February 27, 2025 • 43 mins
Discover HubSpot’s Secrets with Senior Partner Manager Alex Desnoyer
In this episode, we're diving into HubSpot's top secrets. Learn how to unlock Enterprise features with just one seat, explore the Custom Object Library and more. Join us to uncover these insights and make the most of your HubSpot subscription.
Jasper
This is an original recipe from Jasper Distilling Co. in Charleston, SC. Light, crisp and just the right balance of sweet and herbal, the Jasper is the perfect drink to toast to good company and great conversation. Mix the ingredients, pour over ice and enjoy.
Ingredients:
4 oz. strawberries, sliced
2 basil leaves
1 oz. simple syrup
1/2 oz. lemonade
1 1/2 oz. Charleston Distilling Co.’s Jasper Gin
2 oz. club soda
Directions:
Boil strawberries with basil leaves to create the puree, then cool in fridge.
Muddle simple syrup and 2 basil leaves in a cocktail shaker. Add puree, lemonade, club soda and gin.
Add ice in a glass and pour the mixture. Enjoy!
Recipe credit: https://jaspercharleston.com/news/the-jasper-gin-fizz-cocktail/
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:09):
hey, caitlin, you, oh , my god.
I thought you froze for aminute there, but you're there,
you're alive, anticipating Iknow, I know, I am alive hi um
hi nice to see you it is good tosee you too.
I am so cash today.
Speaker 2 (00:21):
Like it's it's a friday when're recording this Is
this one of our 71 shirts.
Speaker 1 (00:25):
It is not.
It's not.
This is a woven, which is asmall business that supports
local graphic designers.
So all of their shirts are froma graphic designer and they
give credit to the graphicdesigner.
You get a card about it.
You can download a phonewallpaper for it.
Speaker 2 (00:41):
Do you match your phone to your shirt?
Speaker 1 (00:45):
I could every day if I wanted to every day that so I
did it as a subscription a whileago.
They're old, so now they'returning into my workout shirts,
so um, I have been, I have beenbuying um some of our 71 shirts
so I do need to um.
Take a look at that, because ofcourse I get them at cost, so
can you?
Uh, if you would like um dothose roll over?
Speaker 2 (01:04):
do we have like a?
No, we get three per month.
Speaker 1 (01:08):
Well, we get them at cost no matter what, because we
own the site, so there's nopoint in doing markup on it.
Speaker 2 (01:14):
Um, we get them 20 off of cost three per month okay
so um so if anyone needs at-shirt, I can make you a sweet
deal you got to call in for sookay, that's true.
What are we doing today?
Topic?
Speaker 1 (01:29):
it's not a secret it isn't a secret, but it's
hubspot's best kept secrets, atleast a few of them.
Um, and it's one of our like.
We're ramping up the guestsproducer zach has been producing
and um finding finding us greatguests.
Speaker 2 (01:45):
Um truly uh.
Alex, a senior partnerdevelopment manager at HubSpot
PDM.
Hubspot loves a uh abbreviationAbsolutely yes.
So, uh momentarily we'll haveAlex join us, but before, before
we do that um well, he was.
Speaker 1 (02:02):
He's been, he was with us, he was our rep.
He's had different titles, Iguess CSM maybe or something,
but he was basically helping usbe successful with HubSpot for a
very long time, to the pointwhere he you know what.
I'll save the story until he'son.
So let's talk about thecocktail.
Speaker 2 (02:21):
Jasper.
Jasper sounds like a littlebutler.
I know, oh isn't it?
Somebody sounds like a littlebutler I know, oh, isn't it?
Speaker 1 (02:26):
Somebody has that as their AI name.
It's Jasper.
Like Jasper.
Speaker 2 (02:29):
AI is a thing, but I don't remember.
Maybe it's its own thing.
Oh, it's a whole company, Ithink.
Jasper AI.
Well, this is not AI.
You would need a human tocreate this.
Speaker 1 (02:39):
It does come from Jasper Distilling Company in
Charleston, south Carolina.
Curious if Zach has visitedJasper Distilling Company.
I know Charleston's fairlyclose to him but he is not.
That will be on his list forthis summer to go down there
because he loves a good beverage.
It's super light and crisp, alittle bit sweet, a little bit
herbal, which is nice.
And they say it's the perfectdrink to toast, to good company
(03:01):
and great conversation.
Honestly, any drink if thecompany is good and the
conversation is great.
Speaker 2 (03:07):
Here is what I need you to know is that I recently
made an accidental version ofthis without even knowing it,
and it was delightful.
Fantastic.
I didn't measure, though Imeasured with my heart and
instead of club soda.
I topped with Prosecco becauseof who I am, so for this recipe
you need four ounces ofstrawberries sliced, and instead
of club soda I topped withProsecco because of who I am, so
for this recipe you need fourounces of strawberries sliced.
(03:28):
You could use frozen, I thinkin this instance I don't know if
we've talked about frozen fruitat- all the flash frozen stuff
like at Costco or wherever it'slegit.
Speaker 1 (03:37):
It's actually really good.
Speaker 2 (03:39):
And it's much less expensive because it's yeah
anyway.
Okay, so four ounces ofstrawberries sliced, which you
can buy, you can buy.
You can buy sliced frozenstrawberries with no sweetener.
Uh, two basil leaves, one ounceof simple syrup, a half ounce
of lemonade, one and a halfounces of charleston distilling
company's jasper gin, which I'massuming is where the name comes
from, and two ounces of clubsoda, or, if you want to, you
(04:01):
know zhizh it up, you could dodo Prosecco.
It's just a you know dealer'schoice.
You could First boil yourstrawberries with the basil
leaves to create a puree andthen cool in the fridge, muddle
your simple syrup and two basilleaves.
So really we need four basilleaves.
Two basil leaves in a cocktailshaker.
Add the puree, lemonade, clubsoda and gin the end.
(04:25):
Yeah, but you don't shake it,just notice that you just mix it
in the cocktail shaker.
Speaker 1 (04:30):
Because the club soda goes in there and we all know
we do not shake fits, we don'tshake bubbles, that will be a
mess.
So when I first read this, Ithought that maybe Jasper
Charleston was the name of abartender who created this.
But it's just Jasper distillingin Charleston.
Speaker 2 (04:44):
It's the name of the bar-ish.
I would assume they probablyhave a tasting room right.
Speaker 1 (04:48):
Yeah, and free plug, jaspercharlestoncom.
There you go, you can go seethem.
Speaker 2 (04:52):
They do fully call this a Jasper Gin Fizz, and I
love nothing more than a GinFizz.
Speaker 1 (05:01):
I can be good with a Gin Fizz.
Speaker 2 (05:02):
Yeah, so good, so good and delightful.
Speaker 1 (05:05):
I will try this one.
I'm going to wait until summerbecause we have a lot of snow.
Speaker 2 (05:08):
right now we have like six inches of snow, and
it's snowing again, which isannoying.
No, we're not doing that Allright.
Speaker 1 (05:14):
So let's put a pin in this then, and we will be back
with Alex from HubSpot.
And I'll tell my story.
We're back from our break andAlex is here with us.
(05:35):
Hi, Alex.
Speaker 3 (05:36):
It's so nice to see you.
It's good to see you guys.
Speaker 1 (05:39):
It's like a little family reunion.
It is yeah it is kind of.
So.
We had a little debate beforeyou came in and I know we asked
you because I couldn't rememberand then felt stupid about your
name because, like we live inthe land of Des Plaines,
Illinois, but also Des Moines,Iowa, and so it's like okay,
Desnoyers, Denoyer.
Speaker 2 (06:00):
Denoyer, it's the Des Moines pronunciation really.
Speaker 1 (06:03):
It is Because the middle S and the end S are both
silent.
But you hit that R a little bit.
Speaker 3 (06:10):
Now that you point that out, that actually is quite
incredible, for where you guysare Rich.
You hit the trifecta, though,which is the way to say it, the
way most people say it wrong,and then the way you should say
it.
If I still, if I lived infrance and my ancestors were
happy um fair.
So yeah, I mean honestly fullcoverage have we?
Speaker 2 (06:31):
have we angered the ancestors?
Speaker 1 (06:34):
no, I think they have a lot of other things to worry
about.
Yeah, yeah, we gave him a uh,we gave him a tribute, we gave
him a nod.
So, alex, you we were justtalking um.
Before then I was like, oh god,we should talk about this on
the show.
So you joined HubSpot, I thinka little bit before we became
partners in 2017.
And we went through a couple ofI don't even know what they
(06:56):
were called back then.
Is it a CSM?
Is that what it would have been?
Speaker 3 (07:00):
Yeah, there's been quite a few iterations over the
years.
Yeah.
Speaker 1 (07:03):
But basically our person at HubSpot to help us
grow and be good people andlearn things and all of that.
And we had Kate, who was great.
And then Kate got promotedalmost immediately and we were
like, okay, come on, give ussomebody who's going to stick
around.
And you promised not to leaveus for a while.
And then you got promoted andwe're only working with platinum
(07:23):
partners.
And we were a gold partner, buton your end you were kind of
lobbying I think they'll beplatinum, can I keep them?
And we were like I guess wejust have to be platinum, so we
keep alex.
And so we did, and we became aplatinum partner.
Speaker 3 (07:36):
um, yeah, and then you got promoted again.
It has been good, yeah, but itseems like we were we were doing
a pretty good job of tradingoff who's getting promoted.
You know, like I got promotedand then you guys had to kind of
get promoted and teared up inorder to come hang at the cool
kids table.
And yeah, I mean yeah, it'sbeen quite a journey.
The only thing that stays thesame at HubSpot is change in all
(07:58):
senses of it.
Speaker 1 (07:59):
And that's how you stay alive.
One of my constants, so it'sgreat yeah that's how you stay
alive, though, like as asoftware company or a software
service, like you've got tocontinue to advance or you'll
just die yeah like um, and thatrequires you know changes in
operations too and changes inpeople.
so part of why we give you acall is one we love you, of
(08:19):
course, but two, um.
One of the things we always didwas you would give us tips,
tricks, you'd show us neatthings.
Hey, I learned this fromanother partner and sometimes
we'd share those with you too.
And so we're like why doesn'tAlex share his inside secrets
with everybody?
Obviously, secrets that won'tget you fired.
You can't do anything.
Speaker 2 (08:39):
You would never release anything confidential.
This is not material non-publicinformation.
Speaker 3 (08:44):
Not where the bodies are buried or anything like that
.
Speaker 1 (08:47):
No, All of this is stuff that you can go find on
your own.
It's just some things thatpeople overlook.
I think Exactly.
Speaker 2 (08:56):
I think that's one of my favorite parts of one being
a partner, but two runningthrough the onboarding program
is that we have such a broaddepth of broad depth.
That's doesn't, that doesn'tcompute, but we have such a
broad awareness of different usecases.
And, like I just kicked off, uh, a new pso client today where
(09:20):
he's like I want you to tell methe weird stuff that you've
learned from other clients and Iwas like this is going to be so
fun.
Speaker 1 (09:28):
How much time do you have I?
Speaker 2 (09:29):
know I was like our 45 minutes is up right now, but
I'll see you in two weeks, okay,okay, it's going to be great.
So, like right up his alley,and, honestly, this is a good
reminder for me too, right, asI'm like trying to keep up with
all of the feature developments,because that has been the other
thing.
Like just in the last probably12 or 18 months, I feel like the
(09:53):
deluge of new features andchanges has just been like so,
so intense.
Then I'm like I can't learnanother thing right now, so this
will be a good reminder for me.
Speaker 3 (10:06):
Yeah, no, you're so right.
I mean I just I talk about thisa lot but, yeah, the last, yeah
, 12 to 18 months, it feels likethere really has been a very
intentional shift with theproduct team and you know a
certain amount of that comeswith the, just like, you know,
the operational scale of thebusiness.
There are more hubs, we'rewider and we're going deeper in
(10:28):
more areas.
You know the number of productteams dedicated to different
nook and cranny parts of theplatform is certainly
proliferated.
So you know, in the past therewere these development cycles
where a tool might feel like ithadn't gotten a lot of TLC in
like a couple years, and nowit's like a couple months until
we see updates for certainproducts.
(10:48):
And yeah, I mean, keeping upwith product updates is kind of
like a full-time job, to behonest.
And I would say too, you got methinking that like there are a
few different examples as wellwhere it's not necessarily like
hey, this is a brand new featureand people aren't yet talking
about or using it, but likereally cool use case
(11:09):
applications that are maybeslightly different than what is
out of the box intention.
And also I have, I just found,over the last, you know, several
years working here.
I also just like rediscoverthings in a different way, you
know.
So like the tool itself mayhave existed for five plus years
, but if I haven't had a reasonto spend much time in it and I
(11:30):
kind of come back to it and I'mlike oh yeah, I forgot that that
little superpower was hiddenover here.
Maybe we can kind of co-op thatand use it in this very
interesting way.
So yeah, there's a lot ofdifferent ways to find these
little tips and tricks and nooksand crannies and secret weapons
.
It's a lot of fun.
Speaker 2 (11:48):
One of one of your um , one of your secrets the, the
custom objects, and the, the newobject library.
Even just on the, I'm sorry,I've like spoiled it, but I was
like that's right there.
Um with that one, yeah, exactlyum, the ability to use the
(12:10):
object library on the starterplatform.
I spend a lot of time with like, with pro and enterprise folks,
but personally use even justthe starter suite on some
volunteer things that I do andso being able to customize
appointments and classes andthose types of like things that
(12:31):
are used frequently but aren'tnecessarily an out of the box
like contact company deal, right, that has been so
groundbreaking in terms of likefull organization management for
this like volunteer thing whereI'm like okay, now we can track
when our members are coming,how long they were active, what
(12:54):
volunteer opportunities theywere doing, and it is so easy.
Speaker 1 (13:00):
So let's back up a minute.
Alex, why don't you tell uskind of what the object?
Speaker 2 (13:03):
library is and kind of how it came about and why
it's such a huge deal.
Speaker 1 (13:07):
I just double-checked because I thought I was going
to correct you, caitlin, but itis available on Starter, like
I'm in my Starter hub for one ofmy tests which is just amazing.
Speaker 2 (13:14):
Don't try me.
I know all the Starter tricks.
Speaker 3 (13:18):
So Alex give us a breakdown no-transcript, with
(13:49):
just the standard objects, yourcontacts, companies, deals and
tickets.
And what I found was happeninga lot was the version of the
workaround at the time was oh,we'll just use tickets for this
other thing and we'll just haveto squint our eyes and pretend
it doesn't say tickets.
And you know every customer hasa different tolerance level for
that kind of workaround.
You know some people will drivethem crazy and some people
(14:11):
they're like sure I can suspenddisbelief and pretend that it's
not tickets, it has a pipeline.
I can create custom properties,like, let's roll with this.
So then fast forward a coupleof years.
We launched custom objects Okay, great, but again it has been
limited historically to theenterprise.
Now, with this custom objectlibrary or this object library,
(14:31):
really, it's basically comingback and bridging that gap once
again.
So I think the biggestdifference again is that you
still have those standardobjects.
If you have a real tickets usecase, you can still use tickets
as they're meant for.
But now it's a series of acouple sort of predefined and,
I'd say most importantly,pre-labeled, pre-named object
(14:53):
types and so like, if you havethat exact need, boom, it's
right off the shelf, one clickyou got it in your portal, even
if you're on starter or pro.
What it also then does is likemaybe the name is still not
perfect, but it's like you nowhave other options.
Right, you're not having tooccupy the preexisting standard
objects, you can kind of justmake it work for you for what
(15:15):
you need.
So you know, these kinds ofdecisions are always a little
bit of pro and con and give andget, but I think it's such a
it's a best kept secret in a lotof ways, because I think a lot
of people saw it initially andwere like well, if I don't need
those specific object types,I'll just keep it moving.
(15:37):
But as you've found, caitlin,it seems it's like well, yeah,
some people, this is exactlywhat they need, but some people
it's like again, if we go rightback into the suspend, the
disbelief mode, there's a lotyou can do.
And now you have that firepowerat the lower level.
Speaker 1 (15:51):
Yeah, and one of the things we always tell people is
poke around.
You can yes, you can breakstuff and do permanent damage in
HubSpot, like deleting entirethings.
But that's actually gottenbetter because now with certain
levels, you can do a backup soyou can have a backup of your
database but also almosteverything you delete in HubSpot
.
You can get it back within 30to 90 days.
(16:11):
It sits in a place where youcan go grab it and the stuff
that's going to be a permanentdelete.
What I love is they've actuallynow added that second warning
that said you will bepermanently deleting this.
Speaker 2 (16:22):
this is irreversible forever goodbye, like are you
sure?
Yeah?
Speaker 1 (16:27):
yeah, and I've even had people who were like, oh,
like we changed all of thesepeople to the wrong life cycle
stage and I'm like, oh, thehistory of it is there.
You can use the workflow andhas ever been whatever stage,
and you can find those people.
Um, so, yeah, the objectlibrary is like that.
The listings, though, becausewe've we've pitched a couple of
realtors on using hubspotbecause it's a great tool and
(16:50):
they're like it doesn'tintegrate with the mls really
well and I can't do anythingwith my listings on there.
I like my custom site where Ican have my own listings.
Um, airbnb, you've got a rental, you're an apartment building,
like.
All of those are fantastic, sovery cool.
Speaker 2 (17:09):
I think too, that ties really nicely to the kind
of first order when we talkabout features that are only
available at those higher tiers.
How might we work around thatif one wanted to?
Yeah.
Speaker 3 (17:30):
No.
So I think this is likeHubSpot's been around for a
while, I think, in like humanyears.
Hubspot's like approaching its20s right, it's a teenager and a
lot has changed and with that,you know, like the product
itself, but also thego-to-market and the way we
price and package things.
So I think it was a long timecoming.
But I think, without a doubt,second place comes to the
(17:54):
marketing context change from afew years ago.
This is certainly the biggestchange in the way HubSpot has
priced and packaged.
The product is moving to theseats-based model there was, I
think, understandably,especially for long-time users
and partners like yourselves,this is a huge material change.
How is this going to affect me?
How is this going to affect myclients?
I think, certainly it's nevereasy to make those big changes,
(18:16):
but I think we all kind ofunderstand why.
There's some reasons that areeasier to point to and be like
well, hopswap's a publiclytraded company and this is about
monetization.
We all get that.
The real, practical reality andwhy we're here talking about it
is like okay, so what does thisreally mean for like boots on
the ground?
I think the biggest thing isagain in terms of access to the
historically hard to reachfeatures, aka expensive, behind
(18:39):
an enterprise paywall.
Now you can buy a single seatof sales enterprise.
I think for a long time and Iknow our old friend Peter used
to say this to my favorite youat HubSpot, my favorite HubSpot
product sales enterprise Noteveryone can afford to spend,
you know, $1,500 a month ormaybe you get a nice discount,
(19:00):
whatever it sometimes it's justcost a month.
Or maybe you get a nicediscount whatever, sometimes
it's just cost prohibitive.
But now you can buy a singleseat and so you can pair it with
Marketing Starter and SalesEnterprise and still keep that
budget well under $1,000 a month.
And now you have all thoseenterprise features.
So the things that are specificto Sales Enterprise, right.
Like Rich, I know you're a hugefan of being able to enroll a
(19:23):
contact into a sequence viaworkflow.
Speaker 2 (19:25):
That's one of my favorite use cases.
Speaker 3 (19:27):
But even just the enterprise level across the
board.
Features like custom objectright, like if you had marketing
enterprise, you get customobject sales enterprise.
So there's like the platformagnostic version of that where
it's like, as long as you haveon enterprise hub you get it,
but then you get all the sweetjuiciness of sales enterprise
anyway.
So being able to mix and matchand buy single seats is a huge
(19:49):
unlock.
Speaker 1 (19:49):
I think the other thing that comes in with a lot
of our clients, especially sincewe work in like financial
services, and we've done somemedical stuff and things like
that is the enterprise feature,where you can basically lock
down any single propertypermission.
Yes, like that one is hugebecause people will be like, ok,
I want them to see everythingexcept this one dollar amount.
I don't want anybody to see butthese five people.
(20:12):
And it's like, ok, we'll justlock that down and create a
permission set for those fivepeople to be able to see that
property, be able to see thatproperty.
Um, yeah, that one is huge forme because I've also run into a
lot of the people who are likewell, I only need two sales
seats, we've only got two salespeople, I don't need five.
And it used to be like for proyou had to have five and was
enterprise 10 to start with, orsomething like that maybe and
(20:34):
they're just like.
No, like I want the enterprisefeatures, but I don't want to
pay that much and I don't want10 seats, I just need three, and
$450 a month is a lot differentthan $1,500 a month and there
are some caveats.
So only that person assigned tothat sales enterprise seat will
have certain abilities, likecreating sequences and using all
of the playbooks and some ofthose things.
(20:55):
But those, like you said,platform-wide pieces just are
crazy.
We actually just we haven'tmoved to seats pricing yet.
There was an issue where ourbill would have gone up by one
cent and it's just a bug thatcame up on our migration,
because we're so legacy right,because we're like I mean 2017,
it's how many SKUs old is one ofour products?
(21:17):
So they're holding on thatbecause they want to fix it,
because they're like this willcome up again, skew as old as
one of our products.
So they're holding on thatbecause they want to fix it,
cause they're like this willcome up again and we need to
figure out what's going on andwe want to fix it.
Um, and I was like well, I wantit so we can go to sales
enterprise because the pennylike yeah, and they're like it's
not about the penny, it's aboutthe number wasn't right where
it should be and I'm like okay,great.
But we actually ended up, um,because we had some legacy stuff
(21:38):
in our portal, because Peterdid some good things to help us
with pricing a long time ago, weended up with 10 enterprise
seats.
I won't share what we pay forthose on here, but we're loving
having enterprise.
Speaker 2 (21:51):
Like we're not taking full advantage of it yet but
that big one, the cobbler's kidsnever have shoes, I think is
the main point.
I'm curious if you could saywhy sales enterprise is your
favorite skew, like what's the,what's the silver bullet on
there yeah, no, I honestly Ithink it's it's mostly around
like for the bang for your buck.
Speaker 3 (22:13):
I think it's the best .
So so in my mind I think aboutit as like, if you really want
the firepower, you need to havesome version of enterprise,
right?
So then you're left thinking,okay, of the five hubs, which
one is best for me?
And I think it's largelybecause of some of the stuff
we've already been talking abouthere too, but it's a really
cool almost like the um, likethe governments and the like
(22:38):
admin type stuff that just makesthe adoption so much better.
So, again, some of that's likeenterprise agnostic.
But I think, like I thinkplaybooks are so underutilized
it can be used for so many othercool things, yes like to your
point, rich about like beingable to do like field level view
and edit permissions, just likethe permissioning and the
versioning you can do for teamexperience is just so cool at
(23:00):
that level, and so I think it'sjust like I'm drawn to some of
the sales hub tools anyway, andthen once you consider, like if
I was only going to have oneenterprise hub, which would it
be?
Speaker 1 (23:10):
I think it's just even more so yeah, with the
single seats the most costeffective um, yeah, that's why
it's my favorite, I think myfavorite custom package, and
I've recommended this to acouple of people, kind of
offline, so I'm just going tothrow it out.
There is because it exists.
There was Marketing Plus whenContent Hub came out and it's
changed to be I think it'scalled HubSpot for Marketers now
(23:30):
, but it's essentially MarketingPro and Content Pro combined
and the Content Pro only costs$100 more.
It's this ridiculous combothat's really efficient.
So for me it's HubSpot formarketers.
You get content and MarketingPro.
You add on one or two salesenterprise seats and you get all
(23:52):
that functionality unlocked andthen if you need service, you
can do that.
But a lot of people that's kindof the one that you either need
it or you don't.
It's not a secret.
But my other one is throw inops hub starter.
It's 15 bucks a month for oneseat and then you can do custom
fields on integrations.
It just opens up other stuff.
Now, yeah, ops pro is waybetter because you can actually
(24:15):
have it clean up your databasefor you.
But um, op starter like I feellike every sales rep should add
op starter to everything.
Um, no, what?
And every time we're doing ashared deal, I just tell them,
just throw in upstart, orbecause it prevents us from
having problems later, sure sobut that's my secret package
that I love.
Speaker 2 (24:33):
One thing I've noticed and this is not a knock
on salespeople, but as we'vegone through a lot of these, you
know partner scaled onboardingssalespeople are not data people
, and so they want to be able toreport on stuff, but then they
they're not always the best attracking and actually putting in
(24:53):
clean data.
So it's like I want to help youreport, but I need you to do the
work on the front end and makesure that your stuff is in the
right place, and so, yeah, thatlike data cleanliness and then
also some of those like fieldlevel controls are just one
really easy way to help kind oflock down that sales process and
(25:14):
make sure that your i's aredotted and t's are crossed.
Speaker 1 (25:19):
Much love to salespeople.
Speaker 3 (25:20):
That's the data we have right, I will not do your
job, however, yeah, I agree.
And I like the way you thinkabout it, too, rich, where it's
like what is the mix and matchwhich, again now the seats
enables us to truly mix andmatch in a way we haven't been
able to before.
And you know, yeah, classicHubSpot is renaming something
very quickly HubSpot formarketers.
(25:41):
That's what we're movingforward with.
You're spot on.
I think it's such a great SKU.
And then, obviously, just likethe full platform suite, right
where it's like you know what,screw it, let's an automatic,
like I think it's like 37%discount, let's get all those
pro hubs in there.
That gets you that ops pro.
And I think like, especiallyjust like thinking about the
history of operations hub.
And again to your point,caitlin, like not everyone cares
(26:02):
that much about data or getsthem very excited when we start
talking about operations, youknow.
But it really does change a lotand I think a big part of it
too is just sort of like marketperception.
Right when we first launched it, in order to really get value
out of it, it you kind of neededto have some sort of developer
savvy.
(26:23):
Now, obviously, an antidote likeyou guys have, that you know
and so.
But but if I'm, if I'm justlike an smb and I'm trying to
figure out, like, how do Ijustify the cost of this?
It's sort of like, how do I getany value out of this if I
don't know python or javascript,right, but where it's developed
since then and what rich wasalluding to is just like, even
just like all of the datahygiene stuff.
That is no code.
(26:43):
That is, if you are at allfamiliar with the HubSpot UI,
you can figure out how to changeyour data very quickly and I
think that's a huge, huge, hugebenefit.
So for looking at it as a singleSKU again, it's like tough
whenever we're looking atdollars and cents but, like with
those bundled approaches,getting that operations hub
piece embedded throughout theplatform, I'll change your life.
(27:06):
It'll make your marketershappier and your sales people
happier yeah, and that's my.
Speaker 1 (27:10):
My number one go-to is if you can do the full pro
suite and you don't need anyenterprise level stuff, just do
the whole suite.
I don't care.
If you don't want to put yourwebsite in HubSpot, you should.
Ours is.
It's great, we love it.
But you get so much more withcontent hub now, like some of
the AI features that come outwith that and all of that.
But yeah, so you mentioned opspro and I know there's another
(27:32):
like interesting thing thatunlocks when you have ops pro or
enterprise.
That was on your list.
Speaker 3 (27:38):
Yeah, yeah, and have ops pro or enterprise.
That was on your list, yeah, um, yeah, and I think this just
speaks to a little bit of uh.
Again, it's like if you don'tknow what you don't know or you
like don't know where to look.
Again, it can be kind ofspurious to sort of justify,
like, what is the roi of payingfor operations of pro?
And even just the sense of likewhen I'm clicking around the
navigation and hubspot you'rekind of like where is it?
(27:59):
You know, for other hubs it's alittle bit more obvious, right,
where it's like okay, here'sthe sales workspace and here's
my sequences and here's myplaybooks, right.
But one of my favorite thingswith Operations Hub Pro is
because so much of the value isinside of the workflow, right.
So if you were on Marketing Probefore, you already had
workflows.
But it unlocks all of theseother features, many of which
(28:21):
are like the actions you canexecute within the workflow,
like formatting the data andcustom coded actions and all
that cool stuff.
But I think a super underratedfeature that I love to point out
to people is basically likescheduling the enrollments of
these workflows.
So I think about this in myday-to-day.
There are a lot of like youknow, call them programmatic or
(28:44):
transactional type emails that Iget on a daily or weekly basis
or monthly basis at HubSpot,right, maybe it's reminders for
submitting tickets, for gettingthings squared away at the end
of the month, or quota reminders, or here's a policy update that
everyone needs to know about,and so you know we use a tool
called Looker that provides alot of our reporting internally
(29:05):
at HubSpot, so it's like you canlike schedule those emails to
go out to certain people atcertain times.
And so, with workflows, a lotof the times, you know, over the
years especially, we've had alot of like how do I get this
contact to re-enroll, how do Iget this to happen again?
Lot of like, how do I get thiscontact to re-enroll, how do I
get this to happen again?
And like how do I work aroundsome of these pieces, and so
it's just a simple toggle whenyou're setting up the enrollment
(29:27):
triggers for workloads asschedule enrollments.
You can do it daily, weekly,monthly.
So I always think about the usecase, for I want my reps to hit
the ground running.
I want my reps to hit theground running, so I want to
schedule this workflow to fireat 8 am every Monday to
basically give them a summaryemail that highlights all of
(29:49):
their urgent action items or theleads that have the highest
lead score, or basically likethis is in your inbox first
thing Monday morning to help youprioritize your day.
There's a million other usecases I can think of, but that
idea of like set it and forgetit I want this action to happen
on a recurring schedule isthere's so many use cases for
(30:10):
that.
Speaker 1 (30:10):
Yeah, I have a.
There's a PSO client that Iworked with and he's bought some
consulting with us.
He's on vacation this week, soI didn't hear from him at all
this week, but he's super nice,I love him.
He's on vacation this week, soI didn't hear from him at all
this week, but he's super nice,I love him, he's great.
But one of the things he doesis it's like a mental health
treatment facility and so whenpeople graduate from the program
, they have weekly meetings thatare facilitated online that
(30:33):
they remind all of thesegraduates and their parents of.
And he's got a list of parents,list of graduates.
Well, he always sends.
He always sends them onWednesday at like 2 PM or
something reminder thismeeting's happening tonight at
six and I'm like, okay, well,and so he's got the workflow
that enrolls the list and thenit waits until Wednesday, which
(30:53):
you can do just without Ops Huband then it sends the email.
The problem is with there-enrollment.
It was only re-enrolling newpeople who went onto the list.
It doesn't kick everybody backup.
And he's like, well, can't Ijust make it cyclical?
And I'm like, no, you can'thave a cyclical workflow because
that's just it's bad foreverybody, and so I didn't even
know, like with Ops Pro, that'swhat he needs.
(31:14):
He needs to actually enrollthem every week from that list
or trigger that every week totry to get that going.
So I might talk to him aboutthat.
Maybe we'll upgrade Dubs Profor him, who knows?
Speaker 3 (31:25):
Yeah, just being able to do that on a schedule, I
think, is so important.
There's so much in theday-to-day business world that
we need to have that's likescheduled and it makes all sense
.
Speaker 2 (31:37):
So like that brings up an interesting thing for me
that a lot of folks don't knowabout uh, with reporting
dashboards, that you canschedule those emails to go out
on a regular cadence to just say, like here's your you know, if
you want it to be a, I think youcan export as a pdf or send a
pdf, or if you want it to justbe a link to the dashboard, but
you can schedule that, like foryour managers or your you know,
(32:00):
your c, your C-levels, wherethey've got a weekly sync or a
monthly, you know, check-in,whatever that is that like
little secret extra button, kindof like schedule those
dashboards to go up.
That blows people's mindregularly said repeatable things
that you don't want to have tothink about every week or every
(32:23):
month.
Like remove some of that human,human error fallibility from
the, from the equation and um,yeah, yeah, it just it makes me
want to automate everything toyou.
Speaker 1 (32:34):
Can I turn my?
Speaker 2 (32:35):
oven on with a workflow.
I mean, maybe you can do thatwith uh, if it's than that, my
air conditioner in the summerbefore I get home, I mean.
Speaker 1 (32:44):
So I will tell you we did use if this than that.
We had a nest thermostat and wehad it was it's the oh, it's
the haiku fans the big S fanlike residential versions.
Speaker 2 (32:58):
We had the haiku fan.
Speaker 1 (32:59):
And so we did have it that if the temperature goes
above X on the temperaturecenter sensor, then X on the
temperature sensor, then turn onthe fan to high, and then it
would wait like 15, 20 minutesand if the temperature had still
gone up?
Speaker 2 (33:15):
Were you doing that in HubSpot or somewhere else?
No, it was.
If this, then that, not inHubSpot.
I don't know what that is.
Speaker 1 (33:19):
But now that I've tangented us, I was going to
give you props for what was theperfect segue into the last
secret, because you were talkingabout dashboards and the last
secret is all about dashboards.
Speaker 2 (33:31):
I didn't even plan that.
That was an accident, very good.
Speaker 3 (33:35):
Thank you so much.
I like that you admitted thatyou didn't mean to do it because
you could have taken all thecredit, I wasn't looking at the
notes at all.
No, you could have taken creditthis one.
I will follow a suit of beinghumble and say this is one that
I actually learned from acustomer a while ago.
Speaker 2 (33:50):
Oh brilliant.
Speaker 3 (33:51):
That's another one of these things, too, which is to
say that, like, even if you'vebeen at HubSpot for seven years,
like me, there are so manypeople out there, whether
they're actually like solutionspartners, app partners or just
like freelance consultants.
There's so many stinking smartpeople out there that are
finding these things.
Yeah, I mean, reporting is socritical, right.
(34:11):
It comes up all the time, andespecially in the line of work
that you guys are in, it's likethese clients are expecting
results and how do we show theresults?
We got to report on it and so,yeah, over the years, there've
been a lot of cases where it'slike gosh, like I wish I could
just get this thing on thisdashboard.
You know we've talked a lotabout what I would call, like
(34:31):
you know, like localizedreporting in HubSpot, right?
So if I'm in, like emailmarketing tool, there's like an
analyze tab and I can see allthis cool stuff, and I will say
the product team has done areally good job over the year at
chipping away at this.
There's a lot of places whereyou can save a report to a
dashboard, right, so that's good, but that again, that's like
(34:53):
there's still a pocket of thingswhere it's like gosh.
I literally just want to beable to get this thing.
I'm looking at here over here,over here, and someone pointed
this out to me.
They must have been playingaround with it.
But one of the great features ofthe dashboards is that you can
embed external content, right.
And so the off-the-shelf usecase is like slide decks,
spreadsheets, videos, right.
So think about, maybe I have anexecutive summary slide deck
(35:14):
that explains why we built thisdashboard.
That's a perfect use case.
That's why the product teambuilt it that way.
Someone smart enough realizedthat it literally just asks for
a URL or an embed code.
So if you have a URL, you canpop in the URL and it'll
populate that basically into aniframe where a report would
normally live.
It's just the URL that you gaveit.
(35:36):
So this very smart person I wishI remember who it was so I
could give them credit theypointed out that, let's say you
wanted to put the sequencesenrollment page on a dashboard.
You go to the sequencesenrollment page, grab the URL
from your browser, plug it intothe embed field in the URL field
when you're doing externalcontent and voila, when you
(35:59):
reload the dashboard, it willliterally have a window into
another page of HubSpot rightthere, and the thing that I love
about it even more is you canuse it so I can be on a
dashboard and not just see thereport, but I can literally
click around in there and enrolla contact in a sequence from
(36:19):
the dashboard.
Now we've also obviously seenthe evolution of the workspaces
and I think it's kind of like alightweight version of that.
But again, it's basically likeif there's a URL for it, if
there's an index page somewherein HubSpot that you wish you
could just put in a report youcan.
Speaker 1 (36:36):
The social analytics.
So we did that.
I feel guilty for not tellingyou about this when we did it,
because it was like five or sixyears ago before you could click
save on any of those reports, I, as the executive, wanted the
social stats on the marketingdashboard.
So the beauty of that is alsoit only takes one space on the
dashboard because you're limitedin how many things you can have
on there, how many reports.
(36:56):
It only takes one, but you canhave like the eight reports that
are embedded on that page canbe all there.
But yeah, that is like I didn'trealize you can actually it
makes sense.
It's just a page.
You can literally click andenroll and do all of those
things from there.
That's like wild.
Speaker 3 (37:17):
So, yeah, that reporting piece has been the
best part, where it's like allright.
I want to this from the emailtool, this from the ads tool,
this from the social tool.
Speaker 2 (37:24):
put it all in there Technically it's a view, it's
like a inception level hubspotinside.
I was gonna say this is someinception level shit, like going
on into the rabbit hole, yeah.
Speaker 3 (37:35):
But again it's because you alluded to it
earlier where it's like a lot ofthe time it's like we're
considering the audience, likewho is going to use this
dashboard?
It's someone who maybe isn'tsuper savvy with HubSpot or
knows how to do all these things, so we just need to curate it
as much as possible for them,and so they are a view only user
.
They get that email once a monthand they're like oh cool, they
(37:55):
can still log in and look at thedashboard, but the dashboard
now has all of the criticalinformation on it.
They don't need to know how thesausage got made and that is
one caveat is those embeddedpieces don't show up on the PDF.
Speaker 1 (38:06):
If you send a PDF to somebody, you know, only the
native reports will, but if yousend them the link and get them
used to just clicking the linkand logging in, it's actually a
way better experience, becausemy biggest thing is, well, I
want to see last month and thismonth and it's like I can give
you one dashboard and a toggleat the top that you just choose
last month, this month or I cando a comparison.
But yeah, that's been a great,great feature.
(38:30):
You know, you can also addimages, you can add text, you
can add what is it?
Google sheets, google slides?
I think the Google data studio,which I feel like is Looker, I
think those are the same thing.
Speaker 3 (38:43):
Okay.
Speaker 1 (38:44):
Yeah, and then there's one other one Databox,
because we used Databox for alittle while when we had a bunch
of stuff in there.
Speaker 3 (38:53):
HubSpot alumni, great HubSpot advocate.
Databox is an awesome company.
It makes me think of the muchsimpler version of this too,
which was a big unlock at thesame time, which is again it's
like the enablement aspect ofreporting, which is to say like
just because I can build thereport doesn't mean it's
literally going to lead tobusiness change.
Someone still needs to be ableto read it, interpret it and
(39:16):
take action based on it so youknow, you can build all these
beautiful reports, but, like, issomeone going to understand
what they're looking at?
So, even just the basic of likehaving the top left field in
the dashboard be a text fieldthat explains what they're
looking at, you're like, hey,this is the purpose of this
dashboard.
You will see these reports thatare tracking these KPIs and
(39:39):
this is how to adjust thefilters.
You know, so, the annotationaspect of that.
And then then, yeah, embeddinga slide deck that explains, like
, this was the executive summaryof this project, which is why
you told us to do this, and thisis reminding you why this is
saying what it says, and allthose things.
And so, yeah, the, themultimedia aspect of a dashboard
(40:01):
, I think is a really killerunlock because, uh, again, like,
as much as ai and skynet hastaken over the world, like for
now, we still have humans thatare making these decisions.
Speaker 1 (40:11):
So they have to understand what they're looking
at.
Well cool, and I know zach willremind us he's been very
gracious.
We are pretty much at time, umwhat a treat.
Speaker 2 (40:21):
Can you come back, do more secrets?
So?
Speaker 1 (40:25):
here's one that I want to do is like the top four
mistakes people make whensetting up HubSpot Oof.
Speaker 3 (40:32):
Yeah.
You guys can probably teach mea couple things on that.
Speaker 2 (40:35):
Can it be like we're just going to title it like
Unfuck your Portal, because it'sbeen this long since I've sworn
, I made it through the wholeepisode.
Speaker 1 (40:46):
I said shit earlier.
I said that's some Inceptionlevel shit.
Speaker 2 (40:48):
So when he was talking about Inception, so we
already got our explicit.
Speaker 1 (40:51):
but we're good.
Speaker 2 (40:52):
That's brilliant.
Speaker 1 (40:54):
Oh my gosh.
Speaker 3 (40:55):
Yeah, okay, great.
It's, as you guys know betterthan most, it's a persistent
issue in this world.
Is that, like, whatever thelatest version of status, like
some ridiculously latest versionof status, like some
ridiculously high percentage ofimplementations of crms fail,
fail right, and some of them isbecause of adoption and some of
them is because they were justset up wrong, or poorly or
(41:16):
whatever.
But yeah, the amount of timespent and dollars spent on
untangling these gordordianknots is, as you guys know, so
it's a whole business, thoughthere's a lot of little things
you can do.
It's like if you just take abreath and don't press submit
just because you can doesn'tmean you should.
Speaker 1 (41:38):
I think that is a great wrap up for this episode.
So you can schedule workflowtriggers with ops pro or
enterprise.
That's a big one, and there'ssome other things that come up
there with cleaning up data, uh,unlocking enterprise features
with one seat.
It's one, 50 a month and youget a whole bunch of those.
Speaker 2 (41:56):
One of our favorites.
Speaker 1 (41:57):
It will break your starter package pricing, though,
I believe, so that it getswonky and each of those becomes
its own hub at $15 a month, Ibelieve.
Speaker 2 (42:06):
It's still pretty affordable, though, so just try
it see what you can do.
Speaker 3 (42:10):
You can embed external.
Yeah, that's true.
Speaker 1 (42:14):
We can embed external content in dashboards and then
that custom objects light in thenew object library.
Play with those and squint youreyes and try to make them do
something they're not supposedto do.
That's a hundred percent fun in.
Hubspot.
And okay, caitlin, where canpeople find us?
What's going on?
Speaker 2 (42:33):
You can always find us at antidote, underscore seven
One.
If you have a question thatyou'd like to send our way, you
can visit CTA podcast dot live,or you can call and leave us a
message on our little hotlinewe're still waiting 402-718-9971
.
Your question or comment, we'llmake it into a future episode.
That is a promise and not athreat we would love to hear
(42:54):
from you.
Speaker 1 (42:55):
Weren't we now giving out a book and a t-shirt code
for 71 shirts?
Speaker 2 (42:59):
We'll give you.
Speaker 1 (43:00):
yeah, I can't give you my firstborn, because I've
grown attached to her.
We'll send you a cocktail bookfor being a guest.
Speaker 3 (43:05):
That's our guest prize Two of my favorite words
in the English language cocktailand book.
Speaker 1 (43:11):
We published our own.
It's called Mixing it Up Fanfavorite cocktails and tangents.
Speaker 2 (43:16):
I have the whole box of them here, I'll get one in an
envelope off to you.
I can't do that.
I can't mail you a book.
Take that this is such adelight.
Speaker 1 (43:27):
We'll have an episode next week.
I have no idea right now whatit's going to be, so just tune
in, it'll be wonderful probablynot as wonderful as this, but
it'll be fantastic, alex.
Speaker 3 (43:39):
Thank you so much for joining us.
Thanks for having me.
Guys look forward to the nexttime.
hey, caitlin, you, oh , my god.
I thought you froze for aminute there, but you're there,
you're alive, anticipating Iknow, I know, I am alive hi um
hi nice to see you it is good tosee you too.
I am so cash today.
Speaker 2 (00:21):
Like it's it's a friday when're recording this Is
this one of our 71 shirts.
Speaker 1 (00:25):
It is not.
It's not.
This is a woven, which is asmall business that supports
local graphic designers.
So all of their shirts are froma graphic designer and they
give credit to the graphicdesigner.
You get a card about it.
You can download a phonewallpaper for it.
Speaker 2 (00:41):
Do you match your phone to your shirt?
Speaker 1 (00:45):
I could every day if I wanted to every day that so I
did it as a subscription a whileago.
They're old, so now they'returning into my workout shirts,
so um, I have been, I have beenbuying um some of our 71 shirts
so I do need to um.
Take a look at that, because ofcourse I get them at cost, so
can you?
Uh, if you would like um dothose roll over?
Speaker 2 (01:04):
do we have like a?
No, we get three per month.
Speaker 1 (01:08):
Well, we get them at cost no matter what, because we
own the site, so there's nopoint in doing markup on it.
Speaker 2 (01:14):
Um, we get them 20 off of cost three per month okay
so um so if anyone needs at-shirt, I can make you a sweet
deal you got to call in for sookay, that's true.
What are we doing today?
Topic?
Speaker 1 (01:29):
it's not a secret it isn't a secret, but it's
hubspot's best kept secrets, atleast a few of them.
Um, and it's one of our like.
We're ramping up the guestsproducer zach has been producing
and um finding finding us greatguests.
Speaker 2 (01:45):
Um truly uh.
Alex, a senior partnerdevelopment manager at HubSpot
PDM.
Hubspot loves a uh abbreviationAbsolutely yes.
So, uh momentarily we'll haveAlex join us, but before, before
we do that um well, he was.
Speaker 1 (02:02):
He's been, he was with us, he was our rep.
He's had different titles, Iguess CSM maybe or something,
but he was basically helping usbe successful with HubSpot for a
very long time, to the pointwhere he you know what.
I'll save the story until he'son.
So let's talk about thecocktail.
Speaker 2 (02:21):
Jasper.
Jasper sounds like a littlebutler.
I know, oh isn't it?
Somebody sounds like a littlebutler I know, oh, isn't it?
Speaker 1 (02:26):
Somebody has that as their AI name.
It's Jasper.
Like Jasper.
Speaker 2 (02:29):
AI is a thing, but I don't remember.
Maybe it's its own thing.
Oh, it's a whole company, Ithink.
Jasper AI.
Well, this is not AI.
You would need a human tocreate this.
Speaker 1 (02:39):
It does come from Jasper Distilling Company in
Charleston, south Carolina.
Curious if Zach has visitedJasper Distilling Company.
I know Charleston's fairlyclose to him but he is not.
That will be on his list forthis summer to go down there
because he loves a good beverage.
It's super light and crisp, alittle bit sweet, a little bit
herbal, which is nice.
And they say it's the perfectdrink to toast, to good company
(03:01):
and great conversation.
Honestly, any drink if thecompany is good and the
conversation is great.
Speaker 2 (03:07):
Here is what I need you to know is that I recently
made an accidental version ofthis without even knowing it,
and it was delightful.
Fantastic.
I didn't measure, though Imeasured with my heart and
instead of club soda.
I topped with Prosecco becauseof who I am, so for this recipe
you need four ounces ofstrawberries sliced, and instead
of club soda I topped withProsecco because of who I am, so
for this recipe you need fourounces of strawberries sliced.
(03:28):
You could use frozen, I thinkin this instance I don't know if
we've talked about frozen fruitat- all the flash frozen stuff
like at Costco or wherever it'slegit.
Speaker 1 (03:37):
It's actually really good.
Speaker 2 (03:39):
And it's much less expensive because it's yeah
anyway.
Okay, so four ounces ofstrawberries sliced, which you
can buy, you can buy.
You can buy sliced frozenstrawberries with no sweetener.
Uh, two basil leaves, one ounceof simple syrup, a half ounce
of lemonade, one and a halfounces of charleston distilling
company's jasper gin, which I'massuming is where the name comes
from, and two ounces of clubsoda, or, if you want to, you
(04:01):
know zhizh it up, you could dodo Prosecco.
It's just a you know dealer'schoice.
You could First boil yourstrawberries with the basil
leaves to create a puree andthen cool in the fridge, muddle
your simple syrup and two basilleaves.
So really we need four basilleaves.
Two basil leaves in a cocktailshaker.
Add the puree, lemonade, clubsoda and gin the end.
(04:25):
Yeah, but you don't shake it,just notice that you just mix it
in the cocktail shaker.
Speaker 1 (04:30):
Because the club soda goes in there and we all know
we do not shake fits, we don'tshake bubbles, that will be a
mess.
So when I first read this, Ithought that maybe Jasper
Charleston was the name of abartender who created this.
But it's just Jasper distillingin Charleston.
Speaker 2 (04:44):
It's the name of the bar-ish.
I would assume they probablyhave a tasting room right.
Speaker 1 (04:48):
Yeah, and free plug, jaspercharlestoncom.
There you go, you can go seethem.
Speaker 2 (04:52):
They do fully call this a Jasper Gin Fizz, and I
love nothing more than a GinFizz.
Speaker 1 (05:01):
I can be good with a Gin Fizz.
Speaker 2 (05:02):
Yeah, so good, so good and delightful.
Speaker 1 (05:05):
I will try this one.
I'm going to wait until summerbecause we have a lot of snow.
Speaker 2 (05:08):
right now we have like six inches of snow, and
it's snowing again, which isannoying.
No, we're not doing that Allright.
Speaker 1 (05:14):
So let's put a pin in this then, and we will be back
with Alex from HubSpot.
And I'll tell my story.
We're back from our break andAlex is here with us.
(05:35):
Hi, Alex.
Speaker 3 (05:36):
It's so nice to see you.
It's good to see you guys.
Speaker 1 (05:39):
It's like a little family reunion.
It is yeah it is kind of.
So.
We had a little debate beforeyou came in and I know we asked
you because I couldn't rememberand then felt stupid about your
name because, like we live inthe land of Des Plaines,
Illinois, but also Des Moines,Iowa, and so it's like okay,
Desnoyers, Denoyer.
Speaker 2 (06:00):
Denoyer, it's the Des Moines pronunciation really.
Speaker 1 (06:03):
It is Because the middle S and the end S are both
silent.
But you hit that R a little bit.
Speaker 3 (06:10):
Now that you point that out, that actually is quite
incredible, for where you guysare Rich.
You hit the trifecta, though,which is the way to say it, the
way most people say it wrong,and then the way you should say
it.
If I still, if I lived infrance and my ancestors were
happy um fair.
So yeah, I mean honestly fullcoverage have we?
Speaker 2 (06:31):
have we angered the ancestors?
Speaker 1 (06:34):
no, I think they have a lot of other things to worry
about.
Yeah, yeah, we gave him a uh,we gave him a tribute, we gave
him a nod.
So, alex, you we were justtalking um.
Before then I was like, oh god,we should talk about this on
the show.
So you joined HubSpot, I thinka little bit before we became
partners in 2017.
And we went through a couple ofI don't even know what they
(06:56):
were called back then.
Is it a CSM?
Is that what it would have been?
Speaker 3 (07:00):
Yeah, there's been quite a few iterations over the
years.
Yeah.
Speaker 1 (07:03):
But basically our person at HubSpot to help us
grow and be good people andlearn things and all of that.
And we had Kate, who was great.
And then Kate got promotedalmost immediately and we were
like, okay, come on, give ussomebody who's going to stick
around.
And you promised not to leaveus for a while.
And then you got promoted andwe're only working with platinum
(07:23):
partners.
And we were a gold partner, buton your end you were kind of
lobbying I think they'll beplatinum, can I keep them?
And we were like I guess wejust have to be platinum, so we
keep alex.
And so we did, and we became aplatinum partner.
Speaker 3 (07:36):
um, yeah, and then you got promoted again.
It has been good, yeah, but itseems like we were we were doing
a pretty good job of tradingoff who's getting promoted.
You know, like I got promotedand then you guys had to kind of
get promoted and teared up inorder to come hang at the cool
kids table.
And yeah, I mean yeah, it'sbeen quite a journey.
The only thing that stays thesame at HubSpot is change in all
(07:58):
senses of it.
Speaker 1 (07:59):
And that's how you stay alive.
One of my constants, so it'sgreat yeah that's how you stay
alive, though, like as asoftware company or a software
service, like you've got tocontinue to advance or you'll
just die yeah like um, and thatrequires you know changes in
operations too and changes inpeople.
so part of why we give you acall is one we love you, of
(08:19):
course, but two, um.
One of the things we always didwas you would give us tips,
tricks, you'd show us neatthings.
Hey, I learned this fromanother partner and sometimes
we'd share those with you too.
And so we're like why doesn'tAlex share his inside secrets
with everybody?
Obviously, secrets that won'tget you fired.
You can't do anything.
Speaker 2 (08:39):
You would never release anything confidential.
This is not material non-publicinformation.
Speaker 3 (08:44):
Not where the bodies are buried or anything like that
.
Speaker 1 (08:47):
No, All of this is stuff that you can go find on
your own.
It's just some things thatpeople overlook.
I think Exactly.
Speaker 2 (08:56):
I think that's one of my favorite parts of one being
a partner, but two runningthrough the onboarding program
is that we have such a broaddepth of broad depth.
That's doesn't, that doesn'tcompute, but we have such a
broad awareness of different usecases.
And, like I just kicked off, uh, a new pso client today where
(09:20):
he's like I want you to tell methe weird stuff that you've
learned from other clients and Iwas like this is going to be so
fun.
Speaker 1 (09:28):
How much time do you have I?
Speaker 2 (09:29):
know I was like our 45 minutes is up right now, but
I'll see you in two weeks, okay,okay, it's going to be great.
So, like right up his alley,and, honestly, this is a good
reminder for me too, right, asI'm like trying to keep up with
all of the feature developments,because that has been the other
thing.
Like just in the last probably12 or 18 months, I feel like the
(09:53):
deluge of new features andchanges has just been like so,
so intense.
Then I'm like I can't learnanother thing right now, so this
will be a good reminder for me.
Speaker 3 (10:06):
Yeah, no, you're so right.
I mean I just I talk about thisa lot but, yeah, the last, yeah
, 12 to 18 months, it feels likethere really has been a very
intentional shift with theproduct team and you know a
certain amount of that comeswith the, just like, you know,
the operational scale of thebusiness.
There are more hubs, we'rewider and we're going deeper in
(10:28):
more areas.
You know the number of productteams dedicated to different
nook and cranny parts of theplatform is certainly
proliferated.
So you know, in the past therewere these development cycles
where a tool might feel like ithadn't gotten a lot of TLC in
like a couple years, and nowit's like a couple months until
we see updates for certainproducts.
(10:48):
And yeah, I mean, keeping upwith product updates is kind of
like a full-time job, to behonest.
And I would say too, you got methinking that like there are a
few different examples as wellwhere it's not necessarily like
hey, this is a brand new featureand people aren't yet talking
about or using it, but likereally cool use case
(11:09):
applications that are maybeslightly different than what is
out of the box intention.
And also I have, I just found,over the last, you know, several
years working here.
I also just like rediscoverthings in a different way, you
know.
So like the tool itself mayhave existed for five plus years
, but if I haven't had a reasonto spend much time in it and I
(11:30):
kind of come back to it and I'mlike oh yeah, I forgot that that
little superpower was hiddenover here.
Maybe we can kind of co-op thatand use it in this very
interesting way.
So yeah, there's a lot ofdifferent ways to find these
little tips and tricks and nooksand crannies and secret weapons
.
It's a lot of fun.
Speaker 2 (11:48):
One of one of your um , one of your secrets the, the
custom objects, and the, the newobject library.
Even just on the, I'm sorry,I've like spoiled it, but I was
like that's right there.
Um with that one, yeah, exactlyum, the ability to use the
(12:10):
object library on the starterplatform.
I spend a lot of time with like, with pro and enterprise folks,
but personally use even justthe starter suite on some
volunteer things that I do andso being able to customize
appointments and classes andthose types of like things that
(12:31):
are used frequently but aren'tnecessarily an out of the box
like contact company deal, right, that has been so
groundbreaking in terms of likefull organization management for
this like volunteer thing whereI'm like okay, now we can track
when our members are coming,how long they were active, what
(12:54):
volunteer opportunities theywere doing, and it is so easy.
Speaker 1 (13:00):
So let's back up a minute.
Alex, why don't you tell uskind of what the object?
Speaker 2 (13:03):
library is and kind of how it came about and why
it's such a huge deal.
Speaker 1 (13:07):
I just double-checked because I thought I was going
to correct you, caitlin, but itis available on Starter, like
I'm in my Starter hub for one ofmy tests which is just amazing.
Speaker 2 (13:14):
Don't try me.
I know all the Starter tricks.
Speaker 3 (13:18):
So Alex give us a breakdown no-transcript, with
(13:49):
just the standard objects, yourcontacts, companies, deals and
tickets.
And what I found was happeninga lot was the version of the
workaround at the time was oh,we'll just use tickets for this
other thing and we'll just haveto squint our eyes and pretend
it doesn't say tickets.
And you know every customer hasa different tolerance level for
that kind of workaround.
You know some people will drivethem crazy and some people
(14:11):
they're like sure I can suspenddisbelief and pretend that it's
not tickets, it has a pipeline.
I can create custom properties,like, let's roll with this.
So then fast forward a coupleof years.
We launched custom objects Okay, great, but again it has been
limited historically to theenterprise.
Now, with this custom objectlibrary or this object library,
(14:31):
really, it's basically comingback and bridging that gap once
again.
So I think the biggestdifference again is that you
still have those standardobjects.
If you have a real tickets usecase, you can still use tickets
as they're meant for.
But now it's a series of acouple sort of predefined and,
I'd say most importantly,pre-labeled, pre-named object
(14:53):
types and so like, if you havethat exact need, boom, it's
right off the shelf, one clickyou got it in your portal, even
if you're on starter or pro.
What it also then does is likemaybe the name is still not
perfect, but it's like you nowhave other options.
Right, you're not having tooccupy the preexisting standard
objects, you can kind of justmake it work for you for what
(15:15):
you need.
So you know, these kinds ofdecisions are always a little
bit of pro and con and give andget, but I think it's such a
it's a best kept secret in a lotof ways, because I think a lot
of people saw it initially andwere like well, if I don't need
those specific object types,I'll just keep it moving.
(15:37):
But as you've found, caitlin,it seems it's like well, yeah,
some people, this is exactlywhat they need, but some people
it's like again, if we go rightback into the suspend, the
disbelief mode, there's a lotyou can do.
And now you have that firepowerat the lower level.
Speaker 1 (15:51):
Yeah, and one of the things we always tell people is
poke around.
You can yes, you can breakstuff and do permanent damage in
HubSpot, like deleting entirethings.
But that's actually gottenbetter because now with certain
levels, you can do a backup soyou can have a backup of your
database but also almosteverything you delete in HubSpot
.
You can get it back within 30to 90 days.
(16:11):
It sits in a place where youcan go grab it and the stuff
that's going to be a permanentdelete.
What I love is they've actuallynow added that second warning
that said you will bepermanently deleting this.
Speaker 2 (16:22):
this is irreversible forever goodbye, like are you
sure?
Yeah?
Speaker 1 (16:27):
yeah, and I've even had people who were like, oh,
like we changed all of thesepeople to the wrong life cycle
stage and I'm like, oh, thehistory of it is there.
You can use the workflow andhas ever been whatever stage,
and you can find those people.
Um, so, yeah, the objectlibrary is like that.
The listings, though, becausewe've we've pitched a couple of
realtors on using hubspotbecause it's a great tool and
(16:50):
they're like it doesn'tintegrate with the mls really
well and I can't do anythingwith my listings on there.
I like my custom site where Ican have my own listings.
Um, airbnb, you've got a rental, you're an apartment building,
like.
All of those are fantastic, sovery cool.
Speaker 2 (17:09):
I think too, that ties really nicely to the kind
of first order when we talkabout features that are only
available at those higher tiers.
How might we work around thatif one wanted to?
Yeah.
Speaker 3 (17:30):
No.
So I think this is likeHubSpot's been around for a
while, I think, in like humanyears.
Hubspot's like approaching its20s right, it's a teenager and a
lot has changed and with that,you know, like the product
itself, but also thego-to-market and the way we
price and package things.
So I think it was a long timecoming.
But I think, without a doubt,second place comes to the
(17:54):
marketing context change from afew years ago.
This is certainly the biggestchange in the way HubSpot has
priced and packaged.
The product is moving to theseats-based model there was, I
think, understandably,especially for long-time users
and partners like yourselves,this is a huge material change.
How is this going to affect me?
How is this going to affect myclients?
I think, certainly it's nevereasy to make those big changes,
(18:16):
but I think we all kind ofunderstand why.
There's some reasons that areeasier to point to and be like
well, hopswap's a publiclytraded company and this is about
monetization.
We all get that.
The real, practical reality andwhy we're here talking about it
is like okay, so what does thisreally mean for like boots on
the ground?
I think the biggest thing isagain in terms of access to the
historically hard to reachfeatures, aka expensive, behind
(18:39):
an enterprise paywall.
Now you can buy a single seatof sales enterprise.
I think for a long time and Iknow our old friend Peter used
to say this to my favorite youat HubSpot, my favorite HubSpot
product sales enterprise Noteveryone can afford to spend,
you know, $1,500 a month ormaybe you get a nice discount,
(19:00):
whatever it sometimes it's justcost a month.
Or maybe you get a nicediscount whatever, sometimes
it's just cost prohibitive.
But now you can buy a singleseat and so you can pair it with
Marketing Starter and SalesEnterprise and still keep that
budget well under $1,000 a month.
And now you have all thoseenterprise features.
So the things that are specificto Sales Enterprise, right.
Like Rich, I know you're a hugefan of being able to enroll a
(19:23):
contact into a sequence viaworkflow.
Speaker 2 (19:25):
That's one of my favorite use cases.
Speaker 3 (19:27):
But even just the enterprise level across the
board.
Features like custom objectright, like if you had marketing
enterprise, you get customobject sales enterprise.
So there's like the platformagnostic version of that where
it's like, as long as you haveon enterprise hub you get it,
but then you get all the sweetjuiciness of sales enterprise
anyway.
So being able to mix and matchand buy single seats is a huge
(19:49):
unlock.
Speaker 1 (19:49):
I think the other thing that comes in with a lot
of our clients, especially sincewe work in like financial
services, and we've done somemedical stuff and things like
that is the enterprise feature,where you can basically lock
down any single propertypermission.
Yes, like that one is hugebecause people will be like, ok,
I want them to see everythingexcept this one dollar amount.
I don't want anybody to see butthese five people.
(20:12):
And it's like, ok, we'll justlock that down and create a
permission set for those fivepeople to be able to see that
property, be able to see thatproperty.
Um, yeah, that one is huge forme because I've also run into a
lot of the people who are likewell, I only need two sales
seats, we've only got two salespeople, I don't need five.
And it used to be like for proyou had to have five and was
enterprise 10 to start with, orsomething like that maybe and
(20:34):
they're just like.
No, like I want the enterprisefeatures, but I don't want to
pay that much and I don't want10 seats, I just need three, and
$450 a month is a lot differentthan $1,500 a month and there
are some caveats.
So only that person assigned tothat sales enterprise seat will
have certain abilities, likecreating sequences and using all
of the playbooks and some ofthose things.
(20:55):
But those, like you said,platform-wide pieces just are
crazy.
We actually just we haven'tmoved to seats pricing yet.
There was an issue where ourbill would have gone up by one
cent and it's just a bug thatcame up on our migration,
because we're so legacy right,because we're like I mean 2017,
it's how many SKUs old is one ofour products?
(21:17):
So they're holding on thatbecause they want to fix it,
because they're like this willcome up again, skew as old as
one of our products.
So they're holding on thatbecause they want to fix it,
cause they're like this willcome up again and we need to
figure out what's going on andwe want to fix it.
Um, and I was like well, I wantit so we can go to sales
enterprise because the pennylike yeah, and they're like it's
not about the penny, it's aboutthe number wasn't right where
it should be and I'm like okay,great.
But we actually ended up, um,because we had some legacy stuff
(21:38):
in our portal, because Peterdid some good things to help us
with pricing a long time ago, weended up with 10 enterprise
seats.
I won't share what we pay forthose on here, but we're loving
having enterprise.
Speaker 2 (21:51):
Like we're not taking full advantage of it yet but
that big one, the cobbler's kidsnever have shoes, I think is
the main point.
I'm curious if you could saywhy sales enterprise is your
favorite skew, like what's the,what's the silver bullet on
there yeah, no, I honestly Ithink it's it's mostly around
like for the bang for your buck.
Speaker 3 (22:13):
I think it's the best .
So so in my mind I think aboutit as like, if you really want
the firepower, you need to havesome version of enterprise,
right?
So then you're left thinking,okay, of the five hubs, which
one is best for me?
And I think it's largelybecause of some of the stuff
we've already been talking abouthere too, but it's a really
cool almost like the um, likethe governments and the like
(22:38):
admin type stuff that just makesthe adoption so much better.
So, again, some of that's likeenterprise agnostic.
But I think, like I thinkplaybooks are so underutilized
it can be used for so many othercool things, yes like to your
point, rich about like beingable to do like field level view
and edit permissions, just likethe permissioning and the
versioning you can do for teamexperience is just so cool at
(23:00):
that level, and so I think it'sjust like I'm drawn to some of
the sales hub tools anyway, andthen once you consider, like if
I was only going to have oneenterprise hub, which would it
be?
Speaker 1 (23:10):
I think it's just even more so yeah, with the
single seats the most costeffective um, yeah, that's why
it's my favorite, I think myfavorite custom package, and
I've recommended this to acouple of people, kind of
offline, so I'm just going tothrow it out.
There is because it exists.
There was Marketing Plus whenContent Hub came out and it's
changed to be I think it'scalled HubSpot for Marketers now
(23:30):
, but it's essentially MarketingPro and Content Pro combined
and the Content Pro only costs$100 more.
It's this ridiculous combothat's really efficient.
So for me it's HubSpot formarketers.
You get content and MarketingPro.
You add on one or two salesenterprise seats and you get all
(23:52):
that functionality unlocked andthen if you need service, you
can do that.
But a lot of people that's kindof the one that you either need
it or you don't.
It's not a secret.
But my other one is throw inops hub starter.
It's 15 bucks a month for oneseat and then you can do custom
fields on integrations.
It just opens up other stuff.
Now, yeah, ops pro is waybetter because you can actually
(24:15):
have it clean up your databasefor you.
But um, op starter like I feellike every sales rep should add
op starter to everything.
Um, no, what?
And every time we're doing ashared deal, I just tell them,
just throw in upstart, orbecause it prevents us from
having problems later, sure sobut that's my secret package
that I love.
Speaker 2 (24:33):
One thing I've noticed and this is not a knock
on salespeople, but as we'vegone through a lot of these, you
know partner scaled onboardingssalespeople are not data people
, and so they want to be able toreport on stuff, but then they
they're not always the best attracking and actually putting in
(24:53):
clean data.
So it's like I want to help youreport, but I need you to do the
work on the front end and makesure that your stuff is in the
right place, and so, yeah, thatlike data cleanliness and then
also some of those like fieldlevel controls are just one
really easy way to help kind oflock down that sales process and
(25:14):
make sure that your i's aredotted and t's are crossed.
Speaker 1 (25:19):
Much love to salespeople.
Speaker 3 (25:20):
That's the data we have right, I will not do your
job, however, yeah, I agree.
And I like the way you thinkabout it, too, rich, where it's
like what is the mix and matchwhich, again now the seats
enables us to truly mix andmatch in a way we haven't been
able to before.
And you know, yeah, classicHubSpot is renaming something
very quickly HubSpot formarketers.
(25:41):
That's what we're movingforward with.
You're spot on.
I think it's such a great SKU.
And then, obviously, just likethe full platform suite, right
where it's like you know what,screw it, let's an automatic,
like I think it's like 37%discount, let's get all those
pro hubs in there.
That gets you that ops pro.
And I think like, especiallyjust like thinking about the
history of operations hub.
And again to your point,caitlin, like not everyone cares
(26:02):
that much about data or getsthem very excited when we start
talking about operations, youknow.
But it really does change a lotand I think a big part of it
too is just sort of like marketperception.
Right when we first launched it, in order to really get value
out of it, it you kind of neededto have some sort of developer
savvy.
(26:23):
Now, obviously, an antidote likeyou guys have, that you know
and so.
But but if I'm, if I'm justlike an smb and I'm trying to
figure out, like, how do Ijustify the cost of this?
It's sort of like, how do I getany value out of this if I
don't know python or javascript,right, but where it's developed
since then and what rich wasalluding to is just like, even
just like all of the datahygiene stuff.
That is no code.
(26:43):
That is, if you are at allfamiliar with the HubSpot UI,
you can figure out how to changeyour data very quickly and I
think that's a huge, huge, hugebenefit.
So for looking at it as a singleSKU again, it's like tough
whenever we're looking atdollars and cents but, like with
those bundled approaches,getting that operations hub
piece embedded throughout theplatform, I'll change your life.
(27:06):
It'll make your marketershappier and your sales people
happier yeah, and that's my.
Speaker 1 (27:10):
My number one go-to is if you can do the full pro
suite and you don't need anyenterprise level stuff, just do
the whole suite.
I don't care.
If you don't want to put yourwebsite in HubSpot, you should.
Ours is.
It's great, we love it.
But you get so much more withcontent hub now, like some of
the AI features that come outwith that and all of that.
But yeah, so you mentioned opspro and I know there's another
(27:32):
like interesting thing thatunlocks when you have ops pro or
enterprise.
That was on your list.
Speaker 3 (27:38):
Yeah, yeah, and have ops pro or enterprise.
That was on your list, yeah, um, yeah, and I think this just
speaks to a little bit of uh.
Again, it's like if you don'tknow what you don't know or you
like don't know where to look.
Again, it can be kind ofspurious to sort of justify,
like, what is the roi of payingfor operations of pro?
And even just the sense of likewhen I'm clicking around the
navigation and hubspot you'rekind of like where is it?
(27:59):
You know, for other hubs it's alittle bit more obvious, right,
where it's like okay, here'sthe sales workspace and here's
my sequences and here's myplaybooks, right.
But one of my favorite thingswith Operations Hub Pro is
because so much of the value isinside of the workflow, right.
So if you were on Marketing Probefore, you already had
workflows.
But it unlocks all of theseother features, many of which
(28:21):
are like the actions you canexecute within the workflow,
like formatting the data andcustom coded actions and all
that cool stuff.
But I think a super underratedfeature that I love to point out
to people is basically likescheduling the enrollments of
these workflows.
So I think about this in myday-to-day.
There are a lot of like youknow, call them programmatic or
(28:44):
transactional type emails that Iget on a daily or weekly basis
or monthly basis at HubSpot,right, maybe it's reminders for
submitting tickets, for gettingthings squared away at the end
of the month, or quota reminders, or here's a policy update that
everyone needs to know about,and so you know we use a tool
called Looker that provides alot of our reporting internally
(29:05):
at HubSpot, so it's like you canlike schedule those emails to
go out to certain people atcertain times.
And so, with workflows, a lotof the times, you know, over the
years especially, we've had alot of like how do I get this
contact to re-enroll, how do Iget this to happen again?
Lot of like, how do I get thiscontact to re-enroll, how do I
get this to happen again?
And like how do I work aroundsome of these pieces, and so
it's just a simple toggle whenyou're setting up the enrollment
(29:27):
triggers for workloads asschedule enrollments.
You can do it daily, weekly,monthly.
So I always think about the usecase, for I want my reps to hit
the ground running.
I want my reps to hit theground running, so I want to
schedule this workflow to fireat 8 am every Monday to
basically give them a summaryemail that highlights all of
(29:49):
their urgent action items or theleads that have the highest
lead score, or basically likethis is in your inbox first
thing Monday morning to help youprioritize your day.
There's a million other usecases I can think of, but that
idea of like set it and forgetit I want this action to happen
on a recurring schedule isthere's so many use cases for
(30:10):
that.
Speaker 1 (30:10):
Yeah, I have a.
There's a PSO client that Iworked with and he's bought some
consulting with us.
He's on vacation this week, soI didn't hear from him at all
this week, but he's super nice,I love him.
He's on vacation this week, soI didn't hear from him at all
this week, but he's super nice,I love him, he's great.
But one of the things he doesis it's like a mental health
treatment facility and so whenpeople graduate from the program
, they have weekly meetings thatare facilitated online that
(30:33):
they remind all of thesegraduates and their parents of.
And he's got a list of parents,list of graduates.
Well, he always sends.
He always sends them onWednesday at like 2 PM or
something reminder thismeeting's happening tonight at
six and I'm like, okay, well,and so he's got the workflow
that enrolls the list and thenit waits until Wednesday, which
(30:53):
you can do just without Ops Huband then it sends the email.
The problem is with there-enrollment.
It was only re-enrolling newpeople who went onto the list.
It doesn't kick everybody backup.
And he's like, well, can't Ijust make it cyclical?
And I'm like, no, you can'thave a cyclical workflow because
that's just it's bad foreverybody, and so I didn't even
know, like with Ops Pro, that'swhat he needs.
(31:14):
He needs to actually enrollthem every week from that list
or trigger that every week totry to get that going.
So I might talk to him aboutthat.
Maybe we'll upgrade Dubs Profor him, who knows?
Speaker 3 (31:25):
Yeah, just being able to do that on a schedule, I
think, is so important.
There's so much in theday-to-day business world that
we need to have that's likescheduled and it makes all sense
.
Speaker 2 (31:37):
So like that brings up an interesting thing for me
that a lot of folks don't knowabout uh, with reporting
dashboards, that you canschedule those emails to go out
on a regular cadence to just say, like here's your you know, if
you want it to be a, I think youcan export as a pdf or send a
pdf, or if you want it to justbe a link to the dashboard, but
you can schedule that, like foryour managers or your you know,
(32:00):
your c, your C-levels, wherethey've got a weekly sync or a
monthly, you know, check-in,whatever that is that like
little secret extra button, kindof like schedule those
dashboards to go up.
That blows people's mindregularly said repeatable things
that you don't want to have tothink about every week or every
(32:23):
month.
Like remove some of that human,human error fallibility from
the, from the equation and um,yeah, yeah, it just it makes me
want to automate everything toyou.
Speaker 1 (32:34):
Can I turn my?
Speaker 2 (32:35):
oven on with a workflow.
I mean, maybe you can do thatwith uh, if it's than that, my
air conditioner in the summerbefore I get home, I mean.
Speaker 1 (32:44):
So I will tell you we did use if this than that.
We had a nest thermostat and wehad it was it's the oh, it's
the haiku fans the big S fanlike residential versions.
Speaker 2 (32:58):
We had the haiku fan.
Speaker 1 (32:59):
And so we did have it that if the temperature goes
above X on the temperaturecenter sensor, then X on the
temperature sensor, then turn onthe fan to high, and then it
would wait like 15, 20 minutesand if the temperature had still
gone up?
Speaker 2 (33:15):
Were you doing that in HubSpot or somewhere else?
No, it was.
If this, then that, not inHubSpot.
I don't know what that is.
Speaker 1 (33:19):
But now that I've tangented us, I was going to
give you props for what was theperfect segue into the last
secret, because you were talkingabout dashboards and the last
secret is all about dashboards.
Speaker 2 (33:31):
I didn't even plan that.
That was an accident, very good.
Speaker 3 (33:35):
Thank you so much.
I like that you admitted thatyou didn't mean to do it because
you could have taken all thecredit, I wasn't looking at the
notes at all.
No, you could have taken creditthis one.
I will follow a suit of beinghumble and say this is one that
I actually learned from acustomer a while ago.
Speaker 2 (33:50):
Oh brilliant.
Speaker 3 (33:51):
That's another one of these things, too, which is to
say that, like, even if you'vebeen at HubSpot for seven years,
like me, there are so manypeople out there, whether
they're actually like solutionspartners, app partners or just
like freelance consultants.
There's so many stinking smartpeople out there that are
finding these things.
Yeah, I mean, reporting is socritical, right.
(34:11):
It comes up all the time, andespecially in the line of work
that you guys are in, it's likethese clients are expecting
results and how do we show theresults?
We got to report on it and so,yeah, over the years, there've
been a lot of cases where it'slike gosh, like I wish I could
just get this thing on thisdashboard.
You know we've talked a lotabout what I would call, like
(34:31):
you know, like localizedreporting in HubSpot, right?
So if I'm in, like emailmarketing tool, there's like an
analyze tab and I can see allthis cool stuff, and I will say
the product team has done areally good job over the year at
chipping away at this.
There's a lot of places whereyou can save a report to a
dashboard, right, so that's good, but that again, that's like
(34:53):
there's still a pocket of thingswhere it's like gosh.
I literally just want to beable to get this thing.
I'm looking at here over here,over here, and someone pointed
this out to me.
They must have been playingaround with it.
But one of the great features ofthe dashboards is that you can
embed external content, right.
And so the off-the-shelf usecase is like slide decks,
spreadsheets, videos, right.
So think about, maybe I have anexecutive summary slide deck
(35:14):
that explains why we built thisdashboard.
That's a perfect use case.
That's why the product teambuilt it that way.
Someone smart enough realizedthat it literally just asks for
a URL or an embed code.
So if you have a URL, you canpop in the URL and it'll
populate that basically into aniframe where a report would
normally live.
It's just the URL that you gaveit.
(35:36):
So this very smart person I wishI remember who it was so I
could give them credit theypointed out that, let's say you
wanted to put the sequencesenrollment page on a dashboard.
You go to the sequencesenrollment page, grab the URL
from your browser, plug it intothe embed field in the URL field
when you're doing externalcontent and voila, when you
(35:59):
reload the dashboard, it willliterally have a window into
another page of HubSpot rightthere, and the thing that I love
about it even more is you canuse it so I can be on a
dashboard and not just see thereport, but I can literally
click around in there and enrolla contact in a sequence from
(36:19):
the dashboard.
Now we've also obviously seenthe evolution of the workspaces
and I think it's kind of like alightweight version of that.
But again, it's basically likeif there's a URL for it, if
there's an index page somewherein HubSpot that you wish you
could just put in a report youcan.
Speaker 1 (36:36):
The social analytics.
So we did that.
I feel guilty for not tellingyou about this when we did it,
because it was like five or sixyears ago before you could click
save on any of those reports, I, as the executive, wanted the
social stats on the marketingdashboard.
So the beauty of that is alsoit only takes one space on the
dashboard because you're limitedin how many things you can have
on there, how many reports.
(36:56):
It only takes one, but you canhave like the eight reports that
are embedded on that page canbe all there.
But yeah, that is like I didn'trealize you can actually it
makes sense.
It's just a page.
You can literally click andenroll and do all of those
things from there.
That's like wild.
Speaker 3 (37:17):
So, yeah, that reporting piece has been the
best part, where it's like allright.
I want to this from the emailtool, this from the ads tool,
this from the social tool.
Speaker 2 (37:24):
put it all in there Technically it's a view, it's
like a inception level hubspotinside.
I was gonna say this is someinception level shit, like going
on into the rabbit hole, yeah.
Speaker 3 (37:35):
But again it's because you alluded to it
earlier where it's like a lot ofthe time it's like we're
considering the audience, likewho is going to use this
dashboard?
It's someone who maybe isn'tsuper savvy with HubSpot or
knows how to do all these things, so we just need to curate it
as much as possible for them,and so they are a view only user
.
They get that email once a monthand they're like oh cool, they
(37:55):
can still log in and look at thedashboard, but the dashboard
now has all of the criticalinformation on it.
They don't need to know how thesausage got made and that is
one caveat is those embeddedpieces don't show up on the PDF.
Speaker 1 (38:06):
If you send a PDF to somebody, you know, only the
native reports will, but if yousend them the link and get them
used to just clicking the linkand logging in, it's actually a
way better experience, becausemy biggest thing is, well, I
want to see last month and thismonth and it's like I can give
you one dashboard and a toggleat the top that you just choose
last month, this month or I cando a comparison.
But yeah, that's been a great,great feature.
(38:30):
You know, you can also addimages, you can add text, you
can add what is it?
Google sheets, google slides?
I think the Google data studio,which I feel like is Looker, I
think those are the same thing.
Speaker 3 (38:43):
Okay.
Speaker 1 (38:44):
Yeah, and then there's one other one Databox,
because we used Databox for alittle while when we had a bunch
of stuff in there.
Speaker 3 (38:53):
HubSpot alumni, great HubSpot advocate.
Databox is an awesome company.
It makes me think of the muchsimpler version of this too,
which was a big unlock at thesame time, which is again it's
like the enablement aspect ofreporting, which is to say like
just because I can build thereport doesn't mean it's
literally going to lead tobusiness change.
Someone still needs to be ableto read it, interpret it and
(39:16):
take action based on it so youknow, you can build all these
beautiful reports, but, like, issomeone going to understand
what they're looking at?
So, even just the basic of likehaving the top left field in
the dashboard be a text fieldthat explains what they're
looking at, you're like, hey,this is the purpose of this
dashboard.
You will see these reports thatare tracking these KPIs and
(39:39):
this is how to adjust thefilters.
You know, so, the annotationaspect of that.
And then then, yeah, embeddinga slide deck that explains, like
, this was the executive summaryof this project, which is why
you told us to do this, and thisis reminding you why this is
saying what it says, and allthose things.
And so, yeah, the, themultimedia aspect of a dashboard
(40:01):
, I think is a really killerunlock because, uh, again, like,
as much as ai and skynet hastaken over the world, like for
now, we still have humans thatare making these decisions.
Speaker 1 (40:11):
So they have to understand what they're looking
at.
Well cool, and I know zach willremind us he's been very
gracious.
We are pretty much at time, umwhat a treat.
Speaker 2 (40:21):
Can you come back, do more secrets?
So?
Speaker 1 (40:25):
here's one that I want to do is like the top four
mistakes people make whensetting up HubSpot Oof.
Speaker 3 (40:32):
Yeah.
You guys can probably teach mea couple things on that.
Speaker 2 (40:35):
Can it be like we're just going to title it like
Unfuck your Portal, because it'sbeen this long since I've sworn
, I made it through the wholeepisode.
Speaker 1 (40:46):
I said shit earlier.
I said that's some Inceptionlevel shit.
Speaker 2 (40:48):
So when he was talking about Inception, so we
already got our explicit.
Speaker 1 (40:51):
but we're good.
Speaker 2 (40:52):
That's brilliant.
Speaker 1 (40:54):
Oh my gosh.
Speaker 3 (40:55):
Yeah, okay, great.
It's, as you guys know betterthan most, it's a persistent
issue in this world.
Is that, like, whatever thelatest version of status, like
some ridiculously latest versionof status, like some
ridiculously high percentage ofimplementations of crms fail,
fail right, and some of them isbecause of adoption and some of
them is because they were justset up wrong, or poorly or
(41:16):
whatever.
But yeah, the amount of timespent and dollars spent on
untangling these gordordianknots is, as you guys know, so
it's a whole business, thoughthere's a lot of little things
you can do.
It's like if you just take abreath and don't press submit
just because you can doesn'tmean you should.
Speaker 1 (41:38):
I think that is a great wrap up for this episode.
So you can schedule workflowtriggers with ops pro or
enterprise.
That's a big one, and there'ssome other things that come up
there with cleaning up data, uh,unlocking enterprise features
with one seat.
It's one, 50 a month and youget a whole bunch of those.
Speaker 2 (41:56):
One of our favorites.
Speaker 1 (41:57):
It will break your starter package pricing, though,
I believe, so that it getswonky and each of those becomes
its own hub at $15 a month, Ibelieve.
Speaker 2 (42:06):
It's still pretty affordable, though, so just try
it see what you can do.
Speaker 3 (42:10):
You can embed external.
Yeah, that's true.
Speaker 1 (42:14):
We can embed external content in dashboards and then
that custom objects light in thenew object library.
Play with those and squint youreyes and try to make them do
something they're not supposedto do.
That's a hundred percent fun in.
Hubspot.
And okay, caitlin, where canpeople find us?
What's going on?
Speaker 2 (42:33):
You can always find us at antidote, underscore seven
One.
If you have a question thatyou'd like to send our way, you
can visit CTA podcast dot live,or you can call and leave us a
message on our little hotlinewe're still waiting 402-718-9971
.
Your question or comment, we'llmake it into a future episode.
That is a promise and not athreat we would love to hear
(42:54):
from you.
Speaker 1 (42:55):
Weren't we now giving out a book and a t-shirt code
for 71 shirts?
Speaker 2 (42:59):
We'll give you.
Speaker 1 (43:00):
yeah, I can't give you my firstborn, because I've
grown attached to her.
We'll send you a cocktail bookfor being a guest.
Speaker 3 (43:05):
That's our guest prize Two of my favorite words
in the English language cocktailand book.
Speaker 1 (43:11):
We published our own.
It's called Mixing it Up Fanfavorite cocktails and tangents.
Speaker 2 (43:16):
I have the whole box of them here, I'll get one in an
envelope off to you.
I can't do that.
I can't mail you a book.
Take that this is such adelight.
Speaker 1 (43:27):
We'll have an episode next week.
I have no idea right now whatit's going to be, so just tune
in, it'll be wonderful probablynot as wonderful as this, but
it'll be fantastic, alex.
Speaker 3 (43:39):
Thank you so much for joining us.
Thanks for having me.
Guys look forward to the nexttime.
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