SEARCHFUNDER SESSION: USING HUBSPOT FOR YOUR SEARCH & ACQUISITION

[redacted] [redacted]
Searchfunder recently partnered with HubSpot for Entrepreneurs. In this special Searchfunder Session, we will speak with Kelsey Genert about using HubSpot for your search and your operating company. https://www.searchfunder.com/post/searchfunder-partners-with-hubspot-for-entrepreneurs

CHAT TRANSCRIPT
This event is open to Searchfunder members and those exploring the search fund concept. It will be live streamed on Searchfunder.



kelsey gernert to Me (Direct Message) (11:05 AM)

I also have magdaline small on here as a co-presenter

kelsey gernert to Everyone (11:07 AM)

woohoo! Exciting!

kelsey gernert to Everyone (11:11 AM)

Hi everyone! Magdaline from HubSpot here- I’ll be managing the chat while Kelsey presents so feel free to drop questions in here!

Me to Everyone (11:13 AM)

Welcome everyone,



Feel free to post questions in the chat or unmute during the Q&A portion,



Here are some links of interest:



* Download the PDF for links to our upcoming events

* Our interview with Vicente Ariztegui Legoretta: a) https://www.searchfunder.com/post/searching-and-operating-in-an-emerging-market and

b) https://www.searchfunder.com/post/the-importance-of-the-right-incentives-and-the-right-talent

* Never heard of Searchfunder before today? To learn more, go to: https://www.searchfunder.com/post/tip-for-the-week-what-is-searchfundercom

kelsey gernert to Everyone (11:14 AM)

hubspot.com/entrepreneurs

kelsey gernert to Everyone (11:16 AM)

All our Academy resources and courses are Free

https://academy.hubspot.com/

^ our coursework covers a combination of Strategy and HubSpot tools focused coursework

As a former sales rep, you can also use these tools quite effectively for prospecting as well :)

Attendee to Everyone (11:29 AM)

For a 2 man search is it recommended to create HubSpot account with one person's company email or with a shared company email?

kelsey gernert to Everyone (11:29 AM)

one person’s company email, and then invite the other person onto your portal as a user- we do not gate access to the portal at the user level, so you can add as many team members as you need for free

Attendee to Everyone (11:30 AM)

Thank you

kelsey gernert to Everyone (11:30 AM)

we do also have a feature that integrates with a shared company inbox, and makes it easier to track and manage inbound inquiries- but for portal creation, definitely create at the individual user level

Attendee to Everyone (11:32 AM)

what do you think is the best way to track deal flow from brokers? i.e. I would like to be able to track which deals I have seen from a specific broker and vise versa which broker showed me a specific deal.

Magdaline/Hubspot to Everyone (11:34 AM)

every deal inside of HubSpot can be attached to a specific contact and company- so Scott, in this case I would recommend creating a deal pipeline and then having the individual broker contacts attached to the relevant deals. That way you can see it on their contact records, as well as create reports that show you number of deals by specific broker- and then drill into those deals as needed

Attendee to Everyone (11:36 AM)

thank you, that makes sense. so the deal should be attached to the broker contact, but the actual deal company? I don't think you can associate a deal with multiple companies (e.g. the deal company AND the broker's company), right?

Magdaline/Hubspot to Everyone (11:37 AM)

The contact and company objects are separate- so you could attach the deal to a broker at the contact level and then a company at the company level

Attendee to Everyone (11:38 AM)

understood. thank you!

Attendee to Everyone (11:38 AM)

Sequences aren't available with the free version, correct?

Magdaline/Hubspot to Everyone (11:40 AM)

that is correct - Sequences start at our Sales Professional Level

Attendee to Everyone (11:40 AM)

thank you!

Attendee to Everyone (11:40 AM)

What might be the searcher price for that?

Magdaline/Hubspot to Everyone (11:41 AM)

30% off the list price of $500/month (includes 5 users) - so $350/month

Attendee to Everyone (11:41 AM)

The thing I worry about is getting caught in spam filters, HubSpot tech support hasn't given me a good response on how to deal with this. What are your insights? I send emails directly from my inbox so that I don't get idenfied as spam but that eliminates a lot of the analytics I am able to use

Magdaline/Hubspot to Everyone (11:41 AM)

For a full list of our packing and pricing you can refer to this guide https://legal.hubspot.com/hubspot-product-and-services-catalog

Maximo Cubilette to Everyone (11:41 AM)

How many people can share the CRM? Is there a limit?

Magdaline/Hubspot to Everyone (11:42 AM)

(and Kelsey will highlight the specific pricing available to everyone at the end of the Session as well)

Magdaline/Hubspot to Everyone (11:42 AM)

There is no limit to how many users you can add to the CRM - our user bases pricing adds functionality to the tools for those individual users who have assigned seats, but we do not have a limit on the amount of team members that you can add to the platform

Attendee to Everyone (11:43 AM)

thank you

Christopher King to Everyone (11:43 AM)

It would be great to find out how much can be automated - can you have HubSpot automatically start the next step in your sequence and send emails automatically? Thank you!

Me to Everyone (11:43 AM)

In addition to the discount during your self-funded search, there is a steeper discount once you acquire a company.

Magdaline/Hubspot to Everyone (11:44 AM)

[Attendee] - this may be a broader discussion around the type of email you’re sending, where you are generating your email lists, and what your email copy looks like. My recommendation would be to set up time with our customer success team who can advise you not only on the technical side of things, but actually walk through strategy with you as well

Magdaline/Hubspot to Everyone (11:45 AM)

Christopher- yes, sequences will continue to send the next email in the sequence (up to 5 total) until that person replies or books time with you. In addition to that we also have Marketing Automation built into our platform that can full automate mass email outreach and follow up

Attendee-1 to Everyone (11:46 AM)

[Attendee-1] is there the ability to add a “subscribe to deal” button?

Magdaline/Hubspot to Everyone (11:49 AM)

Darrell- to clarify, are you referring to being able following a deal and get notifications internally?

Magdaline/Hubspot to Everyone (11:50 AM)

^ if so, that answer is yes, and using our deal based automation you could set up certain criteria that would trigger a notification when a deal fits that criteria (has certain info populated, moves down the funnel, stalls out in a certain stage etc.)

kelsey gernert to Everyone (11:53 AM)

https://www.hubspot.com/startups/library?utm_source=hs_automation&utm_medium=email&utm_content=[redacted]&_hsenc=p2ANqtz-9L5-ekJg3TdP19XtEzcTU3CaulfG4UoFwhIpO5Ny19Dmrz4ggdyX6-4C3R7eokfHRCb51Dnwh-Nx1P3Sxd_oQ0Sl9p9g&_hsmi=[redacted]&_ga=[redacted][redacted][redacted][redacted][redacted]&_gac=[redacted][redacted]Cj0KCQiA6t6ABhDMARIsAONIYyzI1pLrMOqtlxfSUvUW4wa4H8RMf7K8fPlCs7aroRRG4I8YsZ3GYXwaAvWwEALw_wcB&_conv_v=vi%3A1*sc%3A102*cs%3A1612238368*fs%3A1601599028*pv%3A316*exp%3A%7B%7D*ps%3A1612230105&_conv_s=si%3A102*sh%3A1612238367614-0[redacted]*pv%3A2

Attendee-2 to Everyone (11:54 AM)

One issue with the default Deal feature that we came across during the search phase was that you cannot bulk associate contacts / companies to a specific deal stage. For example, you could not upload 200 companies, and have them all be associated to an "Opportunity Identified" deal stage (without doing this one by one). We ended up creating custom a deal stage property to avoid this. Is there anyway to bulk associate contacts/companies with a certain deal stage?

Attendee-3 to Everyone (11:55 AM)

templates and snippets is part of the free CRM packet or is that a pro packet?

kelsey gernert to Everyone (11:56 AM)

https://www.hubspot.com/entrepreneurs

kelsey gernert to Everyone (11:56 AM)

https://www.hubspot.com/startups/product-demo

Magdaline/Hubspot to Everyone (11:56 AM)

[Attendee-2], give me 1 min to think through your question- want to make sure I’m advising you correctly here

and [Attendee 3], yes that is correct, templates and snippets start at the free level, although there is a limit of 5 templates/user at the free level

kelsey gernert to Everyone (11:57 AM)

https://www.hubspot.com/pricing/crm

Attendee to Everyone (11:58 AM)

Thanks, Magdaline

Magdaline/Hubspot to Everyone (11:58 AM)

[Attendee[redacted]I would want know look at your portal to be 100% sure, but I’m thinking it’s a mixture of doing a bit of customization at the deal pipeline level and the property level, and then yes there is a bulk edit feature- we’d just need to have the system set up properly first to be able to then bulk edit

Attendee to Everyone (12:00 PM)

is the call tracking feature part of the free tier? also, can you set it up to log inbound calls from that contact as well?

Attendee to Everyone (12:00 PM)

Quick question - do the aforementioned automation features work with all packages? Thanks, Chris

Attendee to Everyone (12:01 PM)

https://legal.hubspot.com/hubspot-product-and-services-catalog Here is the product and services catalog

Attendee to Everyone (12:03 PM)

Can you repeat on how to sign up?

kelsey gernert to Everyone (12:03 PM)

https://www.hubspot.com/entrepreneurs

Attendee to Everyone (12:04 PM)

THanks

Attendee to Everyone (12:04 PM)

Very helpful session - thank you!

Attendee to Everyone (12:04 PM)

thank you

Attendee to Everyone (12:05 PM)

Thank you

TRANSCRIPT
:09
welcome to our search funder session on
00:12
using hubspot for entrepreneurs
00:14
for your search and acquisition our
00:16
special guests are kelsey garner who
00:19
is the head of growth and partnerships
00:22
for the go to market
00:23
partnerships team with hubspot and then
00:26
magdalen small
00:28
who is head of partnerships for the
00:30
southwest for hubspot
00:33
search funder is the online community
00:35
for
00:36
folks seeking to acquire search for
00:39
and acquire and operate a small to
00:42
medium-sized
00:43
business we've embarked on a number of
00:46
partnerships recently
00:47
we have a partnership with ibis world
00:50
report for
00:51
our searcher that means that this
00:53
invaluable trove of data
00:55
is available to our searchers as part of
00:57
their search funder membership
00:59
we also have a partnership with bvr deal
01:02
stats
01:03
now we have a partnership with hubspot
01:06
and are part of their
01:08
hubspot for entrepreneurs program what
01:11
that means is
01:12
that as a searcher you receive a
01:14
discount
01:15
on hubspot just by virtue of being a
01:18
search fund or member
01:20
in this session kelsey and magdalen
01:23
answer your questions about using
01:24
the free and paid subscription versions
01:27
of hubspot
01:28
and how they can be effective for your
01:30
search
01:31
we look forward to be able to announce
01:34
additional partnerships like this
01:36
that will make your search much more
01:39
effective efficient
01:40
and affordable and i would just love to
01:42
start this with
01:43
um i'd love our sessions to be as
01:45
engaging as
01:47
possible so um feel free to
01:50
to chat in um we will be managing the
01:52
chat
01:53
at the end we'll have plenty of time for
01:56
q a
01:56
so we can we can jump in we'll answer as
01:58
much live as we can
02:00
um some things we might save for the end
02:02
um but if you're
02:03
here for this session we want to talk
02:05
about using tools to supercharge your
02:07
search
02:08
there are a lot of different things that
02:10
you can use hubspot tools for
02:12
but we're going to talk about how you
02:13
use this kind of early on in the process
02:15
but also how you can
02:17
grow with our tools um and i want to
02:20
karen's done a great job of introducing
02:23
me i also want to
02:24
add on uh magdalen small is
02:27
is with us today um so she is our head
02:31
of southwest partnerships for hubspot
02:33
for startups
02:34
um magdalene i'll let you uh introduce
02:36
yourself
02:37
hi everyone i'm really excited to be
02:39
here as kelsey mentioned i'm one of her
02:40
teammates i manage hubspot for startups
02:42
and entrepreneurship uh partnerships out
02:44
here in the southwest
02:46
i also want to share with you an agenda
02:48
so we already talked through
02:49
introductions check that one off
02:52
but what we're going to go through are
02:53
some tools to help you connect with
02:55
investors
02:56
how to track your investor pipeline a
02:58
little bit about how do you stand out
03:00
from the crowd i mean it's been hard
03:02
enough to
03:03
connect with investors search funders
03:04
certainly makes this a whole lot easier
03:07
but with with kova being fully virtual
03:10
um working with search funder how is it
03:13
that that you differentiate yourself
03:15
so we're going to talk about some
03:16
hubspot non-hubspot tools to do that
03:18
and then we're going to talk a bit about
03:20
reports and automation
03:22
how do you show that initial traction to
03:24
make yourself really
03:26
um attractive to investors and also how
03:28
do you keep them
03:29
updated and in the loop to to continue
03:32
to differentiate yourself
03:35
then we're going to jump into a little
03:37
bit about this
03:38
awesome partnership that search funder
03:41
has negotiated for you
03:42
and some some great discounts
03:44
scholarships resources
03:46
that they have made available to you and
03:49
we'll talk a little bit about uh
03:50
demo experience and launch into some
03:53
more questions
03:55
so that's where we are going to
03:59
start it off we are going to come back
04:01
to this at the end but again
04:02
this presentation is brought to you by
04:04
search funder
04:05
in partnership with our program hubspot
04:08
for entrepreneurs
04:09
we're really excited to to be able to
04:11
work together with you
04:13
and hopefully supercharge your search
04:16
um but let's kind of get into
04:20
a little bit of high level about what
04:22
hubspot is
04:23
if you are not already familiar so
04:27
i first of all hubspot is a free crm
04:30
and we have a sales marketing and
04:32
service hub built on top of that with
04:34
600 integrations
04:36
so it's kind of your one-stop shop for
04:38
your business
04:40
if you take kind of the core
04:41
competencies of let's say
04:43
salesforce marketo calendly zendesk
04:46
um mailchimp and
04:50
you know roll them all together add a
04:52
few things
04:53
that's essentially what we are but let's
04:56
talk a little bit about
04:57
what that journey is like i want you to
04:59
see the big picture and then we're going
05:00
to zoom into
05:01
what is most relevant for you as a
05:03
searcher right now
05:06
so hubspot is meant to be your your full
05:09
suite of tools
05:10
to take your your customers from being
05:13
strangers
05:13
that are maybe just visiting you on the
05:16
website
05:17
all the way through to to being
05:19
prospects
05:20
to being your customers and then also
05:22
being able to
05:23
grow them into being your promoters an
05:25
unhappy
05:26
customer tells 10 people and a happy
05:28
customer tells three
05:30
so the the most um
05:33
effective source of you being able to
05:35
gain more customers is making the
05:37
current customers you have happy
05:39
so we think about this as as a flywheel
05:42
so how can how can you make sure that
05:45
all of these pieces are connected
05:47
a lot of us have had different careers
05:50
in life
05:51
but i know when i was in a sales seat as
05:53
sales you get these leads from marketing
05:56
and then be like well why is this a
05:57
highly qualified lead
05:59
what you know what is it that that made
06:01
them qualified to be here i don't know
06:03
how to reach out because
06:04
i don't know what the trigger was and
06:06
then on
06:08
um on the sales side as well you are
06:11
interacting with somebody in sales and
06:12
you don't realize that they
06:13
are already currently a customer having
06:15
a customer service issue that you don't
06:17
know about
06:18
or marketing is reaching out to somebody
06:20
and they are not realizing that there's
06:22
a customer service issue going on
06:23
and this creates a lot of friction in
06:26
the user experience
06:28
so what i think is is the real
06:31
benefit of hubspot is bringing all of
06:33
those systems into one
06:35
having one source of truth one source of
06:37
information
06:38
to be able to get a full picture of
06:40
every prospect every customer every
06:42
investor that you're working with
06:44
you want to you know this is for when
06:46
you are building it out
06:48
into your into your larger organization
06:50
but also as
06:51
as a searcher you want to know that when
06:54
you have your co-founder or you have
06:56
somebody on your team reaching out to
06:58
this person that
06:59
they know your background with them they
07:01
know where that conversation left off
07:03
they know if they're talking to somebody
07:05
that was a potential investor
07:07
versus a customer all those little
07:09
pieces are part of what it
07:11
is really important to make sure that
07:12
you have a great
07:14
customer investor partner experience
07:19
now the hubspot platform
07:22
has a lot of different pieces to it that
07:24
all work together
07:25
you can you can use these as building
07:27
blocks so a lot of people might start
07:29
with
07:30
us on our sales tools and then later on
07:32
add on marketing tools and maybe once
07:34
they have more customers add on service
07:36
so you can you can kind of build this
07:38
however you want
07:39
um on this page here you can see
07:43
about our crm platform so we're going to
07:44
jump into this this is a key
07:46
part of your of your investor outreach
07:50
is being able to start recording these
07:53
conversations to organize yourself and
07:55
the crm is free
07:56
there's no reason not to do this and not
07:58
to have
07:59
ways to create more efficiency because
08:02
right now you might be balancing
08:04
not only working on funding your
08:07
business but working on your business so
08:09
you need to make sure that your time
08:11
is best allocated on the things that
08:13
only you can do
08:14
not on searching through your emails to
08:16
figure out what your last point of
08:17
contact was
08:20
we also have a full website builder with
08:23
some great tools
08:24
to be able to help you create a great
08:27
website to be able to optimize your
08:28
website
08:29
and to be able to manage your team at
08:32
scale
08:33
and then when it comes to your your
08:35
marketing resources
08:37
we have these kind of bucketed into how
08:39
do you
08:40
bring people to your website a lot of us
08:42
create our website and just have this
08:44
idea that
08:45
if you build it they will come um which
08:47
works
08:49
sometimes but often not so you need to
08:52
have a strategy for how to attract
08:53
people to your website
08:55
but also convert them once they're there
08:57
if you have blog posts if you have
08:59
forms if you have chats how do you make
09:01
sure you know who's coming to your
09:03
website collect their information so
09:04
that you can nurture them
09:06
and be able to get some great reports
09:08
that you can action on to be able to
09:10
one show your early traction um if you
09:13
are early into market and you need to be
09:14
able to show
09:16
um that there is interest in your
09:17
product that you
09:19
have a a great base of potential
09:22
customers
09:23
this reporting is really necessary and
09:26
then being able to jump
09:27
into sales making sure that
09:30
once they are they are in your nurture
09:33
funnel
09:33
once you're reaching out to them how do
09:35
you actually convert them how do you
09:37
make sure that
09:38
you are doing this in a rapid fashion
09:41
because we know
09:42
30 to 50 of deals go to whoever responds
09:45
first
09:46
and i know as an entrepreneur when when
09:48
i started that was sometimes really
09:50
frustrating to me because
09:52
i wanted to be like hey you don't know
09:54
that i'm wearing 50 hats please just
09:55
give me a minute to respond
09:57
but that's not how other people think of
09:59
you they they want
10:00
everything now so you have to make sure
10:03
that you can have
10:04
as frictionless a process as possible to
10:06
be able to
10:07
manage those relationships and then kind
10:10
of getting to the end of that flywheel
10:12
when we talk about service
10:14
once you have those customers in so this
10:16
is more for
10:17
our for our b to c but also b to b
10:20
depending on the volume of
10:21
um of customers that you are dealing
10:24
with how do you make sure that you track
10:26
any concerns that are going on
10:28
they get routed to the right person so
10:29
that way they're dealt with efficiently
10:31
before they start
10:33
um you know pinging you publicly on
10:34
twitter and
10:36
make sure that they are having a great
10:38
experience that they're going to tell
10:39
everybody else about
10:41
so that is kind of the the suite of
10:43
resources but we're going to chat a
10:46
little bit about how this applies to you
10:48
directly
10:49
now to tell you kind of two more
10:52
resources before we jump into
10:54
um to an example i also want to share
10:57
with you
10:58
that there are a lot of resources to
11:00
help you whether
11:02
um you are just starting out with
11:03
hubspot or if you
11:05
are currently a customer so we have a
11:08
great community
11:09
even when i don't know some questions
11:10
about hubspot i can google it and
11:13
get an answer 99 of the time we have
11:16
some great knowledge based articles
11:18
but i also really want to highlight the
11:20
academy if you
11:21
are trying to figure out that you're now
11:24
wearing a lot of hats
11:25
or maybe you have run a company before
11:28
but you want to brush up
11:29
on some some new best practices you can
11:32
jump in here
11:33
learn about inbound marketing how do you
11:36
attract people to you to be able to
11:37
convert better
11:38
you can do sessions on seo setting up
11:40
your sales marketing
11:42
whatever you want to these are free and
11:45
also once you are on as a
11:48
as a customer um so you have access to
11:51
the community resources in the free
11:53
but once you're on as a customer you can
11:55
speak 24
11:56
7 to a live representative that works
11:58
full-time for hubspot
12:00
and be able to either chat in call in
12:04
email in whatever it is that works best
12:06
for you to help you troubleshoot so you
12:08
can get up and running
12:11
and the next piece that i want to add to
12:12
that is as part of
12:15
our software you also get onboarding so
12:18
it's not just going to be you
12:19
purchasing it and then being like oh i
12:21
got to figure out how to do it
12:23
somebody can actually work with you to
12:24
be able to help you get set up and make
12:26
sure you're making the most
12:28
of your services so
12:31
that's a whole lot of preamble we
12:33
probably want to jump into
12:35
the tools right now so karen if you
12:38
don't mind me using you as an example
12:40
in gmail i'll jump into that
12:46
um so we have integrations with both
12:50
gmail and outlook i want to start by
12:52
saying
12:53
that a great deal of our resources are
12:56
free and these first resources i'm going
12:57
to be showing you are all in the free
12:59
package
13:00
these are things that you want to be
13:01
thinking about of how do i make my
13:04
investor
13:04
outreach more professional more
13:07
streamlined more timely and more
13:08
efficient
13:09
so those are the tools that we're going
13:10
to hone in on so if i use
13:14
karen as a gracious example
13:17
when she emails in the first time she
13:20
emails in
13:20
it already creates a contact record for
13:22
for her
13:23
in my hubspot instance it will be able
13:27
to
13:27
pull up first last name her job title
13:31
email phone number and then i can also
13:34
see when we talk about seeing that that
13:36
full picture
13:37
um are there any deals that i have going
13:39
on with her so let's say karen was a
13:41
potential investor
13:42
this i could see um is is she somewhere
13:46
in this investor pipeline and i can also
13:49
set
13:49
tasks so we're going to talk a little
13:51
bit about that but i love this feature
13:53
when you're wearing a lot of hats
13:55
it's hard to be able to stay on top of
13:58
everything
13:58
so let's say karen emails me and says
14:00
hey that's great reach out to me again
14:02
in a week
14:03
if i haven't gotten back to you so i can
14:05
quickly create a task from in here
14:07
with a due date say what it is and then
14:09
it will send me a reminder to be able to
14:11
reach out to her
14:12
so i can look really on top of things
14:15
when
14:16
let's say when karen becomes a customer
14:17
i'm also able to
14:19
see any tickets or any complaints or
14:21
anything that might be going on
14:23
so that way i just see the full picture
14:24
of what of what karen's experience is
14:28
now when i am using our email features
14:32
you can do this both within hubspot
14:34
um or within gmail outlook there is a
14:38
series of things that you can use so i
14:40
know that you're not necessarily in a
14:42
sales role but this stat really stood
14:44
out to me
14:45
that 70 of the time that a person in
14:48
sales
14:49
spends is on admin work is on these just
14:52
like
14:52
extra little things that they are doing
14:55
and i would argue that when you are
14:57
pursuing investment
14:58
you're kind of like the sales person
15:00
you're selling your company you're
15:02
selling the idea of your company
15:03
so if you can cut down on that 70
15:07
even by let's say 30 and be able to
15:10
um to automate that or use tools that's
15:13
essentially like hiring a second person
15:15
to go after investors
15:17
so some of the things that you can use
15:20
are things like
15:21
templates when you are reaching out to
15:23
your investors
15:24
it does have to be personalized it does
15:27
have to be
15:28
you want to be able to speak to hey you
15:30
made x type of investment i think you'd
15:32
also be interested in me
15:33
here's why but i would also
15:37
argue that about 70 percent of that
15:40
of those emails are the same thing and
15:43
there's 30 percent that you are
15:44
personalizing
15:45
so make the best of of that time
15:49
so let's say i want to drop in a
15:52
um an email i can pick from any one of
15:56
my
15:56
my templates and be able to say okay
16:00
it automatically put in karen's name
16:02
from um
16:03
from her contact record it could
16:05
automatically put in the company where
16:06
she's from
16:07
any of the properties that i create i
16:09
can add some personalization
16:11
and send this off the other thing that i
16:14
can do in here
16:15
is let's say there are there are pieces
16:18
of information that i
16:19
regularly find myself repeating maybe
16:21
it's your bio
16:22
maybe it's your your quick value
16:25
proposition
16:26
and you don't want to spend time
16:28
searching through grabbing this from
16:29
word docs
16:30
you just want to be able to click in and
16:33
share this so that's through the use of
16:36
snippets
16:37
i can say okay um if i just click on the
16:40
snippet
16:41
it will drop in whatever it is i need
16:43
and i sometimes use this for
16:45
when i am um when i'm preparing calls
16:49
so let's say i'm meeting with an
16:51
investor and i have a set
16:52
list of questions that i like to go
16:54
through or things i want to answer
16:56
i can have that that template um
16:59
ready to go and we're going to talk a
17:01
little bit later about
17:02
about documents um this is a really
17:05
important feature
17:06
we're also going to talk a bit about um
17:08
about meetings
17:10
and be able to talk about sequences
17:13
so these are all the things that can
17:15
that can make you a bit more efficient
17:17
in your
17:18
role now it's pretty easy
17:21
from when i am seeing karen in here
17:24
to be able to see her in the crm
17:27
so i am able to just click here and it's
17:29
going to open her up in
17:31
hubspot so that way i can see
17:34
the full record of my interactions with
17:37
karen
17:39
now i'm able to see her full information
17:43
but just based on um on what her
17:46
her email is it's going to filter her up
17:49
to a company
17:50
and i'm actually going to switch just so
17:51
i can save some of karen's personal
17:53
information and not share this with the
17:55
whole world
17:57
i'm going to give you an example from
17:59
within our program
18:01
so based on what that email is that
18:04
comes in
18:05
you're able to link them to a company
18:07
and it's going to automatically set this
18:09
up for you
18:09
this way you can organize maybe you've
18:11
reached out to more than one investor at
18:13
the same
18:14
um at the same company or the same um
18:17
vc you're able to see click in and say
18:20
okay
18:21
with this um with this org this has been
18:24
all of my interactions
18:25
these are all of the all of the contacts
18:29
that i have here
18:30
and this is every every interaction that
18:32
i've had with them
18:34
and then on the individual level you
18:36
want to be able to
18:38
to select to save information that you
18:41
need
18:41
so being able to say what type of
18:43
investor are they
18:44
maybe you want to categorize by um
18:48
angel investors or vc investors etc so
18:51
that way you can you can segment
18:53
um and you can also see have they
18:56
what they've done on your um on your
18:59
website how many times have they been to
19:01
your
19:01
page um how many pages have they viewed
19:04
if you have this up and running
19:06
this is a really good um resource to be
19:09
able to show you
19:10
how how high is the intent of of this
19:14
investor
19:15
some other things that can show you um
19:18
intent
19:19
is the email tracking so i'm able to see
19:22
in here
19:24
that i sent it but also looks like email
19:26
tracking wasn't turned on for this one
19:28
but i'm also able to see whether or not
19:30
they
19:31
they read the emails i sent this i would
19:34
say
19:34
is a vital vital tool because the way
19:37
that you follow up with an investor
19:39
when you've sent them an email and you
19:41
haven't heard back
19:42
is very different if you have seen that
19:46
they've never opened it
19:47
versus they've opened it 15 times but
19:49
just not responded
19:51
then you know they probably shared it
19:52
with other people at their at their
19:54
company they've maybe shared it with
19:55
friends they're really considering this
19:57
um so you want to make sure that your
19:59
outreach is smart
20:01
and then you're also able to record all
20:04
of your notes in here
20:05
so what is it that you were that you
20:07
were talking about in your meeting
20:09
and maybe you want to um maybe you have
20:13
a cfo
20:14
or maybe you have a co-founder that you
20:16
want to loop in
20:18
you can just do an at mention and say
20:20
okay hey jenny
20:21
by the way you know this you know this
20:24
was the conversation
20:25
and jenny's going to be aware so that
20:28
way she can see it
20:29
these are the things that are taking
20:30
that 70 of time of saying oh jenny did
20:33
you did you see this
20:34
this message were you logged in
20:38
just streamline your operations you can
20:41
also set
20:42
tasks here so let's say that um i was i
20:44
was talking with karen she's a potential
20:46
investor and um and she says look can
20:50
you please send me over
20:51
this document i can set a task here but
20:53
i can also assign that task to somebody
20:55
else
20:56
if there's somebody else on my team that
20:57
i would like to be a part of it
21:00
so i am i'm also able to so we're going
21:04
to jump into the deal pipeline
21:06
i'm going to show you how you can start
21:08
um being able to track
21:09
some of those engagements i'm going to
21:12
pause there for a minute and see
21:14
do we have any questions is this making
21:16
sense when it comes to investor outreach
21:18
and
21:19
uh magdalen is there anything that you'd
21:20
want to add
21:22
i think my only ad would be is if you
21:24
can go to the all filters and just click
21:26
onto the activity
21:28
yeah and just click on filter activity
21:30
just to kind of showcase if you guys see
21:31
here
21:32
as kelsey mentioned on the outside not
21:33
only are we a growth platform
21:35
we also natively integrate with over 600
21:38
integrations so as you're thinking about
21:40
using hubspot for both your investor
21:41
relations and your core business
21:43
processes
21:44
keep in mind the idea of our platform is
21:46
to be able to have a really
21:48
360 degree source view
21:52
source of truth and source of record for
21:54
your business so
21:55
as you start to use other softwares to
21:57
do things like run webinars um do things
21:59
like run ads things like that
22:01
we want to get and keep all that info on
22:03
hubspot so it's really really easy for
22:05
you
22:06
to see everything as it pertains to any
22:08
communication that your business is
22:10
having
22:10
whether that's with an investor whether
22:12
that's with a prospect a customer
22:14
it's all here thank you
22:17
and i'll go ahead sorry i was gonna say
22:20
and i think karen um
22:22
karen just directed message me i think
22:23
she hit the nail on the head and as we
22:25
are proceeding
22:26
with um like with kelsey's demo flow
22:28
here
22:29
you can definitely leverage hubspot for
22:31
investor communication
22:32
and your traditional sales prospecting
22:35
sales customer outreach
22:36
i think one of the nice and powerful
22:38
things about hubspot is you can really
22:39
use it
22:40
for both things um we're actually going
22:42
to show you some examples of how we use
22:43
hubspot to track our
22:45
internal team kpis things that aren't
22:47
necessarily that sales focused
22:49
and how our sales team uses hubspot to
22:51
track things that are very traditionally
22:52
sales focused which is a traditional
22:54
sales deal pipeline
22:56
so you can think about this as being
22:57
used for really kind of any type of
22:59
communication
23:00
any type of outreach whether that's
23:02
investing outreach or whether you're
23:03
prospecting
23:05
um cool because i'll turn it back to you
23:08
and scott i will take a crack at your
23:10
question in the chat and i might jump in
23:12
um perfect and and scott will also show
23:15
you
23:16
um some of our our deal um our deals
23:19
dashboard so you can see what that
23:21
looks like um and one of the things that
23:24
i wanted to zoom in
23:25
on a tool so when i'm in sales which
23:29
i i think is the same way when you're
23:31
thinking about investor outreach
23:32
you want to minimize the friction as
23:34
much as possible make it as easy as
23:35
possible for them to find
23:37
any information about you make sure that
23:39
you're highlighting the right
23:40
information
23:40
and you're making as easy as possible to
23:42
meet with you because every single thing
23:44
is an
23:45
ask every time you go back and forth and
23:47
say oh
23:48
are you free then no i'm not can we do
23:50
this
23:51
those things are all taking busy
23:53
investor time
23:54
you want to make this easy so we also
23:57
have our our meetings tool and this is
24:00
also in the free
24:01
so this is if you use calendly this is
24:03
this is like calendly
24:05
um i'm able to set up a meeting for
24:08
however long i want it's going to sync
24:11
automatically to my calendar
24:13
i'm able to set what is my availability
24:16
what is how much notice do i need if you
24:18
want to be able to
24:19
um to prepare and be able to have some
24:23
questions for
24:24
for people that are able to get set up
24:27
so
24:27
when they um when they click in it would
24:30
just be being able to
24:33
when you're in your outreach being able
24:35
to send them a meeting link
24:36
to sign up for you think about all the
24:39
tools that you can use
24:40
to remove friction and make it easy
24:43
so we talked a little bit about tasks i
24:45
just wanted to show you what this looks
24:47
like within here
24:48
and also why i think this is important
24:50
when you
24:51
are meeting with investors that that
24:54
initial
24:55
um that initial impression everything is
24:57
about a promise
24:59
and so if you say hey i'm going to
25:00
follow up in two days on this i'm going
25:02
to send you
25:03
this the way that you build that
25:05
relationship is being able to deliver on
25:07
all the things that you said that you're
25:08
going to within the right timeline
25:11
because then they know that you're
25:12
somebody that they can rely on and they
25:14
can trust
25:15
that's why i think tasks and being
25:17
organized and having a system
25:19
to be able to stay on top of that is so
25:20
important because that shows
25:22
these these investors that they can
25:24
trust you it's pretty easy to
25:27
to be able to use our task features and
25:29
be able to sign them to other people on
25:31
your team
25:33
now i want to jump into sequences
25:36
so ideally we would reach out to
25:40
investors once and
25:42
they would respond back to us and give
25:44
us funding that is not always the way it
25:46
happens if it happens always like that
25:48
for you
25:48
please send me your templates you are
25:50
brilliant um
25:52
but for the rest of us we like to be
25:55
able to use sequences
25:57
now i'm in a partnerships role so i
25:59
reach out to
26:00
accelerators incubators vcs i need to
26:03
make sure that it's personalized
26:05
but again it needs to be scalable and i
26:08
am
26:08
i know myself i'm not going to remember
26:10
to send that second email two days from
26:12
now
26:12
it's too much for me to keep on on top
26:14
of but what i can do
26:17
is i can make sure that i can send
26:19
sequences
26:20
so let's say if i want to reach out to
26:23
to
26:24
carlos um i have to do a little bit
26:27
of permissions here so i am not spamming
26:30
him
26:31
but i'm able to drop in a oh it's not
26:33
going to let me in here
26:34
but because he's yeah it's because of
26:36
the opt-in um
26:39
yeah from the other one but i'm able to
26:42
drop in
26:42
a sequence where i'm able to say okay um
26:46
this is this is kind of my first email
26:48
and then i can
26:49
set a um i can easily set what is my
26:52
next thing
26:52
so do i want that next email to come up
26:55
in two days in three days
26:57
and then maybe what i've done is that
27:00
i'll send this email then one day later
27:03
i'll send a second email and if they
27:05
haven't responded i want it to show up
27:07
as a task or i want to be notified
27:09
to be able to say hey i reached out to
27:11
karen karen didn't respond
27:12
why don't you follow up with her some
27:14
other way so i can have that task go to
27:16
me
27:18
what also happens with this so that way
27:20
it doesn't become spammy is that let's
27:22
say
27:22
i send this to karen and she responds or
27:25
she books a meeting
27:26
it will automatically stop the sequence
27:28
um so that way
27:30
she she's not getting extra emails that
27:32
she doesn't need
27:33
you can also do this from within um
27:37
within our our integrations here
27:41
and be able to drop in some sequences
27:45
now when you drop in a sequence you're
27:47
also able to
27:49
edit it so let's say i'm sharing that
27:51
same 70
27:52
but that 30 of hey karen i'm reaching
27:55
out to you because i saw
27:56
x investment and i was really excited i
27:58
think you'd be interested in me because
27:59
of x
28:00
x and x um i am able to
28:03
to make sure that it is tailored to her
28:05
um so that way
28:07
i have some really specific outreach
28:10
no i'll go ahead maglin i was just gonna
28:12
say for anyone in here thinking like
28:14
sequence might be too much automation or
28:16
too little
28:16
sequences are truly game-changing in
28:19
terms of the amount of time you're able
28:20
to save
28:21
and as kelsey is talking about using
28:23
these for investors that
28:24
i think it's a really good point she's
28:25
making about how you can really
28:27
customize these while using these to
28:28
speed up outreach
28:30
when i was selling for hubspot i would
28:32
use sequences in a lot of my prospecting
28:35
it's a really great way to be able to do
28:38
an individualized and personalized
28:39
outreach
28:40
but at scale and my personal preference
28:42
is to do one like your first email
28:45
really highly customized and then you
28:46
can use the rest of the sequences
28:48
just to do something as simple as saying
28:50
like hey did you catch my email
28:51
hey just checking in wanted to see if
28:53
you caught this resurfacing that
28:55
that way you can get a really really
28:56
personalized outreach on the first one
28:57
you can literally add a custom email
28:59
or change this you know change that
29:00
first template and then have the rest of
29:02
the emails going out just kind of
29:03
resurfacing it to that person's email
29:06
inbox over the course of a week two
29:08
weeks a month three months whatever
29:10
cadence feels comfortable for you for
29:11
your prospecting or your personal
29:13
outreach
29:14
perfect and it's also really important
29:17
to be data driven in all of our
29:18
decisions
29:19
when you are reaching out to investors
29:21
you may only have one shot at it
29:23
so you want to be getting the real-time
29:25
update to find out is this working or
29:27
not
29:27
and what part of it isn't working so
29:29
that way you know how to course correct
29:31
before you reach out to five more
29:32
investors with a template that's not
29:34
that's not going anywhere so you can see
29:36
the reporting for sequences it's the
29:38
same for templates
29:39
you're able to see how many people have
29:41
i actually enrolled in this particular
29:43
sequence
29:44
how many have opened them how many have
29:45
clicked so let's say i'm seeing that
29:48
i've been rolled a lot
29:49
but it's a very low open rate then i
29:51
know that there's a problem
29:52
either with my title of my email or this
29:55
first couple sentences that you can see
29:57
in the preview
29:58
something about that isn't engaging
30:00
enough for them to click
30:01
for them to open it okay fix those two
30:04
things
30:04
now if i see that i have a high open
30:07
rate but a really low click-through rate
30:10
then i know that the content of my email
30:12
isn't engaging
30:13
so i have to fix the content of my email
30:16
and if i have like a high
30:18
click rate but a really low reply rate
30:20
then
30:21
is the thing that i'm asking to click on
30:23
the right thing so
30:24
i know as an entrepreneur i felt like
30:27
it was hard to be able to get the data
30:30
insights that i needed to drive my
30:31
business
30:32
i felt like i needed a person to do that
30:34
i had all these systems because i'd
30:35
signed up for every single freebie out
30:37
there
30:37
but then none of them talked to each
30:39
other i didn't have any real insights
30:41
and it was just kind of like throwing
30:43
spaghetti at the wall
30:45
um and seeing if it sticked so
30:48
i would recommend use some of these
30:50
tools where you can get
30:51
quick insights to make sure that you are
30:53
able to iterate that you were able to
30:55
change
30:56
you're able to stay stay current
30:59
now another tool that i want to show you
31:01
that is
31:02
is part of of your efficiency metrics
31:05
but also your insights
31:06
is the documents tool so when you attach
31:09
a document within hubspot
31:11
you are able to see one did they open it
31:14
um but also you can click in and see
31:18
what how much time did each one of these
31:20
people spend on it
31:21
and where do they spend the most of
31:22
their time so let's say you're sending
31:24
over your pitch deck
31:26
how valuable is it to you to know that
31:29
they have opened your pitch deck and
31:30
they spent three
31:32
minutes on the page about your your
31:34
proposed budget
31:36
that is that is great insight that you
31:38
can actually action on
31:39
and you can see across your across the
31:42
people you sent it out to
31:44
who's actually opened it how much time
31:46
have they spent on it so you can
31:47
prioritize who you're going to reach out
31:49
to
31:50
now getting into um scott's question
31:54
we're going to show you a deal pipeline
31:57
so there's different ways that you can
31:58
set this up when you set this up for
32:01
your investors you might have different
32:04
um
32:05
different stages so it might be like
32:07
initial outreach
32:09
investor meeting sending follow-up
32:11
documentation
32:12
you know in the due diligence it's
32:15
really easy
32:16
to be able to just select what are the
32:18
pipeline stages you want
32:20
be able to drag them into the order you
32:22
want and be able to set like what is the
32:24
percentage
32:25
chance that it's going to go on to to
32:27
the next so
32:29
this is a way that you're able to do
32:30
this for your investors so that's where
32:32
you can start now
32:33
but you're able to make secondary
32:35
pipelines for when you get into your
32:37
sales process
32:38
so it's great to be able to start on a
32:42
software that you're able to scale with
32:44
and the chances are
32:45
that you're not going to just be going
32:47
for fundraising one time
32:49
this is going to be a continuous motion
32:52
for you
32:53
that way you can have two separate
32:55
pipelines one for your customers
32:56
and the second for your investors and
32:58
you can make sure anybody on your team
33:00
and anybody that you're working with
33:01
knows that this is an investor you're
33:03
reaching out to
33:04
when i move it from stage to stage it's
33:07
as easy
33:08
as a drag and drop and i'm able to
33:11
update any of the information
33:12
say you know what is it that most stood
33:15
out to them
33:16
about my presentation what do i want to
33:17
focus on or when i move it to the next
33:20
stage you're able to set up automation
33:22
like if we went into the due diligence
33:24
process it's going to automatically
33:26
notify my co-founder or my cfo to be
33:29
able to
33:30
um to share out further information
33:36
and then um i wanted to jump into
33:39
chatting about um about our next section
33:42
of how do you stand out to
33:44
your investors it's not just about
33:47
making it really easy for them and
33:48
making you look professional although
33:50
those things are really important
33:52
but how can you use these tools to stand
33:54
out from the crowd we know everything is
33:56
is virtual for the most part right now
33:58
and
33:59
you might only have one shot to be able
34:02
to
34:02
to make an impression one of the tools
34:05
that i really enjoy
34:07
are are are being able to drop in videos
34:11
you might not be able to give your your
34:12
pitch in person but you're able to drop
34:14
in a video be able to do something
34:16
personalized
34:17
even people that don't want to follow
34:19
your links or click through your emails
34:22
people are really are really curious
34:24
when they see that you have a video on
34:26
and it also
34:27
humanizes you it personalizes you we
34:30
know when people are investing
34:31
it's not just in you having a good
34:33
product they want to know who
34:34
you are as a founder some of the things
34:37
that that i have seen that i think are
34:38
cool
34:39
you can always drop the same video in
34:42
but your investor outreach should really
34:43
be personalized
34:45
and i've seen people where they're maybe
34:47
holding up a sign in the beginning on a
34:49
little white board that says like hey
34:50
karen
34:51
if i was karen even if i'm like well i
34:53
don't know if i'm interested in this
34:55
i'm totally going to click on the video
34:56
that says hey karen and find out what
34:58
you have to say
35:01
so it's really easy for you to be able
35:03
to just drop in so i can hit
35:05
insert video and this is personally
35:07
linked to my vidyard
35:09
so i can select one of the videos that
35:11
um
35:12
that i have recorded and i'm also able
35:14
to go into vidyard
35:16
and see who has watched these videos
35:19
you're able to see who's opened your
35:20
emails who's clicked on your documents
35:23
who's watched your videos
35:24
all of this information is going to make
35:27
your outreach more tailored more
35:29
professionalized
35:30
and it's going to help you prioritize
35:32
your time for who is really most
35:33
interested in you
35:36
all right um is there
35:39
magdalen i know that you are pretty
35:41
passionate about using
35:43
uh video is there anything that you want
35:45
to add for color there before we jump on
35:47
to reporting
35:48
yeah absolutely um i can say that video
35:51
was actually fairly game changing for
35:53
our internal organization at hubspot um
35:56
we use it in a mult
35:57
like in many different ways um one is
35:59
the pretty traditional way of using it
36:01
in our prospecting but
36:02
to be able to reach out to target
36:04
accounts or reach out to a customer even
36:07
and not just share you know hey this is
36:09
why i think we should be getting in
36:10
touch via email
36:11
but especially maybe for customers be
36:12
able to say like hey i wanted to show
36:14
you a quick two-minute highlight
36:16
of how to get more leverage out of a
36:18
tool you're already using
36:19
or wanted to show you a new product i
36:20
think would be incredibly relevant
36:22
the other piece that's really nice for
36:24
that i think it's overlooked is using it
36:26
to do
36:26
post call follow-up so maybe you've had
36:28
a meeting maybe there were a couple team
36:30
members that weren't able to be on that
36:31
meeting
36:31
or some things that you just want to
36:32
recap and highlight being able to like
36:34
film a quick
36:35
video and say like hey i just wanted to
36:37
recap our meeting today give some
36:38
highlights there via video and then have
36:40
that saved
36:41
that's really huge um and then
36:44
from the chat i just wanted to call out
36:46
i think this is a good question
36:48
um christopher was asking about kind of
36:50
the difference and the capabilities of
36:52
hubspot as it pertains to full
36:53
automation
36:54
um great question our sequences tool is
36:57
meant to automate
36:58
your inbox so meant to automate your
37:00
one-to-one outreach
37:02
in addition to that we also have full
37:04
marketing automation capability
37:06
it starts lightly in our marketing
37:08
starter tools but you really have access
37:09
to it in our marketing pro
37:11
and by that i mean what we can really do
37:12
is we can fully automate your
37:14
entire funnel so by that what i mean is
37:17
like you could have a lead come in
37:19
that lead fills out a form or live chats
37:21
into your website
37:22
automatically the hubspot system can
37:24
determine based on criteria you
37:26
set what email you want to send to that
37:28
lead based on if they're opening that
37:30
email not opening that email
37:31
registering for a webinar signing up for
37:33
an event clicking on certain pages
37:36
we can send them down branch tiers so we
37:38
can either tag them as a high priority
37:40
high value lead in your system
37:42
put them in some type of nurture cadence
37:44
where if they're unresponsive we can
37:45
keep dripping out email
37:47
we can um invite them to different
37:49
things we can put them in a deal
37:51
pipeline
37:52
there's quite a lot we can do with
37:54
automation as it pertains to contacts
37:56
companies deals tickets things like that
37:58
um so the overarching question is yes we
38:01
are big on automation i personally am
38:03
very bullish on
38:04
it um and if anyone wants to look more
38:06
into our automation stuff i would
38:07
definitely recommend
38:08
um letting us know we have quite a lot
38:10
of resources on that too
38:12
um and then okay perfect kelsey i'll
38:16
turn back to you and i will continue to
38:17
man the questions in the chat and thank
38:18
you by the way for everyone putting
38:19
questions in here these are great
38:21
thank you madeline and now we're going
38:24
to
38:24
kind of wrap up this portion with
38:26
talking about
38:27
your reporting again i said like as an
38:30
entrepreneur it's hard to have accurate
38:32
reports
38:32
but when you're working within one
38:34
system where your marketing is tied to
38:35
your service is tied to your sales
38:37
it gives you really actionable insights
38:39
and what you want to be able to do
38:41
is to be able to provide quick easy
38:44
reporting capabilities to be able to
38:46
share where your progress is at and be
38:48
able to
38:49
um one make yourself attractive to
38:52
possible investors
38:53
but also be able to update any investors
38:56
that you already have
38:57
so this is an example of a dashboard
39:00
within hubspot
39:01
so many of these reports we have a full
39:03
reporting library where it's
39:04
pre-populated i'll show you a little bit
39:06
what that looks like
39:07
but you're able to arrange it into a a
39:10
dashboard
39:11
that is as easy as dragging and dropping
39:14
these reports in here
39:15
for you to be able to get a you know a
39:17
one picture view of your business or
39:19
where you're at with your fundraising
39:21
your your f your investors they want to
39:23
see your deal forecast
39:25
they want to be able to see where are
39:27
you actually sourcing these deals from
39:29
how how are you actually um you know
39:31
working your go to market strategy
39:34
and then of these deals where are they
39:36
at in the pipeline this is going to help
39:38
for you to predict your your revenue
39:41
and then there's a whole host of other
39:43
things being able to see what are the
39:44
dollar amounts
39:46
um productivity etc but to jump into
39:49
that
39:50
if you look into our reports library any
39:53
of the things that
39:54
that you are storing as data in here
39:56
you're able to
39:57
store as reports so if i just wanted to
40:00
click
40:00
into what are the pre-populated reports
40:03
around deals
40:04
i can see how close are we of our deals
40:07
created to goal
40:08
maybe you are blowing your goal out of
40:10
the water absolutely show your investor
40:12
that
40:12
this looks professional it looks nice um
40:15
being able to show where they are at by
40:17
stage uh
40:19
amount closed by by different reps um
40:22
how you know how much time is being
40:25
spent in each
40:26
deal stage so you can see what your your
40:28
conversion uh
40:29
pathway is all of these are
40:31
pre-populated so all you have to do is
40:33
be able to click in and it's going to
40:34
show with your data
40:37
what you're additionally able to do once
40:40
you have your
40:41
reports up and running is from your
40:44
reports you're able to actually
40:45
add on for it to email directly to your
40:48
investor either
40:49
when you decide to email it or on a
40:51
regular cadence so let's say you're
40:53
working with an accelerator an incubator
40:55
you have a mentor or a coach
40:57
and you want them to be able to see
40:58
where you're at you can always add them
41:00
as an admin into your hubspot account
41:03
so that way they're able to kind of dig
41:04
in and see what are your processes like
41:06
so you can get the most actionable
41:08
insights around how you're working and
41:10
what's going to be most effective for
41:11
you
41:13
now to to kind of bring it uh
41:16
bring it to the end of the the reporting
41:18
piece um
41:19
these these are some examples of some
41:22
different ways that you can track your
41:24
metrics
41:25
to be able to to show um one of the
41:28
things that are important to you
41:29
but that you can really customize within
41:31
hubspot there's gonna be certain vanity
41:33
metrics that are
41:34
helpful for you maybe you don't have
41:35
revenue yet but maybe you want to show
41:37
that you've already had
41:38
x number of meetings you've done like x
41:40
number of
41:42
of sessions you have you know x number
41:45
of customers that that you've already
41:46
engaged with this is a great way to be
41:48
able to
41:49
um to showcase some of this and magdalen
41:52
i know that that you had some thoughts
41:54
around this piece is there anything that
41:55
you want to add to
41:57
um kpi trackers yeah i think this just
42:00
goes back to what i was referencing
42:01
before is that the power of hubspot is
42:03
that you can really use us
42:04
to track everything you are doing as an
42:07
overall business
42:08
so the reason i had kelsey show this
42:10
reporting is i really like that we are
42:12
able to customize as she mentioned kpis
42:14
that aren't necessarily tied to
42:16
revenue or metrics or specific numbers
42:18
but that still help prove that we're
42:20
doing the type of work
42:21
that forwards that will help us to
42:23
achieve success in
42:24
our role so what my team even on my
42:26
sales team we always used a combination
42:28
of reporting that tracked activity-based
42:30
metrics
42:31
things like our number of calls
42:32
completed things like our number of
42:33
demos completed
42:35
and we used reporting that tracked
42:37
actual true sales metrics how many deals
42:39
we're closing
42:40
what our close one ratio looks like
42:41
things like that so just know that when
42:44
you're looking at hubspot and when
42:45
you're looking at the types of reports
42:46
we can build
42:47
really the world is your oyster here you
42:49
can use us to report on anything that is
42:52
going to be impactful
42:53
to your business and to be able to track
42:55
these trends and hopefully get ahead of
42:57
things
42:58
instead of having to be reactive to
42:59
potential issues that might arise
43:03
absolutely thank you for for adding some
43:05
additional context here
43:07
now before we jump into the q a i want
43:09
to show you a little bit about
43:11
the program that search funder has
43:13
negotiated for you to be able to give
43:15
you some special resources
43:16
so as part of hubspot for entrepreneurs
43:19
first of all
43:20
i'm going to drop this into the chat we
43:22
have some amazing resources that are
43:24
free and available to you
43:26
whether or not you use hubspot or not um
43:29
some of these things i know when i was
43:31
working on my business
43:32
it just takes time to build templates it
43:34
takes time to build your business plan
43:36
your pitch deck etc
43:38
um somebody just your email marketing
43:40
templates get a head start
43:42
save yourself some time and um and check
43:45
out this site
43:46
with um with some of your some of your
43:49
free resources i apologize the url is
43:51
hideous
43:52
um but it will still work um
43:55
and then once you come on as a customer
43:59
at any level
44:00
it doesn't just stop there with being
44:02
able to give you some really cool
44:04
software
44:04
but we also want to be able to help you
44:06
through that journey
44:08
we have a startups dashboard there's a
44:10
whole host of resources here
44:11
but the part that i get most excited
44:13
about are the product resources
44:16
because when i was working on my
44:18
business at some point
44:19
it's like midnight you're in front of
44:21
your laptop and
44:23
i got an mba but i don't remember on
44:26
what page of what textbook that
44:27
marketing information was i have no idea
44:29
but i need to be able to find some quick
44:32
insights to be able to fix the problem i
44:33
have
44:34
now in as little time as possible so
44:36
what we've done is we've taken we have
44:38
[redacted]startups that that work with us
44:42
and we have taken what are the biggest
44:44
questions that they have
44:46
and distilled them down into some
44:48
resources
44:49
so let's say you need help getting found
44:51
online
44:53
you're able to click in here and these
44:55
are the resources to help teach you the
44:57
strategy of how to get found online
44:59
click into what's helpful don't click
45:01
into what's not helpful
45:02
and here's the corresponding tools and
45:04
hubspot to help you actually action on
45:06
that strategy
45:08
in addition we also have another i think
45:11
it's 20 partners now that have
45:13
offers that are exclusively for any
45:16
entrepreneur that is on our hubspot for
45:19
entrepreneurs program
45:20
so these are a host of of credits
45:23
whether it is
45:25
stripe brex[redacted]in aws credits air
45:28
table
45:29
vidyard there are amazing things in here
45:33
available to you
45:34
let's say ballpark another 70k in
45:37
credits
45:38
in addition to our program so as part of
45:41
the
45:41
entrepreneurs program with search funder
45:43
you are eligible for 30
45:45
off in year one and 15 off ongoing you
45:48
never have to renegotiate that discount
45:50
you'll get it as long as you're
45:51
with hubspot and on average that's about
45:54
seven thousand dollars off although it
45:56
can be up to
45:58
15. now a couple of resources about how
46:02
to get there
46:03
first of all if you want to apply to
46:04
that program you go to hubspot.com
46:07
forward slash entrepreneurs
46:08
and you select search funder from the
46:11
drop down list
46:12
and that is just going to make sure that
46:13
you are eligible for the program it does
46:15
not commit you to buy
46:17
it just makes sure that you have all the
46:19
information that you need and that your
46:21
account is tagged as eligible
46:23
the second thing that you can do that
46:25
i'm going to also drop into the chat
46:27
um is our demo page a lot of you don't
46:30
want to sit through an hour long demo
46:32
um that's recorded on the phone a lot of
46:34
us are working asynchronously
46:36
maybe you know that you need a crm but
46:38
you're not quite sure what it looks like
46:40
you can jump in for a quick two minute
46:42
video on the crm
46:43
five minutes on the sales click into
46:45
whatever it is that's most helpful for
46:47
you now
46:48
but then also we have weekly office
46:50
hours either with myself with magdalen
46:52
or one of our colleagues
46:53
where you can sign up and say hey
46:57
this is my business case i'm trying to
46:58
get found online
47:00
let's say this is what i'm trying right
47:02
now what tools do i need
47:03
do i need to pay for them right now do i
47:05
need to be on the free how do i sign up
47:07
and what does that strategy look like
47:09
you're able to chat with one of us
47:11
um once a week it's on wednesdays and
47:14
um and be able to kind of take that next
47:17
step
47:18
and then lastly that i'm going to drop
47:20
into the chat before we go into
47:22
the q a all of our pricing is publicly
47:26
available
47:27
so you can click in here and see what
47:28
are all the tools that are available in
47:30
free
47:30
because we shared a lot of different
47:32
tools today you're able to see prices
47:34
for marketing
47:35
for sales this does not include what
47:38
your discount percentage is so you might
47:40
just have to do
47:41
the math there in your head but you can
47:43
also ask in our office hours with our
47:45
sales reps
47:46
we are more than happy to help you
47:50
so that is a whole lot of information
47:53
that i hope is helpful for you
47:55
in your search in um working with search
47:58
funder to get your investors lined up
48:00
and now i am going to pivot into some
48:03
more questions i know magdalen has been
48:05
answering answering a lot in the chat
48:07
um feel free to chat in or um
48:11
i don't know karen if they're able to
48:12
unmute themselves they're more than
48:14
welcome to ask that way as well
48:16
yes folks are welcome to mute themselves
48:19
and ask directly
48:21
since a lot of folks can be bashful i'm
48:24
just going to keep both you and magdalen
48:26
on the spotlight so
48:27
that means that you will not be recorded
48:30
if you meet but it's really lovely to
48:32
see a face to actually
48:33
go with a voice so we if you can
48:37
also show your video too
48:42
and i actually had a question about the
48:45
phone call
48:46
so a lot of our searchers are you know
48:48
calling businesses
48:50
trying to see if there's going to be
48:53
interest
48:54
do they have to manually put in
48:57
uh that they made that phone call or is
49:00
there some sort of a tie that could be
49:02
made
49:02
if they for instance had a google phone
49:06
number to do it
49:07
karen that's a great question you are
49:10
actually able to call
49:11
right from right from hubspot so when
49:14
um when you entered into my crm i will
49:16
already have your phone number in here
49:18
i can make the call right from here and
49:20
it will record that i made the call
49:22
and then also it can actually record the
49:24
the contents of that call
49:26
to be able to follow up and take a look
49:28
at later
49:30
it's hugely helpful i will say coming
49:32
out of a sales role being able to like
49:34
one of the main benefits it's a really
49:35
simple benefit
49:36
but being able to do all your work from
49:38
one screen as kelsey mentioned earlier a
49:40
lot of time is wasted simply on the
49:42
admin stuff and just on like flipping
49:44
back and forth between tabs
49:45
taking a call on your cisco jabber on
49:47
your phone and then trying to get your
49:48
evernotes logged and trying to do
49:50
everything back
49:51
if you click to call it'll call and then
49:53
it'll bring up a notes
49:54
phase for you so you can literally be on
49:56
the call you can be taking notes in real
49:58
time
49:58
if you wanted to you can use a snippet
50:00
to organize your call notes and then you
50:02
can have the um
50:03
recording of that call right there on
50:05
the contact record for you
50:07
and then also you can integrate whatever
50:09
number you want with our calling system
50:11
and you can have multiples
50:13
so i for example always had my desk
50:14
phone line at hubspot and my cell phone
50:17
we're just an overlay so we're not going
50:18
to take over your voip system but what
50:20
we are going to do is overlay for the
50:22
purpose of tracking and recording
50:24
um calling we do give you 15 minutes at
50:27
the free level
50:28
i think of it as more kind of like a um
50:31
free trial baked in so that you can see
50:33
what our calling functionality looks
50:34
like
50:35
um so yes if you are in a free crm you
50:37
can try our calling system integrate
50:39
your phone number and then we upgrade
50:40
the minutes as you upgrade packages with
50:42
us
50:43
and i dropped in earlier i'll drop it in
50:44
again we do have an awesome product
50:46
catalog that goes through all of our
50:48
like
50:49
minutia kind of like what's in what
50:51
subscription level details
50:52
i'll drop that in for everyone and you
50:54
can also always ask our team
50:56
where these subscription levels start
50:57
and end as well and we can advise you
50:59
there
51:00
um okay automation functionality kelsey
51:04
do you mind if i jump in and take this
51:05
one
51:06
sure go for cool chris is asking do the
51:09
affirmation automation features work
51:10
with all packages
51:12
so i think they're like we love
51:13
automation and hubspot in our free crm
51:15
we've brought a lot of functionality
51:17
down
51:18
but essentially is kind of a safe way to
51:20
think about it lightweight automation
51:22
starts at our starter level so things
51:23
like doing a kickback email
51:25
when someone fills out a form with us
51:27
starting to look at like templatizing
51:29
things like that but when you truly want
51:30
to start to automate so using our
51:32
workflow tool
51:33
or using sequences that starts at our
51:36
professional levels across the board
51:38
so uh sales professional service
51:40
professional and marketing professional
51:41
that's truly where the brunt of our
51:43
automation functionality lives
51:45
and when you think about hubspot
51:46
subscription levels it's always additive
51:48
with us
51:49
so whenever you layer on a tool layer on
51:51
a hub it's always going to be adding
51:53
functionality
51:54
and i just want to call this out again
51:55
because we've gotten a few questions
51:56
from it in the chat
51:57
um we do not get access to our platform
52:00
on a paid user basis so as you get
52:02
started with us
52:03
you can upload up to a million contacts
52:05
for free into our crm system and you can
52:07
add as many team members and users as
52:09
you want
52:10
any feature with us that's on a
52:12
user-based functionality so like a per
52:15
user per month pricing
52:16
that's just going to add functionality
52:18
to that user it's
52:20
never going to restrict a user from
52:21
being able to log into our system
52:23
look at a deal look at a contact look at
52:25
a company write a note assign a task the
52:28
basic functionality of being able to
52:30
be active in the system um so that's
52:32
kind of how we price but
52:33
you can always add your team team
52:34
members are free we don't get it on a
52:36
like paid basis
52:38
all right i see a question about how to
52:41
sign up absolutely
52:42
so i am dropping this link into the chat
52:45
all
52:46
you have to do pretty easy here this
52:47
will also help you get signed up for the
52:49
free crm
52:51
is to apply through hubspot.com forward
52:53
slash entrepreneurs
52:54
and select search funder as your partner
52:57
and that's going to give you access to
52:59
the discounts and
53:00
so many free tools to help fund your
53:03
search
53:04
well thank you again i really appreciate
53:07
it
53:07
i am going to i copy the chat and make
53:11
sure we put that with the notes as well
53:14
for this session and really appreciate
53:16
your taking the time to do this today
53:18
thank you kelsey thank you magdalen
53:21
thank you karen thank you search thunder
53:23
we had a great time
53:28
[Music]
53:38
you 


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