Last September, HubSpot unveiled Enterprise levels for their Sales and Service Hubs, as well as a big update to their Marketing Hub Enterprise. The additional features of the Enterprise level aim to solve challenges of larger, more complex teams. If you’ve been thinking about adding or upgrading HubSpot’s Enterprise Growth Suite to your business, here’s a look at some of the advanced features available at this tier.
Single Sign-On Capabilities
One important addition in the Enterprise Growth Suite is the ability to include HubSpot with your other applications on single sign-on (SSO). SSO, provided by a third-party company like Okta, allows an organization to assign one set of login credentials to an employee that they can use to access most or all of their applications and software.
This SSO enhancement eliminates the need for the staff to have multiple usernames, passwords, or other authentication credentials. Staff members are less likely to need to record passwords, and enforcing strong password best practices is easier. This also saves your IT department time by reducing the volume of password reset requests, and, because there is a single username for each employee, IT can better track who is doing what within your organization’s technology stack.
Not sure what level of HubSpot you need for your business? We can help you figure that out.
Marketing Hub Enterprise Features
HubSpot has offered an Enterprise tier of the Marketing Hub for a little while now, and in September, it got a boost. Features including email send frequency caps, YouTube integration, and custom event triggers and reporting are part of the package, as well as two features that tackle challenges large marketing teams face: content partitioning and CMS membership.
Content Partitioning: This feature allows you to control who have access and editing powers to certain content. Perhaps your organization has separate teams for different product lines or regional teams. With content partitioning, you can divide your crew into a maximum of 25 different teams, and give them permissions only to the documents they need. There’s a few key benefits to this feature:
- •No one spends extra time digging through a sea of documents for the correct one
- •Lower risk of a team member accidentally referring to the wrong document
- •Eliminates accidental or unauthorized edits of content
CMS Membership: Are there content or features on your website that you want to put behind more than a form? If you sell through a channel, your VRAs or partners might need a separate portal on your site. You may have content you want to save just for your customers. CMS Membership allows you to gate content behind a username and password, restricted to a specific list of your contacts. Contacts on this list will be allowed to create their own login credentials to access restricted content.
Sales Hub Enterprise Features
Sales Hub Enterprise has a handful of tools to make your sales team’s lives, and your leads’ lives, easier. Call transcription records and creates a record of a call your salesperson had with a lead, stored right into the lead’s profile in the CRM, and eSignature allows customers to sign deals right from their inbox. Recurring revenue tracking and predictive lead scoring are two important additions for organizations looking to leverage this platform tier.
Recurring Revenue Tracking: Revenue analytics within HubSpot can now track subscription-based products and services. This features allows you to indicate when a certain deals’ recurring revenue starts and stops, and how much total is to be collected. This keeps your revenue forecasts in line with a subscription-based model and it particularly useful for SaaS other software or cloud-based services sold on yearly, monthly, or quarterly subscriptions.
Predictive Lead Scoring: There will always be more leads than your business has sales reps, so efficient and accurate scoring of leads is a must to make sure your sales team spends their time with the right people. Sales Hub Enterprise included predictive lead scoring that allows you to customize scoring criteria to your business and products. Leads are automatically scored based on the criteria compared to the interactions in their CRM timeline, so your team knows exactly who are the warmest leads.
Lead nurturing is also enhanced by this feature. You can build workflows specific to leads of a certain score, and they’re enrolled in the workflow when they reach that score.
Service Hub & Sales Hub Enterprise Features
A few of HubSpot’s Enterprise features are available for multiple Hubs, like Goals and Playbooks in the Sales and Service Hubs. These features offer support for large and widespread teams for consistency and to easily track performance.
Playbooks: This feature allows you to create guides for sales and service reps that include all the resources they need to help with a particular issue or talk with a lead in a specific stage of the buyer’s journey. Playbooks help keep tone and conversation consistent across large teams, and they make great training material for new hires, as well.
Not sure what to compile in a playbook? Round up your top salespeople or customer experience reps to combine their effective strategies and legacy knowledge.
Goals: With a large team, it’s difficult to track individual performance. The Goals feature allows individuals to track their progress toward a certain goal, like an average service ticket time or a monthly quota. Individuals can also see how they compare to their team, and supervisors can easily identify stellar employees and those who might need a boost.
Growing your business doesn’t happen without encountering some new challenges, and HubSpot’s Growth Suite tiers are scalable to accommodate businesses of all sizes, and as they grow into the next.