💡 Creating Webhook is available on demand for Power users.
What?
Sourcing quality leads in one of the biggest challenges in Marketing. With our Lead Generation package, you can now create webhooks on New Prospects that automatically create accounts in your CRM whenever a new prospect is identified. A new prospect is a customer of your partner that is not present in your CRM.
Not all new prospects will be added to your CRM. You'll have the ability to filter and select accounts that match your Ideal Customer Profile (ICP), ensuring you receive only the most valuable leads.
Pushing this data back into your CRM will help you:
Generating golden nugget leads without any efforts
Assigning leads to SDR with the "deal influencer" information (contacts listed on the Opportunity by your partners, i.e. champions or decision makers)
Trigger
We will trigger your webhook every 24h (if a new prospect is identified).
PS: we are currently changing our tech stack to avoid timing and volume limitation
Payload (data)
Exemple of payload we'll send you:
Domain hatchinson.co
Account Name Hatchinson
Country United States
Employee Range 2_10
Industry Technology
LinkedIn Industry Technology, Information and Internet
Customer_of Contentfully, Microsoft
All Deal influencers for Contentfully
Deal Influencers ALL[0][job_title] Chief Financial Officer
Deal Influencers ALL[1][job_title] : Chief of Staff
Deal Influencers ALL[2][job_title] : Director Growth
Deal Influencers ALL[3][job_title] : Project Content Manager
Deal Influencers ALL[4][job_title] : Senior Director Finance
Deal Influencers ALL[5][job_title] : VP Software Engineering
Deal Influencers ALL[6][job_title] : VP of Content
Deal Influencers ALL[7][job_title] : Vice President Of Technology
Owner AE email at partner : john@doe.com
2 best pick for Deal Influencer
Deal Influencer 1rst best : Chief Financial Officer
Deal Influencer 2nd best : Director Growth
How to set it up?
This setup is not working inside our product but needs to be requested to your Account Manager.
Getting Started : what we need from you
You're written authorization to push data to your webhook and the creation of the API key
You need to provide a webhook endpoint
Next : what you'll need to do
Receiving account information is just the start. Once you get the data, you need to decide how to use it in your workflow.
Depending on your ACV, you might want to create different workflows:
High ACV company:
Account Creation : Webhook --> Enrichment of Company --> Create Account in CRM --> Assign to SDR with a note on Signal/Partner story + Deal influencers information to help on contact mapping
ABM : Webhook --> Push Company to LinkedIn Audience
Medium ACV company:
Account & Contact Creation : Webhook --> Enrichment of Company --> Enrichment of Deal influencers (full name, email & phone) --> Create Account in CRM --> Create Contact in CRM --> Assign to SDR --> Create task for SDR with email template pre-built
Small ACV company:
Account & Contact Creation & Email Campaign : Webhook --> Enrichment of Company --> Enrichment of Deal influencers (full name, email & phone) --> Create Account in CRM --> Create Contact in CRM --> Assign to SDR --> Send targeted email with targeted contact
Good Practices from our Customers
Maximizing performance: explaining the context to Sales team
It's crucial for your SDR and Sales teams to understand why the partnership or growth team is assigning them a new account. This context is often overlooked. Ensure your Sales team is informed about the background and the recommended approach.
Depending on your use case, you might suggest a different approach to your SDRs.
Here are a few use cases we have seen across the board:
Integration synergies
You are meeting with a customer of an integration partner - "we have an Integration with Partner 1 - main USPs are 1, 2 and 3 "Timing synergies
You have timing similarities with your partner - We know that right after buying the tool from our partner, prospects often buy ours - Get in touch to discover needsTooling synergies
You are meeting with customer of partner that invests in tools - Good signal of "digital investment"Partner Offer
You are meeting with customer of partner with whom you have an offer - we have a Partner Program with this offer XX, suggest it during your customer interaction.Partner Program/Intros
You are meeting with a customer of one of our strongest Partners - intros : "Get in touch with the Partner team or request an introduction to this account for better win rate"Win rate synergies
You are meeting with a customer of partner with the same ICP: Customer of XX - we target the same persona than XX and know that are Lead to Demo is boosted by XX when we target those - probably a good fit..
Enrichment: how can I enrich this data?
For every new prospect identified, we'll send you the account information and the job title of the deal influencer.
As much as we'd like to, we cannot provide you the full name, email, phone or any sensitive personal information - we'll send you the job title (which is most of the time sufficient)
Most of enrichment tools have API where you can find the right contact with an email and a phone number.
Not a coder ? We have your back with Zapier (or Make or any no code tool)
You are using Apollo
In Zapier,
Create your Zapier webhook endpoint (you have normally provided this already)
Create a 2nd step "Code"
In the step "Code",
Select : "Run Javascript"
Create 3 variables called :
job title
domain
location
Map them to the right field from the step 1 Webhook
Copy Paste the following code AND Replace the XXX with your API key (you can find that in Apollo)
// Extracting the job title and domain from the input data
const jobTitleR = inputData["job title"];
const domainR = inputData["domain"];
const locationR = inputData["location"];
// Constructing the JSON payload for the API request
const payload = {
q_organization_domains: domainR,
page: 1,
per_page: 10,
organization_locations: [locationR],
organization_num_employees_ranges: ["1,1000000"],
person_titles: [jobTitleR],
};
// Making a POST request to the Apollo API with the constructed payload
const response = await fetch("https://api.apollo.io/v1/mixed_people/search", {
method: "POST",
headers: {
"Content-Type": "application/json",
"Cache-Control": "no-cache",
"X-Api-Key": "xxx",
},
body: JSON.stringify(payload),
});
// Parsing the response from the API into JSON format
const json = await response.json();
// Logging the JSON response
console.log(json);
// Constructing the output object with the JSON response
output = { json };
Test your Code
You're done ! And free to continue to the next step
You are using another enrichment tool ?
Contact our team and we'll get you setup :)
You are not using an enrichment tool yet ?
Contact our team and we'll find a solution
If you want to setup webhooks in your workspace, please reach out to your AM 😃