Starbridge for Reps

Hey folks, thanks for joining us today.

My name is Jen.

I'm the Chief Marketing Officer at Starbridge and I'm joined today by Swain, our Chief Product Officer.

Thanks so much for having me, Jen.

I'm, really excited to walk you through our latest release, Starbridge for Sales Reps.

Swain, could you tell us a little bit about Storbridge for Sales Reps?

Storbridge for Sales Reps is a new experience native to the Storbridge platform that makes it easy for SDRs and AES to use all of the data in Starbridge in their day to day workflow designed around simplicity and actionability.

What challenges a Starbridge or sales rep solving?

Solving for One of the most common challenges of go to market tools is adoption.

Not because the data in those tools isn't potentially useful, but because signals often show up in places that aren't easy for reps to work from.

Many tools have CRM integrations set up for account and contact enrichment that works well for keeping records up to date, but it's not always the best way to surface new or time sensitive signals.

With Starbridge for Sales Reps, their entire experience has been redesigned for rep actionability.

Reps receive new signal alerts every morning directly in their email, which can be customized based on the rep's territory and preferences.

Let's click on a signal.

When a rep clicks on a signal, sawbridge opens to the updated home feed with a streamlined view that surfaces the most relevant context around that signal.

Each signal includes a short summary explaining why it's relevant, the associated account, and everything the rep needs to take action on that signal, including the right contact, suggested email copy, a lead score, prioritization, relevant customer logo references, and even a cold call script.

From there, reps can mark a signal as actioned, start for later, or mark it as not relevant.

The idea is to give reps a single place to review, prioritize, take action and move on, allowing them to focus on what they do best, booking meetings with their highest intent accounts without turning signal review into a research task.

Okay, Sway, let's say that I'm a rep and I've just booked a meeting using a Starburst signal.

What's the next step in my workflow?

in addition to enrichment and warm signals, another common use case we hear from teams is need to prep for a meeting or even pull up critical information while on a call.

AES often need quick context on an account, but don't have time to open multiple tools or search through notes.

That's why we're also excited to share the launch of Ask Starbridge, available both in your Starbridge sidebar and as an agent right in your Slack instance.

With Ask Starbridge, reps can ask questions about any account and the agent responds using verified proprietary information pulled directly directly from Starbridge, cross referenced with the most up to date information and news from the web.

For example, let's say it's five minutes for a call and I'm doing last minute research on the City of San Mateo.

I want to know what ERP does the City of San Mateo use?

Ask Starboard shows the City of San Mateo's ERP provider is workday, how long they've been a user and what they switched from.

We can run the same search directly in Slack as well.

This ensures that your reps have what they need to be informed whether they're prepping before a meeting or or pulling up last minute context maybe while on the phone with the prospect okay Slayne, what if I'm a sales rep and I want to know everything there is to know about the City of San Mateo?

Great question.

Let's head over to the Buyer tab and search for the City of San Mateo.

In the Buyers tab you'll see a comprehensive view of Starbridge data for a given agency or school, such as the contact information for their key contacts, as well as access to critical account level data points and an in depth guide to how to navigate their procurement.

Super useful.

As I get further down the sales process, all these data points can be synced directly to my CRM as well.

Swain for folks joining us, how would you set up the Starbridge platform for them to ensure rep adoption?

We've taken a different approach to building Go to market workflows Go to market tools have always been built for either flexibility or ease of adoption.

We realized both are critically important and so we've introduced two new roles to the builder and the consumer.

Your builders set up the environment so that your reps as consumers only see exactly what they need to take action.

As a builder, you're responsible for building campaigns or running enrichments, and so your experience in Starbridge is intentionally different from what your sales team sees.

Bridges themselves now have two Build mode and Consume mode.

As a builder, you can toggle between the two.

In Build mode, you can add all the information your reps need to take action on their leads, just like you do today.

If you toggle to the Consume mode.

As a builder, you now have the ability to determine what the bridge looks like for your sales team.

From here, you can filter Bridges so your reps only see the strongest leads.

You can also configure how each lead is displayed to your reps across the bridge, their email digest and their customized feed.

For example, let's say that our reps reach out to prospects using both email and phone calls in our card.

We want to include the right contact in our ICP as well as both an email template and a cold call script.

We've already added those columns to our bridge, so customizing our card is as easy as making sure that each of those columns is included and then customizing the layout like this.

This new functionality allows builders to remove unnecessary complexity before signals ever reach a rep.

Builders focus on building the workflows with endless creativity.

Reps see a streamlined view designed for taking action.

Okay, Swain, let's be honest.

Every product launch talks about ease of use.

Why should folks believe you?

I know Jen, and that's why I brought backup.

Here's KJ from Kaizen Labs, who got early access to the new rep experience and is now using it for their entire team.

Hey Swain, thanks for the time.

Excited to talk about our experience with Starbridge today.

Here's how Starbridge has made my team's life easier.

I think the reps productivity and output has increased as well.

I would say on average on a monthly basis, they're probably seeing at least 10 to 20% increase in their sort of quota attainment.

One of the very first deals that we were able to source because of Starbridge, one of our reps, and this was a bridge that they had built, honestly probably in just a couple minutes, it was highly targeted at communities that were in Oregon.

And the buying signal very clearly referenced some board meeting minute documents about the district replacing their current system.

And it specifically cited concerns around things like mobile friendliness, which are again, those exact things that we feel like we have an incredible edge on.

Pretty much 48 hours after that buying signal, our rep was able to book a meeting for our team and we had a demo and I believe that's in a pretty good state right now.

Hopefully we can close them pretty soon here by default.

The amount of warm buying signals that we're going after I would say have increased pretty drastically.

I would say they've increased as much as about 50% with lead enrichment.

Prior to Starbridge we were again using a legacy tool.

It was good, but a lot of those contacts were actually starting to just become stale.

It was also very surface level.

There was about one contact we were getting per account and it didn't allow Us to actually do sort of this multi pronged approach and do kind of the multi threading that that's so important.

So now we're essential essentially for every account able to grab multiple contacts, very high quality contacts.

You know, the reps are incredibly, incredibly happy with the contacts we're able to pull.

If there's a territory that we need to spend more time on, it could be that, hey, this is just a territory that's newer for us or a territory that's very hot and we want to spend more time there.

They will run a very targeted bridge, targeted towards pooling, leads in that specific region.

As soon as a buying signal happens, we have a slack channel and they essentially emoji thumbs up, thumbs down the buying signal.

And these are folks that are actually in our icp.

So it cuts out a lot of that sort of early work where it could be a good signal.

But honestly a good signal is really not worth the team's time unless it's in that sort of customer profile that we're going after.

When the buying signal can specifically mention and pull out pieces out of a internal document or a commissioner meeting.

Those are essentially the exact things that our reps are referencing when we call these agencies.

And it just allows for a much more higher intent conversation.

And you know, it shows that we've done our homework, which I think is what these agencies care a lot about.

You know, I think they're turned off very quickly by someone who's just calling and hasn't actually spent the time to learn about the agency, what their challenges are and what they're actually looking for.

So I think the context that comes with each buying signal is incredible.

We would quite literally run these pools which were these sort of data exports and the sort of contacts in this tool never changed.

They promised that they would change.

I think it was semi annually or almost annually and the data was stale.

But they would pull these sort of contacts directly from this tool.

With Starbridge EDRs on a targeted basis, build these bridges, are able to go after very specific accounts, high intent accounts.

I've just heard from the reps firsthand and I've seen it saving hours from every single day in terms of lead enrichment and actually generating the contact list, I think it saved at least a couple hours per day for our reps.

So in terms of how Starbridge has impacted our broader go to market motion very quickly, like reps have been able to become a lot more strategic.

It really supplements account planning and it allows us to be a lot more intentional about the accounts we go after when we know there's a high intent account.

We can go to market a lot faster on that.

What our reps do is they kind of, shout out Starbridge when they're sharing a signal with our AES and they use the star emoji.

We actually had one of our, reps, this was last Friday.

They actually booked a meeting directly from this lead.

And, yeah, it was directly from Starbridge.

Thanks so much, guys.

Thanks so much.

Kj I know a lot of work went into this product launch, and the product ENG team at Starbridge have just absolutely crushed it with us.