Let's Unbox HubSpot: Buying Groups with Daniel Currin

Good morning. Good afternoon, HubSpot Nation. Welcome to a special episode of Let's Unbox HubSpot. We're doing buying groups today with Dan Curran. How are you doing, Dan? Yeah, very good. Thanks for inviting me on. Oh, my pleasure. First one to respond to the big post calling out all the HubSpot product managers so i definitely appreciate you stepping up um and uh i've never uh opened up buying groups before and you just mentioned that this was your first time doing linkedin live so this should be a fun one yeah i'm like i said i'm not i am nervous it's weird it's weird being on the other side of the demo and it's going to be intriguing to see where you where you go and where you get stuck it's uh it's actually good user feedback yeah that's what i find that's that's my uh that's my uh closer right uh when product product managers are trying to understand what what the heck is going on here all we're really doing is just a live like uh you know product feedback session in in front of in front of everybody who wants to who wants to watch but yeah, this is going to be fun. Also for me, it's like, and you're on the, you're on the admin hug last month, right? That's really where I learned it from like grading the space just to click through HubSpot. And when, when you see product managers and, and Kyle Jepson, like get surprised by their own product, right. As they click around HubSpot, it's like, okay, we got to embrace, you know some of the messy here because that's what users are that's what's happening to them too it's very rarely like one two three like tutorial just like it looked right um so it's it's been fun to to do these uh and we're gonna dive in and as i click through um i'd love for you to share like uh just a little bit of the background on on org chart hub and you know where that came to be yeah happy to so um yeah still relatively new to hubspot as an as employees so um me and my co-founder austin set up all chat hub which was a hubspot application just solely built for hubspot we built it as um hubspot customers first of all trying to solve our own challenge which was um we were working with very large businesses this was in another software company um i was head of um account management at that point and austin was in the engineering team and we were trying to map out our key stakeholders because we were dealing with big businesses and firstly for the sales process that was really important but then also it was important in the cs team and the account management team to ensure we were getting renewals and ensure that we were expanding the accounts um and it was just really hard without mapping out and visually seeing those stakeholders um we were just finding it very difficult and and we felt like that should be inside hubspot um so yeah fast forward the story is we created all chat hub um and then by the point at which we got acquired in june last year we were up to um nearly 7 000 hubspot customers that are using the product um all with the same challenge of they're working with big businesses and and they need to be able to map them out visually and understand who those key stakeholders are and make sure they're not missing any gaps it makes sense um i think we're learning now the visibility is everything uh especially as we try to help ai understand you know the context of things uh i try to help people like with this concept of unified you know unified customer view unified revenue view uh and it's been a good a good kind of outcome to shoot for because it forces the data to come together in a way that is going to help ai as well it also happens to help all the humans too uh so i imagine um like when when you're able to build that uh like could you talk about any immediate uh um immediate surprises or things maybe you weren't expecting uh as far as like how how good that actually was to support you know your sales process yeah uh in terms of like when we initially got it going within within hubspot yeah yeah because all of this stuff like i try to tell people is like you know sales sales teams usually they'll go through an immense amount of pain to get something done if they know what the outcome is going to be and if they know it'll help them so you'll see these like things outside of hubspot spreadsheets and slide decks that just people spend a lot of time on because they really need that visibility for whatever part of the process it might be. So the value of bringing that into HubSpot when you try to bring people in to this new space that they're not used to, like we're all used to slides in Excel. We'll spend an hour on that because we know we can do that and get that done, but we don't know what's going to happen when we bring that stuff into HubSpot so I'm just curious um what the what the uh you know the results were like early on yeah so very much like it's the place where we were working from so it we felt strongly like that's where it should sit and then to your point about um what we were doing was we were using like powerpoint and we're just manually like putting stuff together now there are some like advantages to like manually putting it together it's incredibly flexible when you put some you can put whatever structure you want together the downside is you don't get any of the context from the crm and it's completely separated and nothing can update by itself or even suggestions be made and as you were saying about like the right now it's good to have that data all in one place and going forward like from our perspective like the AI side like that's really really important there's lots of opportunities now being part of HubSpot that there's extra detail that we can gather from within the HubSpot account to surface as well which we're just on the edge of being able to start to work into as we're kind of rebuilding the product um so yeah it's like it's the the initial piece was like the insights that you can gather from the data that's inside inside your account and seeing all the contacts where they should be right and we're seeing as i click through we're seeing a lot of the you know traditional ways that you might uh bring this data together right we've got a parent company here We've got a couple of deals, 12 contacts, right? So really just purely informational, not like visual, right, contextually, we've got company summary here, you notice the catch up. So this is all the stuff, there's lots of places where AI is fitting in, right, and If we had data, imagine sentiment challenges, but I am looking for, and so I haven't set up anything yet, but I see activities here. You need the buying group card. So that's a good place to start. Yeah. I was going to, I'll get there for sure. but I am going to click on that app just to see if that tells me anything all right so you should have the um in your account Chris now you're connected to the public beta there should be um cards that you can add to the company view yep so I'm just going to click through here a little bit more. And again, we're continuing to, we're getting closer here, where data agent is offering us insights on like, starting to get to the who, right, which is really the goal of what we're trying to accomplish. I think a lot of the work, you know, we're doing with the value path at value first It's like trying to make it super, like just use simple words to say like, all right, this is where they are in their journey. This is who they are. And I look forward to digging into that layer beyond like champion or decision maker or, you know, buyer. Um, and, uh, and I've got a pricing calculator there, so I'm going to customize and see if we got a card I'm gonna hope for it in the middle buying group summary that looks like the one I want and throw it in and so I'll yeah no setup so that was a card that already existed did not set that up before this live session It's good because that's real because when you connect to the public beta, you've still got to add the card in. Right. So, wow. This is going to be fun. I'm going to close this to give us some more space. Wow. Okay. All right. So, yeah, of course we want to see a heat map, um but probably oh there is some activity okay um so i'm looking at a buying group summary and i think what comes to mind is it's one thing to have a list of stakeholders right it's another thing to understand who they are what they're doing what they want what they care about like are they engaged are they not engaged right and and that's the difference between a you know when in a loss sometimes right like if you're not that that hidden hidden stakeholder that comes out of nowhere that um you didn't serve at all right uh is is often um the difference so i'm gonna see if i can so all right i tried to scroll my scroll wheel and it says use control scroll and if you just like this is the kind of visuals we're getting in hubspot now folks it's just get the data in right like this is just based on data records uh there's no setup i've done in terms of uh you know some other workflow canvas or you know not like i went into market marketing studio and set up some stuff and now it's on the record right this is just like once you hit the beta this is i guess like auto building this uh you know org chart the so on this particular one there's some like demo data that we put on your account so that it was there um but there will start to be that option and there is some auto building that we can get stuck into um as well but um we'll we'll have to remove that and then and then we can show that part as well okay so the key here is we got the the buying roles mapped uh as an important part of this uh so we see that we've got and maybe we can turn that off so that we got a clear picture here all right so we've got CEO, influencer, executive sponsor, degree of influence strong, disk type. All right, all of the human-specific data here. Yeah, if you, it's interesting, Chris, watching you, because, so if you, top right, if you see that button saying open interactive version, So maybe this is good, like I said at the start, it's good feedback, but that, what you're seeing there is like the summary, so you can move around, but this is like the full interactive, so you can adjust it and all the rest of it. Awesome, and let's go full screen for sure. We can download PNG. That's probably, wow, that's cool. Yeah, so that was an interesting one, is like um when we first created the product um we didn't really envisage people like wanting the the images of it necessarily but what we found was um some of the the best sales reps um know their account inside and out and they are speaking directly with champions and saying have we got this right are these the key decision makers that we need to be working with now you need to have obviously a very tight relationship to to do that but that's how like that's where the questions are coming from is like we want to share it with the customer um so yeah that's the reason that's there okay yeah uh that makes sense uh so we see a nice menu here um i'm just gonna because i can't see what that does please like the contact that manages just this individual and I can have a placeholder contact and just say like, how about the board? Hold this in. Okay, well, so when it was searching there, is that trying to find a contact that might already be in the system? Yeah, so typically it would, on a placeholder contact, probably put the job title in so it's like it's specifically looking for a job title or a similar job title and if it's a similar job title make a suggestion and then you can pick it if it is a fuzzy match and like say cto and chief technology officer then it will automatically pop it in there um so yeah it's always looking across your account okay um i've got some shortcuts here let's talk to the crm manager see what he's up to brings us right there back in and set department labels oh okay so basically like yeah real org chart uh stuff in here uh that's awesome um and i'll just share some of my thought process on why i uh you know put this up here like really thinking of this as like a visual like for like do not forget all of the all the possible stakeholders involved in any decision making and i think it's easy to forget that this group is involved here you don't necessarily necessarily ever gonna get like contact with them but um probably a lot of work you could do to help chris kane here like give him the resources and words and you know visuals he needs to you know um interact with the board as needed to to get the buy-in um Um, uh, so maybe that's something to, uh, consider, uh, in terms of like other relationships or partners, I could see other companies, um, you know, being a thing too, like maybe the parent company. Definitely. Definitely. Yeah. And with those really large deals, like hopefully you're a sales rep and you, you do a large enough deal that it has to get to board level um in which case it's yeah the influence in that in that team as well is key all right not making me right click i like that i'll come back here so these relationship lines so partner company influencer sales team yeah to maybe put some detail behind that if that's all right chris so the yeah if you just remove that contact just for a second so um remove me if you just click on it and then yeah just remove from chart which is at the bottom there so that search in the top right hand corner um we've made it possible so that you can put anybody on the chart because as you were saying you could have influencers that are not necessarily part of this company but they're part of the parent company and they're helping make a decision or they might be an external partner um or an agency that's helping make a decision on a on a particular solution so you do have the ability to still pull in contacts from outside of that group and place them and place them on and then show the relationships that you've got and that's kind of a very important feature that we're we need to probably make a little bit more obvious um because used a lot and but it's not easy to spot and straight away yeah that's where um this would be like the consultant the other consultant that you got to make sure you're working with uh in that case um so now that they're on here if we just move left left yeah that's probably the the right spot and then we are adding relationship please select a contact that you would like to connect uh super interesting so you would you want to click a contact on the chart itself okay yeah that uh again this is kind of like the interesting stuff was a product manager seeing where you go yep so much of this new stuff is like just learning what's possible as opposed to thinking like we're restricted to a lot of the old ways like sidebars especially as this whole canvas experience gets built into HubSpot like in all these different places like it's almost like since like if it were over in Canva for example I wouldn't even have gone to a sidebar I just would have expected to go to the other object but since we're in HubSpot it's like okay maybe it's maybe it's the list um uh that's interesting all right so let's click here let's bring this uh relationship back add relationship you can add notes here so uh let's say executive of growth coach who's in Chris's ear talking about how HubSpot might not be the answer because no other important companies are using HubSpot yet. So no matter how much Chris likes HubSpot, there's that coach in the ear that we need to be aware of. So now we have Danielle and a set of property here, okay? Yeah, so this is to give you a little bit of background where we're at with the product right now. So because this is obviously a big step up for us in terms of what's now possible. So the first step we made with bringing all Chathub into HubSpot was to try and get there as fast as possible and use a lot of what we already had and because we built it solely for HubSpot we had the advantage of like we were able to do that relatively quickly so we actually got it on private beta for inbound and then public beta for October. In the background what we're doing is completely rebuilding it so that it's um so it can do things like update company name update any property but right now it's slightly restricted in that you can what you just did chris was you updated um a property the reason it was able to do that is because um if it was a drop down or a check box it's able to update it that was a external app partner challenge we had um which we've had to just translate over to move fast but in the rebuilt version it'll be any property you'll be able to update from from inside the ui here so um it's uh it's just worth calling that one out because uh it's an obvious an obvious one that needs to be done yeah now that was so easy to add uh that information and i think so much of this like when you give I'm finding that when we've added these visuals into HubSpot, that's not like CRM, like a table or like a record view, right? It's a visual that people have seen before, like an org chart, right? Or a calendar view or a map view, right? barrier like there's a wall that comes down that says oh i know i this system is not completely foreign to me like maybe i can come in and understand what's going on because if we can give these visuals to like the sales team for example like and they see that there's a missing piece of data and this is how easy it is to update it like all of a sudden our data like starts to fill out right and get maintained the way that everybody wants even though you put the property in the right place on the record and they went through the training like it's just not natural right and when they can do it here within the context of the whole story like it's much more likely to be maintained so very cool to see that and uh good question uh josephine this is for enterprise only right now um and it was just for sales uh and now recently uh service hub enterprise gets access yeah correct yeah and it's um just worth calling out like that was from consistent feedback from the public beta um and we're listening so uh like the reason that kind of came up is because we it was enabled for sales of enterprise customers this is for sales hub enterprise seated users that get full interactive access and um what came up very quickly was the cs teams who were on service of enterprise needed access because they're taking on the account and they're continuing to work on the buying group um and and develop it for the renewal and develop it for the relationships that where opportunities come out so obviously we always listen and we're able to kind of get the wheels in motion to get it on service hub as well so um yeah so that's pretty new that was like a week or so ago that we enabled yeah i was pretty excited to see that um because yeah every customer facing team honestly like needs to understand all the stakeholders that you know are serving it's not just about winning deals. I mean, saying that, but on the success side, service side, it is about winning upsells, cross-sells, renewal. Everybody has those kinds of goals. And it's not until recently we've really started bringing that context into HubSpot and having visuals like this on the service success side, like, yeah, probably a lot easier to see interest as I close this template, like and get to like heat map. Just a little bit of feedback right now. I would love to be able to close that so I can just have a whole view I'll close the sidebar yeah yeah you'll be pleased to know that that is in the new version cool but yeah like and man the way that this kind of information okay like first state this is why the first stage is get trusted data like in the system right um while knowing like this can be a way to kind of push people to get trusted data and like when they when you can get this much context from a visual right the next sales meeting the next team meeting you just pull this up and somebody's like oh i didn't know that consultant like was so in so involved right um like she helped with this with this other thing with this other company and she was like helpful to you know bring in this other kind of you know methodology or product or something else we're able to help with and that wasn't even on our radar here you know meanwhile all the imagine all the departments on here like the ability to just Just have the understanding and context you need to actually like proactively cross-sell, up-sell, like renewals, stuff like that. It's just, it's so powerful. And I see up here, we've got options for sales activity and marketing activity. activity. And I'm going to assume that gray means marketing activity as I see here. Time last seen to that. That's cool. Recent conversion date. How are you guys thinking about adding context to like the heat? yeah it's a it's top of mind so um the way we've always thought about the heat map is like it's it's a quick visual that like summarizes the activity but but then when you go the layer down it's like actually i want to see like what that activity is all about now today the way customers have been doing that is they'll turn off activity heat map and then they'll go to the contact and open it up and it will open up a separate tab and then you can look at like what what the activity is on that particular contact yeah exactly like that chris but what we want to do is on the um on the canvas we want to actually show somewhere like here's the timeline for this particular contact and again it's like something that's now more more feasible now we're part of hubspot so um yeah it's a big one we want to show the context there and then and and show what they're engaged with and what um where that heat's coming from i was gonna ask about this uh custom event uh contact icp contact fit threshold changed um we have seen so much happen with custom events over the past year uh bringing it just bringing visibility in general and the ability to set them up has been so much easier um how uh do you guys work closely you know with that team to um kind of like thread that in yeah we do and we we're we feel quite fortunate because um because of what we're working on and it's a it's a it's slightly unique it's not unique but it's like slightly unique in that it works across um a lot of the customer journey so we actually touch quite a lot um of different teams within HubSpot and so yeah we do work with uh maybe a little bit more than most like with this marketing hub that we work with um service hub that we just mentioned and then there's um signals team that we're starting to work with um so yeah it's uh and we work within the prospecting product group as well so it it's a full it's a full gamut which we feel quite lucky to be uh to be doing yeah um i mean it's uh we gotta understand the context context around all of these humans that we're trying to work with uh that's why it's it's interesting to see and think about what's possible when you've got the journey mapping and the marketing and the the marketing studio and the canvas and like uh oh man a question that just popped into mind um are you thinking about ai in terms of on the other side like being a part of this buying group in terms of ai agents or ai you know collaborators that maybe people bring on the call with them and they're taking notes every time like uh i think it's we're not that far away if we're not already there yet from that being a you know somebody that we have to make sure is bought in too yeah there's there's some underlying work at the moment um that will which will be important in terms of um so if you think about you've got um companies as an object you've got contacts as objects you've got deals as objects buying groups we're currently working on an object type inside of HubSpot which brings these keys these key decision makers together so like that would be important for reporting workflows but ultimately will be important for agents as well because you can see these individuals are important for this deal or for this company or for this custom object in time well because we've got some customers that also set up like sites and then they want the group associated to a site so that bit of work needs to be done first and that's underway now um but yeah then then's on the other like i said the other side that that that once the data is in that structure then other things become possible as well awesome yeah in one of my portals i was bringing in uh i was bringing in like projects and and chats from claude uh and that was around the time that we could start renaming the objects and i was i was pretty convinced that every portal i was gonna be in i was gonna rename contacts to humans right and then in that one i was like oh no that's not gonna work uh so i changed the name to to friends um so that i could fit ai profiles and and human profiles in there um so do you want to maybe remove that chart chris and we'll go through like the i'll be interested to see like as you get the options that to create it in the first place yeah uh so if you go to settings here yeah delete chart yeah what's up let's do it all right buying group template your team knows the average buying committee start with a pre-built template automatically build uh i'm pretty sure i have to click that one um or assemble by hand uh Yeah, I'm picking this one for sure. So intelligently build an org chart for beyond visual from the context in your CRM. Finding contacts, figuring out reporting structure. And here we are. We've got CEO, CMO, CTO, VP of sales, marketing managers, VP of sales, that's pretty pretty good job here i wasn't uh it's nearly there there's a few there's a few maybe that might be in the wrong spot but that's um obviously that's part of understanding the company as a cs or salesperson yeah like sdr could be exactly here could be over here yeah right um very cool so what are the key um without trying to stumble around myself like what are the key properties uh that allowed that to happen job title and that's the key one if it if we don't have job title that is it's not possible so um that's the key one it's looking for job titles and then inferring who sits where um so yeah that's that's it just job titles just job title yeah wow okay um will that override uh like contact associations like if we have like if we're using association labels maybe to visualize no it won't so it's there aren't any um association labels connected to to the to the buying group at the moment so So yeah, there's no override of that. Right, OK. But it won't, like, so let's say if we were using association labels to kind of do a makeshift org chart ourselves, it wouldn't look at that to try and build this, right? No, it wouldn't. Yeah, correct. Yeah, it wouldn't take that into account. OK. that is very cool i'm gonna do it again it might be slightly different or you never know yeah we're gonna just do it one more time uh put it through its paces here that's part of the interesting thing of ai isn't it it's not always the same yeah i just saw a video from marianne fishkin today about how slightly different again yeah all right crm manager in the right place now uh under marketing um man just highlighting all of the challenges of what we do because that's not wrong um interesting that's that's very cool let's uh Let's just build one by hand, see what we got here, assemble by hand, find the contact and press add to the chart. So often we might be starting at the level of CRM manager, so we'll start there. Now click on, click the contact, continue building your chart. Let's add a manager. You know what, this time we're in an IT heavy company, so we're going to put him under the head of engineering, unfortunately. And then let's just continue the journey at manager is our, I'm just going to see if. That's really interesting. Yeah, it should definitely search that way as well. And let's just keep going up. Ad manager. Now, create, I guess, from here, CMO, e-sales. This is so good, dude. Oh, man. This is why I've been focusing for the last two years. just can we just not worry about reporting and and uh you know workflows and all like can we just get the data right like please like so much is coming you won't be able to leverage any of it without the data like being good um i'm curious how you guys think about especially if it's job title focused right and these moments where companies get rather creative with their job titles sometimes yeah how you think about like especially so I like self-service portals and like showing their data back to them right and it's if it's them like it's their title you got to show that but if that's not useful for internal um thinking about transforming transforming the data like adding contextual instructions anywhere in here yeah that's really that's an insightful spot chris because that come right that comes up across like multiple different industries that teams sell into the job titles and not even industries like you could go company to company and the job titles are completely different um so one of the areas like we've tried to help in that is actually on the template side so um what we found was when we implemented the ai functionality which was a little while ago now that the immediate feedback from customers that have been using the product for quite some time was we what it will do is it will try to map as many of your contacts as possible and so the immediate feedback from some some of those teams was we're not trying to map everybody we're trying to map these key roles and so that's where the template functionality came from because we wanted to give those customers that really understand like what the buying groups look like from okay we need legal we need a head of it we need um cmo whatever job titles is they can get them down in a template and then what it will do when you go from the template option is it's going to pick from the templates that you want to use on that on that company and where that comes into the job title side is you could have various different templates for different industries so using the job titles that are unique to who you're selling into and you may put in not just one you might put in two next to each other in the same spot and it will still try and fuzzy match to those job titles so that's where we've like tried to help where it's be just being more specific to the industries you sell into and then and you know those job titles better than we do um so it gives you that option that is impressive um this is so easy uh and like add contact here let's say you could even get into like distribution channels like sales channels like all of the different layers involved and i would love your take on that like as you interact with the ecosystem more or maybe like throughout the journey of org chart hub like we're coming from a place in hubspot where it was like one contact one deal one company how have you seen uh you know the evolution inside of the the ecosystem and now that you're kind of inside like um like what's what's the vibe there how do we how do we help people like understand that they even need to be doing this in the first place yeah like the yeah i suppose if i roll back the years like the evolution just that there's been a change in the hubspot customer in terms of um uh i don't i don't it's hard to say this it's not an insulting it's no ways this is not just marketing anymore no and and it's like a maturity level on the sales side like and i'll give a bit more detail on that it's like something when we first set up which was like 2018 we never heard anybody mention when they got going with ultra they never mentioned like a particular sales methodology they were using and then sort of into 2020 2021 you start to see bigger hubspot customers start using the crm and they had sales operations teams they had sales enablement teams and they were thinking on a methodology level as in like okay well what what are we using are we using medpick are we using um challenger sale are we using miller hyman and so that's where like the use of buying roles and mapping out the key decision makers are critical um to use those methodologies and ensure that you've got everybody covered in order to win the deals and then and then and then move the customer on from beyond there as well so that's kind of what we saw over over time and that's still happening now like it's it's becoming more and more relevant for more and more customers the buying group where you did like the ad new buying group where that comes from is um again like from feedback from the very top customers using by top i mean like the the biggest customers using hubspot who sell into large enterprises what when you sell into a very large business it is very rare that you land the first deal and that is that is that it's normally that land and expand so they will usually like land in a region and that would be the first maybe pilot deal and then they'll look to expand across the other regions and then hopefully get a global deal across so that's why we made it possible to add um separate buying groups and and see them and you with that separate buying groups you can still get the same decision makers pop up in each buying group which was really important for for users because you sometimes you're going to have people at the corporate level that influence deals across different groups um so yeah long answer but hopefully that made sense chris uh it does i think that's um yeah like it's complex buying happening out there uh and like there's tools like that just can make it dramatically easier but there's this chicken and egg scenario where if we've never seen tools like that or never used tools like that you got to ask for them to know like that so I'm guessing the smart suggestion comes from the CEO co-founder connection yeah it'll be that it's looking for like an equivalent or something the fuzzy match side yeah let's see if we uh let's do this save that okay so yeah if it disappears it's not gonna for whatever reason it's not gonna make a suggestion on that one like finally a use for all the data that you've been purchasing from other data vendors. Oh, man. I'll handle that with care, for sure. I'm gonna, got a couple minutes left. I want to just see if we go, I don't know if I have this set up in here. But customer success workspace um was this a a piece of the puzzle that you're working with already when we give access to service hub um i don't we haven't quite got to surfacing it in the workspace yet um we do want to get there it's the initial piece was like on the on making it available for those users on the um on the company cards and deal cards and contact cards right but yeah that will this will inevitably come at some point because this is uh i got it set to deliverables instead of instead of company records um yeah this i think this is a super underrated spot in hubspot right now especially in the use case that we're talking about like and i'm from manufacturing and like the moment i saw this like there's so much inside sales and order management and like just upsell purchases that aren't really a sales process and like there's a like when you can just see all of this together and something that they um See if I can pull this up here. We can customize this now. And I think it's even there's some persistence, right? So that we can keep a card up. And so my thought is a use case where it's like if we've got to quote something, right? having that quote up and then being able to click through all the different moments especially if it's like if we have the the bind group map there too like all of a sudden you can just make sure you have all the details you need and then like go over into like building out the quote or maybe we're talking to brie's assistant and we're asking better questions uh if brie's assistant can see the page right maybe he has the context he needs to to give better support um but this is amazing work dude i'm so happy that hubspot purchased org chart hub uh and like i hope you're proud of what you guys are doing um i feel like there's probably a bunch of more stuff that we could dive into uh so maybe we can have you back uh you know sometime sometime in the near future thank you yeah and thank thanks for it it's really cool to do this it's um like i said it's it's interesting to see a user go into it for the first time and like there's there's a notes that notes i've taken where you went to certain places um it's rare that we get to do that and yeah for us it's still it feels like starting starting again because so much more is possible and like i said we're rebuilding in the background so there will be some big changes in the next month or two um which it's a really exciting time for us to to be rebuilding this it's a real yeah i'm hearing that from a lot of teams right now and that's why like hopefully uh you know we can make more of these uh like a regular habit because it's just changing so rapidly you know thanks to ai and really the speed that the muscles that hubspot had already built like on the way to ai like we got to move fast um and like you can you can move fast now so like why not uh hopefully we can create this kind of awareness bridge to make sure everybody knows um uh what's what's new and available in hubspot and uh thank you austin for taking those notes. But yeah, I look forward to seeing what you guys continue to build here and, you know, appreciate you taking the time. Thank you. That's what you say. Yeah, thanks so much.

What if you could see every decision-maker in a deal before one of them kills it?

The reality: enterprise deals don't close because of ONE person. They die because of the stakeholder you never engaged.

Thursday on Let's Unbox HubSpot, I'll be exploring HubSpot's new native Buying Groups with Daniel Currin. The guy who literally invented the solution when his company OrgChartHub Ltd was acquired by HubSpot in June.

We'll tackle the questions that matter:

❓ Does the AI auto-build actually work when your CRM data isn't perfect?
❓ How do you spot the stakeholder gap that's about to kill your deal?
❓ When does a deal need a buying group map vs. when is it overkill?
❓ How does this extend beyond sales into customer success?

This is the rare unboxing where the product manager BUILT the predecessor. 

No marketing spin. Just authentic discovery of what works, what doesn't, and what it means for how we serve groups of humans trying to get a job done.

#LetsUnbox #HubSpot #HubSpotTipsandTricks