How 2 Coro Leaders Mapped Their Entire Tech Stack in 2 Months

Libsyn description When Coro moved from direct sales to a channel model, Heather Harlows and Stuart Letzteneiser inherited a tech stack built for a business that no longer existed. The quoting, subscription management, and invoicing in the CRM were no longer needed, and the previous team had been liberal about buying tools. Most of the stack got cut. The vendor that kept building stayed. Heather and Stuart mapped Coro's entire tech ecosystem in about two months. They cut the duplicate tools first, then the underutilized ones, including one they were paying for to cover only its third use case. As they consolidated onto HubSpot, they kept MindMatrix as their PRM, because it turns their custom requests into a proposal and timeline within a couple of weeks. Then the conversation turns to the sellers pitching them, and Stuart estimates that about a third of those reps don't listen. In this episode: How the switch from direct to channel sales made big parts of the CRM unnecessary The order they cut in: duplicates first, underutilized tools second, then consolidation Why a purpose-built PRM beat a "PRM light," and Stuart's case for buying over building: you get the knowledge of all your vendor's customers What the best sales calls do: skip the brag slide, tailor the call within ten minutes, and ask before the call what the buyer wants to cover If you sell software to companies that are trimming their stack, or you're a rep about to open with the brag slide, this episode shows what makes a tool survive the cut. Guests: Heather Harlows, Global VP of Marketing Programs & Enablement at Coro, and Stuart Letzteneiser, Global Revenue & Business Operations at Coro Host: Drew Giovannoli (buriedwins.com)