HubDo Podcast: Do More On HubSpot.

How to land Enterprise customers with OrgChartHub + HubSpot

Episode Summary

Co-founder Dan Currin shares real stories of how OrgChartHub allows Sales and Customer Success teams to “Land and Expand” more enterprise deals on HubSpot.

Episode Notes

Sales teams often manually create spreadsheets or whiteboard charts to show the decision makers, blockers and other influencers in a deal.

Co-founder Dan Currin joins us to explain how solving the challenges of selling into enterprise accounts back in 2015 led to the creation of OrgChartHub. Using data that already exists in HubSpot CRM, sales reps and customer success teams can map relationships between companies and the buyer roles that allow a deal to progress or be stalled.

Readers of The Challenger Sale and The Challenger Customer know the importance of getting key messages across to the different buyer personas involved in enterprise selling.

We explore three real example of customers using OrgChartHub to represent all the contacts relevant to a deal. Sales managers gain better insight on how well the sales team is across each deal, and enables customer success teams to identify routes to expand into other departments, subsidiaries and geographies in in enterprise accounts

We also explore the new “relationship mapping” features announced in September 2022 during HubSpot’s Inbound conference in Boston, now in beta and available on request.

Highlights:

01:37 Dan’s original challenges that led to creating OrgChartHub
04:16 Alternatives we and other tried first
05:15 Problems we had using other methods
05:28 What OrgChartHub does, inside HubSpot
06:18 How our sales personas became part of HubSpot Target Accounts buying roles
08:23 How we came up with the licensing model per portal
10:07 How far HubSpot goes, before needing OrgChartHub
12:20 first Example, Ceros.
12:59 “he was in the bigger deals, pressure on sales teams, where are the key decision makers in this deal?”
13:26 “they are proper power users, in order for a deal to pass a certain stage, a certain number of buying roles are needed”
14:39 Clarifying Buying Roles versus Association Labels
17:04 Mainly two types of users, Salesperson & Customer Success
17:40 Example 2, Multiverse
17:53 “Sales Operations recognised the need to help out the sales team, this was the best adopted”
18:57 “Land and Expand, via Customer Success”
20:30 handling Parent/Child related companies and rolling up all the deals to the parent company, closed won and open deals.
21:37 Example 3, Discord. Partnerships “edge use case”
23:26 New announcement “Relationship Mapping” (Beta)

About OrgChartHub

Easily build and store customer organization charts on each of your accounts, using data that already exists in HubSpot CRM. Use relationship mapping, buying roles, and placeholder contacts to help your team visualize the key stakeholders to close more deals. Free for up to 5 charts, through to Pro 500+ charts $235/m

Handy Links for more information on OrgChartHub

https://orgcharthub.com/

https://ecosystem.hubspot.com/marketplace/apps/sales/sales-enablement/orgcharthub

Connect with Dan Currin:

https://www.linkedin.com/in/danieljcurrin/

Your host Pete Nicholls is Founder of HubDo, HubSpot Certified Trainer and Foundation Certified in Bidding and Proposals by the APMP.

Connect with Pete at:

LinkedIn: https://www.linkedin.com/in/penichol/

Email: pete@hubdo.com

Meet: www.bookachatwithpete.com

For questions about this episode, email podcast@hubdo.com

The HubDo Podcast is a production of HubDo ApS Denmark.