Training nr 1 - HUBSPOT - March 10

VIEW RECORDING - 128 mins (No highlights)

@0:10 - Jonathan Riis Gilmartin (sunrise.dk)

That's nice. Nice. Hi.

@0:19 - Sarah Galler (Assessio Norge AS)

It's update my headphones, I think. Good I can hear you.

@0:29 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah. Good morning. Or do you still say morning? Yeah. Is there a rule in Norway?

@0:38 - Sarah Galler (Assessio Norge AS)

When do you not say good morning anymore?

@0:40 - Jonathan Riis Gilmartin (sunrise.dk)

Like a time? I don't know. Probably.

@0:45 - Sarah Galler (Assessio Norge AS)

Yeah.

@0:47 - Jonathan Riis Gilmartin (sunrise.dk)

It varies in Denmark, think. In which office you come by? In some offices, you will get a little slap on the wrist if you do it after nine.

Yeah. I think it's more company culture, as you say.

@1:00 - Sarah Galler (Assessio Norge AS)

rather a national thing?

@1:01 - Jonathan Riis Gilmartin (sunrise.dk)

I think as well yeah it's a if you have someone who's been at work since six you know maybe not say good morning 9 30 for example but yeah I think I always you know until after lunch then you can say good afternoon I think that's the easiest yeah I agree cool are people joining also on tea on on other locations or different rooms I think different rooms yeah that makes sense that makes sense so just give us a couple of minutes and I think that's perfectly fine perfectly fine

Good morning, Bye! Are we okay again? Yes, is it the same control as the different locations or different controls?

Yes, two different rooms.

@3:22 - Sarah Galler (Assessio Norge AS)

You can sit down.

@3:36 - Jonathan Riis Gilmartin (sunrise.dk)

Do you prefer to do it in English or should I try it in Danish? I don't know what to prefer.

English.

@3:47 - Sarah Galler (Assessio Norge AS)

That's fine.

@3:49 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, that's fine.

@3:52 - Sarah Galler (Assessio Norge AS)

I'm sure you can do it in Danish. Less misunderstandings, less risks. We have some Swedish people here that would like you to speak English and not Danish.

Fair enough.

@4:09 - Jonathan Riis Gilmartin (sunrise.dk)

I can understand. My Swedish is not that good either, so it's fair enough. Thank you everyone. I'm guessing I can start now, right?

I'll start slowly then. I hope everyone had a good weekend. This week we have two scheduled sessions like this we have today and then we have Friday I believe is also in the morning.

I've been looking forward to this session as well. We will go through a lot of basic parts of HofHofspot and how to do just everything from creating a contact to a company and then a deal and moving that deal through your pipeline and then also seeing

Okay, when we've moved something to closed one, we have the whole journey covered, the contract assigned, we moved it to closed one.

What happens then? And if we, so basically we will use all the time today and what we don't do in the agenda, we do on Friday, if that makes sense.

So that's why we booked Friday as well. So we make sure we get, we cover everything, what I agreed with the, with the urine.

So basically we should be able to cover a lot, but I'm sure we'll still have some things that we would like to go in depth with.

So that's why we booked Friday as well as a follow-up. I hope that makes sense. I will just share my screen.

Yes. And I will, I'll try to do it as interactive today as possible. So you will also get the chance to create and update and do a lot of different things, because that's really how, you know, we learn.

I can also see that you are already creating stuff in HubSpot, so that's perfect, that's fantastic. We just want to continue to do that.

I don't know if all of you have seen my email regarding the data and the data migration, if you haven't seen it, I can just say that we have identified all the missing contacts and companies, and all the contacts and companies that needs data, and the team is running those updates now, and then we are manually checking basically that it looks as it should compared to up sales.

So later today you will get some questions regarding the pipeline, because that we will have been through the pipeline there, and then tomorrow it will be contacts and companies as well.

But I've done a test already on some of the companies that you send us, and it looks as it should when we compare it to up sales.

So that's good. So we will update. Yes?

@7:00 - Jøran Falck Lillemark (Assessio Norge AS)

Does that mean that you're working on companies, contacts, and pipeline, and if there are other data that is missing, we should contact you?

We know what to do if something shows up that also is missing.

@7:17 - Jonathan Riis Gilmartin (sunrise.dk)

That's the truth, is you're working on nothing else, right? We will also get to certifications and inflow contracts and other parts of that as part of the contacts, companies, and pipeline.

But we just need to make sure we have that in place and then we'll come to the rest we've already talked about.

notes, appointments, calls, emails, comments, I think it was called in up sales as well, so we make sure that those are also covered.

@7:47 - Jøran Falck Lillemark (Assessio Norge AS)

That is something that you're also going to look at after the contact companies and pipeline?

@7:53 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, because the issue has been with, for example, comments or calls that because some of the contacts are were not in HubSpot, the calls were not created either, if that makes sense.

So when we have contacts and companies in place, we can do a re-import of all the calls, appointments, and so on that we've received in the data files.

And then we can actually create them because the HubSpot did not allow us to do that because we were missing contacts or companies, for example.

@8:22 - Jøran Falck Lillemark (Assessio Norge AS)

But do you want us to send you, because now we're finding small things and we're sending you an email, do you want us to stop?

No, no, it's fine.

@8:30 - Jonathan Riis Gilmartin (sunrise.dk)

I'd rather have it because then I can make sure that we are covering it. We should, but I want to be 100% sure that we are.

So if you find anything, please let me just know in an email, that's fine. Rony? Just so we know what to do when we find something because it's there.

@8:46 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah, of course.

@8:47 - Jonathan Riis Gilmartin (sunrise.dk)

If you find something, it's fine still to send it today as well if you have anything. We are manually going through, not manually, we are going through the Norwegian companies and contacts.

as we speak, actually, my colleague, Mass, Louis is doing that. Rony, do you have a question?

@9:05 - Sarah Galler (Assessio Norge AS)

Yeah, I assume that you, of course, focus on the quality of the context as well, this regarding email and phone numbers.

Yes, we have both a create and an update sheet.

@9:20 - Jonathan Riis Gilmartin (sunrise.dk)

Our developer worked the entire weekend, unfortunately, to do that, that is basically context that needs to be created, context companies and pipeline and updated.

So we also have some that needs updating phone numbers and emails and titles and other details. Yeah, okay.

@9:40 - Sarah Galler (Assessio Norge AS)

That's good because I found more and more context last week, but still data for mail and phone was missing.

Exactly.

@9:49 - Jonathan Riis Gilmartin (sunrise.dk)

So if you could keep remember some of those examples, and then when I say tomorrow that now we are, we should be good, then you can check those and they should be updated.

Okay, so.

@10:00 - Sarah Galler (Assessio Norge AS)

Tomorrow is the target, the goal for you. Yes, yes.

@10:03 - Jonathan Riis Gilmartin (sunrise.dk)

Okay.

@10:06 - Sarah Galler (Assessio Norge AS)

Perfect.

@10:08 - Jonathan Riis Gilmartin (sunrise.dk)

Okay. I just want to make sure everyone was updated as well. So let's jump into the training. Again, today we'll cover basically context companies and deals and how to work with those in general.

So again, I can see some of you have already created context companies and so on, but still, if you are in HubSpot and want to figure out, maybe you don't remember if you have this person in HubSpot already.

So what you can do is you can always search up here. And I would highly suggest getting used to the search bar.

@10:42 - Jøran Falck Lillemark (Assessio Norge AS)

It's, it's a search bar.

@10:44 - Jonathan Riis Gilmartin (sunrise.dk)

It's nothing fancy, but I would highly suggest getting used to searching via this because it's just very quick. So we want to search for something.

Does anyone have an example you would like to search for? I had an example I wanted to see, because I had this one, because I updated this morning, because I know that Penelope really wanted to have all of her contacts related to the company.

That's why I'm just using this as an can see the contacts now, Penelope, and there were before. so searching for a company, again, if you can find the company, you can search for a name, you can search for a domain, so you can search for basically a lot of different things.

And it's of course both contacts, companies, and also deals. And if you want to search for just one specific thing, so you're only interested in deals, for example, then you can say, okay, anything I can find related with sunrise on the deal.

level you can then only search for that if you want to or you can do the same with contacts so show me a context that has something with sunrise in it or stage beef for example or whatever that might be if you don't find what you're looking for what you can do is up here also you can create and basically you can create a contact company you take it or task in most cases you would create a contact but you could also be a company for example if that was of interest I will say if you are creating a you know it's a it's a new company that you've you know a new potential lead or anything that in that scenario I would always create a contact first because if you create a contact and hope what can recognize the domain like the email domain

but will try to look for a website that matches and it will create the company for you. So that's a little win you can have if again if the domain exists.

Let's see if I have one here. think I have an example that I can use. So if I create the contact and you will get to do this in a minute.

Yeah, put your contract here. Here's Denmark. Denmark is a bad example. I'll put it as Norway. And then job title and phone number start mandatory, but we can fill it out if we have it.

I don't have his phone number right now. So I'll just say create. And then I can go to the record.

And then you can see here that because the domain name was recognized, it it then creates the company for me.

So I don't have to do that. I don't have to create a contact and then create a company. I can create the contact and then it will do the company creation for me.

It's just a feature that I like. Sorry Mia, did you have a question?

@14:16 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah, I did this earlier today and then the contact was added to the wrong company because sometimes I guess that contacts have the same email domain but they're working in different companies.

how is there a possibility to actually add a company? Yes, can you give me the company? I think it's a great example.

@14:42 - Jonathan Riis Gilmartin (sunrise.dk)

Can you give me the company and then I can just show you how I would do it?

@14:46 - Jøran Falck Lillemark (Assessio Norge AS)

Yes, it was So, Co-Prestviken, C-O-O-P.

@14:53 - Jonathan Riis Gilmartin (sunrise.dk)

Thank you. Oh, Co-P.

@14:57 - Jøran Falck Lillemark (Assessio Norge AS)

Mellomrum. Yeah. V E S T There you have it, in one down, no, the other one.

@15:20 - Jonathan Riis Gilmartin (sunrise.dk)

And I added Mariana, she's on the top to do right yes yeah and you will have some examples that can be a bit tricky so for example co-op which is you're right a very big company and we will have yes I'm guessing she was added to co-op NO or maybe a group company or something like a co-op film, I think it was totally random actually yeah and I can figure out how to change it so I had to delete her and then add her again to the right company

@16:00 - Jøran Falck Lillemark (Assessio Norge AS)

Okay fair enough.

@16:01 - Jonathan Riis Gilmartin (sunrise.dk)

What you can do here is you can click more and so if if a contact is associated to the wrong company based on the domain you can hover over here and click more and remove association now I won't do it because you put it in the right place right but you can remove from here and then you can of course go in to the let's see now I'm just checking the example I created it so here if Alexander is if he's connected to the wrong company I can say remove like this and then I can go into the company that I would like to connect them to because he still exists right now I can just add him because he is in the um he is just exactly he's still here I did not delete him I just removed

It's association with Sumi and I can just search for him here and say add and I can also add a label.

if there's anything I want to to make sure he's conscious he's summarizes the primary contact or company. Sorry, you can see that now he's added here as well to the company.

That's what I did actually. Yeah, but if you if it's a if it's something you will see on a regular we can also turn this function off if it's annoying.

What you need to look for is the domain as you see here. All con all contacts that are being created will be associated with that domain if they're if the email is the same.

Again, we can turn the function off. It's just a one click thing. So if it's annoying, it is something we can remove as well.

@17:51 - Jøran Falck Lillemark (Assessio Norge AS)

How does help spot know which company to connect it to them?

@17:58 - Jonathan Riis Gilmartin (sunrise.dk)

Then it will not know. That's of course also the annoying thing. it's a plus on some cases and some cases, what we would need to do is say, okay, who has the co-op.no, for example, which company is that, and then, you know, we'll have to figure out and say, okay, we'll put that domain on a specific co-op, because then we know that the people will get associated with that company.

So you could also just stand in the correct company and go out, right?

@18:30 - Jøran Falck Lillemark (Assessio Norge AS)

then it's something.

@18:31 - Jonathan Riis Gilmartin (sunrise.dk)

Exactly. So you can do it like this, for example, and then I can say create new, then I can just say Jonathan.

I think that's the easiest way in these cases.

@18:43 - Sarah Galler (Assessio Norge AS)

Yeah. If you know that the company already exists, then yeah, I would say that's also easier to just go to the company and then create a new contact in that company.

Yeah.

@18:53 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah.

@18:54 - Sarah Galler (Assessio Norge AS)

Yeah.

@18:55 - Jonathan Riis Gilmartin (sunrise.dk)

I would say as well. If you are some cases. When you're sending an email through Outlook and the contact doesn't exist in HubSpot, HubSpot will say, do you want to add it to HubSpot?

You just need to be aware. You can also associate it to an existing company when you do that. And that might be a good thing because, for example, in the co-op example, if you were in Outlook and you send an email to her and created her in HubSpot and you didn't really think about where to associate it, it would probably end up on the co-op, the one you mentioned, Mia.

So it's just good to have in mind.

@19:32 - Jøran Falck Lillemark (Assessio Norge AS)

But Jonathan, do you have to remove this connection to the company if you want to switch between companies, contact person every time?

If you want to switch to contact person? If you want to move the contact person from, for example, the-op, do you have to remove the, what's it called, the link to the company?

@20:00 - Jonathan Riis Gilmartin (sunrise.dk)

And if you don't want the person to be associated with Co-op, for example, you would need to remove it and then add it on another place, but if you want to have them in two places, because HubSpot allows for a contact to be associated with two companies, for example, then you would need to, yeah.

So that's just a good thing to know. HubSpot allows for having one contact, two companies. That's a good or that could be a good thing because it be a bad thing in this scenario, of course.

So again, I would suggest finding the company and then associating the contact directly there. If you know it's an existing company, if it's a new company, you can just click contact or create the contact here.

Yeah. it's the same thing if you want to add a company. And you can see this is the domain name.

So it's the domain name that it's pairing with the email. So these are the connected between the content and the company.

So for example, if I try to create also, say, oh, already exists. So you, it's not really allowing me to do that, creating duplicate in this scenario.

So I can just go to sunrise.no. I can try with DK. We also existing, so that's super. So same scenario.

Yeah. Johnson. Yeah.

@21:35 - Sarah Galler (Assessio Norge AS)

Yeah. On the same matter as regarding the contacts, I've been a lot of duplicates on the contacts. I've been, I found last week.

So when you try to merge those, it seems that it doesn't only find the contacts on the same company, it finds contacts all over across companies.

is that correct when you try to merge it or just so I understand your question sorry yeah there's the same contact occurs like three times on the same company I want to merge those and all the data associated with one contact which is like three duplicates or two duplicates yes but when I do that I have to like search in a window or in a text and then it pops up like not only the contacts on this customer but across all customers in HubSpot yes that's correct and that's the same I think kind of challenge sometimes when I log a meeting and so on also it's when I start writing the name in up sales we're used to that that's it's only the contacts on the customer you are logging the meeting on but here you really like

Yeah, all mighty ammunition across all companies, and it's very difficult to know which one is which.

@23:09 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, so what you also mean is you're talking and meeting basically. Yeah, but also regarding merging and trying to tidy up HubSpot because it's so many duplicates.

Yes, I would say on the duplicates, you don't have to do that Ronnie, that is also something we're doing this week.

I can understand of course that you are. Having just, yeah, that's totally fair. So I can understand the duplicate side that that is, that can be a little tricky.

Yeah, but it is it is searching across everything.

@23:43 - Sarah Galler (Assessio Norge AS)

But regarding the meeting and logging or a call or any activity, it's still still a challenge when you have like a common name and you get like all Marianne ammunition.

That's an example name. Yeah.

@24:00 - Jonathan Riis Gilmartin (sunrise.dk)

You do the activity, do you do it directly here from the company or do you do it from the company side?

@24:09 - Sarah Galler (Assessio Norge AS)

Yeah, that makes sense.

@24:11 - Jonathan Riis Gilmartin (sunrise.dk)

I think what later today I'll also show, you know, the task system as well in Huffbot and what we would of course like to do to help, what would be ideal to do to help is to make sure that the tasks are also put on the contacts because when you have them on the contacts and you do the activity directly from the contact you don't have to choose per se who is the person you did the activity with.

@24:41 - Sarah Galler (Assessio Norge AS)

Yeah, of course, but when there's several contacts you still have to search to connect like both colleague and several people at the customer side.

Yes, that is true. Just to give you an example, can you search for a kapus? Yeah.

@25:09 - Jonathan Riis Gilmartin (sunrise.dk)

Okay.

@25:12 - Sarah Galler (Assessio Norge AS)

Yeah, okay, okay. Because there is kapus. And I can see here that, because I get something else when I...

Yeah. It's here like kapus.is, if you click on that. But here it seems like it's only the, you know, the old contacts, like Turinri.

So this is the old, because now we have new contact persons. And in UpSafes I find Björn, I find the woman that we signed agreement with.

But now it's like this is the old version of kapus made. long long time ago.

@26:02 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah I will say that so not all contacts the ones that are missing is not hasn't been updated yet so this will be updated so that you have also all contacts as well if it's old contacts but they still sit and observe the old contacts I'm guessing because if I look at it's if you look at deals it's with the alien winter the right contact person and she's there yeah we look at deals but not as a contact person's two copies eyes oh yeah but I think it's simply because there's so this is this is some of the cleanup that we are also you know we'll also be doing because we can of course see in op sales that we have some contacts that doesn't really this is not really giving value right so this is something that we will be deleting because if you can see view associated contacts

The people will probably be here. can see Bjarn is actually here just hiding. Okay, but is this something that you are cleaning up?

@27:12 - Sarah Galler (Assessio Norge AS)

Yes, this is something we cleaning up. You don't have to do anything.

@27:15 - Jonathan Riis Gilmartin (sunrise.dk)

So this is something we are cleaning up because we have some context that doesn't make sense to have on different accounts.

For example, context without email or name. Yes, so we are cleaning that up. And we are also trying to put the people that's actually most relevant so you can see them when you are on the company as well, on the right side here.

@27:43 - Sarah Galler (Assessio Norge AS)

Jonathan, when all this cleaning up is going to happen, what happens with the things we already have logged that manually put in in HubSpot?

@27:55 - Jonathan Riis Gilmartin (sunrise.dk)

Well, so if you put in data. We will not override it. For example, if you put in activity, this is not something we touch.

It's mainly just updating. Like for on the company level, we have some properties from up sales that we want to make sure is updated.

On the contact level, it's updating phone or email if it's not there or title if it's not there. So it's some of these things that that will be updated.

So but it shouldn't really touch anything if you've done something as well. OK. And if you if you've merged something, for example, then we wouldn't do anything about the merges because you've already done that.

Yeah, I'm married to a lot of things, both companies and contracts.

@28:40 - Sarah Galler (Assessio Norge AS)

I'm afraid that things will have to be done again.

@28:45 - Jonathan Riis Gilmartin (sunrise.dk)

Now, I'll make sure to check what you are owner of.

@28:49 - Sarah Galler (Assessio Norge AS)

it primarily what you are owner of?

@28:51 - Jonathan Riis Gilmartin (sunrise.dk)

Or is it something that others are also owning that you? No, only my only only company. OK, but that's fine because then we.

@29:00 - Sarah Galler (Assessio Norge AS)

I can check for that.

@29:01 - Jonathan Riis Gilmartin (sunrise.dk)

Okay.

@29:03 - Sarah Galler (Assessio Norge AS)

What I would like to do now is a practical part of the training.

@29:09 - Jonathan Riis Gilmartin (sunrise.dk)

What we would like to do is try to search for a contact or a company. It's up to you.

And I would very much like to create a new contact or company. If you have it, if you don't have it, you can do a test.

It's just to go through the creation of a contact and then go from contact and then to company and then see what happens basically.

If you add that email domain, does it match and is it matching with the right company that you're expecting or is it should it be another company?

Okay.

@29:52 - Sarah Galler (Assessio Norge AS)

Should we just choose one contact by yourself or make a test?

@29:57 - Jonathan Riis Gilmartin (sunrise.dk)

You can do, I'm sure. Sometimes it can be a little hard to figure out which contact are not in HubSpot or are in HubSpot, but maybe you've had some recent email dialogue with someone where you might say, okay, this is a new person I'm emailing with.

So this might be a new contact. That could be a good example. If you don't have anything, feel free to create a test that you just add to Sunrise.

So you can just write in, for example, on email, you could say, panele at sunrise.dk. That's fine. If you just need to do that as well.

It's just so you get the creation flow of a contact or company. And you can click up here in the top, right?

@31:00 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah, yeah. I'm sorry, I'm I'm sorry.

@31:01 - Sarah Galler (Assessio Norge AS)

I'm So you are in Sweden with your own film? Yes, in Sweden with And you have with Domaine? Have you been with Domaine?

@31:13 - Jøran Falck Lillemark (Assessio Norge AS)

No, I've been with a of Yes, some of I've been with Domaine.

@31:18 - Sarah Galler (Assessio Norge AS)

Some of them have been private films. you've with Domaine? but I know that she has a better film. Yes, that's right.

Nice, I know that. It's so small. it's okay. No, I think it's okay.

@31:37 - Jøran Falck Lillemark (Assessio Norge AS)

You're still okay?

@31:39 - Jonathan Riis Gilmartin (sunrise.dk)

I said that Danish. Is it going okay?

@31:41 - Jøran Falck Lillemark (Assessio Norge AS)

Yes, but it's okay. I think it's okay. You've been in Sweden with your own film?

@31:49 - Sarah Galler (Assessio Norge AS)

No, because you're going to work with it here in Norway. No, but now it's okay. I okay. I can get more of you.

@32:00 - Jøran Falck Lillemark (Assessio Norge AS)

I think it's important.

@32:02 - Sarah Galler (Assessio Norge AS)

I don't think so. So it's important that the king is in Yes, it's important. We have always applied N-O, say it's a Swedish set.

No, it a Swedish set. Sweden and Denmark have to apply dance in way of Norwegian.

@32:17 - Jøran Falck Lillemark (Assessio Norge AS)

No, Norwegian.

@32:18 - Sarah Galler (Assessio Norge AS)

It's just a Swedish set. It's just set.

@32:21 - Jøran Falck Lillemark (Assessio Norge AS)

set.

@32:21 - Sarah Galler (Assessio Norge AS)

No, it's a set. No, it's Swedish set. No, it's a Swedish set.

@32:35 - Jøran Falck Lillemark (Assessio Norge AS)

No, it's a Swedish set. Did you get from contact to company yet?

@32:50 - Sarah Galler (Assessio Norge AS)

or is it a primary company or contact we want to work with? with a call. It's made by a customer over there.

say, run in a time of full effect.

@33:10 - Jøran Falck Lillemark (Assessio Norge AS)

What is this?

@33:12 - Jonathan Riis Gilmartin (sunrise.dk)

It's a condo.

@33:14 - Jøran Falck Lillemark (Assessio Norge AS)

You're operating a company now? Yes.

@33:17 - Sarah Galler (Assessio Norge AS)

I'm just to make a contact with him. I'm just make a contact with him. But do that because he said that it should be automatically taken in time.

@33:27 - Jøran Falck Lillemark (Assessio Norge AS)

So, get a backup screen for the internet.

@33:31 - Jonathan Riis Gilmartin (sunrise.dk)

For all of your segments. I'll just put it on the phone.

@33:36 - Jøran Falck Lillemark (Assessio Norge AS)

You want to put this on the Yes.

@33:39 - Jonathan Riis Gilmartin (sunrise.dk)

It's not really the main thing. I'll let Ronny finish.

@33:44 - Sarah Galler (Assessio Norge AS)

Sounds like a good explanation you're doing there, Ronny.

@33:46 - Jonathan Riis Gilmartin (sunrise.dk)

I like it a lot.

@33:48 - Sarah Galler (Assessio Norge AS)

Because I saw your video, so I expect that you're going to repeat what I just said to my colleagues here.

@33:56 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, but maybe you can... I'll do it. I can do it for you, John. Thank you.

@34:03 - Sarah Galler (Assessio Norge AS)

Yeah, I know it would be great.

@34:05 - Jonathan Riis Gilmartin (sunrise.dk)

No, it's okay. I slept very well tonight because my daughter slept through the night, so that was fantastic. Anyhow, she's almost two, so you know.

Anyhow, what I would like to show is that we've set up some data scraping in HubSpot that should help you on some parts when you create a company.

And that's actually why having the right company domain name can be super. So if I say create a new company here, and I say...

Ah, damn it, it's already there. Actually, I will just, I'll find the company that I already created and I'll see if we can find something on that company.

Yeah, so this is one I created before. This is Suvi. This is our daughter company, so they're sitting just next door.

And because we did input the domain name, HubSpot can find data for us. So for example, the segment that has been automatically filled based on LinkedIn data.

So based on number of employees on LinkedIn, it will then put it into a segment. And then if they didn't find that much more, but if it finds industry, this will also be populated.

And what you can see is actually, if you want to, you can go down here in the middle in the overview section and you can scroll down.

I can put it a little higher if needed, but you can see here some information about Subi and some information that we are able to gather from the company.

So some industry, company size, founded address, and then some keywords as well will be scraped automatically. So if that is something that you are interested in, that we automate more,

We are open to input, actually this is just some simple automation that is put in place. And we will also at some point have VAT enrichment or business registration from public databases as well.

Did you define that at some point?

@36:24 - Sarah Galler (Assessio Norge AS)

Right now the group is working on choosing the right platform.

@36:29 - Jonathan Riis Gilmartin (sunrise.dk)

So I'm hoping by the end of March that we will have something in place. Okay. Yeah. just need the group to decide on which platform they would like, so that's just...

Norway we use prof.no, PR-O-FF, yeah. Yeah, I know we have a Danish, it's just in Danish, we have prof.deco as well.

@36:50 - Sarah Galler (Assessio Norge AS)

And I'm asking because if, yeah, it's nice to have automated fields or kind of fill in later, but when you...

What should we expect? What should we use our time to do manually in the first stage and how fast will we scrape the internet and how fast can we accept data to come in?

Pretty fast, I will say.

@37:18 - Jonathan Riis Gilmartin (sunrise.dk)

If you know the segment, is it this you are thinking about, know, how quickly it fills this out?

@37:24 - Sarah Galler (Assessio Norge AS)

Exactly.

@37:24 - Jonathan Riis Gilmartin (sunrise.dk)

Shouldn't be more than a minute max, I will say. Oh, So if you have something else that you want to add that you feel is not covering, then it wouldn't be more than a minute after creation.

It happens instantly, almost. I'll give it a minute tops.

@37:42 - Jøran Falck Lillemark (Assessio Norge AS)

Thanks. Of course.

@37:46 - Jonathan Riis Gilmartin (sunrise.dk)

Yes. So I created the company, of course, and it found a little information for me. That's good and well.

Yeah, and it's basically just saying plus here and then say company. And then you can see you, you don't have to fill out company domain name.

It's just if you have it, we recommend putting it in. But otherwise you can just, you can input company name.

And of course you need to input company owner. Then we have VAT, but it's mandatory. It will become mandatory when you remove something to closed one, but not until you've moved it to closed one, because we don't really need VAT until that stage in the pipeline.

We'll just put in contractivity. I can put Denmark and segment and industry. you can see, it's not mandatory because we will, you know, the scraper will try to find this for you, but we just have it here as well.

You know, if you want to and you know it, you can input it yourself. But otherwise this is, this is what's required.

And then we also have something called target. This is basically, if this is a very important account for the team or you or Norway, then you can put it here as a target account.

What will happen is that this will show up on the MDs lists. Penille will see this if you put it as a target account, that this is something we are very interested in.

It's a high-interest customer, I think we can call it that. I think you've already given some input for this, you know, to Penille, but we've made a setup so that when you click it here, it will automatically be put on a list for them to look at.

So you don't have to do Excel magic and send that to Penille. So this will be a lot more easy.

Jonathan? Yeah?

@39:47 - Sarah Galler (Assessio Norge AS)

Do we have a slightly more specific definition of what accounts for a target account? Because, you know, an account could be...

perceived as very important to one of us, but then, you know, pointing their mind to disagree or I will, it's an excellent question.

@40:07 - Jonathan Riis Gilmartin (sunrise.dk)

I will make sure to return with that, because I know that's something we need to have very specifically, because there are not many target accounts across the group.

Now I can see so it's not necessarily everything in that, in that sense. So can I guess it's okay, I can return with that, because I can understand that we would need a clear definition of what a target account is.

@40:30 - Sarah Galler (Assessio Norge AS)

Yeah, the uses would probably be above a certain threshold of ARR or something, right?

@40:38 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, of course, I would agree. I'll return with that. Perfect.

@40:46 - Sarah Galler (Assessio Norge AS)

Perfect.

@40:49 - Jonathan Riis Gilmartin (sunrise.dk)

All right. But I think the next step is just, did you also try to create a company? I know this deals very basic.

I just want to make sure we cover Because we want to get our hands, so to say in the system as well.

So again, you might need to utilize still creating some tests that is fine. As long as you just say test in the name, I can delete them afterwards.

That will delete everything from the trainings, so you don't have to do that yourself. But it's just good to do.

@41:45 - Sarah Galler (Assessio Norge AS)

I'm guessing you're skilled in this that you already know how to do it, right? I see you've created both.

@41:55 - Jonathan Riis Gilmartin (sunrise.dk)

Did she say Mia?

@42:00 - Jøran Falck Lillemark (Assessio Norge AS)

I have created the company for four times. Yeah, I can see you've created deals as well, so that's nice.

@42:08 - Sarah Galler (Assessio Norge AS)

I'll move it off. We'll get to that in a minute as well. I'll move off. I'll move it off.

I'll move it off. I'll move it off. Thank you. I'm serious. There it is. Use the contact. Yes, it's in there.

Did it take some time? Yes. Or why it wasn't written? I know. I know. I don't I heard the funka.

I got that one. Did anyone manage to create a company?

@44:47 - Jonathan Riis Gilmartin (sunrise.dk)

I'll find one.

@44:48 - Sarah Galler (Assessio Norge AS)

Thank you. Perfect.

@44:55 - Jonathan Riis Gilmartin (sunrise.dk)

I think, so one thing that I did not, I didn't show last time. And I think it's pretty important because it's, of course, the whole marketing and sales and customer success cooperation.

We have a Lai, of course, who is helping you on the marketing side and was handing off the leads to you.

I just wanted to show a couple of examples just so you know what to look for. Let's see here, I just have.

And maybe you've seen this before, so that this is fine. I just wanted to show that now I've opened up a contact that has filled out a demo request from the website.

You can do some different things, but overall, you can see if you go into the contact, you can scroll down a little bit, and then we have this section right here.

on contacts and companies, we have these different sections on the left side. And here you can see, should I zoom a bit or is it okay?

It's okay.

@45:57 - Sarah Galler (Assessio Norge AS)

Yeah, that's fine.

@45:58 - Jonathan Riis Gilmartin (sunrise.dk)

Here you can see the all. For all the score of Alexander, you can see the source, you could see what he did, so he filled out a book demo, you know, and then of course you can also see channel, but you can also see a little information that he's coming from a page search.

So it's a brand search, so he probably search for a session on Google. It looks like that at least.

He said so.

@46:28 - Jøran Falck Lillemark (Assessio Norge AS)

Sorry? Yeah, he just searched for us.

@46:33 - Jonathan Riis Gilmartin (sunrise.dk)

how did he know a session when he must have known something about a session before?

@46:40 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah, his partner is certifying our tests, that was kind of the way.

@46:48 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, that's nice. Okay. But then you can see. And we also try to put some information in the middle, just as a note.

I can see you already jumped on this, you're done very quickly, so that's fantastic. And we can see that the deal is now in proposal already, so that's great.

But what we will do is, when you have a price request or a book demo request, or a score reaches over 51, Hospital will create a deal and assign it to someone.

Actually, we will assign it to Nikolaj and Nikolaj will then assign it to someone here, because that's what we agreed with Nikolaj as well.

So just want to show you have this section where you can actually see if they do certain intent actions on the website.

I had another example from an existing customer, and I actually wanted to ask on existing customers, so again someone who is already a customer, would you also like to be notified when they do activities on your website?

Or doesn't it make sense, will it become too much information? Do you think, should I give an example? Is it easier?

I'll find an example. I have, let's see, I know I had a company.

@48:24 - Sarah Galler (Assessio Norge AS)

Let me see here. Let me see here. Because we, so together we, I think it's that one here.

@48:36 - Jonathan Riis Gilmartin (sunrise.dk)

This one, this one. So, oh, it's in a view. I'll just search for her directly. Think. I think this was connected.

But maybe this is not an existing or annexed. customer actually, oh, it was sitting as lost opportunity at least.

But here, for example, I can see that, you know, you can see that Vele has an intent action that she downloaded a white paper, for example.

But I'm guessing if it's a lost customer, or if it's an existing customer, you would still like to be notified or just have that information that the customer is doing some of these high intent actions.

Or would you want that to go through Nagoli as well, so that he will inform you of those things.

I'm also talking with Nikolaj about it. It's just good to have your opinion as well.

@49:39 - Sarah Galler (Assessio Norge AS)

Sorry, auto-series question. I was testing something. Of course.

@49:44 - Jonathan Riis Gilmartin (sunrise.dk)

I can just see that we have some of our contacts that are on existing customers or lost opportunities, or someone that has said no previously, where they are doing some of these high intent actions.

that we've identified. downloading a white paper, visiting a product or pricing page, submitting for events, like doing these different things.

And I was just asking if you also have like to receive a notification when those existing customers and lost opportunities do that, or would you rather not?

I think so.

@50:25 - Sarah Galler (Assessio Norge AS)

Yes.

@50:26 - Jonathan Riis Gilmartin (sunrise.dk)

It indicates that I am interested. Yeah, of course. I would also recommend it, to be honest, just good to know.

And you can use it or not, but you have information at hand, right?

@50:38 - Sarah Galler (Assessio Norge AS)

But what kind of notification are you talking about, email or in the system or where does it pop up?

@50:45 - Jonathan Riis Gilmartin (sunrise.dk)

So typically I would say, typically you would do an email, just an internal email notification. But if you would rather have a notification up here, we can also do it like something like that.

But I Usually those notifications get lost, and it's not happening 20 times a day, so you won't get bombarded with emails, right?

There'll just be a few people where you can see, okay, now they download a white paper or now they went into the pricing page or now they did this and you just get a direct notification about that.

It's a specific scenario. So let's choose email. Yeah, because right now for all leads, all new leads and all leads in general, what will happen is that Negoli is basically getting those and then he's assigning it to you, but on existing customers, for example, he's not doing that because it's an existing customer.

So I'll make sure to set that up as well. Cool. I will go back a little bit. So we've been added

For almost an hour, does people need to get a coffee, one more coffee or a water or a bio-brick?

Yes, let's take five. Let's take five minutes and then we start on the deals.

@52:17 - Sarah Galler (Assessio Norge AS)

You leader of the international community. No, it's the one. You can't do that. You a leader. You are a leader of the international community.

You can't do that.

@52:33 - Jøran Falck Lillemark (Assessio Norge AS)

God can mute the pink ones.

@52:37 - Sarah Galler (Assessio Norge AS)

Yes.

@52:38 - Jøran Falck Lillemark (Assessio Norge AS)

Can you mute them?

@52:40 - Sarah Galler (Assessio Norge AS)

Can you mute them?

@58:20 - Jonathan Riis Gilmartin (sunrise.dk)

And we are back, maybe almost. I can see Panilla you were looking at the dashboard as well. I will, after today, also send you your dashboard as well.

we have some different ones. We have sales and we have everything and we have MD as well. I'm sure that you are curious to see those also.

@58:42 - Sarah Galler (Assessio Norge AS)

Yeah, but is this something that you are helping us with to make these different dashboards? Yes. Yeah. I'm just curious because, yeah, I'm keen to see my dashboard for no way.

Of course. Yeah, you want to. dashboard from Norway, when you have the time to set it up for me.

@59:04 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, of course. I will, yeah, I can send you the, so we are doing, right now we've just done a draft for all the countries and then we would like to walk it through and see what we are missing and what would be good to have for each country and function as well, of course.

Because, you know, everyone is a little different, but overall we would like to see if we can, you know, take some good examples from all and use on the same ones, right?

@59:34 - Sarah Galler (Assessio Norge AS)

yeah.

@59:35 - Jonathan Riis Gilmartin (sunrise.dk)

But do you know when we are going to do that? We can do it this week if you have time, so we can walk it through together.

I can just send it to you, the draft that we have and then we can, whenever I know you're probably busy, so I'll try to fit your schedule when you have time.

@59:54 - Sarah Galler (Assessio Norge AS)

But good, I'm also going to have a meeting with my leader again. and then he's always asking for numbers and it's when we are standing between different systems because I'm unsure what is right here.

@1:00:12 - Jonathan Riis Gilmartin (sunrise.dk)

Of course yeah so when we can I'm guessing we would need to do it before that meeting then so but if you have anything that time that works beforehand you can just send it to me and then I'll move things around so so we can have that.

I send your mail down.

@1:00:28 - Sarah Galler (Assessio Norge AS)

That would be perfect.

@1:00:29 - Jonathan Riis Gilmartin (sunrise.dk)

you. Thank you. Of course. All righty. Is everyone settled in and oh we're missing a I can see one computer where we don't have a person corresponding.

We're just wait. We'll try to find the one.

@1:00:51 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah yeah fine.

@1:01:26 - Jonathan Riis Gilmartin (sunrise.dk)

Now everyone is here, so this is perfect. And we have our lift, so we should be able to cover the pipeline and the deals, which is I would also say very important.

And then we'll see how much of the CES part we will cover today, but we will cover it then next time as well.

I would like to at least make sure we land on the handoff until like moving the deal from creation to closed one.

then the handoff I think we can manage that today as well. Perfect. All right, but you already created the test contact or a test company.

So, and I will just do the same thing in my end. I will go to Suvi company because you can basically create the deal directly from the company or from the contact.

Now I removed Alexander earlier, so I'll just have to add him again. I can find him there. Stay safe because I will need a contact to go through this full-throw flow here.

So, I can directly from this view, I can create a deal. I would actually suggest that you go into the contact person and create the deal from there because then you don't have to do the association to the company and the contact.

The hospital will do that for you, right? So, if I say create a deal here... I will then get a few things, let's just call it test because then I can delete it again.

And it's the new local pipeline for new customers, for expansion and for existing customers. That's the CS Journey pipeline and that we will cover later.

But for now it's the new local pipeline. Then you would typically always, if it's a lead that you haven't spoken to yet, you will put in Active Prospect, but if it's in some scenarios you might already have talked with the customer and you might already have qualified them because maybe they called you or there was a referral or whatever that might be and then you know then you can move to a qualified prospect but ideally most of these start in the Active Prospect stage because that's basically when you've identified that you have this that you would like to work with.

keep it an active prospect for now. Do you have a question Mia?

@1:04:03 - Jøran Falck Lillemark (Assessio Norge AS)

Yes, so far we've already had some existing clients with expansion and mayor Solg and since we don't know how to use the same pipe we have added to the new sales because we don't know what else to do and is it possible to move it from pipeline to pipeline when we know how to use the sales pipeline?

@1:04:34 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, I think I also mailed you about if you had something I could I could move it for you.

Okay, yes it's so many small details on emails these days so yeah I could I can understand but you can also do we can find them in a minute and then I can show you how you can also move something from one pipeline to to another and I will then still do it for you.

Yeah, it is. So when I create the deal, I will be asked, of course, if it's a new business, we will remove, upgrade and downgrade and renew.

So that will only be part of the CS journey pipeline. I'm a superman, of course. So I see many things, but you will say get the new business option as well.

And then you also have, I don't know if you do RFPs, thinking you do sometimes. And then so we also have that.

That's on the exam, like often. Yes, exactly. Public tenders are tenders in general, actually. I don't know, mostly it's public, right?

Sometimes you have a little private.

@1:05:46 - Jøran Falck Lillemark (Assessio Norge AS)

do we use the new sales pipe? there are customers we don't have from before and the sales pipe, if there is an existing customer that is out on

@1:06:00 - Jonathan Riis Gilmartin (sunrise.dk)

Public tender, yes, so that's an excellent question actually, so for customers, because the thing is, yes, you have an existing customer and then you have the four-year agreement and the four-year agreement comes up for renewal, that's the scenario, right?

Yeah. Yes, so in that scenario, you would use to say is the other pipeline, but if it's a whole new anboot, did you say anboot?

Yes. Yes, if it's a whole new potential customer, then we will put it in this pipeline.

@1:06:41 - Sarah Galler (Assessio Norge AS)

One question, Johnathan, if it's a kind of a one-off thing for an existing customer that could be like just like a training or consultancy service, would that also be the CES pipeline?

Yes. All right. So, in any case, where the organization exists? from before it would be or you know let's say there's a company which we don't actually have any recurring revenue for we don't have a written agreement with them but we've done a series of one-offs for them previously.

Does that count as CS pipeline or new logo?

@1:07:24 - Jonathan Riis Gilmartin (sunrise.dk)

That's an excellent scenario and an excellent question for when you know is it a new logo customer if it's only one of that they have been buying so far.

I will say in that specific scenario in that specific scenario you are winning and a customer on a recurring basis so I think that I would actually what I'll make sure to do is I think I need to talk with Milo and group as well to say okay that specific scenario because I would say that would you know that would be an

A a new customer, because it's a subscription that you are selling them versus having one of us, but I'm not to decide how to define those things.

So let me just return with a specific definition for that. Because I think it's not a case they see too often in other countries.

@1:08:20 - Sarah Galler (Assessio Norge AS)

In case they see too often in the Netherlands, but we have them quite frequently here where they are sort of recurring customers in the sense that they come back with these type of orders, they don't have actual subscription or anything like that.

@1:08:41 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, let me make sure to return with that scenario because it's a great scenario, but it hasn't really been covered, so to say.

So I think we need to make sure to have a definition for that also. Was there another question in the room in the back?

@1:08:58 - Sarah Galler (Assessio Norge AS)

Yeah, there is also this. that orders. So, as I said in the global pipeline says journey migration plan and orders and yes is that one.

@1:09:10 - Jonathan Riis Gilmartin (sunrise.dk)

No, we will. So, you have two, you have orders and you have something here that will be removed entirely when all the data sits there.

So, you will not have to use that one and we will remove it also so you don't see it.

Thank you. Yeah, of course.

@1:09:29 - Sarah Galler (Assessio Norge AS)

Is it possible to get a nice emoji for the CS journey pipeline as well because it looks so boring compared to the global pipelines?

Yeah, is.

@1:09:39 - Jonathan Riis Gilmartin (sunrise.dk)

Maybe we need to figure out what the right logo should be. I think a heart would be quite suitable.

@1:09:46 - Sarah Galler (Assessio Norge AS)

Yeah, I think actually that's that's not a bad idea. There is just a bell like a ringing bell. Yeah, don't let the bell cut.

@1:09:57 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, our CEO says yes to the bell.

@1:10:00 - Sarah Galler (Assessio Norge AS)

Yeah, yeah, exactly, it's in the bells exactly You can have a talk about that after this training done You know make sure to overlaunch.

You say, okay, we need to decide this now anyhow Yeah In this journey, there is like onboarding adopt follow-up and so on I'm just thinking about what you said the song wrote that if it's Cosoptances or second opinions and stuff like that.

I don't really know which one to No, they wouldn't really fit, you know our onboarding journey. So I think you know, it would make I Guess more sense to put them in the new logo pipeline except that it's not really new logo per se, but I so I will say just quickly to answer that question about the CSG And then get back to the

@1:11:00 - Jonathan Riis Gilmartin (sunrise.dk)

to the new sales pipeline. If you have a also a one-off for example that you are doing you can move it you don't have to move it through all the steps in the CS journey pipeline you can move it from from on board and then into uh actually no if you might need to have something separate for it but you can move it into now we can say expand or one expansion that would of course say okay it's we are selling the customer something something more instead of having to move it through all the stages we can then just move it into a one instead directly because I think because it's it's mainly the CSM to actually invoice those type of one-offs or non-recurring revenue so I guess you know in one way it would make more sense to to keep it in the CS journey pipeline if that is the primary one for a CSM

Yeah, it is. Yeah, but for the one, I would later. Yeah, let's make sure to save it and I will also get clarification on it.

I know that Veroni is also doing a, and I'm hoping she has invited someone from the NO team, otherwise just let me know, because then we want to make sure to add that she has invited for a walkthrough of the CS and, you know, and how we how you want to work with CS as a group, but also for each country.

So I don't know which from your team will participate there, but I think it would be vital that you do.

Yeah.

@1:12:40 - Sarah Galler (Assessio Norge AS)

Yeah.

@1:12:41 - Jonathan Riis Gilmartin (sunrise.dk)

Maybe it's you, so I'm guessing. Okay, probably. So back to the new sales pipeline. So we have, depending on the type that you choose.

So if you choose the new business type, just a couple of questions will, you can see will be asked.

So the revenue type, you can put non-recurring. If it's only non-recurring, but of course also recurring if it's both, or just one of, and we can say platform.

So in Sweden, 90% of the time it's the same platform. Would it be the same case with you? Because then I can automate this part so you don't have to fill it out.

@1:13:23 - Sarah Galler (Assessio Norge AS)

I think actually it's almost 100% close to it. We focus basically on just one platform in Norway as opposed to Sweden.

Okay, for new deals at the very least.

@1:13:35 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah.

@1:13:36 - Sarah Galler (Assessio Norge AS)

is that? have this little preparation of time. Yeah. default assessor platform is great if you can put it in.

I'll put assessor platform in as default.

@1:13:49 - Jonathan Riis Gilmartin (sunrise.dk)

And so then I'll show you in a minute what you will see on the left side of the deal.

Then when you move it to proposal, then we'll ask you to confirm that this is still what's being offered.

But... you don't have to fill it out when you create the deal then. that's good. So these, now I fill them out, but when you will do it, you won't have to do that.

Then you can say, deal or not, that's of course always typically yourself. Close date and close date here is very important.

I think it was called the same in up sales. I'm actually a little bit in doubt, close date is, okay, perfect.

@1:14:23 - Jøran Falck Lillemark (Assessio Norge AS)

Thank you.

@1:14:24 - Jonathan Riis Gilmartin (sunrise.dk)

Close date is basically the date that we are expecting to close the deal until we have closed the deal.

Then it's the actual date that the contract was signed. It's not the date that the billing is starting. That's another thing.

That's another date. So you know as well. And this is also tied to all reporting. So all the lovely numbers and things that I'm sure that the Panilla and all the team would like to see is tied to close date.

So forecasting and all those things would tied to that. Just so you know that it's what it's used for.

Yeah, so we've put in an automatic close date set up 90 days in the future from creation. That's just a standard we implement.

Sometimes it might be you want to have it today because it's a one-off that you are setting today and you can just put in today and then, you know, it will just be inputted here as well.

Is 90 days too far out in the future or would you like it to be closer? Yeah, perfect. Typically we see, know, B2B, the sales cycle is a little, it's not short, so it's good to have it out in the future because then you don't have to update it all the time.

And then we have currency. I'll choose Norwegian corner here. And then segment. If the segment is filled out on the company, you don't have to fill this out here.

will be auto-populated as soon as I create the deal. And then you can see because I associated the deal or I created the deal directly from Alexander, it has already put in Alexander and Sunrise as the associated contact and company.

So I don't have to do that manually. And then I can also add a line item. If I have something I would like to add, I can search.

Add this one. Then I can see it.

@1:16:38 - Jøran Falck Lillemark (Assessio Norge AS)

turn off all the other things you want to ask about, last week, all of these like paints and stuff.

You didn't have paints and all of those things there now. Yeah, I didn't.

@1:16:54 - Jonathan Riis Gilmartin (sunrise.dk)

I made it non-mandatory and I will also as part of the stages in the pipeline. line I think we will be updating those so it's not mandatory everything.

It turned off for us also now or how is it? Yeah if you create a deal you won't see it not as a mandatory thing it will probably as something you can fill out if you want to but it's not going to be mandatory.

@1:17:23 - Jøran Falck Lillemark (Assessio Norge AS)

Do you know how to or how do we do it if we if we want to fill it out?

I don't think we want it to be mandatory because it's so much and it takes a lot of time sometimes it doesn't like it's not relevant all the time so it's good that it's not mandatory but sometimes it can be good to fill it out just for our own information.

@1:17:44 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah I'll show you how to how to fill it out in the process as well because we still have it when you move the steps in the pipeline but it's just not mandatory so if you have it you can fill it out if you don't have it you can just continue.

@1:18:00 - Jøran Falck Lillemark (Assessio Norge AS)

Is it always to zero and we need to fill it out in addition afterwards? Like the one you created now, it's only zero.

Yeah, it's zero, yeah.

@1:18:11 - Jonathan Riis Gilmartin (sunrise.dk)

So I'll also show you how to update the amount, but also based on the line ison that you added down here.

Now this is just has a zero amount, but yeah.

@1:18:24 - Jøran Falck Lillemark (Assessio Norge AS)

Is it possible to add amount as an own field when you're creating the deal? Because now it's like two steps and it's easy to forget.

Yeah, I actually thought it was actually already there.

@1:18:36 - Jonathan Riis Gilmartin (sunrise.dk)

So I just thought that it should be. It's nice to be able to fill it out manually just. Yeah, of course.

@1:18:50 - Jøran Falck Lillemark (Assessio Norge AS)

don't know. Correct.

@1:18:51 - Jonathan Riis Gilmartin (sunrise.dk)

Then that's better.

@1:18:53 - Jøran Falck Lillemark (Assessio Norge AS)

We do this.

@1:18:54 - Sarah Galler (Assessio Norge AS)

You do understand?

@1:18:56 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah.

@1:18:57 - Sarah Galler (Assessio Norge AS)

When I also look at. add line item and quantity. I get all kinds of both from Denmark and the Netherlands and prices all over.

Is it possible to just get an Norwegian price?

@1:19:22 - Jonathan Riis Gilmartin (sunrise.dk)

So we can filter it so you don't have to see products that are not Norwegian.

@1:19:33 - Sarah Galler (Assessio Norge AS)

I just mean that often we or I use a lot of time just to go through all the different articles because they are yeah yeah it's so many just I just want to know which project or so I will say I

@1:20:00 - Jonathan Riis Gilmartin (sunrise.dk)

completely understand the line item part the line item search function as well will you know be filtered so you don't have to see you don't have to see Danish products for example that's not not needed for you you only have to see the products that are specific in in your you know your scenario you could say if you choose currency and you so you choose Norwegian corner as currency you should only see the Norwegian prices and I see all kind of stuff yeah you yeah you still see some products that are not related to to Norway I would imagine but that will be filtered off so you don't have in the future not in the future that was something we will change okay do you know when you should be this week

And I can see Mia, I can see Mia I checked the pipeline as well and it's it's not required but it's just there so you can fill it out if you just show you in a moment how it works as well.

So that was very difficult for the I will share my screen again, have some reason removed that one. I'll go to Suvi.

We can say add. I didn't add the deal I should have done that but anyhow. I'll just do this.

Quick so we can get to the deal creation. Did I not? Okay.

@1:22:00 - Sarah Galler (Assessio Norge AS)

I asking the regarding the contacts on the deal here, it also says that you can that you can also do an association label on the contact in the deal.

Yes, and I saw in one of the videos you sent us that it was like champion was one of the choices.

I'm just not important the power we should use these different labels. What is a champion?

@1:22:31 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, so these yeah, that's a good example. So these labels have been put in as part of implementing what's called the med pic framework.

So it's a sales methodology. That's also some of the questions that are in the pipeline. So the champion is basically the person who is, you know, believes that this is a good idea to actually implement.

So the person who will help you sell it to the rest of the organization. internally. Does that make sense?

Kind of, yes. Kind of, yeah. So typically, sometimes it's the same person who is your champion and also the person who's actually paying the bill, right?

Sometimes it's not. So that's why we have the definition where we have the champion and we have an economic buyer slash decision maker that might be a different person than the champion.

And then we also have an end user and then someone who's part of, if they have group set in, set up for buying a certain feature or not feature, certain system, that is something you can use.

It's not mandatory. It's just to help you as putting the right labels on people that are part of the deal.

And if you want to have more labels, we can add more labels. That makes most sense for you as well.

@1:23:54 - Sarah Galler (Assessio Norge AS)

Okay, thank you. I can just put him as champion for now, for example.

@1:24:00 - Jonathan Riis Gilmartin (sunrise.dk)

perfect you can add multiple for one person so you can if if they are both yeah you can I was just thinking that perhaps one label trumps and others of resistance if the economic buyer is kind of the the most important label I guess you could say then you know is there any point in adding them as champion if they're gonna fill both roles yeah I mean if they fill both roles I would say that it's you know it's for you you can say this how you use it is a little bit up to you as well it's also just for you to know if you have a deal with multiple stakeholders it's just good to have that mapped but if you have to deal with one contact there's no other contact person then it maybe it's you know that's the both your champion and your buyer right

Okay, but now I created the deal here and then you can see we have this section called guided selling and this section is where I filled out a couple of these different things that will be auto filled for you.

So you can just see the data and then when you move it to the proposal stage that we will be asked if that's still relevant or if it needs to be updated for example.

And if I refresh now I might have talked a little bit with this because I'm sorry for my language because I put myself on the DK team so it will say market entity DK because that's me.

When you create it it will say NO and it also automatically put in the segment from SUVI so that was automatically updated on the deal so you don't have to do that manually either.

@1:26:00 - Sarah Galler (Assessio Norge AS)

Would that mean that like when you're creating a customer for the first time, I guess this is a bit different in Norway, but we usually always, we have the subscription, which is recurring revenue, but then we usually also have like a training cost for them to get started.

Would we then add both recurring and non recurring revenue to the revenue type? Yes.

@1:26:22 - Jonathan Riis Gilmartin (sunrise.dk)

Or.

@1:26:24 - Sarah Galler (Assessio Norge AS)

Exactly.

@1:26:25 - Jonathan Riis Gilmartin (sunrise.dk)

You mean like having one deal instead of two different ones?

@1:26:30 - Sarah Galler (Assessio Norge AS)

Yeah, in that case, I guess you'd add multiple line items, so one would be the subscription and then one would be the training.

But then the question arises when we sell the training, like in March, and then the recurring revenue will come in April.

I mean, I guess it depends on when you expect them to close.

@1:26:58 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, because the different close dates anyhow.

@1:27:00 - Sarah Galler (Assessio Norge AS)

No, well, yeah, the well the signing date would be the same, right? Which actually you're actually at in the deal of the closing dates could be different.

@1:27:08 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, okay Yeah, but I will say of course if the closing dates are different That's of course something to look into but typically will they not they not sign both at the same time And then it starts at different dates, right?

@1:27:23 - Sarah Galler (Assessio Norge AS)

Yeah, they usually sign at the same time, but the starting dates are different. Yeah But then the closed date is the same date.

So it will still be one deal and then two line items with different start dates, for example Yeah, so wouldn't that's not a problem to have those corresponding But not perhaps I'm getting ahead a bit but the actual you know, I think the the billing date is actually Perhaps even more important than the actual closing date, especially for Panhellen and Hilde I'd assume Is there any way of adding that like when

writing the deal to create some, some ways to kind of see what's coming. And when? Yeah, so you mean the billing date?

@1:28:09 - Jonathan Riis Gilmartin (sunrise.dk)

the billing date part is something that we will cover. But because we still have the connection between Sora and Hopspot, where we're waiting on the finance team.

I can't really show that to you today, but we will cover that in a training. When you've won the deal, how will the subscription be created or the one of be created automatically?

And how can you see if it looks how you want it to look basically?

@1:28:33 - Sarah Galler (Assessio Norge AS)

Okay, so that means that right now, if you want to create that predictability for for Perniel and for him, that we would be adding it in enough sales.

Yes, but now, yes, with the actual billing date.

@1:28:46 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, because billing is still going through up sales here in the interim period.

@1:28:52 - Sarah Galler (Assessio Norge AS)

So the brass working deals now is that we in Hopspot that we have to think close. as a signing date and not building date.

That's the difference. Yes, and then you would also have, you have to add them to both pipelines then if you want to create some predictability of when that revenue is actually invoiced in one month.

it's a bit of a nice detail level. Double.

@1:29:19 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, that will only, of course, they are working on the Sora part. So that will not be longer than the end of month before that is changed.

And then you will be able to see that exact data actually down here on the Sora subscription object. That is where that will sit.

So you'll have an object for all the subscriptions or one-offs that are being charged through Sora. So you can see them in Hopspot as well and you can make changes if something needs changing.

Okay, but that means that in the meantime while we're waiting

@1:30:00 - Sarah Galler (Assessio Norge AS)

or this sort of integration, the primary place to look if you actually want to see and you're invoicing revenue would be in upsells.

Yes. right. Tuber, I will continue.

@1:30:17 - Jonathan Riis Gilmartin (sunrise.dk)

What I would actually like for you or for everyone to do is to try to create a deal on the test company or a contact that you did, just so we also try to do that.

And maybe Mia and Jöran, you are excused. You've done it already.

@1:30:32 - Jøran Falck Lillemark (Assessio Norge AS)

You can also try if you want to just give it another go.

@1:30:36 - Jonathan Riis Gilmartin (sunrise.dk)

But for the rest of you, that would be perfect if you can create a deal. So we use the Sunrise DK.

@1:30:45 - Sarah Galler (Assessio Norge AS)

Yes, please.

@1:30:46 - Jonathan Riis Gilmartin (sunrise.dk)

It's perfectly fine. As long as mark it as test, because then I can delete it after the training. I'll put that in caps.

Yeah, thank you.

@1:30:55 - Sarah Galler (Assessio Norge AS)

I can mark all and then say test. It's a little bit more fun than... you Yes, so before using it, this is now it's around 1000 different product lines.

So if you're going to to set a new deal. Actually I think we will use a lot of time just finding the right profit line.

I think some of the difficulty right now is also that you see for instance in Denmark all the Danish subscriptions are marked with DK but the Norwegian ones are not.

You don't really see the whole name so you have to hover over to see. Yeah but they I mean our actual titles for these don't have to be this long.

I don't think it could be just SSO and all recruitment small lally. I mean there's a lot of text which is from up sales.

But also I noticed Jonathan that like when you want to associate a deal with a company or a contact you first have to add a contact which I'm guessing is associated with a

Company but that doesn't really carry over to the next line where you have to you know start from scratch find a company again Is is there no logic in the system that kind of sees that oh well this guy is working at this company So obviously this deal is probably for the company.

He's working for To get my meaning. Yeah, no, I get your meaning.

@1:34:21 - Jonathan Riis Gilmartin (sunrise.dk)

So So currently not unfortunately Is the quick answer but that is that is something I also agree with would like to have because it's you know, you already chose the contact, right?

@1:34:37 - Sarah Galler (Assessio Norge AS)

So I agree Same thing I was talking about earlier on the other way from from from Contact like I only want to see the context and choose between the contacts on the select.

Yeah Exactly, it's not logic If I'm like all contacts on one company from other all other companies.

@1:35:02 - Jonathan Riis Gilmartin (sunrise.dk)

What I can do is what I'll do is I'll just double check if there's any beta or anything in development on that and see what the status is from a HubSpot site.

They are developing they are developing many new features all the time so it's a little hard also to keep up what is in beta so or it's being tested so I'll just test or see if there's anything there.

@1:35:25 - Sarah Galler (Assessio Norge AS)

I would think I would think that is something all of your customers would appreciate.

@1:35:31 - Jonathan Riis Gilmartin (sunrise.dk)

No it is you're not the only one so yeah okay some of these things yeah really is one thing I can maybe show or you and you have a question sorry or someone in in the in the other meeting room has a question.

@1:35:49 - Jøran Falck Lillemark (Assessio Norge AS)

Yes we were wondering if in Epcells this was really hard to get a good overview of where to consult this on

on deal? Yes. Because sometimes we are and how can you do that in HubSpot? How can you share in a way the deal and what how does it look like for the customer when we are invoicing?

Specifically splitting line items, right?

@1:36:21 - Sarah Galler (Assessio Norge AS)

So say for instance you have one employee who's going to be invoicing 60% of the subscription and then 40% is for another employee if that's possible to do.

@1:36:31 - Jøran Falck Lillemark (Assessio Norge AS)

That makes a ton of sense.

@1:36:33 - Jonathan Riis Gilmartin (sunrise.dk)

That's actually the first time I've heard of that use case but it's something HubSpot has built in. Sorry, I just want to create it so you can see it.

Let's just find a test example here.

@1:36:51 - Jøran Falck Lillemark (Assessio Norge AS)

One of the tests that we created today.

@1:36:55 - Jonathan Riis Gilmartin (sunrise.dk)

Do this one. because I haven't, HubSpot has this called share. Share function. So I'll just add it, deal splits.

So HubSpot has a deal split function that's built in and it should, are we seeing it? There we are.

I'll move it a little bit. So I'm guessing this area is that you are sharing a customer and then you do some kind of split that you agree the two consultants or is there a rule for the splits or is it just something you agree from time to time?

you want to?

@1:37:35 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah, kind of both, but yeah, often the last one that we agree on something.

@1:37:41 - Jonathan Riis Gilmartin (sunrise.dk)

Okay, perfect, perfect. So you can see here, okay, I don't have an amount. As soon as you have an amount, let's say a thousand, you can then add a deal split.

So the deal split is basically you saying, okay, I would like to share the deal with me and Nilo should share the deal.

You can have up to five. I wouldn't recommend having five, I think, but you can.

@1:38:16 - Jøran Falck Lillemark (Assessio Norge AS)

I'll get 500 in his pipeline then, and you will see 500 in your pipeline. So you have both the deal, but you have also split it in the pipeline.

@1:38:28 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, you will see. We need to change the view a little bit, but then you will be able to see your pipeline, including shared deals and the same for me, so it will be divided between the two of you.

And you can say split evenly or split by percentage. Sander, for example, you said 60% to one and 40% to another.

And then you can say add. And then you can see it here. And of course, you can change it if you need to change it, but

No, that's a pretty easy thing to do. But that would, let's say there's a deal that has multiple line items.

@1:39:11 - Sarah Galler (Assessio Norge AS)

Yes. Is it always related to the deal as a whole? Or like if you're making it difficult here, but if we're invoicing a subscription and recurring revenue in the same deal, right, you know, you might have a case where the non-recurring is invoiced by a CSM and the recurring is invoiced by and the split is not necessarily the total deal value.

Could you split it on line items as well? Or would we create two separate invoices for that?

@1:39:44 - Jonathan Riis Gilmartin (sunrise.dk)

I mean, I think there's two different scenarios, right? Just something where someone needs to invoice a certain thing and then there's something where a person is, you know, gets the credit for the sale, how the credit is divided, right?

So I think the invoicing part, again, that we will cover later also on SOAR is fully ready. But for this is just for showing credit for, you know, who gets what in their pipeline.

And we can split it on the line item level per se. It will be the some kind of total value of the deal that you will split.

But what you could do is just do the corresponding value. So let's say the subscription is 4,000 or something.

And then the one off is another. Then you can just split 4,000 to you or 3,000 to me.

@1:40:38 - Sarah Galler (Assessio Norge AS)

I'm thinking about it too simple. but I since we're tracking performance in HubSpot and you know, every employee can also see how they're doing.

And we have, at least for now, we have specific targets for non-recurring and recurring revenue. So if we're of splitting it even, even if the amount is correct, the type of revenue might be.

incorrect. So in that case, I guess creating three different deals would be the way to go. Yeah, but you have more opportunities here where you can split things without kind of destroying the invoice for the client, but we cannot split line items specifically.

But then, you know, creating different deals is probably better. Yeah, it sounds like it's probably better.

@1:41:30 - Jonathan Riis Gilmartin (sunrise.dk)

But I will also just note it down and see if there's something else that might be easier to do.

@1:41:37 - Sarah Galler (Assessio Norge AS)

just to make it clear, the main reason for this is basically to make sure that the amounts that we see in HubSpot are actually indicative of each individual's performance, so that you can trust those numbers that you see.

But it seems as though we can make it work. But if we then decide to make two deals in these examples.

Is it that easy way to just copy a deal? Or do we have to like do it all from scratch if we want to make another deal because of splitting or something?

Do you understand? Yeah, I understand.

@1:42:20 - Jonathan Riis Gilmartin (sunrise.dk)

So currently we can add a button saying clone deal for example if you need to clone a specific deal it would be very much like this one right here for example this is called place a deal in lead nurture and then you can say yes and then there will be the same scenario right?

@1:42:42 - Sarah Galler (Assessio Norge AS)

Why you call just the same time and you would get a copy and then just change the lines and yeah so you have all the other well you'd have to change the type of revenue.

@1:42:54 - Jøran Falck Lillemark (Assessio Norge AS)

Well under you when is this relevant I'll just try to understand.

@1:43:00 - Sarah Galler (Assessio Norge AS)

It's it's for instance, let's say you have a new deal and there's a training just worth 60,000 for instance, and then there's a subscription for 240,000 and then you know the training is supposed to be split between two.

CSM, for instance, and the subscription is going to the account accepted. In that instance, you'd create two deals and you split one of the deals 50-50 and then you do the other 100% for the sales.

What would you call the deal? Just to avoid inputting all the information, again, like the associations, the size of the company, all the different steps before the actual line item.

It's much faster. We have it in upsell today. I use it.

@1:43:53 - Jonathan Riis Gilmartin (sunrise.dk)

We can talk about it after me if it's unclear. case of time, I would also like to work this deal a little through the pipeline.

Because you can see here that now we are in the qualified prospect stage on this deal. Oh, actually, I had another deal.

So let me just go back. And now, of course, when we've created the deal, you can also see it in your view.

I've just done NO deals, but you can, of course, also filter it on yourself. And now you can actually see, because we added the deal split.

Now that would be on all deals. The deal split I added, you can see here that the split is applied.

So this is now visible in the pipeline overview. But now you see 1,000 pro-ners, not 500.

@1:44:52 - Jøran Falck Lillemark (Assessio Norge AS)

So you see the total amount in your pipeline?

@1:44:56 - Jonathan Riis Gilmartin (sunrise.dk)

Oh, this was not necessarily my pipeline. This was just for everyone. So when you do it, when you see it in reporting for you and your pipeline, you will see it divided because this is the total pipeline, right?

@1:45:09 - Jøran Falck Lillemark (Assessio Norge AS)

So this is not assigned to a owner.

@1:45:10 - Jonathan Riis Gilmartin (sunrise.dk)

This is just what is in the pipeline. Okay. Yeah.

@1:45:15 - Sarah Galler (Assessio Norge AS)

So I say, know, one more thing, Jonathan, because I noticed that there wasn't any real way of discounting and presented is a certain deal.

Like you add a line item, you get, you know, the total based on our pricing model, but then is there a way of discounting in percentages?

@1:45:35 - Jonathan Riis Gilmartin (sunrise.dk)

There is actually, so I was, I wanted to show that as well as part of the next steps. So you can see here, no, that's totally fine.

It's good you're saying it. So now I can see we have some test deals. I'm sure this one is also, yeah, says test.

that's good. I'll take this one. See what you want for lunch today, maybe someone added that. But anyhow, you can see here, you can see you have the line item section here and actually it might be easier to add the line item from here instead of when you create it.

So I might, maybe I can remove it from the creation part and then you can see here because here you can say edit and then you can see that you have the product, you have the unit price, the quantity, the discount if you wanted to do a 20 percent discount for example.

You can do that and then it calculates or recalculates the amount. Billing frequency, term if there's like 12 months contract or something like that, you can put in term here for example, if it's just zero then it's just zero and then you can now see the net price, you can see the net price over here which is then being calculated and then you can say save and it will ask you if you want to update deal amount but but now we just say save without updating.

@1:47:00 - Sarah Galler (Assessio Norge AS)

actually add the the VAT here or no. But VAT, no, no, we don't need to do that.

@1:47:08 - Jonathan Riis Gilmartin (sunrise.dk)

Okay.

@1:47:10 - Sarah Galler (Assessio Norge AS)

Is it possible for Hilda to do changes when this deal is coming over to Soira? If she then sees that something wrong, for example, is it then possible for Hilda to that is working in Soira to make some changes or?

Oh, in Soira, sorry, yes.

@1:47:35 - Jonathan Riis Gilmartin (sunrise.dk)

Do you know that? Yeah, yes, she can make changes if she wants to. If she makes changes in Soira directly from the user interface there, the subscription in HubSpot will be updated automatically.

So we will push back the data that she updates because she has the master in Soira and we are just showing the master in HubSpot.

I'm just asking if we have done something wrong.

@1:48:00 - Sarah Galler (Assessio Norge AS)

You know, and then they can change it in Soira and it will be updated in the hub spots. Okay.

Thank you. Perfect.

@1:48:11 - Jonathan Riis Gilmartin (sunrise.dk)

It's good to have, it's good to have questions, you know. So, for the stages, so the different stages that we have, I also send out this training page where we have this one that has the definitions of the different stages, but I'll just briefly walk through them as well.

So we have the qualified prospect and basically qualified prospect is that you've spoken with the customer, not necessarily in a meeting, but just it can be on the phone or you've written with them via email and you've identified that, you know, this seems like a fit.

It seems like a customer that's fit for our services. So you move them to to qualify prospect. If you win the qualified prospect, then book a meeting or a sales call or however you.

choose it should be some most of the time it's a meeting in our understanding and you move it to your sorry and then you can move it to the opportunity so you've now identified that you know we've had the first call we've had the meeting there seems to be a need we can help them with something in our end something that can something that our system does or our platform or our trainings we can then move it to the opportunity stage so we've now actually identified a real opportunity and as you asked me you can see the pains is not mandatory but the only thing is of course the segment part put that in and then it just asks the closed state still looks okay and I can change the closed state I can say save then it's moved to the opportunity pipeline and when you move it to the opportunity pipeline the customer will also be converted to a sales qualified lead automatically so you don't have to do any

But it will be converted to that because you as sales has qualified the lead. Mia, you have a question?

Yes.

@1:50:10 - Jøran Falck Lillemark (Assessio Norge AS)

If we look at statistics, and I haven't looked at it the last month, but like before, when we get the meeting, it's way higher than 10% chance to win the customer.

So I was just wondering is this something that has been discussed internally because I would think that if we get the meeting, I would move it to opportunity because I know it's at least 25% chance to get the sale.

Okay.

@1:50:39 - Jonathan Riis Gilmartin (sunrise.dk)

It is something that has been, we've worked with Milo and the group about that with that, but we can also add the possibility for you to input yourself that you think it's a higher probability, for example.

I guess it should be the same in every country. We should have the same routine. But I mean, if you, if you already talk with the customer and you have identified that, you know, there is an opportunity, you can move it to the opportunity stage, it's, it's very hard to put on formula, but when you've worked in sales for a while, you know, and you know, obviously, so, you know, when it's, you feel there's an opportunity, so then you can move it to that stage.

Sometimes it takes a meeting or two before you know, sometimes it just takes a call. It's based on your, you know, what you know about the customer.

Because I totally agree.

@1:51:36 - Jøran Falck Lillemark (Assessio Norge AS)

Sometimes a meeting is just a meeting and you know that this is just like mapping out the needs and sometimes you know that there are a higher possibility.

So we can, if we can try to use the percentage as our own guideline, I think that is okay.

@1:51:49 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, I think that's the most important thing to say that what we put in place here, the sales playbook that I showed last time the, and I'll also send it to you so you can see it again.

here on the right. says your sales playbook. The questions we are asking, you know, that you could ask or you could focus on, it's a guiding tool.

We're not asking you to do it every step, step, step, all the time. Sometimes you skip a step, but it's just important, you know, for at least to think about, you know, why is it an opportunity?

Do they have a clear pain? have a need, you know, perfect. Then it's an opportunity. So sometimes, as you mentioned here, it's a quick phone call and you can see, okay, there's something we can do here.

And sometimes, you know, you need a little more information. So the next part of the next stages, currently, you are using one flow when you send out a proposal, right?

I hope you agree. Perfect.

@1:52:51 - Sarah Galler (Assessio Norge AS)

And we've connected one flow with HubSpot.

@1:52:54 - Jonathan Riis Gilmartin (sunrise.dk)

So if you want to send out a proposal, you can say, okay, one flow. section on the deal and the company, I would suggest using it on the deal because then you can say create contract here and then you just need to choose the I'm guessing you most of you can only see your own workspace.

So that's perfect. And then you should have all templates available that you have in one flow. There shouldn't be anything missing.

So you see the Assetio platform, new version, for example. And then I can choose Oisten as the signer here.

Then you can say signatory or influencer viewer. And then you can just see the same here as well as what's being uploaded.

And I can say create contract. Have a nice time.

@1:53:58 - Jøran Falck Lillemark (Assessio Norge AS)

I'll be careful. Oh and it's ready.

@1:54:03 - Jonathan Riis Gilmartin (sunrise.dk)

I didn't see that and then I can say navigate to contract and then the contract looks like this. I see this is of course something that needs to be filled out with the company name but other than that the data is you know if we have data which we don't on Biscuit Kebab unfortunately we don't have an organization number but if we did it would be filtered in or put in from Hubquot the same with address postal code in the city if it's known again being the test it is probably not a lot it could find on this company this is the same as we're used to not just so you know yeah yeah it's the same I just want to make sure that and then you can say send you can say send I just want to do it

you can see and then I can close down the contract and then when I look at it on the deal give a little refresh it will say pending and as soon as as soon as this has been signed it will be moved automatically to a contract signed pending approval and the approval is basically just yourself checking and seeing if it looks good and you can move it to closed one which is the next part of the year the next steps in the pipeline do we always move it to closed one before invoicing or will the invoicing move it automatically to the closed one if you move it to closed one the invoicing will be automatic yes that's the way okay yeah so we should be very sure about everything before we move it to closed one because that's the end thank you Mia

Yeah, exactly. So that's the that's the reason why we put in the contract sign stage because you know you have this contract signed but in our experience, not necessarily everything is in place when the contract is signed and then just have that manual check is a good thing.

Otherwise, I think Hilde will be on your back. I'm guessing.

@1:56:21 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah, have a question in the in the back.

@1:56:25 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, what do we use negotiation?

@1:56:28 - Sarah Galler (Assessio Norge AS)

Is that kind of verbal agreement in upsets or?

@1:56:34 - Jonathan Riis Gilmartin (sunrise.dk)

So I will say when you when you've done the proposal, you've sent the proposal, you can just make sure to have this updated to to of course to the proposal stage here.

And a couple of things that's important just to make sure I want to show you before we end for today.

We have what's called a forecast category at the forecast category as three main stages pipeline best case and commit and media.

This is basically where you could see. I think this can close a quicker than our normal process. you could say, for example, pipeline, that's just what you know in Opsales.

It sits in your pipeline, it won't close this month, but it will close at some point, but I don't know yet.

And then you have best case, best case is if stars and moon align, it will close this month, but I wouldn't count on it.

And then you have commit that is basically verbal agreement or the customer has said, if you can do it in this way, I want to do it or, you know, contract is customers is basically said that they will commit for this month to close.

@1:57:42 - Jøran Falck Lillemark (Assessio Norge AS)

Okay, so what Henrik asked is, we should do it like put it in negotiation and on commit because then it's like almost, it's kind of a verbal.

Exactly.

@1:57:54 - Jonathan Riis Gilmartin (sunrise.dk)

So if you put it in negotiation, actually hope sort of automatically say commit because then Okay. You can then change it if you feel it's not commit, but so here I can say commit, for example, and you can see that fuel source was set earlier and closed it and amount.

I can stay safe. And then if I then move it to negotiation, you know, some of these are not required.

And then you can see here, I can then change it again, because it's still a fuel that will pop up.

I can change it if that makes sense or if that is necessary. But does these change the date?

@1:58:33 - Jøran Falck Lillemark (Assessio Norge AS)

If I, if you choose best case, will the date go back or something? Or does no, okay. So the thing is, you have two key input fuels here.

@1:58:45 - Jonathan Riis Gilmartin (sunrise.dk)

You have the closed date and you have the forecast category. So the closed date is basically saying, when do you think it will close?

And then the forecast category is, of course, you know, I'm committing to this deal closing, for example. So, so if you say

close date, close date this month. then I say, and then I say commit, then I'm depending on this deal closing this month, for example.

This is really nice.

@1:59:13 - Jøran Falck Lillemark (Assessio Norge AS)

Is it?

@1:59:14 - Jonathan Riis Gilmartin (sunrise.dk)

Oh, I'm just I think so, at least.

@1:59:17 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah, I'm happy about that.

@1:59:19 - Jonathan Riis Gilmartin (sunrise.dk)

And then. And the reason why we are doing this is because and we will use time on this on Friday.

I know I'm running out of time, but it's we have the whole forecast section right here. So now if I go into your team, just need to find the right team.

@1:59:38 - Jøran Falck Lillemark (Assessio Norge AS)

I go, let's say sales.

@1:59:46 - Jonathan Riis Gilmartin (sunrise.dk)

So now I can see, you know, what do we have in pipeline and best case and commit so we can see where the deals are located.

And I can then do it for for this month, I can see for my. For example, I can see for next month, last quarter, this quarter, and then we can put in a goal as well.

So we can start seeing, you know, up against goal, how are we doing? What do we have in our pipeline?

What's in the different phases? I mean, pipeline best case and commit. So what are we forecasting based on that information?

Does the forecast category affect the percentage of, like, test goals?

@2:00:33 - Jøran Falck Lillemark (Assessio Norge AS)

it does.

@2:00:34 - Jonathan Riis Gilmartin (sunrise.dk)

It's corresponding with weighting of the pipeline. OK, yeah.

@2:00:39 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah.

@2:00:41 - Jonathan Riis Gilmartin (sunrise.dk)

Makes sense.

@2:00:42 - Jøran Falck Lillemark (Assessio Norge AS)

It's one more thing to remember for us, but I think it can be good. Yeah, I have this video of the forecast tool on the training page as well.

@2:00:51 - Jonathan Riis Gilmartin (sunrise.dk)

I will also cover it in our training on Friday. But it's when we have the basics in place, this will feel a lot more easy.

We just have to.

@2:01:00 - Sarah Galler (Assessio Norge AS)

it used to it, so I would just jump that I see that numbers are zero like in my case on this sharing screen.

Is that because it's still not correct in the deal?

@2:01:17 - Jonathan Riis Gilmartin (sunrise.dk)

No, it's I think it's because the forecast category will not be filled out on everything, but otherwise I'll just have to have a look and see what it might be.

Yes, it's to work harder.

@2:01:30 - Sarah Galler (Assessio Norge AS)

No, it's just because this mail today, Jonathan, you and Mia had to talk about.

@2:01:37 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, some close dates must be missing, so that is something that will be updated today, so you will have something because you do have something you are owner of in the pipeline, so it should show.

@2:01:49 - Sarah Galler (Assessio Norge AS)

and all of the deals which were non-recurring were also missing amount. It wasn't migrated from up since. Yes, it was the missing amounts.

@2:02:01 - Jonathan Riis Gilmartin (sunrise.dk)

think we also, we were also emailing about that earlier. know Mia. So, but that is also something we are.

Yeah, I told them that this, that you were going to fix it today, right?

@2:02:11 - Jøran Falck Lillemark (Assessio Norge AS)

Yeah, that was actually my question in this regard.

@2:02:15 - Sarah Galler (Assessio Norge AS)

If that zero here is due to that.

@2:02:18 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, that's the quick. Yeah, that's the reason why I just real quick before I know with just a couple of minutes over time, but I just want to cover moving.

Moving at you. Let me just find my test example here. We have the just I want to keep up one because I think that's a funnel that's a little more fun.

So the last part of this is of course to move it. Let's say that the customer signed it would sit in the contract signed.

The last part is of course that I want to move it to the close on handover. And you can see here, I still have the option to fill out the paints.

I will just fill out a couple of examples now, so I can show you what happens when I move it.

And then I can say the start date. So the overall start date of the, if it's a subscription or a one-off, I can put that in.

And if you have multiple start dates, it's just the first start date that you need to put in. So if you have something starting 1st of April, just put in 1st of April.

Close date amount. And you can see VAT here becomes a must. So because I'm a super admin, I will just be allowed to put in a random number.

And then entity Norway, that's filled out already, SSU platform, all of these things. Invoicing email. I think Oisten doesn't have a

name, otherwise the build to contact would be filled out as well with the person here. And then we can see that we are ready to click save.

So I can say closed one. And what will happen also when we have the Sora part is that the line item here, so all the line items will be, you can say converted to a subscription or a one-off charge that will then be created in Sora and associated with the company and the contact and so on.

And then it will be charged on the dates that you have on the line items, so the different start dates that there might be there.

The charges will come from that as well. But what will also happen is we will automatically create a new deal in the CS pipeline.

that you can see here, and they will be linked. So you can see that this was the, when they came in, and this is then what we've created in the CS pipeline to work with the customer, to onboard them, and move them through the steps in the CS pipeline.

Does that make sense?

@2:05:22 - Sarah Galler (Assessio Norge AS)

Thank you.

@2:05:25 - Jøran Falck Lillemark (Assessio Norge AS)

Perfect.

@2:05:28 - Jonathan Riis Gilmartin (sunrise.dk)

Refresh. And then you can see, we also do this handoff summary. Now it's a little bit compiled here, but you can also see it on the left side.

This here, and you see the handoff node. So who's the deal owner, the start date of the subscription, a source, if the source is known, the pains that the customer had, value drivers, and then some of the other things that are not required, but...

It can be filled out and then of course the value and product of the customer bot and then you can see the CSM owner has been assigned to Wurth and then the sales owner was Oistin because that's the person who closed the deal.

Okay, we will cover that in the Friday session. If I can give you one piece of homework, it's not a lot, but what I would like for you to do is take the deal that you've created, test deal.

I'm sorry, Oistin, I've taken yours, but maybe you can take mine then and then just move it through the steps in the pipeline and just, you know, if they make sense, if the steps make sense, if you have something that you feel is missing, like a field you would like to fill out or something you would like to put on the customer, just let me know.

We can talk about it in Friday's training. And then in Friday's training, we will go through the series journey and we will also, I will also follow up on some of the things that you've asked about today that I've written down so that we can see if we can follow the process progress, of course.

Sounds like a plan.

@2:07:18 - Jøran Falck Lillemark (Assessio Norge AS)

That's good.

@2:07:19 - Sarah Galler (Assessio Norge AS)

Thank you.

@2:07:21 - Jonathan Riis Gilmartin (sunrise.dk)

Question in the back before I think the question of Sora one would not be light. We have a date.

So, well, right now the date is the last thing I have been told is the last week of March.

But I will ask finance if they have a more specific date. sits, it sits a little, not within my control.

So I'll have to ask. And I'll make sure to let you know we have a meeting later today with the team, the project group so I can ask that.

Thank you.

@2:08:00 - Jøran Falck Lillemark (Assessio Norge AS)

Okay, thank you. Thank you.

@2:08:02 - Sarah Galler (Assessio Norge AS)

Thank you. Bye.

Training nr 1 HubSpot - 10 March 2025

Training nr 1 - HUBSPOT - March 10