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An enterprise digital marketing agency and HubSpot Solution Partner
UNLOCKING REVENUE OPPORTUNITY BY scaling ONBOARDING CONTENT
BACKGROUND
Vonazon is an enterprise digital marketing agency that receives valuable leads from HubSpot corporate. These leads recently installed the HubSpot platform and selected to onboard through Vonazon, an elite-tier HubSpot Solution Partner. Vonazon uses this opportunity to probe for pains and challeges in order to offer add-on consulting and technical implementation services. Angel completed roughly 50 onboardings, complete with technical implementation and consulting.
CHALLENGE
Inbound leads routed from HubSpot corporate were locked into rigid, "canned" onboarding sessions. These checklist-heavy technical walkthroughs consumed the entire meeting, leaving zero window for added discovery of high-value marketing and implementation services.
SOLUTION
As an experienced communicator online, I realized I needed to open up the conversations with HubSpot provided leads. Without prompting, Angel wrote Vonazon's first training manual out of the "canned" onboarding sessions. By making the canned presentation into a thoughtful training manual, users spent more time during onboarding sessions talking about their needs and challenges--which is what a Marketing agency needs to sell marketing services.
RESULTS
Our CEO asked Marketing to polish the training manual into an official Vonazon training manual. Users of the training manual can share it, without the need for a HubSpot or Vonazon employee's presence, scaling Angel's efforts. As a result of the freed-up training time, Angel directly began to upsell, cross-sell, and close marketing services for multiple clients (services valued at $300 per hour) with an estimated $10,000 in generated revenue.
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