Buying Groups | OrgChartHub Acquisition

Foreign. Welcome to another event of the HubSpot admin hug. If you are not familiar with page, you should be familiar with this page. This is your source of truth for all of our upcoming events. We're here every Tuesday. We are here to talk about org chart Hub acquisition. Very exciting. And next week we'll be talking about project Objects and the week after that we'll do some admin networking. This is probably also where we will share some awards with people and that will be our last event for 2025. We'll take a couple weeks off for the holidays, but starting in January we have a full lineup of very exciting events. So be sure to register. Keep coming, tell your friends. We also have a YouTube channel where we post recordings of these events. So if you ever miss one or want to rewatch one, or share it with friend, this is your place to do that. We've got 177 videos here, an ever growing number. On a weekly basis we have had a couple of show and tell events. We had one just a few weeks ago. These are some of the best events we do. I think it is so great for you all to be able to show each other what you're working on and to be able to learn from each other and how you're using HubSpot in interesting ways. If you have built anything that you feel super proud of in HubSpot and would be comfortable sharing with the group, whether it's an incredibly complicated bespoke solution that you're just proud of because you figured out how to do it, or something you think would be generally applicable to all admins or somewhere in the middle, we would love to hear about it. Fill out this form, let us know once we have four or five willing presenters we will get that scheduled. We would love to do these as frequently as we can. So so please, anytime you do something you're proud of, let us know. We have a few different places online you can connect with people. We have this space on community.HubSpot.com and we also have a group on LinkedIn. We also have a LinkedIn page. Now we're trying to figure out the best way to connect as we head into 2026. If you have thoughts about the best way to do community stuff for this group outside of these weekly meetups, please let us know. We are open to your suggestions. I think collaboration is something we would really love to unlock for this group. HubSpot Academy does boot camps are great, but they're all full so I should close that tab. If you have an idea for an event. Because we are here every week, we really value your suggestions about how we can make this more relevant to you. If there's a particular topic or speaker you'd like to hear from, feel free to either submit this form or just reach out to me or Deanna directly and we will make it work. And I should find a different place for this. If any of that I went too fast over. This is a page where you can find all those links together in one spot. And it's super handy. That's enough for me. I'm super excited to hand it over to Austin and Dan, who worked for a long time as Orgtart Hub and are now here at HubSpot with me building stuff into the platform. So, guys, take it away.

Thank you very much. Maybe some of you know the Org Hub name, but let's give you a quick rundown on what Org Hub was and then we'll jump into what it is now, because it's called Buying groups and we're inside a HubSpot, as Kyle said. So lucky to be colleagues now.

Yeah.

So Orgjot Hub we ran as an application for six years, fully focused on HubSpot. And we built it because we had this challenge. So me and Austin used to work for another software company. We were selling to large enterprises and we were on HubSpot. This was around 2014, 2015. So just as Sidekick came through. Do you remember that, Carl?

Sidekick is where I got my start. I was a support rep on the Sidekick team.

Yeah, that's. Yeah, way back now. But we kind of like stuck with the CRM and we're already on Marketing Hub. So we kind of became early users of the CRM. And the big piece for us that was missing because we were selling to large enterprises was the ability to map out the buying groups that we were working with. We were doing it in PowerPoint and we were doing it in Excel. And both me and Austin being kind of hungry to set up our own company one day in the evenings, talking about our challenges. And then, yeah, we started to knock together. All chathub. That's where it came from.

Yeah, we completely believe that it should be all within the CRM. So we're just like, how can we use the existing HubSpot API and build something as native as possible? So then we spend the next, what, six years or so working on that native solution or semi native solution.

And the state of the API was like, this is a long time ago. This is like pre marketplace. Right. The idea of a HubSpot app didn't exist yet. Yet.

It was definitely different. It was definitely different.

There was a CRM. There was the card though, wasn't there? That was like the big. That was the big piece, the big unlock.

The big unlock for us was, yeah, how, how can we bring some UI in? Tub spot. And in fact, for the whole journey that we had, we didn't have any product that sat outside of HubSpot. We were just like, everything was inside. There was no logins, there was no, like, go to ultrahub.com and like set up your account. It was just. Everything was done through HubSpot. So as soon as we got that kind of of like unlock and bringing a little bit of UI into HubSpot, then we just lent on that as much as possible.

So, yeah, with all that in place, like over, over the six years, we worked with a lot of HubSpot customers, like 7,000 HubSpot customers connected to all Chub. And the key thread was they were all selling to large enterprises, all with the same challenge, with the exception of like the small percentage where a team might, may have used it to map out their own organization. And we would say, yeah, it's not really for that use case or that, or on the other side, they might be like in partnership, like in a partnership role. And then they're mapping out really big organizations, which it isn't necessarily really built specifically for that. It's built for the sales team to map out their key decision makers. And then also the CS team then tend to take it on and the account management team tends to take it on and expand it as well. So, yeah, now we're part of HubSpot. Firstly, we dropped the name. Orchard Hub is no more the name. The reason it's called Buying Groups is because that's what all of our customers were doing. They were mapping out the buying groups. We called it Org Chat Hub because that's what people were searching for. And we sneakily got the hub on the end of it just in the nick of time. But yeah, what we'll do now is we'll jump in and show you what we've been working on. Hopefully some of you are on the beta already, so it'd be awesome to hear from you. And we'll walk through the functionality. So let me just get onto the right screen. I've moved screens to Austin. Can you tell me, am I on the right screen?

Yeah, looking good.

All right, nice work. So, yeah, Buying Groups functionality sits within the. Within a company profile. You can also add it onto deals, also add it onto contacts. You can get this nice middle pane which I'll show you in a second. Once we've actually created our first buying group or what I'm going to do is open this up like so and it will look and feel a lot like Org Hub for those of you who've used it before. The stage we're kind of at is we wanted to get it inside a HubSpot as fast as possible so that teams can benefit from it. But over time we're rebuilding it, which I'll come let Austin talk to in a couple of sections in a, in a second. So when you first open up, you've got three ways in which you can map out your key decision makers. This one's obvious. This one here looks at all the job titles within the you've opened it up from and then infers where they sit. And then this one is what more and more of our customers are doing and, and, and are starting to do more of and it's a little bit more focused. So I'm actually going to use this one in this particular case. So as a team you can create your own set of templates that are specific to the job titles that you see during your sales process. So I'll give you an example here. We've, if I click this open, we've got a few different templates. I'm going to pick this one because this is like a mid market company. It pulls up the template, looks at the job titles and it's going to automatically fill it out where there's a direct match. So it's looking for that job title inside that company, where there's a direct match, it will automatically fill it. And then where there is something where it's not 100% sure which contact it may be or maybe the job title is slightly different, then you can accept which contact that is. And this is fully manipulative, which I'll go into in just a second, but I'll just pause at that point because there's a few things on the templates that we're focused on. So I don't know whether you can give a little bit more detail on that, Austin.

Yeah, sure. So one of the like the big motivating reason for us to go from being an external app and actually going and working on the inside of HubSpot was basically like as an external app we just tried to use the CRM as a source of truth for all of this data. But accessing over the API is hard in some ways and bringing it outside of the CRM isn't something we wanted to do. So what we were thinking is if we could become part of the company and be on the inside and build this product inside, what benefits would we get? What constraints would we lift? And one of those is specifically around being able to analyze the CRM data in the past. Look backwards and go, this is what your buying group typically would look like for a particular pipeline or particular products. And, and then build those templates for you automatically. And at that point as well, we can offer very good smart suggestions by default and kind of really simplify the way of building buying groups from scratch. Hopefully we're going to get to a point where we have those templates pre baked for you and then you'll be able to in a couple of clicks get a full buying group and really understand the gaps that you're kind of missing. So that's one of the things that's top of mind for us at the moment.

Thank you. And then, yeah, a few things like from a visual standpoint I just want to point out quite quickly and then I'm going to kind of point to some tips and tricks that we've seen customers use over the years. Is top right hand corner, this is activity heat map. It shows you marketing and sales activity. So if I jump to this is the sales activity side. So really teams use this most during like deal reviews. So when you're a certain stage with a, a deal, this is quite illuminating, pardon the pun, in terms of like how far are you at with these individuals and whether there's any gaps. So it's not really so much where the heat is, it's whether there is a lack of heat. So in this particular case it's kind of like a bad example where we've only really engaged three people. What we want to be doing is involving the whole group and making sure we've got everybody aligned. And then you can flip to marketing activity and then that's where you start spot opportunities. Like in this particular case where if I zoom in, Karen here has not been engaged from a sales standpoint but she has been engaging with marketing content. And then from there you can kind of dig into Karen a little bit more and, and figure out how can we pull her into the conversation. So yeah, used, used a lot and, and loved by a lot of customers. The activity heat map, the other colors that you're seeing on here, these are the buying roll property. So this is the contact buying roll property. And this is a syncs backwards and forwards with that property. So I can tag someone up here as budget holder. That's. That obviously puts that on place in with Karen. You can also customize these cards. So often what we see is if you've got a very specific sales methodology you're using, let's say it's like Miller Hyman or Medpic, you might have specific contact properties you want the team to update. So as an example, we've got one here where we've got like degree of influence. So I can adjust that from here and that keeps it all up to date. That's much easier to do when you can see everybody all on one screen. And so it really helps the sales team with, with the process that you're using as well. Little tip as well. We need to, we need to make this more obvious over time. But the search in the top right hand corner, that goes across the whole of your HubSpot account. So if I want to pull in say a partner onto this, onto this buying group, because we know they're influencing this deal and they've got influence with the company we're selling into, you can pull them in and you can kind of separate them a little bit by saying they're a partner. And then you can show relationship lines between these contacts as well and you can add notes between those. So it's really obvious like what's going on as a team. The other thing we see here, and this is hopefully something we can dig into as well, is quite a few customers will, when they're doing team selling, will actually put themselves onto, onto the chart and have a couple of the team members and show who's talking to who. So it really does help with that alignment on understanding where are we at with conversations and who's engaging with who. And there's probably quite a lot there that we can, we can do to help further. And then, yeah, I'll talk to like what we're seeing from the most advanced users already, like people that are new to buying groups and also people using Ultra Hub previously. So you'll notice this new button in the bottom left and we're going to talk to this, Austin will talk to this in a little bit more in terms of like structurally how this will work within HubSpot. But if I click on this button now, what we found is when you sell to a very large business, you're probably selling, you've probably got like a land and expand model. So you're probably landing within one region or within one business unit. So you've mapped out the decision makers within that business unit. But then when you expand, you may be then selling it into a new region. So let's use like North America and EMEA or Europe for example. So you, you sold into North America. So we can go, okay, well this is the, this is the NAM team. And then we'll move this group into that. I say and then we'll create a new one because now we're selling into the European team. So I'll go and then what we can do is we can add contacts in here. With the key thing being if you see here we've got I picked a bad contact there, I'll pick another one. One second, let me add. I wanted Claire to appear in both as I Chris in as well. Got them the wrong way around, but you get the idea. So, so here we've got Chris appearing in both. So the key thing is you can have the two set two separated buying groups and you can have the same contact appear in both because that inevitably will happen where you've got decision makers in both sets and both camps and influencing a deal and. But seeing them appear within here and keeping them separately is, is a key point. So with three conversations with customers and how we see it used, it can be this way where you're selling into separate regions. But we do also have customers that sell say 3, 4, 5, 6 different products and they'll actually have the different buying groups for the different product lines as well. So that's also a typical, typical thing that we've seen. I'll pause there. Austin, are you able to talk to the groups?

Yeah, sure. So another, another big motivating reason for bringing the product inside and making it truly native with HubSpot is that we really want the data to exist in HubSpot around the buying groups. So specifically in this case, it would be great if the like the EU region and the NAM region there that we're like the groups that we were creating were actually represented in HubSpot data so that you could report on them and automate on them as well. So the other thing around, aside from the templates that we're looking at, the other thing that we're looking at is how do we build this buying group object and that will live associated to companies, associated to deals and associated to the contacts as well. And then like I said, you'll be able to report on that, automate on that as well. Also helps with doing reports around which companies do we have buying groups that we haven't fully engaged or that we have Unidentified Stakeholders that we're looking to prospect as well. So, yeah, like, the idea is that we'll end up with like these separate buying groups that truly live inside HubSpot, just like, you know, contacts, companies and deals as well.

Yeah. So it's a big piece where we want to help out. One thing I kind of, that I skipped over, I missed actually slightly, was these cards themselves. You can customize them. So I mentioned, like, we had kind of custom ones on there. The way you do that is you just click on any contact and then go choose properties and then search for the HubSpot contact property that you want to appear. You only need to set that once and that will appear across all of the buying groups that you've created. So, yeah, that's the way, the way to do that. Then a couple of other things that just get used a lot as well is placeholder contacts. So inevitably you're going to have a scenario where you're speaking with an account or you're on a call, somebody's referenced, but you haven't yet got their details inside your HubSpot account. Typically that might be like someone in the legal team, someone in procurement. So that's not a problem. You can just go, okay, add a placeholder in and then you identify, okay, I know this person needs to be involved. I know they're called John. It's got a reference on the call and you can add some notes on that. And then when you'll see there, it did a little search for, for John. If you've got the surname, it'll keep searching for it. And then when you have that contact, you just swap them in with the other HubSpot contact that you've got in place. So, yeah, gets used a lot. Those placeholder contacts along with these placeholders here as well. We've got the account mapping to show you, which Kate actually came up on a LinkedIn post today that we haven't yet announced, but I think if it's all right, can we answer some questions on the buying group site contact side first? Is that right?

Yeah, that sounds good.

There's definitely, definitely some questions in there about account mapping as well.

Yeah, one of the questions is, can we map companies like this so those questions will get answered? I'm just going to hop into the Q and A real quick, everybody, if you have something you want to answer it up, vote it. You've all done a great job upvoting things. So Jessica asked, what is the definition of marketing and sales activity for the Heat Mat?

Tell you what, I'LL go back to screenshots the easiest way. One sec, here we go. So yeah, if I click that back on, if ever you want to see where it's pulling from, just go to this drop down just here. So these are all the HubSpot properties that it's using. Now you can pick those individually, but the all marketing activities summarizing all of these. The biggest difference between the marketing activity and sales activity is the marketing side. The customer has to have done something so like submitted a form, opened an email. It won't just register and activity if they've been sent a marketing email and they do have to do something with that email. On the sales side, here's all the properties in here and then that is slightly different because all sales activity will be registered. It doesn't necessarily mean the customers like open the email for example, but you'll see you can pick them individually if you want to see them individually.

Yeah. And in the future we expect to expand out over like events as well, like timeline events.

That'd be amazing.

Yeah. So that's the plan. But right now that is the properties that I used.

Pascal asks, will adding a partner to the buying group add an association between the HubSpot records or is this just a connection within the buying group overview?

Yeah, not just yet, but that's part of this. Like bring the data into HubSpot and have that buying group object and then when you do associate contacts to the group, we'll be able to say, okay, this person's in that group. And then you'd be able to use an association label as well and say, this is a partner.

Nice. When activating the buyer groups public beta, will the data of existing org chart hub customer be migrated fully into buying groups immediately so no further action is needed?

Correct. The only thing that needs to happen, I think there was a question about this as well, is that you need to remove the old cards and put the new ones in, but all the data will just automatically be there.

Cool.

Adam had that same question Joshua asks, how does all this interact with association labels? I think that's what you just answered.

Yeah, not at the moment, but we'll do. Yeah.

Are the degrees of influence or buying roles available in lists or other part of the HubSpot product yet.

The degrees of influence? I think if I understand the question, then the answer is yes, that they're just contact properties that we've got on our cards. So you could use them in lists.

Yeah, that particular contact property, I think the degree of influence, that's a Custom one just that we've created on our account as an example of ones that we see customers creating. The buying role is a default contact property inside HubSpot which you can customize as well. So if you want to add more buying roles to it, then you can do that.

Jeanette and Amanda are also interested in associations. Huh.

It's good feedback.

Yeah. And I'll export all this help for you guys after. Does this use only contacts in HubSpot or does it take external data and give you unknown contacts?

Just contacts inside a HubSpot at the moment.

But then you can add placeholders manually.

Yeah. And the way that we have seen customers using it in the past is that you would set up those placeholders or you'd use a template to identify the people you're looking for and then you'd enrich with something like an Apollo or a zoom info and then we would. Because they are now in the CRM, we would suggest them into the buying group.

Nice. Mark says previously we limited the amount of charts to specific customers based on our tier when buying groups as part of HubSpot. Will I no longer have a limit to to the amount of charts we can create?

That's correct. Go crazy. As many as you want.

Wow, this is exciting.

Yeah.

Let's see. All right. Lots of questions around making org charts between companies.

Hold those on for a second, we'll get to that.

Is there a way to fix the properties added to cards that is for super admins rather than allowing non admin users to edit the card views themselves?

Yeah, not yet. So that's kind of like a transition from the way that it worked in Ultra Hub where anyone could choose the properties for the cards. When that part's more baked into HubSpot, it will probably just be done in the same way that other property editing and view editing is done. At which point we'll get the super admin controls around who can see what and who can edit what.

Got it. Enrique asks who is eligible for this? This is Sales Hub Enterprise, Right?

Sales Hub Enterprise at the moment. But like we'd love to keep collecting everybody saying that it should be on sales operate.

All right, so keep putting that in the chat everybody. Tracy had never heard of Org Chart Hub before, so popped in to learn more and says it looks amazing but she says we're B2C. This seems B2B. Is there a B2C use case here?

I don't think there's a B2C use case on the contact side. There may well be on the Account mapping that we're about to show. Because if maybe you're selling to maybe I still. B2B. I was going to say if you're selling through distributors and you're like mapping out distributors, then maybe the account mappings useful for that, but typically not. Sorry.

Here's a fun question. Peter says we're not current Org Chart Hub customer, but we're enterprise level in HubSpot. I assume there is additional cost for this function and is there a cost for signing up for the beta?

That's enough. That is a lovely softball question. No co, no cost. If you're already sales of enterprise, just connect to the beta and you've got full access to what we're showing you.

Yep.

Yeah, put the link in. Let's get the link in the. In the chat. I think somebody asked for that.

Yeah.

Can we collapse the search all contacts panel on the right so that we can see the org chart bigger?

Not yet, but we're working on that. That is actually being worked on.

Great.

Another question about multiple accounts. Can we use custom properties for marketing activity with our integrations for webinars, trade shows, etc. Our workarounds, our custom properties.

Not yet, but yes. That's how I'd like this to work is that you can pick and choose properties and timeline events as well. That's not how it works right now. So the answer is no, unfortunately. But as all these things, like Dan said, we're kind of rebuilding this and making it more and more customizable.

Okay, great. I think that is enough questions for now. A lot of people want to know how to show the relationship between companies. So let's, let's do that.

Let's do it right. So I'm going to close this one down and so some of you with astute eyes may have already noticed this. So when you're inside a company profile and there's already some related companies. So in this case we've got one here. There's this cheeky little button in the bottom right hand corner now called View Account Map. So this was part of the Org Chart Hub functionality, but now it's in the right place. It's unrel related companies. So the reasoning for this, and some of you already have kind of hinted towards this, is when you sell to big companies, there's often a big structure, either be it a business unit or a region or related companies like parent child relationships. So if I click on this, what it will do is it'll, it's a two way sync with related companies. It Pulls up. In this case, we've opened it up from beyond visual. Now we can see it's part of an Amazon Web Services, which is ultimately part of Amazon. Now when we typically show this to customers for the first time, one of the questions is or things they didn't realize was it that related companies can go multiple levels deep. So it's not just parent child, it's great grandchild, great, great, great grandchild. And you can keep going as deep as you need to. Which for if you're selling to insurance companies or banks you're lucky enough to then, then it goes very deep. And so actually seeing this like as a, as a picture is, is very helpful. The second part within here is if you spot something where, okay, actually I know there's another child company, you can go and search for them across your HubSpot account. Add that in that syncs with related companies and keeps that all up to date. So you can adjust within here as well as well as it being kind of the visual. And then, you know, we like another visual on top. So just like the heat map, we put this button in the top right hand corner which is deal activity. And what it does is it shows you we've got open deals at the moment. It's selected to open deals across all of our pipelines. So we can see how big this account can be for us and then help us spot the white space that we can expand into. We can also see what we've done so far. So we've just done one deal at the moment, but we've got a lot of potential. If you click on that blue link, it will take you straight to the deal. It'll open up a separate tab for you. And then as I mentioned briefly, you can also break it down by pipeline. So we do see lots of customers where they've got a renewal pipeline and they'll have maybe separate pipelines for separate products. And then so having that broken down is really useful. And then you can also break down by time as well on that case. And just like the contact side, you can put whatever properties you want, company properties on those cards. So typically we'll see things like who's the deal owner or company owner, because where you've got a really big account, you might actually have two or three different reps looking after or account managers looking after different parts of the business and actually being able to see that is, is really useful. So yeah, those are kind of the key pieces. I'm not looking at the chat, but I imagine somebody's Asked about custom objects by this point or has anyone mentioned.

That they're mostly just celebrating? They love this. But Joshua Oak says yep in all caps.

Yeah, it's just parent and child. It's just them, the parent child structure at the moment. But we have had that question for a long time and obviously we'd love to do it, but we. There's a few things we need to get through first, but that is on our minds. Like a typical. Where that sometimes comes from is maybe this is the case for. For a few of you where there's like a partner and you want to show like maybe there's custom object for our partner and you want to show that relationship with the partner company against the other companies. That. That may be the case. Yeah.

Cool. Well, Dan, if you can't see the chat, you should look at it.

I'm looking at it now. Yeah.

People are pretty happy with what you just showed them.

Okay, that's really good to hear. Yeah. Is there any questions in there that you're better picking them out?

I'm going back to the Q and A. So a lot I can mark as answered companies. Yep.

And.

A. Oh, can you identify. Can you clarify how this operates across multiple brands? Business units. Our AES cross sell across brands. And we need a way to view context, interact actions and engagement across all business units.

Is that business units, HubSpot business units, I think portals, or is that some other model? If it's HubSpot. Oh, I think.

Oh, that is the person who asked the question. Should we bring her on?

Yeah.

All right, we'll do this.

Hey there.

Can you hear me okay?

Yep.

Okay. So essentially what our company has is that they have three different business units across the. Their senior company or whatever. And what needs to happen is that, well, we have more of initiative to sell across brands. So they may have. They may be in one brand, but not necessarily selling to the other two. And we also have AES. They may. They may own the same company. Like one may own it under one brand, but another AE may own it under another. And so we want to be able to kind of see what that relationship looks like and who's talking to who. And I think the first part you guys actually answered saying, like, where teams can talk to each other, but we want to be able to see in the company, like, okay, is this company with one brand? Is this company with two brands? That I hope that makes sense.

So are those brands modeled as other companies or as a custom object or are they like business unit objects inside HubSpot?

So I think what. Because they call business units now brands.

Right.

And so like I'm just using the old terminology, but just in this, in this particular case, it is an actual business unit just for. To answer your question.

Yeah. Okay. So I think the answer is that we probably don't do a great job at that at the moment because you can build those, the individual contact charts on the company and then you can look at it from a company parent child perspective. And then what you need is kind of like something in the middle, if I'm understanding the question correctly, like to be able to go for this company, there's multiple brands that are being worked with and they have individual buying groups around them. And then how does this all roll up together? I think when we build the buying group object, that will make life a lot easier here because you'll be able to associate that buying group object with those brands. And then you'd be able to go, okay, this is how we can see this. We would then take those buying group objects and show which ones. Show them on the account map so that you'd be able to go at this company, we see two buying group objects and those are across those brands. And then you'd better expand it that way. But today we're probably not helping here very much. That make sense?

No, it does. Thank you for answering that.

And I should have mentioned like, when this is mapped out, you can then go down to the brand group level and that will pop open for you. So yeah, I think based on what Austin said as well, with the custom objects, that would be our plan on that side as well.

Yeah. Our dream here would be that you're looking at this account map now and then next to each one of those companies or in some visual way it shows you those buying groups that are at that company. And then you'd be able to have one for each brand and other. Understand. Okay, where are the deals sitting? Which buying groups associated with which deals at which companies and then kind of get the full picture from contact level all the way up to the company level and through the brands.

Awesome.

I'm sorry.

Sorry.

Okay, we got some good questions here in the, in the Q and A while while you were working with Wilhelmina there. So does for the open deal breakdown, if both the parent and child companies are associated to a deal, will it add the deal amount twice or does it take into account the relationship to only count the amounts once?

It's on the primary association for the deal. So whichever one of those is the primary company for that deal.

Smart.

Okay, smart slash lucky.

Can you include the company or contact owner in the org chart preview so you know who is talking to who?

Yeah, one second, let me go back. That was actually a very good question because I was going to show that what it looks like within here. One second. So this middle pane is now preview. So once you've actually created the buying group in any form, you'll see it on this preview and you can actually turn on the activity heat map within here as well and you can go to the interactive version by clicking that button there and go to the full version. So I think that answers the question is that.

It was asking specifically about company and contact owners. So I don't know.

On the. On the buying group visual you can put the contact owner on each card but there's no. And then on the account map you can put the company owner, but on the buying group you can't put the company owner. I don't think that makes sense.

Okay. Yeah, I think that's probably what they're asking for. Jake says when you add something to the account map, will it eventually automatically add the company association as opposed to need to do it? In essence, that does work already, right?

Yeah, yeah, that's how that works. So if you add it in the account map, it will be reflected in the associated companies on HubSpot and if you add it on the associated companies on HubSpot it will show up in the account map the same thing, but.

On the org chart, the buying group. Is that not the case, that as you add people and things the associations don't get added?

Not yet. They will do when we have the buying group object.

But for companies it already works that way, which is what Jake was asking for. So I think that's great. Jenny asks, are there plans to permit the use of conditional properties on the cards? Certain properties show under specific conditions.

We hadn't really thought about that that much, but that's a great idea.

That'd be great. I mean now that you're inside HubSpot, maybe there's just like a little thing you can port over from other parts of the CRM. I don't know. Um, Jillian has a question my heart goes out to. I don't know if we'll be able to fix this right here, but she says I'm a super admin, but it says I don't have access to create a buying group. How do you resolve this?

Yeah, so that is actually the seat. So if you have a sales of enterprise seat, you get full Interactive access. If you have a core seat or say you're like a sales hub enterprise customer and you're also a marketing of enterprise customer, then those seated users still get a view only access. But at the moment only sales of enterprise seats get like the editing access and that side. So that's the reason. That's probably the reason why you can't create a group at the moment.

That's interesting because Gertruit asks, can other teams like our marketing team view these features if they have a core seat but not a sales hub seat? So yes. Sounds like they get to view it.

Yes.

That's cool. Yeah, I didn't expect that. A lot of times separate sales hub seeded features are completely invisible to others. Amanda wants to know if this works with workflows. I would love to know more about her vision for that, but any thoughts on.

Yeah, not yet. When we have the buying group object, then you'll be able to automate on those like any other object which would then hopefully allow you to build workflows around that. Like have we engaged this buying group enough recently? Has it got spaces we'd be able to put these things into a workflow. That's our vision for it. So that's what we kind of work towards.

And then exporting is just a png.

That is correct at the moment. I think. Any. Any plan to export to PDF? Yeah, not neither at the moment. We just had. PNG has kind of worked for everybody. But if there's a specific reason that PDF would be better, then love to hear it.

Okay, and then Trixie says for us, business new mes, what are the top three advantages? Big picture of this product.

Yeah, I'd say. I know it's an obvious one but like number one is getting your team focused around like who is in that buying group when. So if you're. I'll go to the newbie phase. Like if you're. If you're selling to a big business, there are a lot of decision makers and you cannot rely on somebody saying, yeah, we've got everyone engaged and they've got that in their head. It should be inside the HubSpot account. So visually seeing it and then seeing the engagement and using it in deal reviews has a big impact. It's very useful for managers when they're training and coaching their team. That's kind of like one big part. And then if you step back a bit, once you're actually doing that activity, mapping out the key decision makers and making sure you've got everyone engaged, that then affects how many deals you win because you'll have scenarios where you didn't win a deal and maybe you're oblivious to it because you didn't have a couple of key decision makers that were involved and they made the decision to go with somebody else because they were speaking to it. Or you had a blocker like an individual that was just blocking that deal and you weren't aware of them and you hadn't got them engaged and you didn't pull them into the conversation. So I don't know how many have I done? Three there. That's the high level like reasons you do it.

And then the other part around the account map would be understanding that winning a deal at a company, there's still more space in that to win more deals. There's still expansion opportunity and it's hard to see it without kind of mapping out the buying groups and mapping out the companies.

Love that. Trixie says it's helpful. So there you go. That is the. Well, we just had one more question come through but that is the bulk of the questions we've gotten. Is there a weight? So actually in the company association mapping, I see the Lifecycle property showing by default looks like a green button. How do I remove it? I don't see the option to deselect it. And actually relatedly Jake somewhere said can we change the Lifecycle status label to our own custom property? We aren't using Lifecycle stages for companies. I know. Gasp.

You can't remove it. And yeah, no that's. That's kind of just. It's a little bit like the buy and roll property like that at the moment. That's kind of like default that we've got on there. But we will take that feedback and.

You should, you should be able to remove it. That's what I just been writing down.

Great. So that, that, that is I think the, the questions we got any parting. Parting thoughts from you guys?

I think Chris just. Grant requested presenter mode.

Sorry Chris Grant.

Sorry I missed it. Oh, it was accidental. He says.

All right. Yeah, I guess any just parting like we'd love to have you on the beta if you're not on the beta already. And as we've said like we're this. We're still in a bit of a rebuilding phase as Austin said at the start. Like it will look and feel familiar to those Org Hub users already. And the reason for that is obviously we're doing the transition. Got move. Got to move everyone over. But now is a great time to speak to us because like the roadmap is fully being developed and like how the UI works within HubSpot is a big piece and what we're working on now so comm one and all is that cool.

So yeah the most helpful thing is people using it, giving us feedback and helping us shape what it's going to be as a 100% native HubSpot product.

Great. Well thanks guys. If people here want to connect with you, follow up, ask you questions, what's your preferred method for them to do that?

All every Everywhere LinkedIn email we're still jumping on a ton of calls like we always loved doing that with with org chat hub and we'll do as many as we can. So yeah happy to jump on zoom calls and chat one to one as well.

Yeah LinkedIn works as an easy as an easy option.

Janice dropped your LinkedIn profiles there in the chat so everybody feel free connect with Dan and Austin. They're really nice. Okay. They're not faking it. Thanks guys so much for for being here and I guess we'll, we'll call it a day there. Thanks everyone for joining.

Thanks everyone. Thanks for inviting as well.

Bye friends. See you next week.

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