Our Head of Demand Gen asked for hot takes and oh boy did you deliver. Over 120 of you! She’s going to be doing something fun with these takes at INBOUND next month, stay tuned 🙂
If you want to be featured, it’s not too late!! Add your marketing hot take to the comment of Tara’s post.
DEMAND CONVERSION PLATFORM
Our team is hard at work on making preparations to upgrade all our lovely customers (you!) to our brand-spanking new Demand Conversion Platform.
Once you’re on the DCP, you’ll be able to reuse assets across all your routers (wow), consolidate reporting (double wow), and easily create routers with our beautiful new Flow Builder (so much wow).
We’re upgrading customers in phases based on the products you use. When it is your time to migrate, your CSM will be in contact 1 week before to let you know about the timeline and any steps to check and complete.
Here’s the Help Center hub with all the details you need about the Demand Conversion Platform.
CHILI PIPER PRODUCT UPDATES
READ ALL JULY UPDATES HERE AND HERE
🕺Distro: Matching on matching on matching
We now support fuzzy matching! What does this mean?
- We support matching for any field!
- Distro knows that someone who works at Chili Piper vs Chili Piper Inc work at the same company
- We can match gmail address to an Account based on phone number or company name
Even better… this will be available on Concierge Fire and Chat very, very soon! Stay tuned 👀
🕺Distro: Preview duplicate matches
You can make sure your matching settings are working as expected before pushing your router live 🙌
✨ ChiliCal: Meeting activity dashboard
Meeting dashboard to show all your meetings in one place! Filter by Meeting Type, Assignee, and Status.
💬 Chili Chat: Pass UTM parameters
Automatically pass UTM parameters in Chat! We’re talking UTM Term, UTM Source, UTM Campaign, UTM Medium, and UTM Content. All our faves.
💬 Chili Chat: Add hidden fields
Chat will pass hidden fields you configure (e.g. company name, UTMs, etc.) into your CRM without asking on the form. Beautiful 🤌
💬 Chili Chat: Copy nodes
You can now copy and paste your nodes! Just hold SHIFT + CLICK and you’ll be able to select a container and paste it somewhere else in your flow.
ADD TO CALENDAR
August 21: Learn how you can build your brand and drive pipeline with micro-events and VIP experiences
September 18: We’re joining forces with some of our B2B BFFs and are planning the only party at INBOUND with tacos, margaritas, and the best networking possible. Save your spot here (seriously, there’s a capacity limit!)
We’ll also be at SaaS Open, Drive, and Dreamforce next month! Will we see you there? Reply to let us know and we’ll make sure you don’t miss out on any of the fun we have planned!
HOT TAKES
We’ve gotten a lot of questions recently about how we segment and prioritize accounts. Account scoring? Signals? Both? Our co-founder Alina breaks it down:
One of the keys to booking 500+ sales meetings every quarter? We're very, very precise about who we target with our ads and with our outbound efforts
Here’s how we currently do account prioritization and scoring at Chili Piper:
We have 300+ (!) criteria on the account that we consider before we reach out.
They won’t all fit in this email, but here’s the summary:
First, we narrow down using qualification criteria based on what our software does:
- They have to use Salesforce/Hubspot as their CRM
- They are in B2B
- They have a “Contact Us” type of form or a “Free trial” funnel on their website
In addition, we found that customers with the highest LTV have high complexities in their routing (no surprise here), meaning they:
- Have more than 10+ sales reps
- Have a high influx of leads
- Have a complex sales cycle (i.e. have AMs/CS) in addition to AEs
- Use multiple tools to optimize their funnel (i.e. marketing automation tools like Marketo/Hubspot/Pardot, sales engagement tools, in-app optimization tools, etc.)
- Have good G2 reviews
- Have some funding
We sell faster if they:
- Are based in the US
- Have more than 100 employees
- Are in SaaS
- Have SDRs
- Have Demand Gen/Growth Marketing function
- Have paid campaigns running
- Have a chat on their website
- Have a RevOps function
- Are hiring
- Send swag to their prospects
- Sell to SMBs
It takes us longer to sell if
- They are more traditional (i.e. were founded before 1985)
- Are on Outlook (sorry all Microsoft shops!)
We have different weights for these criteria and we only distribute 10 accounts to SDRs a day. Only those that have high scores.
We also use some intent channels/tools for distribution (we’re currently using G2, Crossbeam, and UserGems)
As for accounts that get pushed to advertising campaigns: We try to do a combination of high scores and cold accounts (meaning accounts that haven’t heard of us — yet!)
Do you have questions about how we prioritize accounts? Reply to let me know and I’ll answer them in a future post!
SPICY INDUSTRY UPDATES
- Am I the only one shocked by this?
- Should your team consider adding a Head of Conversion?
- He is so real for this
- Everyone’s favorite team, am I right?
-
The twist we all saw coming 😉
NEW: SPICY OPS
We’re putting our own spicy spin on use cases and sharing the ways we drink our own champagne internally at Chili Piper.
Check out our first post: Assigning Churned Customer to SDRs to Win Back with Distro
Stay tuned for future posts! We’ll be featuring special guests; our customers and partners who are using Chili Piper to capture demand in innovative ways.
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