Learn the 9 key benefits of CRM for startups (with some humour along the way), how startups should be redefining CRM for the modern world and how startups can grow and scale efficiently with the same CRM regardless of business stage.

1. 9 Benefits Of
CRM For Startups
By Alyssa Yap
Founder of Gather ‘n’ Grow

2. Something You Should Know
About Me...

3. My Passion For Customer
Experience All Started Here

4. Word of Mouth
=
Still The Most Powerful Marketing “Growth Strategy”

5. But To Do This Well...
We Need A “Customer-First”
Mindset

6. Size 29
Size 25
Size 20
Size 16
Size 14
Me = HubSpot RevOps CRM Consultant
4th INBOUND Conference
Boston, MA

7. So, Join Me In My CRM
Masterclass

8. CRM = The Land & Frame Of The House
Marketing & Sales = Everything Else
Like Building A House, You Need To
Make Sure The Foundation Is Strong
& Start With The End Goal In Mind

9. What People Think When
“CRM” Comes To Mind
Some humour to get us started!

13. Time To Redefine CRM

14. 9 Core Benefits
(with real life examples)

15. #1
Shared Data Across Teams &
Systems

17. Email communications on
the contact timeline
Associated contacts, deals
& tickets for easy access

18. #2
Greater Accountability
& Transparency

19. Transparent progress of agreed SLA between
marketing and sales

20. #3
(Automated) Reports
You Can Actually Trust

22. Some of My Favourite Reports
● Revenue generated by lead source
● Revenue generated by partner type
● Revenue generated by contact persona
● Current year revenue by deal owner
● Number of deals closing this month but last activity date was > 90 days ago
● Number of open deals per deal owner
● Number of support tickets per company and per company owner
● Number of deals in a certain stage for over 90 days
● Number of sales qualified leads created last quarter that have not progressed
● Number of sales rejected leads by rejection reasons
● Number of closed lost deals per deal owner and per closed lost reason
● Breakdown of closed won and lost deals per month

23. #4
Better Sales Forecasting
and Management

26. #5
Proactive Customer Service

28. Insights Into Leading
Indicators
=
Increased Customer
Loyalty
=
Greater Retention
=
Greater Revenue

29. #6
Better Segmentation
=
Better Audience Targeting

31. Better Remarketing
=
Better Ad ROI

32. With The End of Cookies…
1st Party Data Has Never Been
More Important

33. Create More Targeted &
Segmented Lists
For Remarketing
Build Stronger Lookalike
Audiences

35. Now Time To Level Up…
CRM + CMS
=
Ultimate Personalisation

36. Dynamically shows the person’s first name based on what
information can be found in the CRM
This is just the tip of the iceberg.
The possibilities are endless.
Just think about how can I make the experience on the
website useful and relevant for the user.

37. #7
Better Data Protection

38. Would You Be Able To
Prove To A Contact How
You Are Using Their
Data?

39. Manage Users & Teams Access

40. Manage Users & Teams Access

41. Have A Clear History On When & What Email
Subscription Types The Contact Opted In and Out Of

42. #8
Consistent Internal Processes
(messaging, work flows, interactions etc)

43. Greater Governance Over Information That Needs To
Be Completed At Each Deal Stage
Let Technology Guide The Behaviour We Want

44. Task Tabs Based On Progress & Queues For Focused Work

45. Create Pinned Views For Easy & Regular Reference

46. Shared Email Templates For The Team & Using Personalisation
Tokens To Fill In Text Dynamically

47. #9
Winning Time Back
Through Sales & Marketing
Automation

49. Bulk Outreach Up To 50 People
At A Time & Never Forget
To Follow Up Again!

50. Automate - So You Can Focus
On What You Actually
Love Doing

51. Your CRM Does
Not Need To Be A
White Elephant

52. Here Are Some Tips
1. Choose the right CRM for you (consider budget, business model, features,
who will be using it, flexibility and ease of use)
2. Have general processes ready
3. Have a list of “must-haves” vs “nice-to-haves”
4. Know the top 10 things to want to achieve/extract from the CRM before
starting
5. Don’t try to use everything at once. Set priorities instead
6. Have 1-2 internal champions as the CRM gate keeper
7. Common rules & regulations shared across the company
8. Get a strategist to get you started right. Don’t waste time figuring out on
your own! (see next slide)

54. You’re Probably Thinking…

56. Case Study:
How Runway East Is
Scaling Their Startup
With HubSpot

58. About Runway East
1. Centralise their 8 systems and data sheets with HubSpot CRM via Zapier
2. Align marketing and sales to achieve their joint SLA
3. Pull reports and dive into insights directly from one central source of data
4. Understand the dollar value of different lead sources, channel partners and
marketing activities
5. Bulk sales outreach via HubSpot sequences
6. Automate manual processes and data updates
7. Bring offline and online channels together - from online booking of office
tours to signing into the venue in person
8. Leverage customer data to drive renewals and manage community
retention (core aspect of the business cash flow)

59. Case Study:
How Probe Group
Uses The Same CRM
At An Enterprise Level

60. About Probe Group
1. Manage data, communications and operational workflows for multiple
business units in one CRM
2. Host website on HubSpot to leverage HubSpot smart content to tailor the
messaging for different audiences at mass
3. Manage NPS
4. Build management and team dashboards to report on lead generation
progress, sales progress and sales activities
5. Automate weekly reporting dashboard email
6. Full customer journey from lead to account management
7. External partners play an important role in deal management process
8. Manage all types of deal amounts - CYR, ACV & TCV

62. So that’s me - I’m a translator of your
business vision & needs into a technical
HubSpot CRM solution.

63. Need Help Connecting The Dots?
(And avoiding the blindspots)

64. Sign Up For Our Upcoming
CRM Workshop
https://bit.ly/crm-workshop-eoi

65. Extra Resources
7 Tell-Tale Signs You Have A CRM Issue
9 Building Blocks Of A Sound CRM Strategy
10 Common HubSpot CRM Migration Mistakes

66. Let’s Connect!
Email:
alyssa@gatherngrow.com
Linkedin: QR Code
Sign Up For
CRM Workshop
https://bit.ly/crm-workshop-eoi