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HubSpot’s June releases: The manager’s guide

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HubSpot customers paying 12% more than in 2021

HubSpot’s been busy, but we’re betting you’ve got vacation on your mind. Here’s what you need to know about the June releases. Details are below: 

  • Launching a new site? HubSpot wants you! Its content management system (CMS) and hosting are now  “free-forever” to anyone with any HubSpot account. 
  • Managers with Sales Hub Professional or Enterprise edition can now set and track revenue goals and share access with teams and colleagues.
  • iOS 15 really messed with open rates. Hubspot introduced an enhanced email open report that excludes “machine opens”, compensating for inflated open rates introduced by Apple’s iOS 15 Mail Privacy Protection feature.
  • You can now more easily view and manage payments in the CRM, HubSpot’s first step toward eliminating front-office/back office silos.
  • Your developers will love this. They can now copy workflows from your live site to your dev environment for testing. 

Free CMS

HubSpot’s content management system (CMS) is now free for building and hosting websites.

Try HubSpot CMS to see if it is a better fit than your current CMS platform and hosting. The only risk is the time you’ll invest evaluating the platform. The offer is especially attractive if you’re building a site or microsite on a different domain. 

You get attribution based on website activity so you know where your customers are engaging, and can use automation based on website visitor behavior. Also: no plugins!

Your HubSpot team will be familiar with the CMS interface, eliminating the need to learn a new system. 

Read more about HubSpot’s free CMS

Revenue goals reporting

This feature makes HubSpot more useful for managers tracking their team’s performance against goals. It provides more granular and interactive reporting, including a dashboard progress bar, status, and notifications. Track when goals start, are achieved, missed, or exceeded.

Cross-team visibility keeps individuals motivated to achieve goals, holds them accountable, and builds trust by enhancing transparency. Notifications may help managers celebrate wins in real-time, and identify opportunities for coaching when performance doesn’t meet expectations.

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Read more about HubSpot revenue goals or watch here

Refined email open rate reporting (beta)

In beta, HubSpot is now adjusting open rates by taking into account inflated open rates caused by changes Apple made in iOS15. The company is reporting the measure as Adjusted open rate. 

By compensating for iOS 15-induced inaccuracies, marketers should have a more precise idea of what offers are resonating with engaged contacts (those that actually open your email). Identifying unengaged individuals will enable re-engagement efforts or removal.

Attributing opens to a person or bot is tricky business, and HubSpot admits that “as it is not possible to accurately attribute unreliable opens to a bot or an actual recipient, the Adjusted open rate is an estimation. 

Read more about the HubSpot Adjusted Open Rate reporting

Payments object and reporting

You now can manage refunds, resend receipts, and download payment and payout reports, with the HubSpot Payments object. Any time a customer pays through one of HubSpot’s Payment methods (see here and here) (add link), a record is created in the Payments object.

This feature provides managers with one-screen views of revenue and expenses (such as credit card fees) among all your teams. You can see the report in HubSpot, eliminating the need to log into other tools to make refunds or resolve failed payments. 

By making reporting available to customer success teams, handoffs from sales should happen as soon as customers are acquired, making for a better customer experience. 

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Read more about the HubSpot Payments Object and reporting

Workflows sync to and from Sandboxes

If you want to test a workflow you’ve built without causing problems with live data in your CRM, you no longer have to rebuild the workflow in the test portal. You can copy it.

This feature will enable improvements to workflows to be made faster since you can now have confidence in what data will be affected. 

Read more about syncing workflows in sandboxes

Can’t wait for the next manager’s guide? Check these out

To see the releases in development, Hubspot has recently updated its product roadmaps for 2022, which you can find at the bottom of this page, beginning with Sales Hub

If you are a HubSpot user, you can find a complete list of recent updates by clicking on your profile picture, Product Updates, and filtering for the desired time period.

HubSpot also describes select new features and shows roadmaps of future items in development on its website, and the HubSpot Community has a releases and updates section.

I also recommend following HubSpot Academy Senior Inbound Sales professor Kyle Jepson on Linkedin or Twitter. Search for #HubSpotTipsAndTricks.

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Opinions expressed in this article are those of the guest author and not necessarily MarTech. Staff authors are listed here.


About The Author

Jen is the head of operations at Remotish, a HubSpot RevOps and WebOps agency. Her work includes creating plans, processes and programs such as a knowledge management program (wiki), a comprehensive employee onboarding program and a referral partner program that generates 45% of company revenue and earned her the 2022 Heroes of RevOps award from Revenue.io. She was a lesson professor for the HubSpot Revenue Operations certification, a RevOps correspondent at INBOUND2021 and a panelist on the INBOUND After Hours show and the MoPros Career Fair. Jen is currently writing a book about RevOps, to combine her love of research, writing and lifelong learning.

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6 martech contract gotchas you need to be aware of

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6 martech contract gotchas you need to be aware of

Having worked at several organizations and dealt with many more vendors, I’ve seen my share of client-vendor relationships and their associated “gotchas.” 

Contracts are complex for a reason. That’s why martech practitioners are wise to lean on lawyers and buyers during the procurement process. They typically notice terms that could undoubtedly catch business stakeholders off guard.

Remember, all relationships end. It is important to look for thorny issues that can wreak havoc on future plans.

I’ve seen and heard of my share of contract gotchas. Here are some generalizations to look out for.

1. Data

So, you have a great data vendor. You use them to buy contacts and information as well as to enrich what data you’ve already got. 

When you decide to churn from the vendor, does your contract allow you to keep and use the data you’ve pulled into your CRM or other systems after the relationship ends? 

You had better check.

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2. Funds

There are many reasons why you would want to give funds in advance to a vendor. Perhaps it pays for search ads or allows your representatives to send gifts to prospective and current customers. 

When you change vendors, will they return unused funds? That may not be a big deal for small sums of money. 

Further, while annoying, processing fees aren’t unheard of. But what happens when a lot of cash is left in the system? 

You had better make sure that you can get that back.

3. Service-level agreements (SLAs)

Your business is important, and your projects are a big deal. Yet, that doesn’t necessarily mean that you’ll get a prompt response to a question or action when something wrong happens. 

That’s where SLAs come in. 

It’s how your vendor tells you they will respond to questions and issues. A higher price point typically will get a client a better SLA that requires the vendor to respond and act more quickly — and more of the time to boot (i.e., 24/7 service vs. standard business hours). 

Make sure that an SLA meets your expectations. 

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Further, remember that most of the time, you get what you pay for. So, if you want a better SLA, you may have to pay for it.


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4. Poaching

Clients and vendors alike are always looking for quality people to employ. Sometimes they find them on the other side of the client-vendor relationship. 

Are you OK with them poaching one of your team members? 

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If not, this should be discussed and put into writing during the contract negotiation phase, a renewal, or at any time if it is that important.

 I have dealt with organizations that are against anti-poaching clauses to the point that a requirement to have one is a dealbreaker. Sometimes senior leadership or board members are adamant about an individual’s freedom to work where they please — even if one of their organization’s employees departs to work for a customer or vendor. 

5. Freebies

It is not unheard of for vendors to offer their customers freebies. Perhaps they offer a smaller line item to help justify a price increase during a renewal. 

Maybe the company is developing a new product and offers it in its nascent/immature/young stage to customers as a deal sweetener or a way to collect feedback and develop champions for it. 

Will that freemium offer carry over during the next renewal? Your account executive or customer success manager may say it will and even spell that out in an email. 

Then, time goes by. People on both sides of the relationship change or forget details. Company policies change. That said, the wording in a contract or master service agreement won’t change. 

Make sure the terms of freebies or other good deals are put into legally sound writing.

Read next: 24 questions to ask ABM vendors before signing the contract

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6. Pricing factors

There are many ways vendors can price out their offerings. For instance, a data broker could charge by the contact engaged by a customer. But what exactly does that mean? 

If a customer buys a contact’s information, that makes sense as counting as one contact. 

What happens if the customer, later on, wants to enrich that contact with updated information? Does that count as a second contact credit used? 

Reasonable minds could justify the affirmative and negative to this question. So, evaluating a pricing factor or how it is measured upfront is vital to determine if that makes sense to your organization. 

Don’t let contract gotchas catch you off-guard 

The above are just a few examples of martech contract gotchas martech practitioners encounter. There is no universal way to address them. Each organization will want to address them differently. The key is to watch for them and work with your colleagues to determine what’s best in that specific situation. Just don’t get caught off-guard.


Opinions expressed in this article are those of the guest author and not necessarily MarTech. Staff authors are listed here.


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About The Author

Steve Petersen is a marketing technology manager at Zuora. He spent nearly 8.5 years at Western Governors University, holding many martech related roles with the last being marketing technology manager. Prior to WGU, he worked as a strategist at the Washington, DC digital shop The Brick Factory, where he worked closely with trade associations, non-profits, major brands, and advocacy campaigns. Petersen holds a Master of Information Management from the University of Maryland and a Bachelor of Arts in International Relations from Brigham Young University. He’s also a Certified ScrumMaster. Petersen lives in the Salt Lake City, UT area.

Petersen represents his own views, not those of his current or former employers.

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