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Welcome Melbourne December 2015 HUG:

Charles McKay

CEO, Synx

@charles_mckay

Soumya Rao

Founder Connect Labs

@blinkinblues

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Agenda:

6:00 - 6:20 Networking and Drinks

6:20 - 6:50 Presentation: Sales and Marketing Alignment from Tim Dowling Workflowmax

6:50 - 7:10 INBOUND Announcements New Tools, Recap & Discussion

7:10 - 7:40 Live Q&A with HubSpot Customers

7:40 - 8:00 Drinks and more chats

Aligning Sales and MarketingTim Dowling - GM WorkflowMax

What is WorkflowMax?An online job management software owned by XeroTake projects from quote to invoice whilst tracking time and costsSchedule, save documents, be across staff and jobs and drive visibilityIntegrates with HubSpot and Xero to finish and complete service

business platformOver 10,000 businesses on the platform

Why marketing automation?Drive engagement with customer baseAttract new subscribersScale the sales teamDrive internal visibility

What have we done?Host the entire website on Hubspot’s COSConnect with Salesforce for sales team Use email and page automation to funnel leadsUse lead scoring to measure engagement

Aligning Sales & Marketing

Around the buyerMap the buyer's journeyUnderstand and define marketing’s role vs sales’Measure, measure, measure

Q & A

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INBOUND Announcements new Tools Recap & DiscussionCharles McKay

CEO, Synx@charles_mckay

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BlogSocial Media

KeywordsPages

Calls-to-ActionLanding Pages

FormsContacts

EmailWorkflows

Lead ScoringCRM Integrations

Social MediaSmart-Calls-to-Action

EmailWorkflows

Attract Convert Close Delight

Visitors Leads Customers Promoters

INBOUND MARKETING METHODOLOGY

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KEY MARKETING LAUNCHES

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53% Of HubSpot customers use paid advertising.

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Inbound Ads

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ADS ADD-ON$135/month

The easiest way to create, measure, and leverage ads for inbound marketing.

" Create ad campaigns in HubSpot: Use LinkedIn and AdWords campaigns that tie into your existing marketing efforts.

" Measure conversions not clicks: Connect the dots by combining paid with HubSpot. You’ll know what clicks convert into leads and customers, for each ad.

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Marketers: Create all these campaigns, run them, then once they’re out the door…

Celebrate!

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Marketers end up spending more time reporting than they do

actually getting the campaigns out the door.

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REPORTING ADD-ON$270 month

A centralized place to create multiple dashboards with custom reports for all your reporting needs.

Discussion point:What metrics does your team need to report on regularly?Are you closing the loop between Sales & Marketing?

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HubSpot’s biggest value prop is “all-in-one”

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Your customer experiences are not confined to just

marketing and sales

online meetings

invoicingeSignatures

eventsBusiness

Intelligence

presentations

customer service

retargeting

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HUBSPOT CONNECTA series of new integrations that bring data into one integrated platform, HubSpot.

Discussion point:What integrations do you currently use with HubSpot?

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EASY INITIATIVE - EDITORSALL CUSTOMERS

A newly designed editing experience that includes the option to create content with an inline editor.

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EASY INITIATIVE - DASHBOARDSALL CUSTOMERS

Newly designed dashboards for landing pages and website that allow you to manage and analyze your pages.

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EASY INITIATIVE – PAGE DETAILSALL CUSTOMERS

Easily view how your individual landing, or website pages are performing in one screen and how each is contributing to your overall marketing objectives.

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EASY INITIATIVE - LISTSALL CUSTOMERS

A newly designed interface designed to facilitate the process of building lists and allows marketers to explore their data faster.

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EASY INITIATIVE – CONTACT RECORDALL CUSTOMERS

The Contact Record in the Marketing Platform and CRM has been merged to provide a standard experience across both platforms.

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EASY INITIATIVE - WORKFLOWSPROFESSIONAL AND ENTERPRISE

You can now create your starting conditions, goals, and branching logic for your workflows without leaving the app.

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SMART CONTENT INSIGHTSPROFESSIONAL AND ENTERPRISE CUSTOMERS

A tool within the editors that provides insights about your contacts database to help you figure out where to add smart content.

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79% Of B2B marketers HAVE NOT

established even traditional lead scoring.

Even though companies who excel at lead nurturing

generate

50% More sales-ready leads at a

33% lower cost

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PREDICTIVE LEAD SCORINGENTERPRISE ONLY

A grade or score calculated based on historical data that shows how likely a contact is to close into a customer.

Discussion point:How do your sales and marketing teams use lead scoring to prioritize their time and resources?

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LeadinFree

A HubSpot solution for small businesses using WordPress

" Find out who's on your site and what they're doing: Leadin gives you the details you need to make your next move.

" More context for your conversations: Automatically finds publicly available information about each of your contacts. Details such as location, work history, and company info can give you more context when you reach out.

" Convert more visitors to contacts: Use the optional popup form to prevent people from slipping through the cracks.

" Keep your email tool up-to-date: Pushe contact to an email list of your choice without replacing any forms.

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KEY SALES LAUNCHES

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PROSPECTS EMAILSALL CUSTOMERS

The redesigned Prospects email shows companies who match your criteria, connections you have at those companies, and recent news stories about those companies.

Discussion point:How can this email help your sales team prioritize who to reach out to?

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SIDEKICK CONNECTIONSSIDEKICK FOR BUSINESS CUSTOMERS

Sidekick now surfaces connections between your network and the companies you are selling to that you never previously knew existed.

Discussion point:How do you currently get introduced to a mutual connection?

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SEQUENCESSIDEKICK FOR BUSINESS CUSTOMERS

Enroll a prospect to receive a sequence of templated emails right from inside Gmail or HubSpot CRM.

Discussion point:What is your typical follow-up strategy for your prospects?

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SIDEKICK FOR BUSINESS + SALESFORCESIDEKICK FOR BUSINESS CUSTOMERS

Sidekick for Business users will now have full access to the Sidekick sidebar right inside Salesforce. This includes all of the current sidebar functionality, including the ability to make calls right from the sidebar.

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@MENTIONSALL CUSTOMERS

@mentions in HubSpot CRM allow you to mention a co-worker from any note space in the CRM. Your colleague will receive an email notifying them of the mention.Discussion point:What tools does your team use to collaborate on deals or tasks?

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GMAIL INTEGRATIONALL CUSTOMERS

Gmail integration will allow HubSpot CRM users to pull their full history of interactions - including messages both sent and received - into HubSpot CRM automatically.

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MULTIPLE DEAL PIPELINESALL CUSTOMERS

Multiple deal pipelines will make it possible for teams to set up separate pipelines for different divisions, teams, or products inside HubSpot CRM.

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http://www.stateofinbound.com/

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DO YOU USE A CRM?

Discussion point:What CRM Do you use?

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Sales & Marketing SLA

Discussion point:Do your teams meet regularly?

Agree on a Number of leads per month from marketing.Agree on a Number of sales per month from sales.

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KEY TAKEAWAYS

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Marketing reporting and attribution is more

important than ever before

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Marketers are looking for new ways to help

their audience find their content

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Technology is trickling down to the small

business

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The sales department is being disrupted by new

technologies

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Its time to be more human and personal with your marketing

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Questions ?

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http://www.stateofinbound.com http://www.stateofinbound./

ResourcesHubSpot Connect

HubSpot Reporting Demo

HubSpot Ads

HubSpot Predictive Lead

Scoring

State of Inbound 2015

Leadin Free

SLA’s

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Q&A Panel Questions

Annamaria MontagneseCloud Success Manager, MailGuard Pty. Ltd

Elise Penton Design & Communications Coordinator, Education Institute

Alex Chapman Co-creator, TOP (Totally Optimized Projects)

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Thank You!HubSpot Charles Soumya