Turn your tech & data into a growth accelerator instead of a liability.

FAQs

• What CRMs do you work with?

  Salesforce CRM

• What CRMs do you have experience converting/migrating from?

  We've migrated companies from HubSpot CRM, Microsoft Dynamics, Excel/Google Sheets, and other homegrown CRMs over to Salesforce CRM.

• Do you recommend HubSpot, Marketo, Pardot?

  We have customers that use HubSpot, Marketo, and Pardot, but we recommend HubSpot for several reasons.

  1. HubSpot captures the most granular original source data which helps when properly attributing website visitors to different sources.
  2. The HubSpot + Salesforce native integration mapping is the most user-friendly. It allows for advanced field mapping and better data syncing between the two systems.
  3. HubSpot makes it easy to add hidden fields on forms which makes it easy to properly route leads to the appropriate team members and to enable proper categorizing of leads by source.

• Do you have an ideal tech stack that you recommend?

  Yes. Salesforce CRM, HubSpot for marketing automation, Salesloft or Outreach for sales engagement, and Gong for conversation intelligence.

• Who are your RevOps people and what experience do they have?

  All of our RevOps Architects have 8+ years of experience building scaleable systems for high-growth B2B tech/SaaS companies.

  Our RevOps Admins are certified experts with 5+ years of experience at companies like Salesforce, Accenture, PGA Tour and more.

  Our RevOps Analysts are data wonks who are also experts in modern Go-to-Market motions. They have MBAs from places like Duke and NYU. They come from high growth B2B startups or from the private equity, venture capital, or investment banking world.

• Do we need to clean up our data before working with scaleMatters?

  NO! Save the time and headaches and don't do a data cleanup project. When you get started with scaleMatters, we'll work with you to identify the data you need, the data you don't need, and then execute a clean-up plan and provide ongoing data quality maintenance.

• How do you maintain our ongoing data integrity?

  Here are some examples of how we ensure you have good data:

  1. Holistic end user training for SDRs, sales executives, and marketing professionals to ensure that everyone fully understands the 'why' behind any new processes, fields, definitions, and rules that were implemented to produce accurate data.
  2. Daily cross-checking systems to ensure incoming records are properly tagged.
  3. Assisting with data uploads so imported records are properly tagged.
  4. Creating "Clean Your Room" dashboards alerting end users to outdated records.
  5. Through back-end automations and tools, we drastically reduce the amount of manual data entry and updating required by end users.
  6. Surfacing negligent end user adherence issues that threaten data integrity to leadership.

• I don't think we have enough historical data - is SellScience® overkill at our stage?

  If you're still accumulating sales and marketing activity and performance data, but you don't have enough to analyze, we'll start by getting the right tech and data infrastructure in place so that you have great data when you're ready to layer on SellScience®.

• Do we need to buy everything or can we just start with the Tech & Data Infrastructure?

  Yes! You can start with the Tech & Data Infrastructure.

  Later on when you're ready, you can always layer on SellScience ®Revenue Intelligence Software and add Analysis & Insights.

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

  Onboarding typically requires 5-7 hours of Zoom meetings with your senior revenue leadership teams.

  Depending on your organization's size and structure, these meetings usually include the CEO, COO, CRO, CMO, VP Sales, VP Marketing, Head of RevOps.

• I already have RevOps in-house, why do I need scaleMatters?

  You might not need scaleMatters, that's for you to decide!

  In the past, companies that have internal Ops teams have hired us to augment their internal staff because they were experiencing troubling patterns such as:

  • Takes multiple days/weeks to pull together end-of-period reports for board meetings or senior leadership meetings.
  • Your in-house resources are very junior order-takers who aren't adding any strategic value.
  • Leadership meetings end with people frustrated that they don't have accurate data to answer questions that keep coming up.
  • Your sales and marketing leaders frequently disagree on lead definitions, lead counts, lead quality, deal attribution, etc...

• How many hours of RevOps services are included monthly?

  We don't charge on an hourly basis. For a typical client, our hours vary month-to-month anywhere from 60 - 150 hours based on the projects being worked on during that period.

  The bottom line is this. We deploy the resources required to ensure you're maximizing the value of your technology, that you have good data, that you have easy access to reporting, and that any friction or waste in your GTM engine is being eliminated!

• Should we plan for any downtime of our GTM operations at all?

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

• What 'RevOps' tasks/projects does scaleMatters NOT engage in?

  We try to stay focused on helping early/growth-stage B2B companies become more effective and efficient at acquiring new customers.

  For that reason we don't offer the following:

  • We're not a one-time project consultancy. We don't do one-time Salesforce implementations and then go away.
  • We don't do Customer Success Software or Product Software implementations such as Gainsight or ChurnZero.
  • We don't handle sales enablement, incentive design & administration, TAM development, or support for non-GTM functions on Salesforce.