SDR -> AE Handoff Process ?

[granthanson]

Looking for some advice with our SDR to AE handoff process.  Anyone willing to share their process and how they have it set up in Hubspot?

Specific Question: Any way to copy the original contact owner (SDR in our case) on each contact/company so that as a contact moves from Lead to SQL to Opportunity we can still report on initial contact owner (who initiate the contact or lead), Hand off date etc.?

Our process right now is this:

• SDR gets round robin assigned contacts/leads.
• After initial qualification, those contacts are marked as SQL and a deal is automatically created. 
• AE's are automatically round robin assigned to that deal instructing the SDR which AE to set up demo with. This however, also updates the contact owner to the new deal owner (AE) and removes the SDR. 
• We have a hidden field that is set with the initial contact owner (SDR), but that field seems to only populate the Hubspot ID. It'd be nice have the actual name. 

This process seems to work OK...but leaves me thinking - what are we missing? Is there a better way?

[Phil_Vallender · Accepted solution]

Hi @granthanson 

My first thought was that in the HubSpot user ID is static, then you could use another workflow based on in/then branches to replace the ID with the actual name. 

But then I noticed that you can now create customer HubSpot User type properties which should let you map the SDR name directly into them. 

Hope this helps.

[granthanson]

Shoot. A touch over my head. 🙂 Maybe support could help me do this though. Thanks for the tip. 

[Carly_Farlow · Accepted solution]

Hey @granthanson! 

I have a custom property named SDR that is a "contact owner''/"company owner"/"deal owner" type property in HubSpot. See knowledge for multiple contact owners here.

That way I never lose who the SDR was for that contact/company/deal. You can round robin using a custom owner in workflows - even though currently I don't do that. 

Hope that was helpful!

[granthanson]

@Carly_Farlow  @Phil_Vallender So great. I didn't even see that Hubspot added that as a field option. Love it. 

Thank you Carly and Phil for your response!

[Carly_Farlow]

Happy to help! 

[maggiebutler]

@cary  this was really helpful advice. How do you document the SDR --> AE Process? Do you have any templates or models that you use?

I'm starting a new community board this week for operations folks (I'm from MOps at HubSpot) and this would be a really great topic to discuss or thing to share; I'm looking for thought leaders with ideas like yours. Please, let me know if this interests you! I'd love to tell you more. 

[Carly_Farlow]

Ohhh that sounds fun! I'm definitely interested. I do have workflows built in my portal that I could share. I don't have the process documented anywhere at the moment but could whip something up.