned are key to success: Technology, Processes and behaviours. We then expand on those themes with examples of what can lead to success or failure.
We dig into some real-world examples of agencies who have implemented ClickUp very well, including Mojo, Media Labs, Lean Labs and Beacon Digital Marketing. The key outcomes of success can vary, such as a small agency increasing managed revenue by 350%, compared with an established agency like Beacon Digital Marketing scaling to double the headcount within a year.
Perhaps itâs not surprising that less than 50% of processes are documented, so Gray talks us through the five key ingredients that make implementation go well:
A culture of documentation from the leadership level, to standardise best practices across the teamA clear mission of what the agency wants to accomplish, with clear targetsA willingness to step back and allow the team to collaborate to document best processesA follow-through to create all processes on the system, ready to useA dedication to ensure all of the teams knows how to quickly use the system and processesHubDo recommends agencies download the excellent by ZenPilot: How To Implement ClickUp For Agencies (https://learn.zenpilot.com/how-to-implement-clickup-for-agencies)
To get in touch with Gray and ZenPilot, see the links below.
Episode Highlights:
03:21 The ideal types of Agencies for ClickUp, versus say Accelo04:32 At what point ClickUp becomes a good fit.05:59 Three key pillars: Technology, Process, Behaviour07:17 The most common mistake09:07 Where you run into problems as an agency11:32 Why HubSpot Projects struggles in an agency ecosystem13:12 ClickUp new native HubSpot integration (in beta)15:54 Commonalities of successful agencies like Mojo Media Labs, Lean Labs, Beacon Digital Marketing17:11 âAgencies are infamous, they jump tools every 2 yearsâ18:54 Example of 25-person agency, were already on ClickUp19:30 âSo we went through a 3-step processâ20:08 âwith the same headcount, increased managed revenue 350%â21:26 âa more mature agency like Beacon Digital Marketing, doubled in a yearâ23:57 âwell below 50% of processes are documentedâ25:40 Five key ingredients that made implementation go well27:51 âthere should be a book, how to get processes out of peopleâs heads and agreed upon by allâAbout ZenPilot
ZenPilot is a training and consulting business that helps digital agencies build more productive, profitable, and healthy teams by streamlining their operations in ClickUp.
Handy Links for more information on ZenPilot
https://www.zenpilot.com/pm-benchmark/
https://learn.zenpilot.com/how-to-implement-clickup-for-agencies https://learn.zenpilot.com/gravity-global-case-study
Connect with Gray MacKenzie:
LinkedIn: https://www.linkedin.com/in/graymackenzie
Follow Gray on Twitter: https://twitter.com/sgraymackenzie
Book a Meeting with ZenPilot: https://www.zenpilot.com/call/
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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Sales teams often manually create spreadsheets or whiteboard charts to show the decision makers, blockers and other influencers in a deal.
Co-founder Dan Currin joins us to explain how solving the challenges of selling into enterprise accounts back in 2015 led to the creation of OrgChartHub. Using data that already exists in HubSpot CRM, sales reps and customer success teams can map relationships between companies and the buyer roles that allow a deal to progress or be stalled.
Readers of The Challenger Sale and The Challenger Customer know the importance of getting key messages across to the different buyer personas involved in enterprise selling.
We explore three real example of customers using OrgChartHub to represent all the contacts relevant to a deal. Sales managers gain better insight on how well the sales team is across each deal, and enables customer success teams to identify routes to expand into other departments, subsidiaries and geographies in in enterprise accounts
We also explore the new ârelationship mappingâ features announced in September 2022 during HubSpotâs Inbound conference in Boston, now in beta and available on request.
Highlights:
01:37 Danâs original challenges that led to creating OrgChartHub04:16 Alternatives we and other tried first05:15 Problems we had using other methods05:28 What OrgChartHub does, inside HubSpot06:18 How our sales personas became part of HubSpot Target Accounts buying roles08:23 How we came up with the licensing model per portal10:07 How far HubSpot goes, before needing OrgChartHub12:20 first Example, Ceros.12:59 âhe was in the bigger deals, pressure on sales teams, where are the key decision makers in this deal?â13:26 âthey are proper power users, in order for a deal to pass a certain stage, a certain number of buying roles are neededâ14:39 Clarifying Buying Roles versus Association Labels17:04 Mainly two types of users, Salesperson & Customer Success17:40 Example 2, Multiverse17:53 âSales Operations recognised the need to help out the sales team, this was the best adoptedâ18:57 âLand and Expand, via Customer Successâ20:30 handling Parent/Child related companies and rolling up all the deals to the parent company, closed won and open deals.21:37 Example 3, Discord. Partnerships âedge use caseâ23:26 New announcement âRelationship Mappingâ (Beta)About OrgChartHub
Easily build and store customer organization charts on each of your accounts, using data that already exists in HubSpot CRM. Use relationship mapping, buying roles, and placeholder contacts to help your team visualize the key stakeholders to close more deals. Free for up to 5 charts, through to Pro 500+ charts $235/m
Handy Links for more information on OrgChartHub
https://orgcharthub.com/
https://ecosystem.hubspot.com/marketplace/apps/sales/sales-enablement/orgcharthub
Connect with Dan Currin:
https://www.linkedin.com/in/danieljcurrin/
Your host Pete Nicholls is Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.All rights reserved.
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In this episode, Pete interviews Mark Tanner, co-founder and COO of Qwilr, based in Sydney, exploring how you can do more on HubSpot with Qwilr
The HubDo Podcast is all about how to Do More On HubSpot. We talk with Software Vendors, Subject Matter Specialists and End Users who share real stories of how to do more on HubSpot.
This episode is called âCreating a modern sales experience with Qwilr + HubSpotâ
First we explore how first generation digital documents like PDF and Word Docs are terrible in a web and mobile user context. With more than half of all documents first being viewed on a mobile device, the user experience suffers when you force first views to âpinch and zoomâ to try to read a classic PDF.We unpack the ethos of Qwilr which is based on the twin pillars of efficiency and efficacy, to adopt modern sales processes.We discuss how far HubSpotâs own Custom Quotes tools can take you and then the reasons for and applications of the extra functionality available when Qwilr is added to HubSpot.We look at a large company example, for international events and a smaller example of marketing agencies, wanting their proposals to look as good as the products and services they provide.Finally, with HubSpotâs INBOUND 2022 event coming up on Tuesday 6thto Friday 9th September- we look forward to meeting listeners in Boston.Highlights:
2:25 Ideal customers for Qwilr3:05 The core thesis behind Qwilr, beautiful functional web pages5:00 Moving into a realm of content automation5:50 The twin pillars of Efficiency & Efficacy7:00 Common mistakes, the mind-shift to web-pages7:40 More than half of all first views of a document are on mobile8:33 People are used to using powerpoint,10:00 Over time, files are going to go away. Itâs just the web11:30 HubSpot native features versus adding Qwilr18:04 Large example multinational events18:18 Different uses of Qwilr through the event lifecycle21:00 Smaller example: marketing agency23:33 âEverywhere they communicate, it is on brandâ
Explore Qwilr on HubDo Marketplace
SaaS Buyer Experience reportThe QWILR 2022 Proposal Lookbook
Download Qwilr reports and example proposals:
qwilr.com,https://qwilr.com/blog/https://twitter.com/marketannerhttps://www.linkedin.com/in/marketanner/
Connect with Qwilr and Mark Tanner:
Your host Pete Nicholls is Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP. Connect with Pete at:LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.All rights reserved.
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This episode was recorded Tuesday 30th August 2022, a week ahead of the fifth Agency Connect Cocktail Party on Wednesday 7th September 2022, alongside HubSpot's INBOUND 2022 Conference in Boston.
As HubDo Marketplace is a co-sponsor of this event, we decided to help attendees by capturing here the common mistakes that SaaS Vendors make when it comes to talking with agencies and to give Sunir's "Dating Tips" for SaaS Vendors and Agencies.
The event always fills up, so if you can make it, be sure to Register Here.
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Show Notes:
Sunir Shah deeply understands partnering relationships between SaaS Vendors and Agencies, when it comes to each serving the needs of the end-user customer.
With an early background as a Consultant, identifying the friction around provisioning software for his customers, Sunir went on to create AppBind, an innovative system for digital Agencies to "Set up your clients fasterâwithout getting stuck with their subscription expenses"
Back in 2019 Sunir also co-founded and is now President of, the Cloud Software Association (CSA).
Initially named "The Small Business Web". The CSA has grown into a SaaS partnership network of over 4,500 companies working to build the market for cloud software distribution.
Sunir's experience working with thousands of SaaS Vendors and Agency Partners has become a wealth of intrinsic knowledge around how to effectively create and sustain partnerships which help their joint customers to "do more".
The episode is only 23mins long, but if you want to skip ahead, here are some highlights:
1:35 A little about AppBind2:39 Agency Connect (at Inbound)4:24 Common Mistakes SaaS Vendors make regarding Agencies5:16 "The biggest problem" (How Vendors think)6:27 "The second big problem" (How vendors act)8:02 Dating advice for SaaS vendors when talking with Agencies8:27 "Agencies donât focus on commissions"9:35 from âAgency Connectâ online. The Scalability Trap11:57 Lead flow from SaaS Vendor to Agency Partner13:51 "SaaS Vendor arrogance"15:26 Whenever the customer has to think or do work, intro an agency16:32 Dating advice for Agencies when talking with SaaS Vendors21:30 The party goes on remotely. Sign up here agencycocktails.comHandy Links:
Agency Connect at Inbound always fills up, so if you can make it, be sure to Register Here.
Join the Cloud Software Association
Participate in ongoing virtual Agency Cocktails: at http://agencycocktails.com/
Connect with Sunir Shah on LinkedIn: https://www.linkedin.com/in/sunirshah/
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Your host Pete Nicholls is the Founder and CEO of HubDo, HubSpot Certified Trainer and is Foundation Certified in Bidding and Proposals by the APMP.
Visit HubDo Marketplace https://marketplace.hubdo.com
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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In this episode, Pete interviews Michael Canty, head of Revenue Operations at Contractbook, based in Connecticut USA., exploring how you can do more on HubSpot with Contractbook.
The HubDo Podcast is all about how to Do More On HubSpot. We talk with Software Vendors, Subject Matter Specialists and End Users who share real stories of how to do more on HubSpot.
This episode is called âScaling Sales Agreements with Contractbook + Hubspotâ
First, we explore what kind of business is an ideal fit for Contractbook, for example, SaaS businesses which have reached the 51 to 250 employee range. This is where scaling processes before, during and post-sale become critical to the business to reach its goals.
We discuss some of the signals which indicate where HubSpot begins to reach its limits and Contractbook is required - for example, especially when contracts and no longer linked out to standard terms because per-contract terms must be managed at scale.
Using Contractbook as their own best case study, Michael explains how the Revenue Operations role uses Contractbook to reduce friction fom the post-sales process. Simple tasks that occupy valuable sales rep time and cause delays, such as collecting project owner names and billing contacts.
Highlights:
2:37 What kind of business is perfect for Contractbook5:22 Cold turkey is NOT required, start with repetitive agreements9:05 How far HubSpot native features can take you10:00 A big difference between linked terms, versus managed content10:48 Pushing HubSpot as far as you can, then add integrations13:10 Real examples, saving post-signature sales rep time13:58 Going beyond just the deal sync. Team owners etc18:56 Time Value Exercise, cost of the Account Executivesâ timeExplore Contractbook on HubDo Marketplace
https://marketplace.hubdo.com/en-US/apps/390570/contractbook
Connect with Contractbook and Michael Canty:
https://www.linkedin.com/in/mecanty91/
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.
Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
Meet: www.bookachatwithpete.com
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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In this episode, Pete interviews Oli Bridge, CMO of Bonjoro, based in the UK, exploring how you can do more on HubSpot with Bonjoro
The HubDo Podcast is all about how to Do More On HubSpot. We talk with Software Vendors, Subject Matter Specialists, and End Users who share real stories of how to do more on HubSpot.
Our episode is called âHow to use personalized videos to win trust and convert more leads with Bonjoro + HubSpotâ
This is a super-interesting look at the difference between HubSpotâs native personal video capability, in HubSpotâs own Sales and Service Hub (Pro and Enterprise editions), and how Bonjoro adds unique value through personal video.
Rather than focusing on business types, Bonjoro identifies use cases where Bonjoro has proven the ability to positively impact the business through quickly building trust in a personal way and at the right time.
Examples include:
1. Increasing trial conversions
2. Reducing demo no-shows
3. Quickly gaining traction on Trustpilot
4. Gathering meaningful customer testimonials on a âWall of Loveâ
We also provide links below to excellent updated playbooks, explaining how your business can implement proven funnels and techniques for gathering testimonials to easily create your own âwall of loveâ.
Bonjoro offers start with a free edition and works on all levels of HubSpot including Free and Starter editions.
Highlights:
1. 06:20 Key mistakes - timing really matters
2. 07:04 Key mistakes - really personalise to the customer journey
3. 08:18 How far HubSpot video can take you
4. 09:38 Triggers - at the right moment
5. 13:51 How CXL use video to increase trial conversions by 18%
6. 15:15 People drop out of demos because they are anxious
7. 15:39 Design Pickle reduce demo no-shows by around 22%
8. 16:36 Ecommerce company Munk Store Denmark to #1 on Trustpilot
9. 19:16 New trend âWall of Loveâ, reviews in close proximity
10. 20:40 Pricing and ungated downloadable playbooks
Explore Bonjoro on HubDo Marketplace
https://ecosystem.hubspot.com/marketplace/apps/sales/sales-enablement/bonjoro
Download Bonjoro Playbooks (ungated):
https://www.bonjoro.com/videofunnelplaybook
https://www.bonjoro.com/testimonial-playbook
Connect with Oli Bridge on Twitter:
https://twitter.com/oli_bridge
Your host Pete Nicholls is the Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP. Connect with Pete at:
LinkedIn: https://www.linkedin.com/in/penichol/
Email: [email protected]
For questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo ApS Denmark.
All rights reserved.
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The HubDo Podcast is all about how to Do More On HubSpot. We talk with Software Vendors, Subject Matter Specialists and End Users who share real stories of how to do more on HubSpot.
In this episode, Pete interviews Louis Dumortier, Manager of Strategic Partnerships of North America at Aircall. This episode of The HubDo Podcast shows how you can do more on HubSpot with Aircall
Our episode is called âDialers or Telephony Providers: How to make the right call?â As the title suggests, we talk about differences between dialers, telephony providers and telephony apps. Through real examples Louis goes on to show what sort of pre-call and post-call efficiencies can be gained by adding Aircall telephony to HubSpot.
As calling and SMS touch many points of the customer journey. Louis discusses the importance of integrating across the whole technology stack
With an ideal client profile of 3 to 300 users, here are some of the key highlights of the episode, with timestamps.
Highlights:
5:05 Dialers and Telephony Providers, Telephony Apps6:00 HubSpot dialer, when to graduate?7:07 Multiple Integrations with the entire tech stack, pre sales to post8:38 Sales Dialer within an Telephony system9:55 Triggers include feature needs andâŠ10:18 Process should drive technology, not the other way around11:39 Coaching capabilities for managers and leaders13:30 Inbound calling customer expectations14:27 Customer example: handheld with âunknown callerâ15:10 SLAs improve. Art-create ticket. Tags for automation.16:00 The value is just in the pre-call. Itâs experience after the fact16:38 Example outbound using Chrome extension18:20 Example âIâll have to take this, I donât know who it isâ20:40 Proud to announce HubSpot Strategic Partner = 20% off21:30 HubSpot Strategic Investment in HubSpotEnquire here about whether Aircall is a good fit for your business, to do more on HubSpot
Handy Links:
See Aircall on HubDo MarketplaceAircall and HubDo - HubSpot Strategic PartnersAircall WebsiteFor questions about this episode, email [email protected]
The HubDo Podcast is a production of HubDo App Denmark.
All rights reserved.
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The HubDo Podcast is all about how to Do More On HubSpot. We talk with Software Vendors, Subject Matter Specialists and End Users who share real stories of how to do more on HubSpot.
In this episode, Pete interviews Luke Jenkins- MessageMedia Regional Manager for UK & EMEA, on the topic of How to use SMS for HubSpot to increase customer engagement 5X
Highlights:
1. 04:22 Customers are surprised itâs a native integration
2. 08:50 What Native means
3. 11:09 We see an even split between Sales, Marketing and Operations Hub
4. 11:37 Amazing SMS Open Rate 98%
5. 12:34 Example Life Insurance Customer SMS re-engagement campaign.
6. 13:31 CEO attributes 80% of new business revenue to using SMS for HubSpot
7. 14:26 Example Rare Wine Investments VIP Customers. Just one campaign yielded $11K
8. 20:41 Everything can be executed so quickly
See SMS for HubSpot on HubDo Marketplace
https://marketplace.hubdo.com/en-US/apps/362400/sms-for-hubspot
Use the code HUBDO20 for a 20% discount for the first 3 months SMS for HubSpot
SMS for HubSpot User Guides: https://support.messagemedia.com/hc/en-us/categories/4413561226127-HubSpot-App-Support
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Hi Iâm Pete Nicholls, Welcome to The HubDo Podcast!This show is for business people who want to do more on the HubSpot CRM PlatformBut sometimes the best way to do that is not that clear.Because your HubSpot products & editions determine which features you have, and those keep changingand HubSpot is a CRM Platform. So that means you add 3rd party applications to do the additional jobs that you need. On average HubSpot customers add seven apps, but more than a quarter of customers install more than 10.But which apps should you add? There are already over 1,000 apps across 36 different categories with over 600 documented featuresThat is a LOT to choose from, which might leave you feeling a bit unsure.But I think it should be easier to get advice on how far you can go using HubSpotâs own features, which 3rd party apps you should add, and how to make it all work together.See, HubDo is also the home of HubDo Marketplace where people go for advice, technologies and specialists, to do more on HubSpot.So now, through the HubDo Podcast, I can share with you what works best.My guests on the show are subject matter experts, software vendors, HubSpot Agencies and End User customers, sharing their experience on which technologies and techniques work best for different situations.So listen in. Subscribe. Join us for a few episodes. You will learn what technology mix will work for you, and avoid wasting time and money experimenting with what does not.A customer recently said to me that now âthe lights are definitely onâ regarding how they will do more on their HubSpot CRM Platform.So I hope that via The HubDo Podcast, we can do that for you too.
