Transcript

Alright Gaines, thank you so much for joining us for our favorite thing. The no-bullshit demo. And we get to learn about chili Piper, which for, you know, the entire audience, like I would be shocked if they didn’t know about chili Piper by now, but doing a no-bullshit demo should get them, you know, the information they need in a no-bullshit way.

Right? So thank you for doing it. Yeah, glad to be here. Awesome, man. Well, uh, I know you took some time to look at the questions, so I’m going to go through them with you sort of down the list and looking forward to you sharing a bit about the product itself and maybe running this third demo and, uh, for our, the audience I’m actually going to be participating in this demo, which will be a little bit different.

So stay tuned for that. Um, but let’s kick it off. So, um, Gaines, what is the product? What does it do and why does it again? Alright. Alright. Chili Piper. So, um, I guess just a little bit of background on me. I’ve been here about four and a half years. Chili peppers started in 2016. I joined in August, 2017 and have been an AE but a product manager and I run the customer success onboarding team.

So, um, I’ve seen the product evolve in a lot of different ways and where it kind of started from and where it came to. But so product, why does it exist? Why do people buy it? Um, why is it used by a lot of B2B sales teams? Um, it’s really primarily used for, uh, routing and scheduling as an application, similar to something like Calendly a little bit more built for sales and customer facing teams.

Um, but. I would say the number one thing people use this for is booking meetings and starting lab calls straight from your, you know, market forums or your contact me free trial request forms, the big heavy ones that drive the most traffic, and that are kind of your, your hot leads coming in from your inbound funnel.

Um, so that’s, that’s what it does from the highest level. I mean, of course we have scheduling links and you can send stuff that I email campaigns and, um, we have a bunch of different tools for. Events and in-person events and just general routing. I would say the number one thing people use chili pepper for is website booking and scheduling when it comes to routing account based routing things like got it, got it.

So streamlining the efficiency with which to get that person reaching out to the right person. It sounds like right. Indeed. So, so why would a, Mopro want to, you know, use your product, like maybe some examples of where it really shows. Yeah. So if you think about kind of the classic inbound funnel, I mean, just your classic web forms, um, you know, it’s got to go through something like Marketo or HubSpot.

A lot of times then feeds into Salesforce and then you have Salesforce assignment rules or something like, you know, lean data distribution. She kind of kicks into play and assigns out the lead. And a few minutes later, the lead gets assigned out to an SDR and a E they get an email alert and pick up the phone and.

Call them and try to get in touch with them. If they don’t get in touch with them. The first day I do it the second day, third day, fourth day. Keep trying to follow up with those leads to then get. So chili Piper, the best way I’ve heard it said it kind of hops the whole funnel. And just immediately from that web form, it takes some of the data points that you have both from the web form and within Salesforce or HubSpot, and allows you to just go ahead and schedule a time with the right resource right away.

Um, so it’s like a convenience factor from your prospects. You know, they get that instant gratification of, okay, great. My boss told me to go evaluate this tool. Great. I got a meeting scheduled with them for Thursday afternoon or for the sales rep. You know, you could be asleep and you get meetings scheduled on your calendar without having to do much, which generally a is like having to do less work.

So now. That’s to help too. So, um, yeah. Amen. Push like the fewer buttons you can give your sales team to click, right. Or the fewer steps to take, to get them focused on how do I show value to that prospect the better. Right. And so I’ve, I’ve always, you know, I think in marketing ops, we learned really quickly, like, don’t add another field requirement to the Salesforce database, but that was about database.

Too many clicks. And also, I think one of the biggest things we’ve been built around, it’s like we know people like their Marketo forms, their mosque and tracking, they’re all there, you know, UTMs coming in from all these different places to get their multitouch attribution and whatnot. So one of the key things is being able to plug into your existing.

We don’t try to say, Hey, replace your forms with our forums. It say, let’s just use your existing forms and we’re going to plug into it with JavaScript and react based off of that form, submit and use that data to be able to route the right rep way. So. I like the nod to react as it react to JS by defense, our app is built on react.

So it’s kind of funny, you said react to it. So, uh, well, cool. So that takes us like straight in. I mean, that’s a great segue, right? Um, to, to sort of the integrations that are most frequently used, uh, within sort of your, your stack. So you’ve mentioned Salesforce, HubSpot Marchetto, uh, are those kind of the key players most often are.

I would say, so I have a little slide here that I hope will look. All right. So let me try to share it. And now. We all share and then go full screen with it to see if I can get this to look right. Uh, I’ve got, I’ve got a big monitor over here. So bear with me if it looks kinda funky, but yeah, so, I mean, of course, for calendar app, the core where we’re plugging into your calendar.

So Google calendar and office 365, that’s kind of like if we had to qualify somebody that the big things you do, you use Google calendar. Officer’s 65. Of course. We’re not going to support like Yahoo mail or anything like that. Um, And then CRM wise, HubSpot or Salesforce are the two main key. So generally we’re not going to let we don’t.

At this point in time, if you have dynamics, there’s things like that, where we’re probably not going to be the best fit for you, but if you’re using Salesforce or HubSpot for your CRM, we’re going to be a good fit for you. So, um, and of course all the marketing automation tools, Eloqua, Pardot, HubSpot, Marketo, and I used to work at Marketa before.

So I know that one. Well, And forced to become an app, um, you know, an expert in part out Eloqua, Marketo, Omar, all the above. So that would be the primary ones. If you need to do some tricky stuff, you know, you always got Zapier to be able to do your custom stuff that may not be out of the box that you need to work around with.

And what’s always nice. So awesome. I also love the chili. Yeah. I love the show turns right. As he is the best also shameless plug for y’all’s hot sauce that you sell on the store, the swag shop, right? Like I love that thing. Yeah. If you become a customer, you get hot sauce, good stuff. Now let them know.

Right. How do I get back to the non share? Alright, here we go. Um, perfect. Got. Well, I was going to say, um, you know, as I started as an AA, we got beaten into us from our CEO, Nicholas. Um, he’s like, you never use a slide deck. Like people get bored, it’s slide decks. You know, if you, if I catch you doing a slide deck on a chili pepper demo, like you’re gonna feel my wrath.

And so we’ve, we’ve never done slide decks. We always try to do things in kind of an engaging way. Um, so like we were saying before, Mike’s going to help us with a little bit of a demo here. And so, um, I just to give it some context, like if you will. Pull up that test page. We have, I have a lead record for Mike that’s in Salesforce and I changed myself to be the lead owner.

And so this particular page I’m taking mine to, um, it’s got some rules in place so that it’s gonna, you know, once he fills out his information versus going to falsify him. So like I was saying from before, um, our internal routing and I think. Way in which to kind of describe the flexibility you can have within this is that, you know, that website, that’s a HubSpot form that we’re using.

We use HubSpot internally for marketing automation. We’ve plugged into this with JavaScript. So the first thing we’re going to do is qualify him based off of if you use a Salesforce or HubSpot. So I don’t know if. And Mike, you guys are technically HubSpot or Salesforce, but if you want to, when you’re filling this out select HubSpot or Salesforce, otherwise it will disqualify you and just take you to your classic.

Thank you page and give you some information about how we’re not really a great fit for what you guys do. Whereas, um, the company size routes based off of your team. So if you were in Salesforce, let’s say you were net new. We have different round Robin. For different cohorts. Like for example, our SMBs a is go to our, um, you know, our newer reps, hoarders are more senior drops, get the bigger, bigger leads.

So based off this, who’s going to fill that form. And this is chili pepper running that little box spinning. So this is the concierge web form integration, what most people utilize. So as you can see now that he’s qualified. Cause he said he was. Salesforce or HubSpot, and he’s actually an existing lead we’re on the owner of don’t click it yet, Mike.

But if you click call me now, it’s going to call me. And that’s actually the coolest one, in my opinion. That’s one of my favorite features of. But schedule a meeting. It’s going to detect that I’m the lead owner. Cause I’ve been, let’s say have an outbounding to Mike in which case he comes in or somebody at mine’s company comes in, it’s going to recognize me as the person who should be handling that account and therefore pull up my calendar instead of a round Robin of let’s say 10 people’s calendar.

Um, but maybe just, we can actually do this twice. Like if you wanna click schedule a meeting the first time and it’s going to pull up the counter availability for me, which may be a little limit. Oh, shoot sales picking on him. He with you at 8:00 AM on Friday. Oh wait. There’s more dates. All right. But anyway, so I keep my calendar kind of locked down, but you get the idea it’s, it’s allowing you to schedule a time.

And then in one more click, you’re able to schedule a meeting. So the counter is going to come out to you from my Google account. You know, just like a regular old calendar invite, it’s going to have a, um, zoom link and reschedule link and things like that. But then also here, you can control the redirects based off of someone books, a meeting, if they don’t book a meeting.

So you can kind of send them through a custom pathway. Cause one thing we observed is that roughly 75 to 80% of people who fill out the form, they’re presented the option to book a meeting. Um, which means that, you know, 20 to 25, 30% of people will exit. So a lot of people will do custom stuff with this.

Like if they book a meeting, take them to a page that gives them more info because we also see the people who, once they schedule an appointment, they tend to hang out on your website a little bit longer. So giving them something to. Once they get to that. Thank you page. Let’s check out a little video or a case study and things like this to kind of let them know what to expect.

Once I do have that demo with the sales rep or qualification called the nest or whatever it’s going to be. Um, you have these, you know, a pathway forward to kind of keep them engaged on your website. Whereas if they don’t book, if you had exited out, we have a little GIF of somebody crying and you know, we have other customers who do things like a second chance bookings, like, Hey, you couldn’t find a time.

That was. Click this link and offer more group availability from other reps, so you can get pretty customized with it, which is pretty cool. Um, that’s awesome. Yeah. So, um, of course what’s going to happen. We’re going to write an event record to Salesforce. We’re going to update the lead owner to me, since it’s already booked with me, it wouldn’t have changed.

Um, and then of course, calendar by it would go out and it tees up some automated reminders so that Mike knows to show up to the meeting with me. And here’s the zoom link one minute before, so we can easily join the meeting. Um, if you want to go back to it one more time, Mike let’s do the live call one, because that one’s pretty cool too.

And I. Maybe, maybe some people could contest me here, but I think it’s person at the fastest speed to lead that exists, um, for web form, um, I would expect, well, it’s really just the instant gratification of this and the people. This one really, really helps with. You have more transactional sales cycles and you know, it’s not a road long-term sales cycle when you’re trying to get deals closed.

And one of the things that I’ve heard from people is that the close rates is two people have told us that the close rate is 1.8. As when you have a, but before you click it, let me turn off my do not disturb. So let’s see. All right, cool. So click the call me now option. All right. So it’s going to try to call me, so, uh, I got to enter your phone number and because that form didn’t have a phone number, so it checks your phone numbers balance with the Twilio API.

Um, and now it’s going to call me,

is it going.

It doesn’t like me. Oh no. Did they break my form or sales reps have, but master admin permissions and chili Piper too. And that can happen sometimes

when everybody’s admin to your tool, this type of stuff can happen. This is the real world life of a marketing ops professional. Right here. We are seeing it. You have, um, But let me, Sharon, what we’ll do, we’ll do this one more time and I’ll opportunity I’m here. Well, we’ll give it a go. Yeah, it sounds good here.

And let’s stop sharing. Uh, there we go. Alright. Wouldn’t be alive if we didn’t have at least one. Hey, that’s okay. Like I said, we all understand, do you guys see this? All right. So we actually do this in our product to set a little schedule, a call option, and we’ll do the same thing and pick my log-in user parameters and run the router for me.

But, um, some of the chili pepper app UI, I have my own prod testing router that I use for this. So basically this is going to go to me. So I’m just going to write a little script here at my console. So if you’re a technical. Hopefully not, I don’t know, laugh at me too hard from writing CGS API. So we put in my account, program’s gonna run this locally.

So pride testing renter. Mike is M Rizzo, right? Uh, it’s just Mike at the OB GYN maps. The MO Pros. The pros are you guys just got to be website too? Yeah, it’s kind of in marketing ops.com. All right. A nice little plug there. Um, so phone number, uh, (714) 309-4440. Alright, so this is basically the active way to do it.

You have a button click that runs the function, but here, if I run this, it should allow you to call me now. So. There we go. Now it should be calling me. Come on. Do I not map the forms one more time for me? 7 1 4 3 0 9 44, 40 44 40.

Oh man. My, my, uh, little app is not doing what it needs to do today for the marketing press, but, um, I have a GIF of it in the other. But essentially what’s going to do what it’s supposed to do, and you’ve got to fiddle with this. Let’s figure out what’s up with it, maybe with the formatting, but anyhow, the what happens is it calls me if I can get the, there we go.

It calls me because I’m available at the texts I’m available on my calendar. If I’m available, it calls me. And then it says chili pepper calling with Microsoft, press one, to accept the press one, to accept. And then it begins calling you for my master number. So it comes from me. And then basically after a few seconds of clicking back, call me now it calls you for me nor on the phone.

So that’s really cool. That’s. I mean, it would be cool if it worked, but it does work. It’s just, we’re in a bit of a test environment. I mean, it literally said slash test, so, yep. So, um, all right. I guess we can move on then. Yeah, no worries. W w we’ll move on and, you know, we can always come back and replace some content later if we really want to.

That could be fun. Um, all right. So. Thank you for showing us a little bit of the behind the scenes, giving us a glimpse into how it sort of functions. Um, now we talked a little bit about the integrations, um, and then sort of next question on our list here is sort of the average size of your customer. Um, I’ve seen your pricing, but you know, Do you sort of have a better fit, do you need to be smaller enterprise?

Like when did, when does this usually come up? You know, that’s been a, a pretty big internal debate over the years, too. Like who should be our target customers? So, um, at one point it was, Hey, let’s go to the enterprise and let’s focus on that piece of the puzzle, which I always liked because I liked the complicated pieces of the puzzle, but of course that takes a lot more, uh, sophistication.

With the app and onboarding and things, which I can understand too. But, um, you know, with, uh, we’ve come up with the HubSpot CRM integration over the past year. And with that, we’ve gotten a lot of SMB size clients. So probably the large majority of customers who get chili Piper are going to be like, you’re asked to be and, uh, kinda your startup land and your mid market.

Um, however, we do have a handful of. But a handful, I would say a pretty good portion of really big enterprise accounts, each chili Piper, um, due to the fact that it handles teams really well, especially if you’re comparing it to something like a Calendly, which is kind of built more for one-to-one scheduling.

Um, if you guys are familiar with, with county, um, we have this concept called workspaces where you can kind of segment the application based off the different teams. Like, you know, you know, you asked versus, uh, versus APAC. And different things like that. So we definitely have a handful of clients who are using chili pepper from the enterprise level who see a lot of great success with it, which I would argue that there’s not many apps that can do what it can do from a routing and account based routing and logic perspective, because there’s a lot of bells and whistles as far as the Salesforce integration goes and.

Leverage, you can pull it to be able to have it work this way versus that way. Um, so the majority of our customers are definitely, uh, mid market probably. And then there’s a lot in the S and B as of recent. Uh, but our enterprise customers are my favorite too, because there tends to be the one that they got the most complex environments.

Right. It’s you know, haven’t done. Four and a half years you get kind of bored at the yeah. Put the JavaScript on the website and that’s it. I look forward to the more complicated, a use case that requires some. Yeah. You’re like, tell me about your unique routing rules that you need. Oh, you need us to check and rethread nuns.

I’m not going to create a scenario for you, but yeah, that makes sense. Well, cool. Uh, all right, so mid-market on up to enterprise. I know the offering has changed lately, so, you know, some SMB growth, more recent. Um, all right, so getting further into our questions here, what’s the average time to complete an implementation.

Now, you know, let’s, let’s focus on that sort of mid market category. Like, uh, what would you say it takes in terms of implementation timeline? That’s one of my favorites, cause that’s the team I oversee and I’ve been working tirelessly to get that number as low, low, low as possible. So once you sign the contract and the invoice, or you sign the pan of dock, you immediately get access to the product.

That was a big change for us because being a cash trap startup, we used to require invoice completion. Before you could get started with onboarding, you know, I can take longer than you expect and hurt my metrics, but we recently decided to go ahead and let people go ahead and get started. So. Um, we use chili Piper of course, to do the kickoff call.

So that’s usually scheduled on average within the first five days. And then of course it can depend on the complexity and the use case. I think that’s probably true for every app out there. Um, but generally. If you’re moving quick on things, you can get Shelly factor up and running within 30 days. Um, so the average probably equals out to around, I dunno, 35, 40 days on average across clients.

Of course, there’s some clients who drag their feet a little bit and things take a little bit longer than they expected and can take you up to 90 days on the long end. Um, but yeah, I mean, there’s no install package into Salesforce. It’s all OAuth based. So you just basically. Plugging your creds to get installed, you know, sales, there’s no packages.

Like I said to install, there’s a couple of custom fields you can add to Salesforce. But other than that, a lot of the pieces of the puzzle that’s app configuration, but then also you need a web resource. If you’re going to use that our web form integration piece, which most people don’t. So, you know, sometimes.

You know, and the SMB or mid-market people are generally going to have that pretty easily in the enterprise. That’s where things can take a bit longer. Cause you know, trying to figure out who owns the website can take a week in and of itself. Yeah, that is so, so true. Um, I I’m curious, cause we talked a little bit about while you’re sort of mentioning it now, right?

Like with the web interface and the integration to web forms and all of that stuff. Um, can you speak specifically? So internally you all are using the HubSpot sort of forms and that, that routing system, and then there’s also the Marchetto component of it. And you said that you can use the existing forums.

Can you sort of highlight if there are any sort of gotchas along the way or things that you need to be aware of as you’re using those forums? Or is it just like, it’s just reading the data through the API. Um, it’s a good question. So one of the biggest things are, if you guys have, if anybody out there uses Marquetto, you probably know that Marquetto is not very good at detecting existing records that are created in Salesforce.

Marquetto created it. So nobody wants to do, I know us internally, if there’s a tour that starts creating dupes, it gets on the chopping block real quick. So we’re very keen on not creating duplicates. So for example, with Marquetto like we have some configuration options within chili Piper, which I can share real quick.

I’m going to get. The breakthrough here, but there’s some Salesforce options to whether or not you want chili Piper to create a lead record in Salesforce real time. And so like, if you’re using Pardot or HubSpot, like you can turn this on or off and it’s not really a problem. Cause some spotting part out are good about like detecting the fact that, you know, we’ve already created your record and we can actually do some cool stuff with lead to account matching and credit cards.

Right out of the box, if it matches an account or even doesn’t, which is we use that. I really like it cause like death tends to work off of who? So say again, I said death to the lead object, death to the lead object. Yeah. That’s what we’ve kind of done internally. So we like it when it matches an account.

Because once you have a contact, that’s a member of an account you can do route based off the account owner. Yeah. And you can still do that with Marquetto, but like we just turned this off and we just let, Marquetto do all. As far as record crews, she goes, and then we have a, we tried mechanism that the texts when Marquetto creates it and then writes the event and, and updates lead owner to be the person at the meeting was booked with so that you don’t get, you know, It gets assigned in Salesforce to rep a meeting gets booked with rep B and then the reps are fighting back and forth.

Hey, who’s latest says, um, no, it was a sign man. So, um, we make that’s one of the biggest pieces in onboarding that we need to make sure to cover is aligning with those existing tools. Cause if you’re using something like lean data, for example, it may be trying to route leads when it hits Salesforce, but you need to basically put some pieces in place to, um, tell another system that.

When it’s a chili pepper form in the store actually asked for a custom field in Salesforce my birthday two years ago, because it was such a pain to deal with it. So I was like, can we just get this custom field? Where did you get a true faults? If it, uh, just done. So that’s, uh, that’s one with Marquetto.

Um, I just put a car, a clip marker on this demo right now, just to like, highlight that you asked for a custom field for your bird. Okay. So it’s my favorite one. It’s called booking status. You guys out here, chili Piper customers, and don’t have this, like this booking status field on the lead out. Gains birthday present.

Oh yeah. Well just tell me, did it buck or not buck, and then I can tell from the data, or just appreciate yourself for Simon rose to trigger. Not so I’d love this. This is great. That’s that’s hilarious. Hot tips for all the marketing ops professionals out there. Use your birthday. Wish. Yeah, I feel two years sales ops or rev ops.

I had to back my co-founder Ali now it’s like, can I please have this custom field for my birthday and this other one tomorrow? We’re out of it. So that’s fantastic. All right. So, um, pricing model, um, we’d like to ask about just generally what your pricing model is, and if there are any setup costs, All right.

Good one. So, um, one thing about chili pepper, we’re very transparent about our pricing and for the longest time, it’s a difficult life as an AEs, they might tell you, or I can tell you personally, cause we don’t offer discounts, which is unique to us. But the logic behind that is we treat every customer the same, whether you’re a big enterprise customer with a thousand licenses or you have five, you know, we’re going to.

We’re gonna treat you the same and we’re gonna, you know, pick a bit, take care of you the same. It’s there for though no discounts to anybody. We do have some scale pricing that’s new and was a big win for us, but you got to buy a lot of licenses for that being said, I have a little slide based off of that.

If Nicholas you’re watching this, I’m sorry. I should assign. Um, but our pricing page does, um, show this for us. So let me get here. We get back. Just shot. So, um, we have some stuff, so there’s this extra Booker product, which I haven’t really talked about much. Um, and so that’s basically just like our Chrome extent.

Which I can, I can do a little demo of in a second. Um, but it basically allows you to suggest times to people have your own personal link and, you know, just schedule meetings, like via email and on the phone. Additionally, we have, uh, And that comes at 15 bucks per user, per month. So we do offer monthly and annual it’s a little more expensive for monthly, as you might imagine.

Um, handoff is our first ever product that chili pepper was built. So we haven’t talked about this much, but I still think it’s beautiful. Products out there that nobody’s really touched on really is what Sheila pepper does. I’ll tell you a little bit, a little story here, but the handoff feature is, so I used to be an SDR at Marquetto.

We had a big Google sheet that told us, you know, based off this zip code and this company size, you go to this AAE and then sometimes it was, you had to go ask a sales manager. So you’re sitting there on the call trying to book a demo with an AA. You didn’t know who was supposed to go to, but chili pepper built this functionality to where, if I’m in Salesforce, And you just click this little button here and it’ll pull up the right queue of users based off of the data in Salesforce and tell you exactly who to book with with routing roles.

So this is like an STR to aid transfer type of use case. And I still think Tony peppers is the best tool that allows you to do that. And I don’t know if you’re gonna be able to see it, but, um, Like pull it up and see if I could share my screen ever here. But for that piece of the puzzle, it’s 25 bucks per user, per month.

And you can bundle some of these and get the pricing. Um, oh my God. Sorry. I get the share going right again. So this piece is what we call the Instacart. It just got to remake to. Um, can you see this piece? I just got my calendar. I can see calendars. Yeah. All right. So you can see here that, like I can book on my own calendar or I can basically book with an accused.

So like, um, you know, I could go to different workspaces and stuff, but like, in this case, it’s, it’s matching to this because it’s pulling up my calendar must book with me. But then if let’s say I want to book with Marie, it can, if it matches to her, she doesn’t have to think about. Or let’s just say I’m booking a meeting.

I don’t have to think about who I’m supposed to, which AEL supposed to book for. It’ll just pull it up for me based off rules that you’ve set up as in the admin section, it’s like, oh, Mr. Customer how’s, you know, Friday at 11. Great. All right, cool. When you booked the meeting. So from an SDR perspective, At that pivotal moment when the sales cycle, when you’ve got them on the call and you got them qualified, you’re ready to book one of the demo.

One click to load this up second click on the time that works. Third click on book, a meeting, bam done. I haven’t written the Salesforce lead owner contact on change to the AA. Wow. Everything’s all set up. Ready to go. So it’s taking the thinking out of the handoff process where you don’t have to use a spreadsheet.

You don’t have to use, um, you know, the Google sheet like I had to do, which I don’t know if, if you guys are still using the spreadsheet out there, you probably know that it could be painful and. Take the blunt of the, if they brought wrong, cause they read the spreadsheet wrong yeah. And having them retain that information again, sort of what we were alluding to earlier, right?

The more clicks, the more steps, the harder it is to get them to move that prospect through the pipeline, you know, marketing ops, rev ops, we all care about throughput and like speed to lead and how quickly can a deal close? Like. It’s not their job to memorize these routing rules. Right? Like they are tasked with validating that this person has a real need for the product and it’s been validated.

So let’s just get that process done in line. Right. That’s cool. I love that. I did not know about that feature. Yeah. That’s nice. That’s. Use case Chicago was built for. And then the whole web form booking piece came, came later, was like, oh, we can do all this routing stuff. We could probably talk to them to look for me, go ahead and drink that.

And it was involved from there. Awesome. Um, so what teams would you say are needed internally to become fully implemented on chili Piper? So, you know, they say the whole, you know, sales ops, marketing ops never get along. Um, I tend to think that could be software and chili peppers, a good use case for that.

And the reason I say that is because, you know, to get started a lot of times, if you’re the enterprise, you’ve gotta bring it in for. Right to approve the connection to Europe. Is there a platform or your Google G suite environment or a Salesforce? Um, but generally we’ll see a combination of rev ops sales ops, and rev ops sales ops to kind of put in same bucket.

Um, but in marketing ops, so marketing ops will generally handle like the web form plugin. Mm go have the resources to the web if they need it. Whereas the sales ops people, a lot of times we’ll do a lot of the routing rules and configuration and automations within Salesforce. Like maybe you want to change the status of a lead.

Once a meeting is booked, right? You can create a workflow or flow or whatever you want to do to automate that based off of that event activity being written in, and some of the custom fields being written in, um, of course the end users are not going to be a demand gen manager, marketing ops person.

They’re not of course taking calls. Um, but the. Either SDRs BDRs CSMs. That’s the end user. So generally though, it’s marketing ops demand, gen sales ops, a little bit of a combination of working together with that because you know that pivotal moment between the web form fill and it get into Salesforce or HubSpot.

Yeah. That’s where your classic kind of handoff goes from sales or marketing gaps and sales out. So, because we’re kind of right there in the middle, it’s both who manages it. It depends. Sometimes it’s marketing ops. Sometimes it’s sales ops. Sometimes it evolves to become it over time. Either you cannot automate it and build APIs to do it for you.

If you want to. Very good. Um, are, are any agencies or consultants needed in order to be successful? And this question is really born out of that. Like, you know, Salesforce is almost impossible to set up the way you want it to, you know, without some sort of external help or really internal deep expertise.

Uh, and so we like to ask just in case. Yeah. So, um, let’s go with our pricing on it. We didn’t cover it before, but we don’t charge any set fees. A lot of SAS apps take, you know, 30, $3,500 onboarding cost or whatever, we don’t charge for that at all. So, um, we have a team dedicated to overseeing onboarding and making sure you guys get set up.

Right. However, in some cases, you know, I’ve been doing this for a while. A lot of times people have Salesforce consultants that get involved. Sometimes they have web agencies, who’ve made it your website, so you don’t necessarily need to have. An external agency or consultant to get your set up. But in some cases, if you’re super complicated Salesforce and has a lot of bells and whistles to it, you may, you may have somebody that you loop in.

Um, but we don’t necessarily say, Hey, you are required to bring, uh, a consultant onboard. You know, a lot of the companies we’re working with. I don’t know, 85% of the time it’s SAS world. And so you’re going to have people who were pretty good with their, their Salesforce and their, their website to be able to manage that.

Right. That makes sense. Well, cool. And then the last question is, you know, we’re sorta, we’ve, we’ve implemented, we’ve seen, you know, the, the tool is working, right. Um, at what point do the chili Piper customers or clients, however you refer to. When do you start to see ROI or the goal is sort of achieved for, for the reason why they came to you?

It was it like, you know, day one, or is it like three months later or, you know, typical ROI timeline for that? So I would say once you deploy it on your site, your demo forums become a lot smarter since like the, the setup. We do have time, it’s usually on a staging page where it’s not real and you can get all the Radic groves worked out how you want it to work.

Um, and of course you can have a scheduling link that you can send out emails, but honestly, that’s not why people buy chili pepper. You don’t buy chili pepper for it. Like, um, it’s just a nice to have, we can have with it. Right. So I would say like once you’re deployed. I mean, once you people start filling out web forms and, you know, assuming you have traffic coming through your website, it’s pretty immediate.

Like you get your first reading book, you know, with the odds of 75% booking people booking a meeting within the first, you know, three people filling out the form, you’re going to get scheduled meetings. So yeah, that’s pretty. Pretty awesome. I do see, I do see people over time. They start to evolve and kind of, Hey, we want to do this thing with where we schedule with our SES and they need to request a resource from a custom object first.

And then we want to tie it back and assign the custom object to people. Like that’s an evolution of chili Piper that people don’t use it come for right out of the box. But. Somebody who said this once and Calendly, I love you guys. It was the first, you know, I’m in Atlanta with you guys. So if you’re listening to this, I apologize.

But, um, it said, well, the chili Piper is the tool for hackers. Whereas count is a tool for your grandmother. I would say that’s pretty accurate. Um, I love that, so, okay. Um, well, this is definitely the right audience. I think marketing ops rev ops, right? They’re tinkerers. They want to, um, you know, customize technology based on the unique business process and chili Piper sits sort of in the middle of that sales and marketing ops to help enable that.

So. Uh, really appreciate a gains. This has been super insightful and, um, I’m sure the audience will have a lot more questions and hopefully they’ll just reach out directly to you now. Not you gains chili. Piper used to be a LinkedIn message. I’ll tell you or not. I’ll give you no bullshit. No bullshit. All right, well thank you, sir.

Chili Piper

Chili Piper is...

  • Company

    Chili Piper
  • Recorded Date

    March 2022
  • Length

    35 min

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