About SevenRooms and what they do
So SevenRooms is a customer experience platform, specifically supporting full service, hotels, and in restaurants. And we're really helping operators be more efficient and effective, so that they can ultimately grow revenue. And our platform allows them and helps them actually to, to engage, retain, and certainly gives them the opportunity to help operators be as efficient as possible.
Customer examples
Yeah, I would say, you know, we've got, we're fortunate enough to have a lot of great customers, um, you know, to name a few MGM, you know, Media Group. And I think those are interesting use cases, because these are multiple locations, where they're leveraging our data around the customers, we're giving them so that they can share that across multiple locations, right. So think about it. Imagine having that experience going into one of their restaurants, and then that data being shared with another location and still having that same experience. And listen, I'm a, I'm a, I'm a loyalty fan, right? I'm a, I'm a bond boy, American Airlines through thick and thin, you know, sometimes for right or wrong? Because I appreciate the experience. And I think when you when you think about it, what does that experience look like when you come to a hotel, and you're like, hey, thank you for your commitment, we'll carrying that experience into the restaurant, and being able to give the operator the ability to provide that best and breed experience going through your cycle, even before you get there, right. So that's, for instance, the media group is having a lot of success, leveraging our marketing automation tool, which is, as you go through their customer journey, once you leave, they're communicating to you, they're finding ways to bring you back. And that has proven to drive a significant amount of revenue for them.
About SevenRooms' sales team
We are in a very unique position right now. Because of the customers we have it inadvertently or directly drove us to be global. So we are a global organization right now, which is very exciting, because that gives us the opportunity, which we're seeing right now, we're seeing a significant amount of growth, and it opens up our opportunity to grow even further even further. So the sales organization is broken out regionally. Right. So you have, we have our Sydney office supporting AsiaPac. We have our London office supporting and Mia. And then we have our New York office, which is supporting them. We are a remote workforce. So we have our sales team spread out amongst those entire regions. And then we are really focused on how we support our target market. So that's broken down into what we call the SMB, which most organizations have. And then from there, we have what we call the strategic team. And there are supporting what I would say is north of 20 venues. And then we have our key accounts team. And that team is supporting our Hilton's your Marriott, your heights, your records, etc. Because they are globally based, and there's a lot of moving pieces there. So it's really aligning the sales team to effectively manage each of those groups.
Details on the SMB sales process
You know, I think it's important. So we've certainly spent a lot of time and effort in, in implementing and driving and processes. three pillars that I always think about are, you know, people, it's plan and its process. From the sales perspective, it's important to understand that we have a growth marketing engine, which is driving leads to the organization and that's driving leads both SMB and strategic and key accounts and that's globally. Right. And from there, we have the SDR team. And the SDR team is tasked with outbound opportunities to uncover opportunities for the organization. And also getting some inbound from marketing as well. So I think it's important that we've really built this high performing engine even before you start getting into the sales process. And as you can in the sales process, certainly different motions for your SMB and your strategic, but for the most part, we're managing them from an opportunity perspective, right? So we're qualifying them and then we're managing through the funnel and through the pipeline, making sure that they are within our ideal customer profile. And then taking those through the sales process. And then once we actually manage through the process, then they go to our onboarding team who is tasked with in launching those accounts moving forward.
What an ideal candidate looks like
Yeah, so this is an interesting question, because I've been at 10 different organizations. And there's always this discussion around, you know, what is the ideal customer profile for a sales candidate? And one of the things that I've always found is, is being authentically curious, as I think is extremely important. That's the first piece is, do you understand? Can you uncover the needs of the customer that we're trying to partner with? Having experience in the space, I think is, is good, I think it's very valuable, because it puts you a little bit further ahead. But I think more so understanding the value, taking the time to understand the value, those that can learn and develop around the product the offering, because as I started off, it sounds very easy, more or less, but there are a lot of things behind this machine that uncover a ton of value for our customers, right? So we're looking for those that understand how to how to learn, are authentically curious, and can they ultimately understand how to drive the value of our offering to bring in those customers moving forward?
What to expect during the interview process
Yeah, so we take the interview process very seriously. And depending on which group in the sales organization you may be going into, so if it's strategic, then you're going to meet with a manager, you're gonna be with the director within each of those groups, and you're gonna also talk to some individuals outside of the sales organization, because I think it's really important that our organization focuses a lot on working cross department mentally. And I think it's important for the sales organization, as you come in to understand what are the groups around you that are going to help support you. And whenever possible, I love speaking to candidates when I can, because that is a very important process, to enhancing not only our opportunities and growth goals, but you know, I think it's important to have that that fit within your organization, I take your culture very seriously here. So when I can't like that was conversations as well. But for the most part, you're gonna be meeting with another sales individual manager and director within that group.
About SevenRooms' culture
Yeah, micromanagement is really the key to get things done, right. That's really what we focus on. I have worked a lot of organizations. And this is not just because I'm here, but I would say, and I'm gonna give credit to our HR organization, they've really built a great culture. And what sets SevenRooms culture apart is, this is a team that really puts the customer first. So we reverse engineer everything from the lens of the customer. And it's just an organization that's extremely passionate about doing whatever role you have doing it, not just well, but how can you be better at it. And I think that is such a, an important piece of our organization. But we also value, you know, taking some time for yourself, we have a refresher program, right, where you get two weeks off before you even start. And so there isn't this overwhelming sense that people are working for the sake of working. But I'd say the culture is everybody's driven with a sense of purpose from what I've seen. And that's a hard thing to artificially create to be quite frank. So it's so important to us that we spend a lot of time in the organization, making sure that we are continuing to manage that culture. Now, that doesn't mean that we don't challenge each other. We don't push each other and we don't disagree, right. So those things happen. But I think we've done a really good job of the notion around disagree and commit, and to trust those that are driving the organization that we're going to get to the goals that we need to get to.
Why now is the ideal time to join
We are in a unique position right now. Whereas we are experiencing growth and have experienced growth. And we are working with an ideal customer profile that is also experiencing growth, though they also have some significant growth goals. But it is very unique in our situation where we are also a global brand at this point in time. And when you're a global organization that opens up opportunities, not just specific to North America, but there's opportunities in APAC, you know, and so then you think, Sydney, Brisbane, Singapore, Hong Kong, and you're thinking UK, you know, a lot of these areas whereas we're seeing growth, so whereas a lot of times organizations spend a lot of time just focusing on North America, we look at everything from a global lens. That means we can also support our customer base from a global perspective. So and they are experiencing growth which in turn given our current state and our reputation and how we're helping them, it is a perfect time to be joining SevenRooms and we are hiring accordingly.
Transcribed by https://otter.ai
