Road to Revenue RevOps Automated

Our guest on ‘The Road to Revenue’ this week is Daniel Zarick, CEO and co-founder of Arrows, a customer onboarding solution for teams using HubSpot.


This is not HubSpot onboarding 101; it’s an in-depth look at how to deliver the best experience for customers once they come on board. Daniel, along with host Natalie Furness, look at customer onboarding from all angles. Helping customers reach the ‘aha!’ moment for your product faster, why we should see onboarding as an extension of the sales process, how to empower customers to onboard themselves, and the all-important question of measuring success—it’s all covered in this week’s episode.


The Road to Revenue is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.


Chapter Markers:


[01:25] Daniel introduces himself and explains how his experience as a Product Manager at Twilio led him to develop Arrows as a tool that would empower customer success teams.


[04:34] Natalie and Daniel examine time-to-value as a metric for measuring onboarding success.


[05:02] Daniel explains that onboarding is not just key for retention but, depending on the business model, impacts revenue.


[7:23] Answering the million-dollar question, ‘How do you measure value?' Daniel explains that part of the challenge companies face is that they don’t define value from the outset.


[09:43] Natalie gives an insight into her background and how interview techniques can be key to unlocking the ‘aha!’ moment for customers.


[13:35] Daniel argues onboarding should be viewed as an extension of the sales pipeline, rather than a separate customer success function.


[14:27] Daniel explains why proper onboarding is vital to soothing B2B customers who have been burned by disappointing results in the past.


[17:50] Daniel explains how a strong onboarding process can lead to a dramatic expansion in revenue.


[19:50] Natalie asks what leaders should look out for as indicators that onboarding is going well, with Daniel emphasising the importance of empowering customers to onboard themselves.


[22:32] Natalie and Daniel discuss the importance of finding the right integration partner for complex software solutions and personalising the customer onboarding experience.


---


Check out How to Power Up Customer Onboarding with Tickets in HubSpot Service Hub from Arrows.


---


If you’re a SaaS company looking to supercharge your revenue operations, RevOps Automated can help.


Offering the business consulting services to define a strategy and the technical expertise to help implement it, RevOps Automated gives the best of both worlds. The team of data scientists, developers, product managers, and revenue, sales, and success operations experts, RevOps Automated is ready to transform your organisation with a best-practice approach that drives results.  


Visit https://www.revopsautomated.com/ to learn more.

On this week’s episode of ‘The Road to Revenue’ we are joined by Mary Grothe Chief Revenue Officer at PNI•HCM, founder of House of Revenue, and author of the number one bestseller ‘Destination Remarkable.’


Mary gives her unfiltered view on taking a radically different approach to generating a sales pipeline. Using real-world metrics and examples from her work within PNI, the value of face-to-face interactions and the relationship aspect of CRM management.


She joins host Natalie Furness from RevOps Automated to discuss the risk of ineffectiveness that can come with digital ‘set and forget’ approaches and what happens when you remove recognition for vanity metrics.


The Road to Revenue is a fortnightly podcast helping B2B businesses leave no stone unturned on their revenue growth journey.


Chapter markers:


[1:15] Mary gives an overview of her career journey, including starting her first company at 28 and how she joined PNI in 2023.  


[04:09] Natalie and Mary talk about how to generate a business pipeline in the current economy and how the landscape has changed over the past 12 to 24 months.


[06:00] Mary walks through the current strategy at PNI of getting the sales team face-to-face in front of customers.


[08:30] Natalie and Mary discuss how teams move away from digital sales techniques to more traditional field sales approaches.


[12:39] Natalie asks what made Mary throw the new-school digital marketing playbook out the window and go for a different approach.


[13:54] Mary explains how she used the CRM to better understand sales activity within her organization and identify ways to improve


[16:06] Mary shares the impact statistics of taking a new approach and how even focusing on new metrics made an impact.


[19:28] Mary talks about changing how the PNI team uses its CRM system to move away from blind outreach towards a highly customized approach.


[23:30] Mary talks about the importance of relationship-building when using CRM tools.


[28:00] Natalie talks to Mary about her new book, Destination Remarkable, which documents her journey as an in-house CRO. 


---


If you’re a SaaS company looking to supercharge your revenue operations, RevOps Automated can help.


Offering the business consulting services to define a strategy and the technical expertise to help implement it, RevOps Automated gives the best of both worlds. The team of data scientists, developers, product managers, and revenue, sales, and success operations experts, RevOps Automated is ready to transform your organization with a best-practice approach that drives results.


Visit https://www.revopsautomated.com/ to learn more.

Are you the revenue leader of a high-growth business? 


Have you been looking at ways to improve the effectiveness and efficiency of your go-to-market strategy? 


Are you looking for insights on best practices that have been proven to decrease the cost of customer acquisition, increase LTV, and reduce churn?


Then this is the show for you.


Each week, Natalie Furness, Founder and CEO of RevOps Automated, sits down with an expert from marketing, sales, customer success, and operations to unpack how the industry's leading figures are unlocking new growth opportunities within their organisations. 


She is on a mission to help CROs, CMOs, COOs, and other revenue leaders uncover new ways to move the revenue needle without hiring more salespeople.


Prepare for frank and open discussions on generating a sales pipeline, customer onboarding, effective CRM management secrets, and more. 


So let Natalie and her guests be your guides on the Road to Revenue. 


To stay up to date on the latest episodes, be sure to subscribe or follow wherever you get your podcasts.