Searchfunder Session: Using HubSpot for Your Search & Acquisition

Searchfunder recently partnered with HubSpotfor 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=###-###-#### &_hsenc=p2ANqtz-9L5-ekJg3TdP19XtEzcTU3CaulfG4UoFwhIpO5Ny19Dmrz4ggdyX6-4C3R7eokfHRCb51Dnwh-Nx1P3Sxd_oQ0Sl9p9g&_hsmi=###-###-#### &_ga=###-###-#### ###-###-#### ###-###-#### ###-###-#### ###-###-#### &_gac=###-###-#### ###-###-#### 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###-###-#### *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###-###-#### 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

###-###-#### 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###-###-#### 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