RevOps-in-a-Box

Salesforce CRM

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

Here's a link to the Salesforce pricing page. Some of our customers ask us to negotiate with Salesforce on their behalf, while others deal directly with Salesforce. In the last several years we've seen them charge anywhere between $95-$150/user/month.

Beyond Salesforce CRM and Google Analytics, we don't require any other tools. However, we highly recommend purchasing marketing automation software, sales engagement software, conversation intelligence software, and proposal software (if you haven't already).

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

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.

scaleMatters has an unparalleled roster of RevOps architects and admins. We're strategists and tool experts that geek out on all things revenue technology.

All of our RevOps Architects have 7+ years of experience in the high-growth B2B tech/SaaS world. Our RevOps Admins are certified experts with 5+ years of experience at companies like Salesforce, Accenture, PGA Tour and more.

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.

Here are some additional resources on data integrity:

Blog: 9 Ways to Enforce Data Quality in B2B Sales and Marketing

Blog: Top 17 Obstacles to Data Integrity for B2B Startup Go-to-Market Teams

Blog: 3 Ways B2B Startups Can Solve Their Biggest Go-to-Market Data Integrity Issues

There are six effective ways:

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.

It's most valuable when you have at least one year of historical data. However, as you're building up data, you can use it to answer real-time questions.

Most critical at your stage is to get the proper Tech & Data Infrastructure in place so that you're collecting all the right data. In the near future, you'll use the software to guide investment decisions and annual plans.

Here's what one of our early stage 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 Cybersecurity Startup

When building your Tech & Data Infrastructure we expertly configure all your tools  (HubSpot, Salesloft, etc) to integrate with your Salesforce CRM.

Separately, scaleMatters' Revenue Intelligence Software has an API integration with three platforms giving you have a complete and granular visibility across your Go-to-Market operation:

• Salesforce CRM - to pull in all your Go-to-Market performance and activity data
• Gong - to pull in your Voice of Prospect data about competitive positioning and messaging
• Google Analytics - to pull in your web traffic data

Our Revenue Intelligence Software takes the data from your existing tech stack, performs math in the background, and then displays visualizations that aren't natively available in your tech. For example:

• Historical trending of any metric
• End-to-end (lead-to-order) funnel visualizations that combine multiple data objects
• Performance vs. plan (budget) visualizations

Here are the main differences with scaleMatters and those sales analytics tools:

• From a value delivery perspective, scaleMatters expertly combine services AND software in our offering, RevOps-in-a-Box. Our Revenue Intelligence Software is a one of four key components along with our RevOps services while InsightSquared and Clari are analytics platforms that require your own people to implement and run.
• From a functionality perspective, InsightSquared and Clari are awesome pipeline inspection tools for near-term tactical decisions. Many of our customers use those tools as well!
• IS2 and Clari 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. scaleMatters is focused on helping revenue leaders make great strategic decisions. Our data and insights provide answers to questions like.
  • Which of our customer acquisition strategies are most cost-effective and scalable?
  • Where are the process friction points in our sales process or prospects' buying journey?
  • Have we clearly differentiated our product positioning relative to competitors?
  • Does our demo pitch and website messaging sufficiently address our prospects' needs?

Here are the main differences with scaleMatters and those enterprise BI tools:

• scaleMatters expertly combines services AND software in our offering, RevOps-in-a-Box. Our Revenue Intelligence Software is a one of four key components along with our RevOps services. These enterprise BI tools are just software tools that require you to hire your own people to implement and run.
• scaleMatters starts with your Tech & Data Infrastructure and Data Ops to ensure your data is clean. Other BI tools simply visualize questionable underlying data.
• scaleMatters 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.
• scaleMatters provides drill-down diagnostics that give answers, not just dashboards that show data.
• scaleMatters can be easily used by anyone out of the box, and never requires expensive analysts to maintain data hygiene or build custom reports.
• scaleMatters Revenue Intelligence Software is built in our own Snowflake data warehouse, and costs nothing for you to maintain.

Our 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.