PRICING/PACKAGING
TRUE/FALSE: Sales reps should select as many goals as the customer wants to achieve in onboarding.
FALSE: They should select no more than 3.
What are the 4 inputs required for OBO?
Goals
Tech Stack
Products purchased
Company Size
What should be used when reaching out to customers to schedule their first onboarding call?
The Universal OBO Welcome Sequence
The template set up is no longer included in the customer's purchase of marketing hub pro or higher.
FALSE. The Template set up is still included in the customer's purchase of marketing hub pro or higher.
TRUE/FALSE: Customers with any software edition of HubSpot can purchase Advanced Onboarding.
ANSWER: TRUE.
TRUE/FALSE: You can buy QSC for Sales/Service Hub Professional onboarding
FALSE: Pro onboarding will be required for sales hub pro and service hub pro
Name one quick win for onboarding any customer that is looking to capture and convert leads.
any of the following are acceptable: Pop-up forms, forms, chat bot, lead scoring
What should you do if your customer's portal has more than 3 goals?
On the first onboarding call discuss which goals are the priority and then archive the remaining projects. Resurface them when you're transitioning them to their Customer Success POC and ensure they are still a priority for the customer.
What is the new name for the CRM Management Training?
Sales Hub Fundamentals
TRUE/FALSE: Advanced Onboarding is required.
FALSE. Advanced onboarding is OPTIONAL
How much does Marketing Hub Enterprise Onboarding cost on/after 11/1?
$6,000
My customer wants help migrating their CRM over to HubSpot. What is my first step?
First, assess the depth of the help they need (i.e. how much/complicated the data is) and also make sure to find out if the customer is going to do the migration themselves or if they need someone to do it for them.
TRUE/FALSE: My customer is coming up on their 90 days in Marketing Hub Pro onboarding but we have 6 objectives left to complete. I should graduate them.
FALSE: We are no longer holding customers to 90 days hard line. The target duration for each package is listed in the legal language, but it is not a hard limit. Onboarding will end when the customer completes their list of objectives, within their max of three goals, as long as they're working together with us to complete (and within reason). Use good judgment!!
Your customer requests for a HubSpotter to go onsite and train them. What do you recommend?
Recommend they buy 1 Day of Inbound Consulting
DAILY DOUBLE!!!!
Sales Advanced Onboarding is recommended for customers who have X number of seats or more, or X number of reps or more.
20+ seats, or 50+ reps
How much does Sales/Service Hub pro onboarding cost through the end of December 2020?
$250 UNTIL END OF DECEMBER
***100 EXTRA BONUS POINTS if you said $250 THOUGH JAN. 15TH 2020, $500 POST JAN. 15 2020
The sales rep promised the customer that you could meet once a week for an hour, but you can't meet their expectations because your calendar is fully booked. Your customer is upset and wants more time with you. What do you do?
1) Talk to the sales rep. Re-set expectations with how onboarding works. 2) Tell your customer you understand, steer them in the direction of their projects that they have full access to that they can tackle in between your calls.
I have identified that my customer needs Sales Hub Enterprise. What next steps do I take?
Ask further questions to qualify if customer is ready to speak with a sales rep and has the means (budget). THEN SUBMIT AN SQL!
What service is no longer included in Advanced Onboarding?
Web Template migration is no longer included in Advanced onboarding - 2 new skus for this: Migration Asset: Base or Migration Asset: Premium
What are two deliverables that a Customer might receive when they go through Advanced Onboarding?
Business mapping flow chart and Solution Architecture
You're onboarding a customer on the Marketing hub Pro sku and they express interest in the Sales Hub Enterprise product. What type of Onboarding do they need to buy for Sales Hub Enterprise?
They need to purchase Sales Hub Enterprise Onboarding. HOWEVER, if they are already on Sales Hub Pro, and they have been for more than 3 months and are super healthy, we would consider waiving SHE onboarding if the case was strong enough.
DAILY DOUBLE!!!!
It is Q2 of 2020 and you just got assigned a new customer. They purchased Marketing Enterprise Onboarding, Sales Hub Enterprise, and Sales Hub Enterprise. How long do they get for onboarding?
Timing in onboarding TBD. They will be working on the credits/blocks-based model at that point and we will be onboarding them one Hub at a time.
In general, an outline for onboarding could be structured as such:
PHASE 1:
PHASE 2: Complete goal Priority #1 PHASE 3: Compelte goal Priority #2 PHASE 4: Complete goal Priority #3
PHASE 5:
FILL IN PHASE 1 AND 5.
PHASE 5: Wrap up/complete goals and transition to long term customer success rep
During Pro Onboarding, your customer expresses to you that they are being acquired by a new company and will now become a giant global business. The plan is to integrate shopify, Salesforce, and slack. The acquisition is going to take place over several months and there will be 10+ people involved. What services do you recommend?
Premiere - Technical Consulting
and
Premiere - Strategy
TRUE/FALSE: The max discount allowed on Service Hub Advanced Onboarding is 25%
FALSE. TRICK QUESTION. There is no Service Hub Advanced onboarding sku.