HubDo Podcast: Do More On HubSpot.

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Tracy Graziani, “Geek Executive Officer” 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 today
07:06 - Tracy: Webinars worked before the pandemic. What works now?
09:30 - Tracy: Why you can’t call it a webinar anymore. Reframe it.
11:15 - Tracy: How we used gifting to solve attendee no-shows & drop-off
11:26 - Tracy: “I look at the data”. We saw drop-off during webinars
11:55 - Tracy: “You need people to stay to the end” so we gamified it.
13:02 - Tracy “we sent them a xoxoday gift card. Law of reciprocity”
15:33 - 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 choices
22:43 - Tracy: How we timed gifting during the workshop
24:18 - Tracy: ROI is pretty impressive. Our budget went to customers, not Ads.
24:22 - Tracy: “We did not run any paid ads promoting this particular event”
25:57 - Tracy: Anyone running ads right now, costs are almost double
26:56 - 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: parth.r@xoxoday.com

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: parth.r@xoxoday.com

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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 it’s 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 SaaS
05:18 what partnering mistakes do companies typically make?
05:39 “UK-based company issues with using UTM links”
08:11 HubSpot can lay a foundation with proof points & partner pages
10:35 the alternative companies us today, is spreadsheets
11:04 “so he cross-references spreadsheets & HubSpot CRM”
12:46 key indicators of when a spreadsheet is not enough
14:37 UK-based, single person managing 100 partners
15:40 What is it that drives more revenue?
16:44 “the time that they would spend checking HubSpot…”
18:55 It is common to be wary of direct / partner team separation
19:36 how to structure for increased team synergy
21:55 Partnerstack as an example of integrated partner teams
24:31 Pro Tips include: Partner landing page, organization, strategy

About Partnerstack

PartnerStack helps you recruit, engage, and scale your entire ecosystem of partners — from affiliates to referral and reseller partners.

Handy Links for more information about Partnerstack

https://partnerstack.com/resources

Connect with Negar and Partnerstack

https://partnerstack.com/

https://www.linkedin.com/in/negarnikaeein/

Partnerstack on HubDo Marketplace

https://marketplace.hubdo.com/en-US/apps/394293/partnerstack

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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 “people often spend half their time entering data”
9:06 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 & open
16:21 What Kixie added to the earlier win as a responsive system
18:24 Examples for Service Desk: Automate the responsiveness
20:26 Sales use cases, how to literally 10x outbound calls
22:05 Top tips: Use HubSpot and talk with Kixie

About Kixie

“Ultra-reliable, easily automated calling & texting for HubSpot”

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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 Billy’s experience helping companies to analyse team performance with Databox and HubSpot

Episode Highlights:

05:27 Helping businesses with data in different places
07:00 Businesses that are not a fit for Databox: Single data source.
08:39 What businesses usually struggle with on team performance
10:39 Recent example smaller SaaS company struggling to plan for when to hire more sales reps
13:05 Often times the data is there, but it’s stored in different metrics that are not connected with each other
16:42 Most important sales metrics include “how often are you meeting with those prospects?” 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 HubSpot
25:39 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: “Customer Insights”

About 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

billy@databox.com

success@databox.com

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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 promoters
Automatically attribute referred leads to your promoters
Create and distribute rewards for successful referrals

Michal explains how it’s important to first ensure you have a referrable product and happy clients.

We dive deeper into one of Michal’s 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 Mouth
04:05 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 “virtual promoter”
08:57 rewards that Michal recommends that often work well
10:35 you “can” do this with HubSpot but it’s inefficient, hard to scale, a lot of manual work, and not a good experience for promoters
11:46 What GrowthDrive adds to the CRM display inside HubSpot
13:00 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 flowing
18:44 How long it takes to see referral program results
19:17 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 design

About 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

michal@growthdrive.co

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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 it’s 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 Sid’s great examples of problems solved using Cloudfiles for HubSpot.

Episode Highlights:

04:19 reached 500 Installs today!
06:10 ideal customers for CloudFiles
08:43 Financial company replaced Zapier solution for shared access for executors
10:47 “now, we want a single link for our clients”
12:00 How native HubSpot is simpler than Zapier
13:44 We have often seen there’s a bunch of internal file management that the client has to do first
14:16 The need to decide on an internal file management strategy
16:58 When HubSpot+Cloudfiles 1+1 = 3. Easier to adopt than HubSpot files
19:25 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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 accounts
The 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 goals
When to multiply HubSpot’s value through careful choice of integrated applications.

And Mad’s key tip around planning: “Measure twice, cut once”

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 Sheets
08:24 Like getting a car: You need the driving license and training - or it’s technical debt.
09:42 Example customer with big database but not extracting value for target accounts
10:35 Enterprise products with a lot of power to tap into
11:45 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 aspirations
20:02 Potentially opportunities in onboarding
21:36 The power of HubSpot is that it can do a lot of things but can’t do everything really well.
Example, big team with calling, explore Aircall or Kixie. Reporting add Dear Lucy
23:52 “Measure Twice, Cut Once”

About 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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 customer’s 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.

Chris’ years of experience and shared examples demonstrate:

Aspects of various copy writing channels
Different forms of copy required for each
Resulting in quality copy as a business investment, not a cost.

Episode Highlights:

2:30 What Agencies and End Users each need
4:16 HubSpot is an engine, content is the fuel
5:00 What is important about HubSpot Content
5:30 What we do to help Agencies and Clients
7:20 Red Flags that indicate trouble ahead
7:37 “Here’s a good example: a Lawyer…”
9:33 “what happened is, he came back to us”
12:20 How diverse copywriting really is
12:48 Example of Job Ads for a Gym
12:58 “I said you know what?….”
13:36 It doesn’t have to be a default article
13:48 HubSpot loves active quizzes
15:38 E.g. Content investment versus Recruiter Fees
17:06 Example of a successful Quiz campaign
17:43 “What we did was…”
19:48 Why we don’t niche by industry
21:02 Why journalistic writers are not copy writers

About 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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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. Kiflo’s 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. But…
8:53 Example one: Moved from spreadsheets
9:59 “The problem: many moving pieces”
11:42 “So what we did was…”
12:47 “They needed your guidance on programs”
13:30 This customer automated so many processes
14:16 “The most important value Kiflo brought”
15:18 5 years ago, PRM space was expensive
18:15 example of trying to do this on HubSpot in ways that we would “not” 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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 HubSpot’s 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 it’s 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 team
A clear mission of what the agency wants to accomplish, with clear targets
A willingness to step back and allow the team to collaborate to document best processes
A follow-through to create all processes on the system, ready to use
A dedication to ensure all of the teams knows how to quickly use the system and processes

HubDo 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 Accelo
04:32 At what point ClickUp becomes a good fit.
05:59 Three key pillars: Technology, Process, Behaviour
07:17 The most common mistake
09:07 Where you run into problems as an agency
11:32 Why HubSpot Projects struggles in an agency ecosystem
13:12 ClickUp new native HubSpot integration (in beta)
15:54 Commonalities of successful agencies like Mojo Media Labs, Lean Labs, Beacon Digital Marketing
17:11 “Agencies are infamous, they jump tools every 2 years”
18:54 Example of 25-person agency, were already on ClickUp
19:30 “So we went through a 3-step process”
20:08 “with the same headcount, increased managed revenue 350%”
21:26 “a more mature agency like Beacon Digital Marketing, doubled in a year”
23:57 “well below 50% of processes are documented”
25:40 Five key ingredients that made implementation go well
27:51 “there should be a book, how to get processes out of people’s heads and agreed upon by all”

About 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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 “relationship mapping” features announced in September 2022 during HubSpot’s Inbound conference in Boston, now in beta and available on request.

Highlights:

01:37 Dan’s original challenges that led to creating OrgChartHub
04:16 Alternatives we and other tried first
05:15 Problems we had using other methods
05:28 What OrgChartHub does, inside HubSpot
06:18 How our sales personas became part of HubSpot Target Accounts buying roles
08:23 How we came up with the licensing model per portal
10:07 How far HubSpot goes, before needing OrgChartHub
12:20 first Example, Ceros.
12:59 “he was in the bigger deals, pressure on sales teams, where are the key decision makers in this deal?”
13:26 “they are proper power users, in order for a deal to pass a certain stage, a certain number of buying roles are needed”
14:39 Clarifying Buying Roles versus Association Labels
17:04 Mainly two types of users, Salesperson & Customer Success
17:40 Example 2, Multiverse
17:53 “Sales Operations recognised the need to help out the sales team, this was the best adopted”
18:57 “Land and Expand, via Customer Success”
20:30 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 “edge use case”
23:26 New announcement “Relationship Mapping” (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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 “Creating a modern sales experience with Qwilr + HubSpot”

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 “pinch and zoom” 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 HubSpot’s 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 HubSpot’s 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 Qwilr
3:05 The core thesis behind Qwilr, beautiful functional web pages
5:00 Moving into a realm of content automation
5:50 The twin pillars of Efficiency & Efficacy
7:00 Common mistakes, the mind-shift to web-pages
7:40 More than half of all first views of a document are on mobile
8:33 People are used to using powerpoint,
10:00 Over time, files are going to go away. It’s just the web
11:30 HubSpot native features versus adding Qwilr
18:04 Large example multinational events
18:18 Different uses of Qwilr through the event lifecycle
21:00 Smaller example: marketing agency
23:33 “Everywhere they communicate, it is on brand”

Explore Qwilr on HubDo Marketplace

Download Qwilr reports and example proposals:

SaaS Buyer Experience report
The QWILR 2022 Proposal Lookbook

Connect with Qwilr and Mark Tanner:

qwilr.com,
https://qwilr.com/blog/
https://twitter.com/marketanner
https://www.linkedin.com/in/marketanner/

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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 faster—without 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 AppBind
2:39 Agency Connect (at Inbound)
4:24 Common Mistakes SaaS Vendors make regarding Agencies
5:16 "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 Agencies
8:27 "Agencies don’t focus on commissions"
9:35 from “Agency Connect” online. The Scalability Trap
11:57 Lead flow from SaaS Vendor to Agency Partner
13:51 "SaaS Vendor arrogance"
15:26 Whenever the customer has to think or do work, intro an agency
16:32 Dating advice for Agencies when talking with SaaS Vendors
21:30 The party goes on remotely. Sign up here agencycocktails.com

Handy 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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 “Scaling Sales Agreements with Contractbook + Hubspot”

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 Contractbook
5:22 Cold turkey is NOT required, start with repetitive agreements
9:05 How far HubSpot native features can take you
10:00 A big difference between linked terms, versus managed content
10:48 Pushing HubSpot as far as you can, then add integrations
13:10 Real examples, saving post-signature sales rep time
13:58 Going beyond just the deal sync. Team owners etc
18:56 Time Value Exercise, cost of the Account Executives’ time

Explore 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: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 “How to use personalized videos to win trust and convert more leads with Bonjoro + HubSpot”

This is a super-interesting look at the difference between HubSpot’s native personal video capability, in HubSpot’s 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:

Increasing trial conversions
Reducing demo no-shows
Quickly gaining traction on Trustpilot
Gathering meaningful customer testimonials on a “Wall of Love”

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 “wall of love”.

Bonjoro offers start with a free edition and works on all levels of HubSpot including Free and Starter editions.

Highlights:

06:20 Key mistakes - timing really matters
07:04 Key mistakes - really personalise to the customer journey
08:18 How far HubSpot video can take you
09:38 Triggers - at the right moment
13:51 How CXL use video to increase trial conversions by 18%
15:15 People drop out of demos because they are anxious
15:39 Design Pickle reduce demo no-shows by around 22%
16:36 Ecommerce company Munk Store Denmark to #1 on Trustpilot
19:16 New trend “Wall of Love”, reviews in close proximity
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: pete@hubdo.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.

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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 “Dialers or Telephony Providers: How to make the right call?” 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 Apps
6:00 HubSpot dialer, when to graduate?
7:07 Multiple Integrations with the entire tech stack, pre sales to post
8:38 Sales Dialer within an Telephony system
9:55 Triggers include feature needs and…
10:18 Process should drive technology, not the other way around
11:39 Coaching capabilities for managers and leaders
13:30 Inbound calling customer expectations
14:27 Customer example: handheld with “unknown caller”
15:10 SLAs improve. Art-create ticket. Tags for automation.
16:00 The value is just in the pre-call. It’s experience after the fact
16:38 Example outbound using Chrome extension
18:20 Example “I’ll have to take this, I don’t know who it is”
20:40 Proud to announce HubSpot Strategic Partner = 20% off
21:30 HubSpot Strategic Investment in HubSpot

Enquire here about whether Aircall is a good fit for your business, to do more on HubSpot

Handy Links:

See Aircall on HubDo Marketplace
Aircall and HubDo - HubSpot Strategic Partners
Aircall Website

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo App Denmark.

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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:

04:22 Customers are surprised it’s a native integration
08:50 What Native means
11:09 We see an even split between Sales, Marketing and Operations Hub
11:37 Amazing SMS Open Rate 98%
12:34 Example Life Insurance Customer SMS re-engagement campaign.
13:31 CEO attributes 80% of new business revenue to using SMS for HubSpot
14:26 Example Rare Wine Investments VIP Customers. Just one campaign yielded $11K
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 I’m Pete Nicholls, Welcome to The HubDo Podcast!
- This show is for business people who want to do more on the HubSpot CRM Platform
But sometimes the best way to do that is not that clear.
- Because your HubSpot products & editions determine which features you have, and those keep changing
- and 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 features
- That 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 HubSpot’s 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 “the lights are definitely on” 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.

HubDo Podcast: Do More On HubSpot.: Recent Episodes

Pete Nicholls