Databox Partner Program
Databox Partner Program How IMPACT successfully rolled out Databox to their internal team 9/21/17
Agenda for Today: 1. Who is IMPACT? 2. Internal Training Process 3. Responses from the Team 4. Suggested Activities for You
IMPACT branding & design ● HubSpot Diamond Partner ● 33-person agency with 3 client services teams ● Each team has 3-4 Strategists + a Sr. Strategist ● Incorporated Databox into their overall consulting continual educational program
why is this IMPORTANT? ● Making this more of a focus to prevent project delays by continually showing how they tie back to our overall metrics and goals ● Wanted to continually reinforce our value by celebrating wins and really understanding what success means (and how we measure it) for our clients
Agenda for Today: 1. Who is IMPACT? 2. Internal Training Process 3. Responses from the Team 4. Suggested Activities for You
STEP 1: choose Databox committee
● Should have good understanding of all clients ● Committee is made up of a mix of team members ● In some cases this may just be one person taking responsibility for the Databox setup process
STEP 2: determine KPIs What do we want to track?? What do our clients want to track?? What do we feel our clients need to track but aren’t??
STEP 3: build databoards ● Followed the value journey canvas but simplified their report to a more familiar ATTRACT, CONVERT, ASCEND framework ● The committee built the base template dashboards that all clients get as part of their program at no extra charge
Blog post
HubSpot Marketing + Google Analytics: Value Journey Canvas (Attract) Canvas
use this template
HubSpot Marketing + Google Analytics: Value Journey Canvas (Convert)
use this template
HubSpot Marketing + Google Analytics: Value Journey Canvas (Ascend)
use this template
STEP 4: technical training session
● Hosted a 30-minute training session on the technical side of Databox ● Each Databox committee member is part of a different pod, so there’s an “expert” in each team
STEP 5: consultative dialogue training ● 3 hour training session that focused on using Databox as a tool to launch communication and consultative dialogue ● Restructured meeting format to review Databox as one of the first agenda items to reinforce why we’re asking a client to review or approve a deliverable
Provided a breakdown of metric identification + solutions and the questions you walk through with a client to select the right solution together
Agenda for Today: 1. Who is IMPACT? 2. Internal Training Process 3. Responses from the Team 4. Suggested Activities for You
NEXT STEPS: reviews ● Joining calls to help make sure this gets off the ground ● Group critique of recorded calls ** ● Rolling out a monthly training + mastermind program to make our training a little more structured and peer review may be a part of it
NEXT STEPS: contest 1. Isolate a data point to improve 2. Focus on it via a campaign or other tactic with success 3. Write about it 4. Get published by Databox 5. Win gift card
● Incentivized work they would be doing anyway
● Deadline: end of September
NEXT STEPS: book club ● The first book is “The Art of Client Service” ● Brie will be working into the book club discussions how to use Databox to define what success looks like and continually measure it to ensure expectations continue to stay aligned.
TEAM feedback 1 We have a client that has an app - his main focus is on app sign-ups, not so much website conversions. We were able to use Databox to pull in top and middle of the funnel metrics with his app BOFU conversions and the client was ecstatic (as well as the team).
TEAM feedback 2 Databox was a tool to help a larger consulting focus we are working through for Q3. It's early for us in implementation, but those who have done so are starting to understand how this makes their job easier and helps them have the right conversations on our client calls.
BRIE’S ongoing role For those who haven't fully implemented, that's more on us. We are introducing several new things this quarter, so any slow start is more about us providing more support to our teams and helping them understand how this is a huge time-saver that also enables some of our other focus areas, like being more consultative. Working on sitting in on team retros and having meetings outside of trainings to help clarify any questions and to continue to help make this a positive transition.
Agenda for Today: 1. Who is IMPACT? 2. Internal Training Process 3. Responses from the Team 4. Suggested Activities for You
Suggested Activities for You 1. Consider this: will IMPACT’s plan work for you? What would you need to change? Create a plan for your team that fits your needs. 2. Download IMPACT’s buyer journey templates. Make changes using the designer that you see fit. This will give you the general framework for your reports.
Additional Resources 1. Value Journey Canvas: How to Turn Strangers into Super-Fans 2. You Can't Be An Agile Marketer Without This One Tool
Agenda for Today: 1. Who is IMPACT? 2. Internal Training Process 3. Responses from the Team 4. Suggested Activities for You
IMPACT branding & design ● HubSpot Diamond Partner ● 33-person agency with 3 client services teams ● Each team has 3-4 Strategists + a Sr. Strategist ● Incorporated Databox into their overall consulting continual educational program
why is this IMPORTANT? ● Making this more of a focus to prevent project delays by continually showing how they tie back to our overall metrics and goals ● Wanted to continually reinforce our value by celebrating wins and really understanding what success means (and how we measure it) for our clients
Agenda for Today: 1. Who is IMPACT? 2. Internal Training Process 3. Responses from the Team 4. Suggested Activities for You
STEP 1: choose Databox committee
● Should have good understanding of all clients ● Committee is made up of a mix of team members ● In some cases this may just be one person taking responsibility for the Databox setup process
STEP 2: determine KPIs What do we want to track?? What do our clients want to track?? What do we feel our clients need to track but aren’t??
STEP 3: build databoards ● Followed the value journey canvas but simplified their report to a more familiar ATTRACT, CONVERT, ASCEND framework ● The committee built the base template dashboards that all clients get as part of their program at no extra charge
Blog post
HubSpot Marketing + Google Analytics: Value Journey Canvas (Attract) Canvas
use this template
HubSpot Marketing + Google Analytics: Value Journey Canvas (Convert)
use this template
HubSpot Marketing + Google Analytics: Value Journey Canvas (Ascend)
use this template
STEP 4: technical training session
● Hosted a 30-minute training session on the technical side of Databox ● Each Databox committee member is part of a different pod, so there’s an “expert” in each team
STEP 5: consultative dialogue training ● 3 hour training session that focused on using Databox as a tool to launch communication and consultative dialogue ● Restructured meeting format to review Databox as one of the first agenda items to reinforce why we’re asking a client to review or approve a deliverable
Provided a breakdown of metric identification + solutions and the questions you walk through with a client to select the right solution together
Agenda for Today: 1. Who is IMPACT? 2. Internal Training Process 3. Responses from the Team 4. Suggested Activities for You
NEXT STEPS: reviews ● Joining calls to help make sure this gets off the ground ● Group critique of recorded calls ** ● Rolling out a monthly training + mastermind program to make our training a little more structured and peer review may be a part of it
NEXT STEPS: contest 1. Isolate a data point to improve 2. Focus on it via a campaign or other tactic with success 3. Write about it 4. Get published by Databox 5. Win gift card
● Incentivized work they would be doing anyway
● Deadline: end of September
NEXT STEPS: book club ● The first book is “The Art of Client Service” ● Brie will be working into the book club discussions how to use Databox to define what success looks like and continually measure it to ensure expectations continue to stay aligned.
TEAM feedback 1 We have a client that has an app - his main focus is on app sign-ups, not so much website conversions. We were able to use Databox to pull in top and middle of the funnel metrics with his app BOFU conversions and the client was ecstatic (as well as the team).
TEAM feedback 2 Databox was a tool to help a larger consulting focus we are working through for Q3. It's early for us in implementation, but those who have done so are starting to understand how this makes their job easier and helps them have the right conversations on our client calls.
BRIE’S ongoing role For those who haven't fully implemented, that's more on us. We are introducing several new things this quarter, so any slow start is more about us providing more support to our teams and helping them understand how this is a huge time-saver that also enables some of our other focus areas, like being more consultative. Working on sitting in on team retros and having meetings outside of trainings to help clarify any questions and to continue to help make this a positive transition.
Agenda for Today: 1. Who is IMPACT? 2. Internal Training Process 3. Responses from the Team 4. Suggested Activities for You
Suggested Activities for You 1. Consider this: will IMPACT’s plan work for you? What would you need to change? Create a plan for your team that fits your needs. 2. Download IMPACT’s buyer journey templates. Make changes using the designer that you see fit. This will give you the general framework for your reports.
Additional Resources 1. Value Journey Canvas: How to Turn Strangers into Super-Fans 2. You Can't Be An Agile Marketer Without This One Tool
