Yash Chaurasia

(How Not To Be) A Fool With A

Tool

@PipeLineSummit @yashabhishek #foolwithatool


Delighted! & Happy = Raise Your Hand!


The Dream That We Buy


What Usually Happens...



Why Did You Buy This Particular CRM/Sales/Marketing

Tool?


“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”


“Cause it has a lot of features, integrates with everything, is 100%

customizable, and we got a good deal”



Notice Anything Missing?


People & Process


Say Hello To Martin


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)


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.


Now, Take It For A Spin


Organizational Buy-In


Transparency


Universal Definitions


Prep For Launch


Implement In Iterations


Three Things You Can Do Tomorrow


Our Next 10 Customers


If You Didn’t Know, Now You Know