Hey, everybody. It's Frank Devine, solutions engineer here at RevPartners, and wanted to make a video to follow-up my post from earlier this week. I gave the analogy of talking about if you're building a race car, do you wanna work on the body first or do you wanna work on the engine? And made a claim that, you know, there's a lot of partners out there in the HubSpot ecosystem that are overselling their ability to help build revenue engines.

And it got a lot of interest. I wanna specifically shout out Chris Carolyn and Jennifer Nixon for challenging me. Hey, Frank. That's true, but why are you just complaining about it?

Let's not blame the victim. It's not all of these HubSpot users who are going out and looking for help and not finding it. It's not their fault. So wanted to make a video to try and help all of you who are out there in the world evaluating HubSpot partners. What do you wanna look for in somebody who is a HubSpot partner specifically focused on rev ops rather than, say, a marketing agency?

So let me share this slideshow.

And by no means am I trying to toot my own horn or say I'm an expert on this. I would say what I'm about to show you, use this as a as a minimum threshold. You would want a partner that's at least gonna do this or more. So here's an actual rev ops audit that I performed for a prospect earlier this week.

I spent a couple hours in their HubSpot platform, put together the slide deck, and here's how I presented it to them. I wanna cover the data model, understanding the way that HubSpot formats your data and can and can create a funnel end to end. This one, like, we like to use is the Bowtie model by winning by design and using the life cycle stages functionality within HubSpot as that foundation. Once that's understood, now we can go into what did I actually find during the audit.

This is where a lot of audits end on this slide. Okay. We found some things. Here's what it is.

Now pay us, and we'll fix it.

And this is where I want you to drill in and double check on any presentation somebody gives you. This is great. Now prove it. Show me that you did the work and you went into my HubSpot account.

My data model's broken? Prove it. Sales process is inconsistent? Prove it. Alright? That's what I wanna try and do.

So I go in and I take screenshots from within their HubSpot account. I wanna show them, hey. Your life cycle stages, instead of a nice funnel, you've got everybody in stage one, and nobody's converting down through the funnel. Worse more, on the right hand side, barely anybody's even converting in that linear fashion that's designed for life cycle stages to give you that bow tie data model.

Lead status looks almost exactly the same. Hundred and forty eight open deals against ten thousand new leads? That doesn't sound right. Lead status is essential for providing feedback to the marketing team on the quality of the leads that they're passing to the sales team and how well sales is using it.

Unpredictable sales cycle? You bet. This company has some challenges in the way that HubSpot can measure and track the way that their deals are moving through the through the sales pipeline. If you sum the days that a deal spends in each stage, you're at two hundred twenty five or a hundred sixty three days.

But then if you go into the sales analytics section, you see it's a hundred and ten days to win a deal. And if you look at the deal journey analytics, it's sixty three days. It's unpredictable. It's inconsistent. There's something wrong in the foundation of this HubSpot account that needs a rev ops op rev ops mechanic to come in and change what's happening.

Inconsistent sales process. Here's your sales funnel over the last year. Here's all the deals that have come in. And, again, you don't have that funnel. You've got things all over the place, and I highlighted on the right hand side, deals are skipping stages. This is indicative of your missing configuration components within HubSpot that will help prevent these types of things, and you don't have the you're not driving adoption of a consistent repeatable process for your sales team.

Again, more evidence of this. Here's your pipeline waterfall.

What we're seeing over the last ninety days is, hey. That's great. We pulled in a bunch of of deals from outside the quarter into the quarter, but almost every single one of them ended up as closed lost. What's going on?

This is interesting. Right? Why did these deals come forward, and why did so many of them end up as lost? Does that mean we're not creating qualified deals?

We're pulling forward too many things. Stuff's not real. Our reps don't know what they're doing. Something's happening.

Again, highlighting what's going on underneath the surface.

This one's a big one, attribution source. All of your contacts coming into your system are listed as offline sources. Yeah. You can go into drill down one, drill down two to try and get more data, but there's so much data.

If you try to build a report around offline source drill down one or drill down two, HubSpot will not do it. There's too many data points. They can't do it. And so you need to be able to fix that.

So driving home the point more, I went and looked at deal source, visibility. So those contacts are coming. You don't know where they're coming from. They're getting associated to deals, and those deals are going to win.

On the right hand side here, it's covered now, but I went and I pulled up a deal that they closed two days ago. It was three times their average deal size. And we have this contact that we don't know how he got into the system.

It's listed as offline sources and import from org way contacts. What does that mean? How do you action on that if you're a marketing team? Where do you spend your money to drive more deals that are three x your average?

That's a problem. And overall, over the last two years, quarter over quarter, you're trending the wrong direction in revenue. So these are the types of things that you should be receiving, from a HubSpot partner if they're doing an audit for you. Right?

You need to know that they have spent time in your host, for instance, that they understand how it's broken and where it's broken, and they can articulate to you how they're gonna fix it. Right? On this audit, I'm not showing how we fix it. That comes later in a proposal.

But these are the types of expectations that you should have when you're engaging with partners in the HubSpot ecosystem. So I hope that this is helpful. I would love any questions, feedback on this, and happy Hubspotting.