The combination of Clearbit and HubSpot AI seeks to help HubSpot users better understand their data and pull actionable insights, from tracking website visits to monitoring a company’s news announcements.

“To cut through the noise with deep relevance, businesses need reliable, high-quality data about their customers,” said Yamini Rangan, CEO of HubSpot, in a statement. “That means enriching your company’s internal customer data with real-time external context. Clearbit has made it its mission to collect rich and useful data about millions of companies. HubSpot’s AI-powered customer platform combined with Clearbit’s data will create a powerful, winning combination for our customers.”

This acquisition closely follows HubSpot’s integration of TikTok, which is designed to help businesses capture leads from the social media platform directly in HubSpot’s Smart CRM.

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Through the no-code integration, HubSpot customers can use TikTok to help centralize prospects into a single source of truth by:

• Integrating TikTok for Business accounts with HubSpot;
• Deploying lead-generating ads on TikTok and automatically syncing leads to HubSpot’s Smart CRM in real-time;
• Engaging leads using HubSpot’s Marketing Hub to create personalized campaigns across channels — such as email, paid ads and SMS;
• Prospecting smarter, organizing qualified leads and closing deals via the new Sales Hub; and
• Leveraging HubSpot’s AI-powered reporting to better understand results and double-down on top performing campaigns.

“We’re always looking for ways to help our customers grow better, and it’s undeniable that TikTok is a massive opportunity for businesses,” said Karen Ng, SVP of Product at HubSpot, in a statement. “With this integration, we’re pairing the discoverability of TikTok with the power of HubSpot’s customer platform to help more businesses turn tuned-in audiences into high-value customers.” 

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• Outreach partnered with HubSpot to help mutual customers efficiently prospect, manage and close deals.
• Reported benefits of the integration include eliminating manual data entry and ensuring sales teams are leveraging up-to-date customer information.
• ICYMI: Outreach also recently announced the appointment of David Ruggiero as President of Go-To-Market.

Outreach, a sales execution platform, revealed a seamless data integration with the HubSpot CRM platform. Powered by HubSpot Operations Hub, the integration seeks to help mutual customers efficiently prospect, manage and close deals in Outreach as it syncs accounts, contacts, opportunities and activities between the two platforms. 

The new integration seeks to enable sales teams to easily customize the data that’s shared between platforms to quickly sync the specific information. This data transfer reportedly enables sales teams to curate accurate and up-to-date customer information, eliminating the need to manually enter, track and clean data. 

“This integration brings the power of the Outreach sales execution platform to customers using the HubSpot CRM platform,” said Prasad Raje, Chief Product Officer at Outreach, in a statement. “Sales teams are now empowered with seamless workflows to more effectively create pipeline and bring conversation intelligence to all their sales conversations.” 

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The Challenge

Megan Verkamp, LHP’s Director of Content Strategy, explained that “historically, we’ve dealt mostly with internal combustion companies for traditional gas vehicles, but as we transitioned into more autonomous and electronic vehicle (EV) startups and mid-level companies, we needed effective ways to reach them.”

To start building awareness in the EV space, LHP adopted a simple approach to ABM — some paid social, email and display — but the company quickly realized it needed something more robust. In its first stab at ABM, the marketing team relied on a combination of paid social and retargeting through the company website with mixed results and uneven ROI.

The Solution

To gain more visibility into ABM activities — and build more predictable revenue plays — LHP partnered with RollWorks in 2021 with three core strategies in mind:

• Target and advance accounts in EV space;
• Reach $1BN+ companies in EV space; and
• General retargeting.

The first step for LHP was connecting RollWorks with its CRM, HubSpot.

“The data has been incredibly useful, from intent topics to who’s playing on our website or engaging with our ads,” explained Verkamp. “We track leads coming from RollWorks weekly. From there, dashboards in HubSpot show us who came in, and we’re able to pass that along to SDRs to follow up.”

In keeping with their goals, the LHP team primarily focuses on how many leads move down the funnel in a given month or quarter, which is a significant shift for LHP.

“If we didn’t have the integration, we’d just be tracking vanity metrics like click-through rates, impressions and clicks,” said Verkamp. “Because marketing was never seen as a lead generator until a few years ago, we must show the return for any investment we make. Being able to do that from the connection between RollWorks and HubSpot is fantastic.”

To encourage better alignment with sales, the marketing team also instituted monthly meetings to share metrics and trends.

The Results

Since choosing RollWorks as its ABM partner, LHP has increased leads, brand awareness and lead quality tenfold.

“Since introducing RollWorks over the past 16-18 months, we’ve seen an incremental jump in the quality of leads we’re reaching, as well as the value of those leads,” explained Verkamp. “This year alone we’re already seeing 3X the value of leads year on year.”

In 2022, the company saw so much ROI with RollWorks that the marketing team decreased Google-direct spend and cut back significantly on LinkedIn and Facebook advertising.

“We were doing the same thing on LinkedIn but spending 3X as much and not seeing nearly the same results,” added Verkamp. “RollWorks is getting visibility to customers we otherwise wouldn’t for a relatively low cost.”

The new investment strategy is working. With three recently closed $1M deals under its belt, the marketing team can confidently attribute these wins to the brand awareness and retargeting plays that RollWorks enables.

“Partnering with RollWorks has been incredible for our pipeline,” Verkamp explained. “It would never be on that list to cut the budget. We’re putting more into RollWorks because it benefits the business.”

The post How LHP Grew Average Lead Value By 3X appeared first on Demand Gen Report.

This integration means HubSpot users can push leads found on Crunchbase directly to their CRM, filling it with verified data on fast-growing companies. This includes up-to-date firmographics, such as company size and location, as well as contact details for decision-makers. 

This new HubSpot integration aims to give users the ability to:

• Discover new accounts;
• Push prospects straight to HubSpot;
• Get accurate data in their CRM;
• Prospect from any website;
• Follow up with high-priority accounts;
• Engage with decision-makers at the right time;
• Automatically filter out existing companies; and
• Turn stale leads into fresh opportunities. 

“Crunchbase helps over 75 million dealmakers discover, qualify, track and engage with the right opportunities so they can search less and close more,” said Angela Wong, Senior Product Manager at Crunchbase, exclusively to Demand Gen Report. “This integration will help salespeople accelerate their pipeline — not waste hours on manual search and data entry, by enabling them to build comprehensive lists of leads within their target market and send them directly to HubSpot.”

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The product updates include:

• Journey Analytics, which help provide marketers with detailed visuals to create a consolidated view of every customer touchpoint and optimize campaigns;
• Payment Schedules,designed to assist merchants in customizing every facet of customer payments and connect those details within their CRM to gauge conversion in real-time; and
• Connected Data with AI,which assists HubSpot AI in cleaning and optimizing all data points so teams can focus less on administrative functions.

Additionally, HubSpot announced new features to help customer service teams create more connected experiences. These enhancements include:

• A service desk complete with a helpdesk, channels and automation for teams using ServiceHub;
• A WhatsApp integration that enables teams to connect a WhatsApp business account to their shared inbox to communicate with prospects and customers without leaving the HubSpot platform; and
• An inbound calling feature, which allows customers to make and receive calls within HubSpot without exposing their personal phone numbers.

“Businesses are in a crisis of disconnection today: Their systems and data are disconnected because of cobbled point solutions,” said Yamini Rangan, CEO of HubSpot, in a statement. “They’re disconnected from their customers as buyers tune out saturated channels and disconnected from their peers in a more hybrid world. We believe the businesses who will win in the future are the ones who focus on customer connection, not customer management. We’re committed to helping our customers grow in this new world by providing strategies, technology and communities that foster deeper connections.”

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Salesloft Coaching aims to provide a single view of how reps are performing against their goals across multiple activities and channels. Managers can identify key trends, get recommendations for rep calls and emails to review to help sellers book more revenue by coaching to outcomes instead of individual activities.

“Salesloft’s new coaching capability pulls together all sales activity in one place, across channels and meeting platforms,” said Ellie Fields, Chief Product Officer at Salesloft, in a statement. “Coaching best practice is designed right in — from starting with outcomes and then presenting metrics on effectiveness, efficiency and activity volume. Being a sales manager is one of the toughest jobs on the sales team. This new capability gives managers a way to see how their reps are progressing toward pipeline goals, and most importantly, a framework for helping them achieve those goals. Managers get a holistic view of their reps so they can address skill gaps for individuals and the team at scale.”

 This product release also includes several other platform enhancements, including a CRM integration with Hubspot and a Microsoft Dynamics 365 integration.

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Back-Of-The-Box Details

Inflection aims to be the solution for challenges faced by B2B marketing teams with legacy marketing automation tools made for supporting sales-led motion. Inflection connects to CRMs and product activity data and seeks to optimize for the scalability and extensible demands of the modern product-led marketing team, enabling higher customer engagement, including onboarding/adoption, driving self-service revenue and supporting sales pipeline.

Who It’s For

Inflection is a marketing automation solution for B2B product-led companies of all sizes using a CRM and tracking product activity data. It was built for marketers with the goal of reducing dependencies so marketers never have to worry about contact limits again.

What It Solves

Legacy marketing automation platforms like Marketo and Hubspot were built to support sales-led strategies. They weren’t designed to bring in product activity data, so B2B product-led companies faced challenges because of the technology and pricing packages designed to support sales-led strategies. Inflection aims to overcome these challenges posed by legacy MAPs by:

• Driving sales-led pipeline;
• Driving self-service pipeline;
• Driving customer engagement & speed to value; and
• Reducing churn.

What Makes It Special

Inflection is led by former Bizible, Marketo and Adobe execs, Dave Rigotti, Aaron Bird and Vic Davis. They had a front-row seat to the changing dynamics with the shift to the end-user era and the challenges current B2B marketing automation solutions have in pivoting to support the demands of product-led marketing, which led them to develop Inflection.

 Contact

Inflection

(650) 618-9910

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RollWorks Journey Events, announced last Fall, is designed to pull time-stamped events from an organization’s tech stack — such as meetings booked, opportunities generated and SDR emails — and combine them with intent, engagement and journey stage data from within the RollWorks platform to help marketing and sales teams visualize how their activities drive account progression and turn data into actionable insights. 

On the other hand, RollWorks Sales Insights for HubSpot aims to provide a 360-degree view of accounts throughout the buying journey, helping teams to eliminate the guesswork and create more efficient sales outreach. One feature, Account Spike, uses a data science model to flag accounts spiking in engagement compared to that account’s engagement baseline. Additional features of Sales Insights for HubSpot include the ability to: 

• De-anonymize existing HubSpot CRM contacts and surface engagement spike details;
• Automate email alerts to sales teams when accounts are spiking in engagement;
• Identify accounts that are spiking in engagement — but not assigned — to allow sales managers to route accounts to sales reps;
• Generate engagement spike data so marketers can analyze what actions are leading to engagement surges; and
• Build workflows to nurture engaged accounts from engagement spike data.

“I’m incredibly excited about today’s news, as RollWorks continues to invest in our solutions as a HubSpot App partner for mutual customers looking to bring ABM excellence to their inbound strategies,” said Mike Stocker, VP of Partnerships at RollWorks, in a statement. “We’ve proven the power of HubSpot’s foundational inbound marketing with RollWorks’ highly targeted ABM capabilities. Now, with Sales Insights for HubSpot, marketing and sales can be in lockstep as they prioritize and personalize their programs and outreach to optimize their ABM strategy.”

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To support Salesloft’s APAC expansion, the company appointed Vincent Ooi as Vice President of the Asia-Pacific region to oversee international affairs. Ooi previously served as Vice President of Sales, Southeast Asia and Korea for Tableau Software and helped high-growth companies make their mark in Asia.

“I’m thrilled to be joining the Salesloft team at such a pivotal moment in the company’s growth,” said Ooi in a statement. “The company and the category are growing exceptionally fast. I look forward to building a team that consistently delivers significant business results quarter over quarter. More importantly, I’m excited to help bring the power of sales engagement to more customers around the world to help them exceed their sales goals.”

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