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HubSpot + Performable Demo

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View the webinar with Mark Roberge, VP Sales at HubSpot and Josh Porter, Director of Customer Experience at HubSpot (and formerly of Performable) to see how the two products work and talk about the …

View the webinar with Mark Roberge, VP Sales at HubSpot and Josh Porter, Director of Customer Experience at HubSpot (and formerly of Performable) to see how the two products work and talk about the power of using both products together: http://www.hubspot.com/hubspot-performable-demo/

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  • 1. Product Demo June 30, 2011 Mark Roberge Joshua Porter VP of Sales, HubSpot Director of UX, HubSpot and Performable Co-founder @markroberge @bokardo
  • 2. Agenda Why HubSpot Bought Performable? Performable Feature Demo Using HubSpot/Performable Together
  • 3. #1: Grow with our Customers Outbound Marketing • Direct Mail • Cold Calls • Trade Shows
  • 4. #1: Grow with our Customers ToFu Adoption • Social Media • SEO • Blogging
  • 5. #1: Grow with our Customers MoFu Adoption • Landing Pages • Lead Nurturing • Email Marketing • Lead Intelligence
  • 6. #1: Grow with our Customers Advanced MoFu Adoption • Multi-Channel Marketing Automation • Life Cycle Analytics Convert Leads Faster and at a Higher Rate
  • 7. #2: HubSpot/Performable Customer Success 5 employees 100 employees 304k employees Increased search traffic Increased organic traffic by Vertica optimizing 700% 150% over 3 years tracking of assists in Doubled number of daily Generated 430 leads over 6 free-to-paid trial process leads generated month period7
  • 8. #3: Continue to Build the Best Product Team8
  • 9. Agenda Why HubSpot Bought Performable? Performable Feature Demo Using HubSpot/Performable Together
  • 10. Marketing Automation: Beyond the Inbox and Website B2B Technology Decision Makers Media Participation • 90% Participate in Video • 80% Participate in Blogs • 80% Participate in Wikis • 69% Participate in Social Networks • 53% Participate in Podcasts KnowledgeStorm study of B2B Technology10
  • 11. Marketing Automation: Beyond the Inbox and Website 78% of business people use their mobile device to check email Source: AT&T March 201111
  • 12. EVENT: Active Lead Mentions Your Competitor on Twitter
  • 13. ACTION: Nurture the Lead. Notify the Sales Team. Customer gets targeted Sales team gets a email on competitive notification on the customer comparison points activity for follow-up13
  • 14. Marketing Automation: Beyond the Inbox and Website 1. When a lead in your sales pipeline mentions your competitor in Twitter, email the lead your competitor product matrix and notify the sales rep assigned to the lead 2. Depending on whether a lead engages with your free trial or not, alter the lead nurturing flow 3. If the point of contact at a current customer indicates he/she left the company on Facebook, notify your account management team. 4. If a lead clicks through to a landing page but does not complete the form, nurture the lead with related content to re-engage their interest. 5. If a lead downloads your mobile application but does not proceed through the setup tasks after 24 hours, email the lead more detailed FAQs and instructions
  • 15. 360 View of a Lead’s Engagement with Your Company
  • 16. 360 View of a Lead’s Engagement with Your Company
  • 17. The Assists Report (Influencers)17
  • 18. Time to Completion Report18
  • 19. Revenue Attribution19
  • 20. Life Cycle Analytics Examples 1. What is the ROI of my social media efforts? 2. Which white papers in my lead nurturing campaigns increase the likelihood that a lead buys our product? 3. When leads follow us on Twitter, how many of them purchase within 1 month? 3 months? 6 months? 4. As a sales person about to call a lead, how has that lead interacted with our website, email, sales team, mobile, customer support, and social media campaigns? 5. How much revenue last quarter came from leads that subscribe to our blog? 6. Should I allow my free trial leads to call our customer support line? What is the LTV of those leads that end up buying?
  • 21. Landing Pages
  • 22. Agenda Why HubSpot Bought Performable? Performable Feature Demo Using HubSpot/Performable Together
  • 23. Performable + HubSpot Integration Roadmap Q3 2011 Q4 2011 2012+ Independent Apps, Priced Separately • Two Leading Apps • Lead-Analytics data captured simultaneously, posted to both seamlessly • Same Killer Support • One Vendor to Love • Low price lock-in even if future price increases
  • 24. Performable + HubSpot Integration Roadmap Q3 2011 Q4 2011 2012+ Independent Apps, Basic Integrations, Priced Separately Priced Separately • Two Leading Apps • Two Leading Apps • Lead-Analytics data • Single-Sign On Experience captured simultaneously, • Same Killer Support posted to both seamlessly • One Vendor to Love • Same Killer Support • Low price lock-in even if • One Vendor to Love future price increases • Low price lock-in even if future price increases
  • 25. Performable + HubSpot Integration Roadmap Q3 2011 Q4 2011 2012+ Independent Apps, Basic Integrations, Unified Priced Separately Priced Separately Application & Sale • Two Leading Apps • Two Leading Apps • Technical integration • Lead-Analytics data • Single-Sign On Experience • Varying levels of captured simultaneously, • Same Killer Support Performable capabilities posted to both seamlessly • One Vendor to Love exposed in HubSpot • Same Killer Support • Low price lock-in even if offerings • One Vendor to Love future price increases • Expect price changes & • Low price lock-in even if richer feature integration future price increases in higher end offerings
  • 26. Integrated Flow: Writing a Blog Article1. Choose Blog Topic 2. Write Article Optimized for Search & Social Keyword Grader Blog Assist Analytics Social Media 3. Add CTA to Blog CTA Builder 4. Create LP Test Landing Pages6. Measure article influence 5. Nurture leads basedon revenue on prior interests Assist Analytics Lead Nurturing Blog Analytics26
  • 27. Next step:Talk to an expertAssess your inbound marketing programCompare to your competition www.HubSpot.com/IMA