When a request for a product comes in, it usually comes from one contact. This is then becoming a SQL or an opportunity in the lifecycle stage in Hubspot. So far, so good.
What Lifecycle status shall I assign to further stakeholders that I get to know in the further process? Example: Procurement asks in the first place and then technical decision makers are brought into the game.
Shall I assign the LCS “Other” to the technical decision maker and keep the procurement contact as an “Opportunity”? Because if I would assign Lead/SQL/Opportunity to both of them etc. then it looks in statistics like we have two opportunities but in fact it is only one.
Hi @OldWiz. It sounds like a pretty straightforward B2B situation, which would make me think of using Company as the overall lifecycle stage, then using Buying Role for designating and segmenting folks like procurement. This is in the account-based marketing option in HubSpot. Hope that helps!
@danmoyle not 100% sure whether this is our solution. ABM means that you target large accounts like e.g. Magna as a whole and work sometimes months or years to fully penetrate this whale.
Our reality is that we have smaller, localized deal, e.g. in one plant. There we encounter then 2 contacts. To enable for that the full functionality of Hubspot sounds to me like aiming with a bazooka at a tiny bird. Isn’t there something inbetween?
@OldWiz I don’t see ABM as only a giant company strategy. Using the ABM tools in HubSpot however you’d like to use them is the beauty of HubSpot. Opening buying role and other properties can help you segment contacts differently than just the lifecycle stage. And using the lifecycle stage of Company along with that can tell a fuller story of your buyer’s journey without thinking of huge ABM campaigns. That’s my two cents on that.
