Today, we'll recap our episode featuring Alexis Petrichos, Director of Strategic Partnerships and Ecosystem Marketing, and Lauren Riley, Senior Sales Manager at Chili Piper, the secret spice of top revenue teams, and how they revolutionize sales and marketing teams' operations.
Listen to the Podcast as we explore Chili Piper’s journey, GTM, partnerships, and product roadmap, and see highlights below.
Sales Pitch Round: Customer-led product development
Chili Piper Founders Nicholas and Alina stumbled upon Chili Piper’s product concept when a customer approached them with a unique problem: the need for a BDR/SDR solution tool that allowed your teams to book on behalf of AEs without the hassle of spreadsheets or complex diagrams. Chili Piper was born from the founders' dedication to solving this pain point. But why the name Chili Piper? Some claim the name came from an early customer, the champagne brand Piper Heidseick, while others say it’s the spicy and catchy association with a pipeline.
The team's commitment to diversity, leadership, and creating a tool that instantly delivers value attracted individuals like Lauren, who had initially left the software industry but found a renewed passion with Chili Piper. Having experienced the exact challenges Chili Piper addresses in his previous role, Alexis joined the company to be part of the solution. Their stories exemplify the unique journey that brought each member to Chili Piper, creating a dynamic and purpose-driven team that has been thriving for 8 years and counting.
If your company is coordinating meetings externally using Salesforce or Hubspot as a CRM...you’re a good fit for Chili Piper. Hear more about their ICP:
Capital Round: It’s a good time to be profitable
Chili Piper has successfully navigated its financing journey, reaching a Series B round in 2021. From 2016 to 2019 they secured seed and Series A rounds back to back, followed by their Series B, raising $54M total. Currently, Chili Piper stands in a strong position, not actively seeking additional funding as they've managed their past investments effectively, achieving growth and financial stability. The focus has shifted towards capital allocation, with a balanced approach between investing in product development and enhancing marketing and sales. This strategic balance aligns with Chili Piper's commitment to delivering innovative products while ensuring a solid foundation for sustainable growth.
Market Trends & Partnerships: Extending SDR capabilities in multiple ways
Lauren spoke to headwinds the industry has seen with the push to be profitable and unfortunate layoffs. She touched on how Chili Piper can support the SDR function to alleviate or redirect existing headcount to out bounding opposed to manual lead routing. Hear more of this perspective:
Then Alexis dove into their partnership with G2 that allows customers to embedded Chili Piper into their G2 profile. They're currently building similar functionally with Gong Engage this year. Both integrations are part of their Concierge Everywhere initiative that won the Nearbound "Collab of the Year" Award. Listen to Alexis dive into Concierge Everywhere:
Demo Round: Scheduling, lead routing & attribution all in one
During the demo, Lauren focused on two critical tools offered by Chili Piper:
Concierge deals with high-intent leads, those actively seeking conversion on the website. It seamlessly integrates with existing forms and enriches data from CRM or real-time tools to determine lead qualification. It facilitates immediate calendar scheduling, ensuring the right person is connected without excessive back-and-forth. Once completed, the process syncs all information back into the CRM.
Distro is a Salesforce-specific tool that automates lead routing based on various criteria, such as lead score and company size. The tool streamlines the process, automating SLAs, lead owner updates and reminders.
Check out the high level Chili Piper demo:
Lauren also emphasized the importance of tracking and analyzing data points, showcasing how Chili Piper aids marketing leaders in making informed decisions through customizable dashboards in their CRM. In addition, you can utilize Chili Piper for partner sourced revenue attribution, providing a seamless process for agencies to schedule meetings and automating payouts based on successful referrals using their router links feature, check it out:
Overall, Chili Piper's tools aim to enhance lead conversion, accelerate pipeline activities, and provide valuable analytics for strategic decision-making in sales and partnerships that can be implemented in a little as 2-3 weeks.
Product Development Round: Your personal assistant has arrived
Chili Piper is focused on enhancing its product to provide more value to users and stay ahead of market trends. One notable feature being developed is Priority Scheduling, which allows users to set meetings with varying levels of importance, streamlining the scheduling process.
Lauren also hints at upcoming features influenced by generative AI, aiming to make users' lives easier. Although specific details about these features are not disclosed, there is excitement about the roadmap and potential new products to be launched within the year.
In the future, Chili Piper plans to continue investing in branding, focusing on making its messaging more relevant to prospects and customers. This includes documenting use cases to showcase the product's value and educate the audience. Chili Piper is evolving its product offerings, incorporating AI-driven features, and maintaining a strong focus on user experience and brand identity.
Kudos to the Industry Round
Lauren and Alexis highlight a few companies that they love:
Chameleon: a tool for implementing product banners and call-to-action buttons without code. Alexis praised Chameleon for its ease of use and integration, specifically mentioning its effectiveness in setting up onboarding flows and guiding users to engage with sales reps.
Gong: Lauren shared her excitement around Chili Piper’s new partnership with Gong. Gong is commended for evolving into a one-stop-shop platform, aligning with industry trends, and providing comprehensive solutions.
Scratchpad: Lauren mentioned that her reps live in this tool and the time savings they are seeing uploading changes in bulk to Salesforce.
All that to say, if you're looking to drive more speed to lead action at your own company, Chili Piper is here to help!
Comments