Why Did You Buy This Particular CRM/Sales/Marketing
Tool?
@PipeLineSummit @yashabhishek #foolwithatool
“We started a sales team and CRM-X was the obvious
choice” “Our VP/Head of Marketing used Y
before, so we went with their choice”
“We’re growing, we need to build our sales stack, so
we bought CRM-Z”
@PipeLineSummit @yashabhishek #foolwithatool
“Cause it has a lot of features, integrates with everything, is 100%
customizable, and we got a good deal”
@PipeLineSummit @yashabhishek #foolwithatool
@PipeLineSummit @yashabhishek #foolwithatool
Notice Anything Missing?
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People & Process
@PipeLineSummit @yashabhishek #foolwithatool
Say Hello To Martin
@PipeLineSummit @yashabhishek #foolwithatool
First, Build Use-Cases
- What (Do We Want To Do)
- Why (Do We Want To Do It)
- Who (Will Use This Data)
- When (Do We Need This By)
@PipeLineSummit @yashabhishek #foolwithatool
Scenario 1 What: Use in-app activity data to build custom email nurture campaigns. Why (Hypothesis): This will help us increase feature/integrations/product adoption as we’ll increase product knowledge among users and customers based on their usage/behaviour. Who: Customer Success, Sales, Marketing, and B.I. When: Beginning of Q2 2017.