Mastering RevOps: Insider Tips & Tricks with HubSpot
In this episode of The Orange Network, Rob Jones sits down with Blake Cormier, a Revenue Strategiest at RevPartners.
Blake dives into HubSpot tips and tricks for mastering RevOps.
Key Topics Covered:
HubSpot Custom Reporting Insights
Blake shares practical tips for creating custom reports in HubSpot and demonstrates how to set up a win rate report using a custom property called "is closed one numeric." The process involves using filters and denominators to display accurate win rates by month, quarter, or any other time period. This showcases how custom reports can replace manual exports to Excel, providing more efficient, real-time analytics.
Net Revenue Retention (NRR) Reporting in HubSpot
Blake describes setting up properties that track original and updated contract values in a renewal pipeline, ultimately generating an NRR figure without spreadsheets. This approach highlights the value of measuring NRR accurately, which serves as a growth indicator for SaaS and recurring revenue businesses.
Lifecycle Stage Reset and Automation Challenges
Blake recounts a mistake made during a lifecycle stage reset, resulting in an automated flood of MQLs assigned to executives. This incident led to a lesson in ensuring HubSpot settings align with automation rules before making bulk changes. It underscores the importance of staying updated on HubSpot’s product changes and collaborating with teams to prevent similar errors.
Value of Contextual Data Interpretation
Blake emphasizes that data, such as NRR or win rate percentages, only becomes meaningful when contextualized against business goals and growth targets. He explains that reports should be used not only for analysis but also to drive team discussions and decisions. Ensuring data hygiene and management buy-in are critical for accurate, actionable insights in RevOps.
