Buyer Intent

Buyer Intent. So myself, I'm a senior product manager here at HubSpot for intent specifically, a little backstory. I came over from the Clearbit acquisition about a year ago. I got two young kids and I'm a lawn enthusiast. I like taking care of my lawn. It's almost about that time right now actually. There's no fresh snow which keeps knowing and melting, snowing and melting. But soon is going to be that time and I'm excited about that. I don't know if anybody else cares about their lawns or not. That's a very dad thing. Today we are going to talk about Buyer Intent. Just a little bit of an intro. If you've never heard of it before. If you have heard of it, that's cool. I'm really excited. I hope that everyone has at least tried it. It is available to everyone for free to try out right now. Then I'm going to go over a live demo of all the stuff that's existing, plus a bunch of stuff that's new. We launched Buyer Intent at Inbound last year. Since then we've actually released a bunch of pretty cool stuff. I'm excited to walk through that. Then we'll talk a little bit about what's next and then some Q and A. Okay. So for Buyer Intent, it's very straightforward, yet in my opinion, very powerful. Essentially what it allows you to do is to know when your hifit accounts are visiting your website and they're starting to show intent. And this is based off of a specific intent signal and that's website based intent signals. And it's powered by brand new reverse IP and enrichment data sources. So these are the two technologies that we rebuilt within HubSpot after being and but the cool thing and why we were super excited to do this is because it's built natively within HubSpot. You can also cross reference your HubSpot Smart CRM data. This is what makes it really powerful. And so with all those three data sources combined, you can understand who in your target markets are ready to buy regardless if they're in your CRM or not. And here some of the key features that we've launched with. So the ability to go and set your target markets and this is basically just being able to select a group of firmographic attributes to define who your ideal company is. You can set intent criteria which is telling us what page paths equal intent for you and then making sure that anybody that visits those pages or combinations of pages, we can tag them as showing intent. Company keywords is a really cool one because as you know, as you probably know, HubSpot has its own industry property, but it can be a little bit limiting. We introduced a brand new property that's called Company keywords and there's 1500 values there that are way more specific and a lot of them are industry adjacent. But there's also some cool ones like for example, B2B that you can use. And so I always try to encourage customers to check out company keywords when they're going and defining their target markets. Intent Orchestration is just a fancy word for saying, hey, the companies that you see in buyer intent, you can add them to just your CRM. If they're net new or if they're net new and or existing, you can add them directly to a static list or enroll them directly into a workflow. Again, that's the magic of this being built directly into HubSpot. Whereas it'd be a little bit trickier if it was a third party tool then automating actions. When we first launched this at Inbound, one of the key feedback that we got, which we weren't surprised, was like, hey, I don't want to manually go and add companies from Buyer Intent. I want it to be done automatically so that my workflows will trigger automatically and all that good stuff. And so, you know, at Inbound we could technically help you trigger automations, but it wasn't until we released a brand new feature recently that you could truly do that. And so we get to our recent releases and this is stuff that we've launched over like since the past couple months I would say. So the first one is intent recommendations. This one's really cool because I'm going to demo all this stuff in a bit so it's kind of confusing me with me just reading through the words then I apologize. But for intent recommendations it's really cool because you can actually go in and, and if you are unsure about what page paths are your highest intent page paths, or let's say you don't have access to web analytics or you're not in marketing, you have no idea and you don't want to guess, we'll actually recommend high intent page paths based on your own conversion data. So based on your stages. So like lifecycle stage or deal stage, we can tell you what pages people visited before they converted to those stages. And it's really cool. It's a great way to get started or to double check your work. There's a brand new custom property when you define your intent criteria, you can then Go and create a custom property that's basically going to say true or false when any of your existing company records either meet or don't meet your intent criteria, which is really, really great for something like workflow triggers. Say for example, then auto adding companies is the big one. This is the one that all of our customers or all of our users have really been asking for, which is the ability to automatically add companies from buyer int to your smart CRM list or workflows when they meet all the criteria that you've set. And so, you know, the prime example is, well, I'm trying to find net new companies to go after for sales to go after. And so when they're in my target market and they're showing intent, I want you to automatically add them to xyz. And so now that's possible. You can also set up email digests now so you can set up daily, weekly, monthly digest that show you either most recent companies that visited your website or the ones that visit you most. Which is really great for again, getting more people in your company access to this sort of data. And then config permissions is a good one too because now you're able to make sure that no randoms can go in and mess with all the settings and the criteria that you set up. So I guess that's always a good one. And then the one that we launched most recently is list filtering. So this was a big one too. We heard a lot of customers say, hey, I want to be able to look at or understand the intent of a specific set of companies or I want access to this certain filter based on this custom property, et cetera. And so now all that's available because you can go in and filter or exclude for lists. Okay, so lastly, I'll just talk about the top three use cases and then I'll jump into the demo here. The first use case that we've really heard from our users is around intent based prospecting. This is essentially going in and taking your cold outbound motions and warming them up a bit. And what I mean by that is starting to prioritize accounts that are already showing intent and reaching out to them first over the ones that have never heard about you before. So that's, that's the top one. That's what most customers are saying they want to do with buyer intent is essentially being able to stack rank accounts based on their level of intent. The next one is account based marketing or abm. And so you know, with ABM it always starts with your target account list. A lot of customers say, hey, I just want to know when my target account list hits my site and or is showing intent so I can take action accordingly. So that's another big one. And so with list filtering, that was really a nod to that use case there. And then lastly, campaign conversion. So I know a lot of customers, they use lists to power their campaigns and so being able to double down on campaign performance by engaging with any of those accounts that, let's say go to your website, they show intent but they don't convert. And it's a great opportunity for you to reach out to them and then increase your campaign conversion overall. So really excited about that. And this is just a quote from one of our customers here that used our new auto add feature to power their automated intent based outbound motion. So that's essentially what they did. They used Buyer intent to identify accounts and they put them into this workflow that actually goes out to Apollo, grabs contacts, brings them back into HubSpot and then they reach out to them. And then in less than 30 days they already had some opportunities drummed out up. So that was, that was pretty neat. Alrighty. So how am I doing, Kyle? Doing okay?

Yeah, doing great.

Okay, cool. So let's start here with config. So this is the buyer intent app. You can find it under marketing in the nav. And like I said, everyone has access to the free version of this. And once you, you purchase any of the Breeze intelligence add ons, you will get access to the full version of this. So it's kind of like free or full. So I do encourage everyone just to check it out. The free version you still get access to. Setting up your target markets and attending is there's some limitations in terms of how many companies you can see and you won't be able to add any companies to, you know, to HubSpot or et cetera. But what I always tell our users is you go and you start with setting up your target markets. All you have to do is go into the config section, you open up target markets, and then you'll have access to all of these firmographic filters right here. And it's kind of all the stuff that you would expect like employee range, company country, et cetera. And the cool thing is that once you go in and start defining your target market will automatically tell you how many companies match the criteria that you set. Right. So you got 11 million here. And we'll also tell you your penetration. We'll say, hey, actually 18,000 of these already exist within your CRM. And as you go and you build these different filters up, it'll automatically update. And so once you've saved that target market, what it's gonna do is it's gonna add it to your list here, and then we'll go and calculate your tam. So essentially, it's just the total of all the companies in your different target markets, minus all the dupes. So this is pretty neat, even just from an understanding the size of your market. But this is the first key part of how you segment companies within buyer intent. The second part here is setting your intent criteria. Intent criteria right now is all about page paths. You have the ability here to use these different operators, like is equal to, is not equal to, etc. Then you define your page path. Then there are some cool things here that you can go and make your definition a bit more specific, like how what are the minimum number of visits to this page, what are the minimum number of visitors to this page, and within what timeframe? So a good example here is there's a big difference between saying, hey, I want people who have visited my pricing page just one time with just one person in the past, like 365 days or whatever. That's pretty broad. But you could be more specific and say, actually, I want five visits from five different people in the last one day. And then that would be pretty narrow. Right? So it really kind of depends on what you feel like is best in terms of these modifiers here. But the key thing is just making sure that you select all the pages on your website that you feel like are high intent pages. And then you have the ability to set exclusions as well. So this is a good one because in here you can do things like, for example, careers. That's a classic one. Anybody that lands on the careers page, they're probably looking for a job, and you don't want to tag them as showing intent. So you can do that. And related here is the recommendations. This is a really cool one. This is a recent release where you can actually go in and define, hey, these are the goal stages that I care about. Let's say like customer opportunity, sales, qualified lead. And then if anybody has entered these stages within the past 90 days and they're in any of my target markets, these are the pages that they visited prior to converting to that stage. And from here you can quickly see, hey, I've already used these. I already got these. That's great. I'm on the right track. But this one I don't have. So I'm Just going to add this one and boom, there you go. You have the ability to augment your existing criteria. Or if you had nothing and you're starting from scratch, let's say you're brand new to buyer intent, this is a great place to start. It's a great way to leverage your existing HubSpot bot data to get off to, you know, a quicker start and making sure that you know, you're actually. It's a database decision versus like I think this is, this is my. And what we've heard from customers too is there's always some, some neat surprises where they're like, oh man, I didn't realize that that was a good page for me. And then they add it and that's a great epiphany to have. So click save here. Oh, one last thing, lastly, in Settings, this is where you would go and define your custom property. This is very powerful because as I mentioned before, let's say I called it showing intent, you can call it whatever you want. Once this is created, all the existing company records in your CRM, whenever they meet this criteria that you set, we will write true. If they don't meet it, we will write false. If you can imagine all the cool segmentation capabilities from there, targeting capabilities from there, the possibilities are endless. But now you have this ability here. I think a great example is even scoring and routing. You can pop this in there. It's just a custom property, let's say. Or if you doing abm, you say you have your target account list and you can filter against who's showing intent and you can do that outside of the buyer intent app. Okay, so once you've done these two basic things, you can go in here to the companies tab and you have what you need to do your initial segmentation. So these are all the filters here on the left side. The first one is just time frame. So this just basically means like, you know, what companies do you want to see based on when they visited your website? And so I picked last 90 days. Don't pay attention to this audit mode one. This is just one for our production account here. But what you can do is then start to segment for companies that are in my target markets. And so that's your first level segmentation. And you'll see, you'll start to whittle down a bit in terms of number. And let's see here, B2B SaaS. Little slow here. Oh, there we go. Okay, so we got 10,000 companies. And so now you can see just in this table view, Here, these are all the companies that are in my target market because we have a little tag here showing them the target market. You can also see that these ones already exist within your CRM. From there you can filter for companies that are showing intent. And in my opinion, even with just these two filters, you are in a great spot. Because essentially what you are seeing are companies that are good fits and they're showing intent. And you've done it pretty quickly. You've gone in, you define your target markets, you define your intent, and these are the companies. And look, there's already 2,000 of them, which is a great place to start. From here, depending on what your goals are and who you're looking to target, you can then say, actually I just want to see companies that are not in my CRM. Right. And so if you're interested in prospecting and building new pipeline, this is the quote unquote money view. Because none of these companies exist within your CRM. These are net new and if you went and added them, these are brand new accounts that your sales team can, can go after. And so the cool thing though is you know, the actions. So now that we have all of these companies in here, you have the option to then look to add them to your, add them to your company's list or add them to HubSpot. Right? And this is the primary action and this is how credits are spent. So as you might know or you know, for Breeze Intelligence, it's credit based. And so once you purchase any of the Breeze Intelligence add ons, this is how credits are spent in buyer intent. So I've had this question asked a lot around like, how are credits spent? You know, do I have to spend credits to unveil companies? No, you don't. The minute you purchase any Breeze Intelligence tier, you're going to see all companies that visit your website. And you only spend credits when you add one of these companies that don't exist in your CRM to HubSpot. So one credit equals one company. Okay, but which is one thing that's kind of brand new since we introduced buyer intent, is that you can add them directly to a static list or enroll them directly in workflows and we'll will automatically add them to your HubSpot first and then add them to the list. So it's kind of like a two for one and we'll charge you credit along the way, but it's pretty neat. You're going to be able to do that automatically as you go and do.

That.

Filter by list. This is the new one here that people were pretty pumped about where you can go in and only show companies in or exclude companies in. And so here's the classic example here. Only show me companies that are in my target account list. And so now all of these companies are in this target account list and it can be static or an active list. And now you can go and track them and have specific actions for these specific companies here, which is pretty cool. And then you can also do exclusions. And this was the most common one that we heard, which is I don't want to. To see companies that are my customers. And although you could technically click all of these Lifecycle Stage ones except customer to exclude them, we felt that that was a little bit cumbersome. So this is the best way. And also for folks that don't use Lifecycle Stage or have custom properties to define customer, this is a great way to. A great way to exclude those sorts of companies. And then a few more HubSpot specific filters or a CRM specific filter. So you got Lifecycle Stage here, you got Deal Stage. You can filter for owners and you can also filter for a traffic source, which is pretty neat. So these align with the traffic sources that we offer in other analytics like traffic reporting stuff where you can say, I only want to see people who are coming from organic search or paid social, etc. And specific page views as well. And so this is a little hidden gem here, but you know, you could, you could actually say, hey, I just want to see people from who visited my homepage. So if you wanted to narrow it down a little bit to specific pages based on page path, you can do that too. So I hope, I hope you can see there's a lot of really cool kind of mix and match slice and dice capabilities here. And we feel like, you know, with the introduction of lists, you really have a lot of options because as you all know, there's a lot of really cool filtering and segmentation you can do in lists and you basically just bring that in and then you can unleash that power here within buyer intent. The last thing I'll say here, at least in the side panel here, is you can save your views and so that you don't have to recreate your filters every single time. This is very important for a couple other features I'm going to go over in a sec. But once you have the filters that you like, you just go and you save that view and then you'll have a list of those filters right here on the side or in this tab, when you open up the drawer for each of these companies, you also get to see some pretty cool stuff where you can see the top pages that a company has visited and will actually show you if they visited one of your high intent page paths based on your intent criteria. And we'll show you their most recent pages that they visited. Both are really useful in our opinion. If you want a little bit of more information about who this company is, we have a little bit of about information here. And then if you have existing contacts tied to that company, we'll also surface those contacts here in this tab. And so that's all the information that you'd see here. But again, the main thing is being able to look in here and do a little bit of investigation in terms of like, oh wow, like this company really is a good fit, et cetera. And then you'll have again the main actions to add them to the workflow, add them to list. This is a bit of a, bit of an Easter egg. We're about to release this tomorrow, so you're going to, you're going to be able to go in and exclude up to 100 companies from showing up in Bayern 10. So that's a cool one too. You just click a button and they'll just disappear. So yeah, let's see. Am I missing anything here? Yeah, we got filtering or we got sorting here. Yeah, okay, I think this is it. So let me, let me get to some, some really cool stuff. So auto ads. Okay, so as mentioned, auto adding companies was something that we heard loud and clear from our customers when we first launched Buyern Tent that they really wanted. And this is, in my opinion, our coolest feature where if you go back into configuration and you go to set up an auto add, what it's going to do is it's going to ask you to select a saved view. So now we just talked about, hey, after you go in and you like that combination of filters that you just set up in the companies tab, you save it as a view. Once you've done that, let me just pick a random one here, you can now have the ability to turn on auto ads. And what auto ad is going to do is that anytime a company enters that saved view, from the moment you create this auto ad will automatically send it to whatever destination that you select. So whether that is to your CRM or to a static list and you can select, you know, this one, you can also select more than one to a workflow. It's really up to you in terms of where you want to send it. But anytime a new company enters your safe view, we'll automatically add it to the destination of your choice. You also have the ability to enforce a monthly credit limit. So as you know, whenever you add a net new company, so a company that doesn't exist in your CRM to HubSpot from buyer intent, we charge you one credit in order to protect you from blowing through those credits unexpectedly. Let's say you get a huge traffic surge or whatever, you have the option actually to set a credit limit. So let's say it's like 100. So if you hit that 100 will actually pause the adding of net new companies until the next month and you're good to go. But again, that's not mandatory, that's optional. Actually seen like a 50, 50 split between folks that do want to use that limit and folks that don't. Because we also have customers who are like, I don't care if you charge me a ton of credits because I'm adding a ton of net new companies, go for it. You can shoot me over my limit if you want. And so, but it's really up to you in terms of how you want to handle that. And this is really neat because now it enables a lot of folks and I'm assuming a lot of folks in here appreciate the notion of set and forget where you go in and you do all your hard filtering, you do all your config and then you turn on this auto add and you're good to go. You'll be automatically populating a list or entering folks into workflows, etc. So that's auto ads and we're really pumped about this one. The next one is email digests. And so again, email digest requires a save view. So once you've set up a save view, you're going to have a couple options. You can either create a digest that focus on showcasing the companies that have most recently visited based on that save you or the ones that have visited you the most based on the save you. It's really up to you in terms of what you want to see. And then you can go in and set your frequency to daily, weekly or monthly. And then obviously set who's going to get this? And this is a great one. Like the most common use case for this is for like your sales team, right? If you want to set up digest for your sales team to check out every week or every day, etc. You can do that. Yeah. Let's see here. And this is the sneak peek for exclusions, don't tell anyone it's coming out tomorrow where you can actually go in and go in and define up to 100 domains that you don't want to see within, within buyer intent. So some classic examples of the types of companies, maybe like yourself, you don't want to put your, you don't want your own company in there. You don't want to see, you know, partners, whatever. And what's nice about this is that although technically you could exclude these companies via list exclusions, what this allows you to do is exclude companies that don't exist in your CRM already. Right? Because it's kind of annoying to have to have a company in your CRM to exclude it. So this is just allows you to exclude whoever you want, right? Or let's say this, someone pesky keeps, keeps visiting your site and you're like, ah, this is definitely like spam bot or whatever, AI, AI crawler. You can go and exclude them. Okay. All right. Lastly is the overview screen. And this is just a nice high level overview of how you're doing in terms of all the companies in your tam. And so again, this is the sum of all the companies in your target markets, how many of them are showing intent and of the ones that are showing intent, how many of you captured. And this gives you a really nice view of how you're doing against the companies that you care most about. And there's some timeframe time frame options here. And then these are just quick links. So if you wanted to actually go and see, you know, of the companies in your target markets that are showing intent, this will just kind of shoot you to the right, to the right view here. We also give you just your top four high intent companies that have most recently visited your website in case you want to have just like a quick view of like, oh, these are kind of the most recent folks that I should take a look at. And then lastly down here, this looks a little bit overwhelming because we have a ton of target markets in our, in this little production account here, production QA account, but we will show you your penetration against your tam. So right now it's zero percent. That's kind of sad, but hopefully that isn't the case for y'. All. And then we'll show you the market opportunities. So these are the companies that are in your TAM that you haven't yet captured. And then we'll show you your percentage captured against all your different target markets as well. So this is just a nice way to understand again how you're doing against the markets that you care about versus just like your TAM in general. So yeah, I think that's pretty much it. This is the first time I've actually went through everything from top to bottom, so hopefully you did great.

And the chat is very warm and friendly. Lots of people impressed. One question just off the top of my mind, actually. Everybody head over to the Q and A tab. Add your questions, upvote questions. I'm going to chat with Justin a little bit while it's, while it's sifting itself. Then we'll work most popular to least popular on the overview tab. You have a million different target markets there. Is there a limit to how many target markets you can set up?

Not currently, but we don't recommend that you set up too many.

This does seem like a lot.

Yeah, I think this is a bit of anomaly because we do all our testing in this one.

Sure. Yeah.

But ye. We recommend you just set as many as you feel like you need for your business. So.

Sure. Makes sense. Okay, well, let's. Let's hop into this Q and A. Oh dear. Not a lot. Oh, oh, I see. I'm at the bottom. All right, all right. Yep. Okay, we do have upvotes. Thank you everyone for participating. Sorry I doubted you for a split second there. All right, so with 13 up void upvotes, Riley asks, can you explain the key differences between buyer intent and company lead scoring? I see a ton of overlap and would really like to understand the real technical difference between the two. Also, will buyer intent details ever be able to be factored into lead scoring?

Yeah, that's a good question. So the main difference between lead scoring and buyer intent is that lead scoring enables you to really factor in all of your different company properties and to give weights to those properties as well. So if you have a bunch of different custom properties, etc. Those can all be factored into your scoring. Whereas for buyer intent, you really only have access to a small set of firmographic filters to define fit. And the reason that is the case is because we have to be able to apply that set of firmographic filters to our giant company data set. And if you can imagine custom properties for one specific portal, like we aren't able to use that to filter against our giant data set. And so there is a bit of like a difference there. That being said, it is in the works for us to actually take target markets and elevate it out of buyer intent so that its own thing. And then our vision is that for customers to go in and to Find the target markets in like a app agnostic place and then be able to apply that to different places in the app or in the, in the platform. Right. So then if you can imagine you're going into lead scoring, you could just say, is in my target market. Yes. And that would be one of the criteria that, within lead scoring for, you know, engagement score. I think technically today you can use the custom property already that you can create with environment 10 and factor that into your, into your engagement score. I think I'm not 100% sure, but that's how we were thinking about it too, where you'd be able to just take that primitive or that property that you can create within buyer intent and then incorporate it into your engagement Engagement score.

That makes a lot of sense. One question that flew by in the chat when you were talking about the property that says showing intent, true or false is how if someone is that for like, if someone shows intent, are they now true forever? Does it switch back to false after a certain window? What is.

No, we dynamically keep it up to date.

Cool. Amazing. And yeah, I, I assume if somebody wants to go check and see, I assume that property can just be pulled into the lead scoring app.

I'm pretty sure. Because I'm pretty sure you can pull in custom properties. Yeah. So, yeah.

Question from Amanda Integrations. We are using Zoom info. How can these be used together to get the deeper intent data? What does that look like?

So I know ZoomInfo has their own visitor intent as well. They also have like research intent, I believe, and I think you know the best way to. Okay, well, it's hard to have two visitor intent providers at the same time. Like, what I would recommend is you probably choose the one that you feel like you're getting better results with, whether that's buyer intent or zoom info. But I think where the synergy can happen is using the third party research intent signals that you can get from ZoomInfo. I'm pretty sure you can, because then you can have an understanding of the customers that are really close to purchasing. So they're really high intent. Like they're on your website, they're looking at your pricing page, etc. That's what you can use buyer intent for. But you can also understand who's researching topics related to your company. So they're not quite ready to buy yet, but they're getting ready to start their buying journey. And then you can also target those companies. So it's a bit of a different way to engage customers who are in a Different spot in terms of their buying process.

Tobias asks if we'll ever have off page intent criteria like LinkedIn and some other ABM tools do.

Yeah, we will.

Oh great. Don't say anything else. There's a live.

Yeah, no, I. Yeah, well, how about I'll say this like our big focus for the year and beyond is expanding our intent signals so it won't just be website based intent forever.

So yeah, amazing. Is there a Buyer intent report module on the roadmap which could be used directly inside of reports and dashboards for page performance analytics?

We don't have that prioritized yet, but if you can email me after with more information about what you're looking to see, I would love to hear it.

Cool. Is this only for B2B companies? Any B2C use cases here?

No, unfortunately this is very much a pure B2B tool just because we only identify at the company level. So if you're looking to target consumers and consumers and stuff is not going to help, unfortunately.

Erica says our data privacy team is really uncomfortable with some of the intent tracking specifics. In particular the detail that HubSpot will use the intent data to improve its own products and services. Is there any future plans to allow us to opt out of sharing the data with HubSpot but not opt out of using the intent for ourselves or any messaging or info to share with data privacy teams on why this isn't actually a big data privacy? No, no. As they put it, would love to be able to use these tools.

Yeah, for sure. First of all, I am sorry if you're caught in that situation there, but so the first part of your question around like will we enable people to opt out but still use Buyer Intent? Currently the answer is no. And it's mainly based on the fact that if we did offer that choice then everyone would opt out and then and still want to opt into using the tool which would then unfortunately hurt our data quality and match rates down the line. So that's the first part there. But in terms of like, you know, making your legal and compliance team feel better, there is a really good. Let me see if I can find it. There's a good knowledge base article. This one here. Put it. Where should I put it?

In chat.

In the chat. Okay. Okay. There's a section in there that states understand what data the tracking code collects and it's four data points. It's company domain, IP address, timestamp and vid. And none of them are pii. None of them can be tracked to the contact it's all company information. So it really comes down to, like, how comfortable your privacy and security teams are with having that data added to and used by the commercial data set. And so a lot of customers that we've spoken to, once we kind of get to this point and we try and reassure them that like, hey, these are the data points. None of your customer data is being used. It's just us extracting these data points. And even the IP itself is hashed. We never even save the IP itself. Like, we see it and then we hash it. And hashing it basically means like, we anonymize it. And so even we can't even, we don't even know the specific IP from there. We sometimes customers will feel better about this. But yeah, that's usually what I say. It's just like run these four specific data points by your team and see how they feel about that and then also reassure them that even the IP address we don't save, we hash it.

Got it. And so it's not a, like, Erica asked this question. None of Erica's company's information is being used to improve the model. It's just what's being collected from through the website.

That's right. That's right. It's just these data points that are being collected via the HubSpot tracking code. And furthermore, it also respects cookie opt in. So like if you have a cookie banner and let's say a visitor lands on your website and they opt out of cookie tracking, we actually won't collect this data.

So that's great.

Yeah.

Okay. Ed asks, how do we get contact names for new companies that are not in our CRM?

You can't.

So not from HubSpot anyway.

Not from HubSpot. Not from HubSpot. So like, we don't currently offer contact prospecting as a part of Breeze Intelligence or buyer intent. And it was a very like, intentional decision that we made when Breeze Intelligence went live at Inbound last year. So right now we have been encouraging our customers that do want to, let's say, find contacts at the companies that you identify via biointent from one of our third party partners like the Apollos and the zoominfos and all that.

So I will say, Justin, certainly you're closer to this than I am, but this, there are a lot of big conversations around this in HubSpot and we're just, we're just trying to do what we think is the right thing. We understand that data would be valuable to you, but I mean, we still at our Heart are preaching the gospel of inbound. Right. And so, like, we're happy to tell you when companies are visiting your website, but there are just kind of philosophically and technologically some things that would take a really heavy lift that we're not entirely convinced HubSpot should be to the.

Full version of Biointent, which I was demoing earlier.

Yeah. So if you buy any number of breeze credits, you get the full version. It is free. If you're just trying to find it, Eileen, it is under the marketing tab. So I guess you could think of it as being a marketing hub feature. But even if you're not paying for Marketing Hub, it'll be there. You can try it out. You can see what it looks like.

That's right.

Are you planning on adding revenue range to the total addressable market section?

I wonder if we have that already. Yeah, we do. Through here. Sorry, I should have showed you.

Yeah. Sydney, let us know if that answers your question. Sydney said for the total addressable market section. So I don't know if on the, on like the overview, like the number of companies, like, also potential revenue is. I don't know exactly how that would be calculated, but okay. Anyway, yes, you can add it to the target market. Let us know if you're looking for something different. Sydney. Let's see. Are there any limits on how many buyer intent profiles you can set up? I've got multiple geographic markets. We support each with different sales teams. And I'm thinking about how to structure buyer intent for each geo.

So if, okay, if you have multiple geomarkets, that's totally like sales teams based on that focus on different markets. Geo markets, like, that's cool because you can go in and set up a different target market for each of those sales teams. Right. I think the tricky part would be whether or not all those different markets have the same intent criteria or not. So let's say all of them still have to go to the pricing page. They still have to go to your demo page. If that's the case, then that's cool. You're actually good to go because you essentially go in and have a different target market. Let's say like cybersecurity, North America, cybersecurity, emea, et cetera, et cetera. And then they'd all match up to this intent criteria. And then once you go in here, you can just make sure that you filter for cybersecurity emea, and then you can go in and do whatever and send it to the right list for that sales team. But where it becomes tricky is let's say the different teams have like, you know, different high intent pages then that's tricky because currently right now we only offer one intent criteria. There isn't like multiple intent criteria to mix and match with different target markets. That's something we're also considering for the future. But like right now you can only set one intent criteria if that makes sense.

Got it. Some of these questions came in very early in your presentation. I think got answered in the flow, so I'm going to burn through a few of these. Feel free to stop me. Justin, if I'm misrepresenting anything Daniel asked, will we be able to automatically create companies from those in our target market and showing intent? So yes, the auto add feature under configuration can automatically pull companies in to your CRM to lists to workflows. Does this work to trigger sequences? Not directly, but you can put people in a workflow and workflows can trigger sequences. So you're just one step remove there. If we could differentiate between intent for outside our website versus insider website in other ways. In other words, some intent providers show prospect records that have clicked focus subject areas that are aligned to our value proposition. So Justin mentioned more intent signals is something we are investigating and working on. Question regarding filtering. We have several subdomains in use. Will it be possible in future to filter for connected domains as well as not only as well and not only direct page URL paths?

Yeah, that's squarely on our roadmap. That's something that we heard a lot from our customers as well. Yes, that is coming. The ability to segment based on domain, not just page path.

Great. Does that then enrich the company also after being added via the buyer intent?

Yes. So that's why it costs a credit because before it's added to your CRM we fully enrich it.

Got it. Let's see more about business units. Oh, this is interesting. Can you add the companies from Your TAM to HubSpot 2? So I guess even if they're not showing intent, can you just grab some of those companies and pull them in?

Not yet, but we are cooking up something related to that too and we're partnering with some folks over on the sales hub side. They're doing a bit of a refresh on the Target accounts app within Buyer Intent and there's going to be some cool magical stuff there. So yeah. So stay tuned.

Amazing. This is not me promising anything to anyone, but I've asked a few times about what the future of target accounts is since we got this sales workspace. And since we got buyer intent, it's just kind of been this little orphan thing. And I think really cool things are it's going to get connected. It's not going away. It is going to evolve to its next state. And so stay tuned. More questions about getting contact data. I think we answered that. More about business units.