FAQs

• What types of companies does scaleMatters work with?

  Business-to-business (B2B) companies. Our customers range from Series A companies at ~$3M-$5M in ARR up to later growth stage companies at $250M in revenue. Every company (regardless of revenue or employee count) has varying levels of GTM data sophistication. For companies that want to accelerate their GTM data maturity in a short period of time, we're a great fit.

• What does SellScience® integrate with?

  For ingesting activity and performance data we integrate with Salesforce CRM and Google Analytics. (As part of implementation, we ensure that your Salesforce CRM is properly integrated with SalesLoft/Outreach and Hubspot/Marketo so all necessary data is synced properly in Salesforce.)

  For ingesting voice of prospect data we integrate with Gong.

  For ingesting Plan Data, we integrate with Google Sheets or Excel.

• Do we need to have our data cleaned up before we buy SellScience®?

  NO! As part of the implementation of SellScience® we work with you to identify the data you need, the data you don't need, and then execute a clean-up plan.

• Can we use SellScience® if we don't have a long history of historical data?

  As with any analytics platform, with more accurate historical data comes more confidence.

  That being said, you have to start somewhere.

  If you have 5+ sales people and you're closing 5+ new customers per month (or you expect to be at that point in the next few months), now is the time to ensure you're collecting the right data.

  With SellScience® Sensors, you'll ensure that you're collecting the granular metadata you need so that in 6-12 months when there's enough historical performance data to analyze you can do that with confidence!

  Here's what one of our Series A customers in a similar situation said:

  "I have experienced how much harder start-up life is without good data and analytics. I approached scaleMatters to make sure we build our sales & marketing infrastructure and data right from the beginning. It's making analysis, decision-making, and board reporting easier. The investment in scaleMatters is much less than if I tried to do it all in-house, and it pays for itself in improved ROI on marketing & sales spend."

  Christine, VP Revenue at Blackcloak

• We already have Clari or InsightSquared, do we need SellScience®?

  From a functionality perspective, Clari and IS2 are awesome pipeline inspection tools for near-term tactical decisions. Many of our customers use those tools as well!

  Clari and IS2 are perfect for the sales manager who has a week left in the month or two weeks left in the quarter and needs to know which opportunities they should focus on closing.

  SellScience® is focused on finding friction and wasted spend across every aspect of your Go-to-Market engine (messaging, processes, marketing channels, SDR performance, AE performance, etc...).

  Our goal is that SellScience® customers lower CAC, speed up sales cycles, and reach their strategic goals in less time with less capital burned.

• We already have Tableau, PowerBI, Domo, or Mode, do we need SellScience®?

  That's for you to decide after seeing SellScience®. 

  Bottom line: SellScience® was built specifically to find the friction and pinpoint the wasted spend in your end-to-end Go-to-Market engine.

  For some companies, SellScience® may augment what they're getting in their Enterprise BI.

  For others who are frustrated that their Enterprise BI isn't as self-service as promised, SellScience® may be a replacement for Go-to-Market BI.

  Here are a few differences:

  • SellScience® starts with your GTM Data Infrastructure to ensure you're capturing all necessary metadata to measure the GTM process and that your data is accurate. Other BI tools simply visualize questionable underlying data.
  • SellScience® is built specifically on a customer acquisition data model, whereas those enterprise BI tools require you to build your own custom data model and then support it.
  • SellScience® provides drill-down diagnostics that give answers, not just dashboards that show data.
  • SellScience® can be easily used by anyone out of the box, and never requires expensive analysts to maintain data hygiene or build custom reports.
  • SellScience® has our own data warehouse, and costs nothing for you to maintain.

• Should we plan for any downtime of our Go-to-Market operations at all?

  No. The work we do is in the background and none of it will interrupt your day-to-day GTM operations.

• How much time is required of internal stakeholders/leadership during implementation?

  Onboarding typically requires 3-5 hours of Zoom meetings with your senior revenue and finance leadership teams.

  Depending on your organization's size and structure, these meetings may include the CEO, CFO, COO, CRO, CMO, VP Sales, VP Marketing, Head of RevOps, FP&A Manager, or RevOps/GTM Analyst.