Think Better Marketing


How to Decide if HubSpot is Right For Your Business

The other day, I was on a sales call with a client who we recently transitioned from Salesforce to HubSpot. We were going through a standard weekly deal review and the head of sales kept gushing over how easy it is to update contacts, companies, and deals in HubSPot.

“I love this new system! Why did we wait to switch?!”

My heart sang.

I’ve been using HubSpot since 2011. I’ve gone through a half-dozen onboarding experiences and I’ve implemented the system for a dozen companies. Think Better became a Certified HubSpot Partner last year and since, we’ve been advising, onboarding, and supporting marketing and sales organizations who use HubSpot.

I’ve used Salesforce, Zoho, Marketo, and Pardot and I can tell you that HubSpot is by far the best experience.

It’s the only all-in-one that I have had an excellent experience with and that’s because HubSpot has taken their time building a truly fantastic system that serves sales, marketing, and services organizations.

HubSpot started with a marketing automation platform. That’s their bread-and-butter–coining the term “Inbound” and the defining the approach. But, over the years, they have expanded to cover more of the needs of their customers to support a central system to support what they refer to as the flywheel—the acquisition, sale, nurturing, and continued relationship development and sales to prospects and customers.

After selling HubSpot and advising so many clients on it, I was inspired to put pen to paper, and share what I’ve learned, to guide others who are thinking about or currently using HubSpot.

There’s a lot of ground to cover, but to start, the first question I want to help you answer is how to know if HubSpot is right for you and your business.

To decide, I suggest you review the following areas:

Characteristics of Your Business

If your business can check the following boxes, you are a great candidate for HubSpot.

  • Your business makes $3M+/year in revenue.

  • Your customers have a considered buying process. This means that you aren’t just selling through a transactional process. There’s education and relationship-building required for your sale.

  • The average sale price of the product is over $500.

Characteristics of Your Marketing Approach

If your marketing approach has the following elements, you are a great candidate for HubSpot.

  • An active digital marketing approach.

  • The intent to leverage your website as a lead generator.

  • You are or have the intent to generate educational content about your industry, brand, and/or product.

Characteristics of Your Sales Process and Team

If your sales process and the team has the following elements, you are a great candidate for HubSpot.

  • You’re selling directly to your customers and not a channel or referral seller.

  • The sales cycle is one week to 12 months.

  • You have at least one sales rep.

What’s the verdict? Is HubSpot right for you?

If so, stay tuned. This is the beginning of a series of articles that I’ll be publishing to guide leadership, marketers, and sales team members through the adoption, integration, migration, and use of HubSpot.

The next article will be focused on how to test HubSpot to make sure that it’s going to work for you—including how to set up HubSpot for an MVP test and an evaluation guide to go through.

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