Chief Revenue Officer
A forecast built in spreadsheets.
Azend builds pipeline and forecast in HubSpot, gives reps prospecting agents and brings every chat onto the deal.
Meet Marco.
Chief Revenue Officer, Orrin FreightFictional company
Marco owns the revenue number for Orrin. His reps close most deals on WhatsApp and update the CRM at the end of the week, if at all. Every forecast call starts with an argument about which spreadsheet is right.
- Industry
- Logistics and freight
- Markets
- Malaysia, Singapore and Indonesia
- How it is set up
- Country sales teams selling to shippers, with key accounts managed across borders
- Today
- A CRM used for logging after the fact, forecasts in spreadsheets and deals negotiated on WhatsApp
What Marco wants
- A forecast he can commit to the board
- Reps selling instead of updating records
- Every customer conversation in one place
Marco's problem.
Marco's pipeline is rebuilt in spreadsheets each week from what reps remember. Conversations with shippers happen in chat apps the CRM never sees, so the forecast moves every week and coaching is guesswork.
Challenges
- Hit the number with predictable pipeline
- Scale sales teams across countries
- Shorten the sales cycle
Pain points
- Forecasts built in spreadsheets
- Reps updating the CRM instead of selling
- WhatsApp and LINE deals happening outside the CRM
How Azend solves it for Marco.
Azend builds Orrin's pipeline and forecast in HubSpot by market, logs WhatsApp conversations to each deal, and gives Marco's reps prospecting agents that research accounts and draft outreach for review.
- Pipeline stages and forecast built in HubSpotPipeline and forecast that roll up from live deals, by rep, team and market.
- Prospecting agents that research accounts and draft outreachProspecting agents that research accounts, draft outreach and book meetings for review.
- Messaging channels logged to the deal recordWhatsApp and LINE conversations saved to the contact and deal they belong to.
What changes for Marco.
Forecast rolled up in spreadsheets
Forecast rolled up from live deals
Reps doing CRM admin
Agents doing research and drafting
Deals happening in chat apps
Every conversation on the deal record
The numbers we instrument.
We name the metric and build the report in HubSpot. Targets are set with your team, never assumed.
Open pipeline value against the target for the period.
Deals won as a share of all deals closed.
How close the forecast came to the revenue actually closed.
Where we start.
A pipeline review that maps your stages, data gaps and forecast method, with the forecast we would build first.
Book a strategy callFor CROs, Azend builds pipeline stages and the forecast in HubSpot, deploys prospecting agents that research and draft outreach, and logs WhatsApp and LINE conversations to the deal, so the forecast reflects what is really happening.
Questions.
Can the sales forecast be built in HubSpot?
Yes. We set pipeline stages, probabilities and forecast categories by market, so the forecast rolls up from live deals instead of spreadsheets.
Can WhatsApp and LINE conversations be logged to deals?
Yes. Messaging channels connect to the HubSpot inbox, so each conversation is saved to the contact and deal it belongs to.
Where does Azend start with a Chief Revenue Officer?
A pipeline review that maps your stages, data gaps and forecast method, with the forecast we would build first.
Close on a forecast you trust.
A strategy call maps your revenue engine and where AI pays off first.