Christmas Wishlist? Call in and let us know.

Boy.

Hello, you've reached the HubSpot helpline.

Helpline, helpline, helpline, helpline.

It's Rob, it's George, it's Casey and Kyle. Come with a problem and leave with a smile every Friday at 3. Come and join us as we help you with HubSpot. Open up your link in. Just make sure you call in and leave a voicemail about HubSpot. Make your Friday divine with the HubSpot helpline.

Welcome to the HubSpot helpline. It's Friday at 3 Eastern. Rob couldn't make it today. I'm sales of Claus and I'm joined by Chris Carolyn. Like Christmas, Carolyn. Casey Hawkins, who is currently incapacitated.

Where in the somebody who made the.

Nice list this year and every year, George B. Thomas. How are we feeling today? HubSpot experts.

Yeah, I was great until about a minute ago.

Very, very clear to everyone watching that this was not in the pre show.

What I've been here the whole.

I don't know what we're talking about. I'm happy to to have a visit from sales of Claus here.

I'm glad sales of Clause is here too, but sales of Claus was not in the green room. Just throw that out there. That.

Oh, don't tell lies, George. You'll get a lump of coal in your stocking.

Oh, good lord.

For some reason.

I. If only my beard was as merry as Chris's, this would be the best Christmas ever.

Very true, very true.

Yeah, I thought I'd sneak this one in here on y'. All. I mean, ho.

I enjoyed watching you set up.

I forgot that Chris had the preview.

Oh, you could see the preview? Yeah. I was panicked. I actually practiced putting on all of this stuff earlier and it didn't work as well. Live demos. Am I right?

You are right.

Yep. Well, since our. Our friend Kyle decided to go to the South Pole for today, what's been on everybody's mind today so that we can get that out of the way and then jump into what I've am calling my 2025 Hope Spot recap. It's every update, by the way. Thanks Casey for the cloud file. Every update. And I decided not to editorialize so that I could leave that to the people on this call. Thought it was a good move.

I like it. That's, you know, that's, you know, that's like my style, so. Oh yeah, I can appreciate that.

Yep. Lack of. What is it? Failure to prepare is preparing to succeed in Chris Carolyn's world.

Yeah. My goodness.

Oh man. Good to know you watch My stuff, Rob.

I do.

No, that's sales of Claus. That's not Rob.

Yeah, that's having trouble with this damn beard.

There's a whole jacket too, Rob.

Oh, yeah, I got the whole fit. I can't find my mouth though. So if I sound weird and I blame the costume more so than usual. Chris, what would you have me do? Go ahead and lead with the HubSpot 2025 Complete Timeline Review from every quarter. Or should we ask George why he's so angry at sales Applause for jumping into the platform and stealing the spotlight?

I'm not angry. First of all, I'm not angry. It's just when you know, like you're driving down the road and it's a clear road and you're like, I got the tunes turned up. The wind's blowing through my hair. You look down if you got an old school car to turn the knob for a second and then you look up and there's a deer right in front of your car. Like that's. That's what happened from the green room to the start of the show. Not mad, just shocked that that's what happened to Dancer.

He's not been right since apparently you ran over him.

Oh, yeah. Yeah, that's it.

George is the one co host that I don't know if he's gone one show with me without a prep doc, so he likes, he likes to know what's coming.

Oh, I've done some. I've done some without a prep dog. Come on now. Why are we throwing shade at me? Just because I was surprised that sales and Claus was here.

That's all.

I am putting the dock now here in case anybody wants to look at it.

I think we, I think we do start with that HubSpot recap sales clause.

Oh great. Because we'll also end up ending with it. It's 17 pages of awesomeness. We'll be bringing this right into the new year. Well, I mean, I think it's fitting because HubSpot did have a lot of stuff that they did this year and we positioned it in three acts. Q1 and Q2 foundation building with AI data architecture and multi count capabilities inbound. Somehow we skipped everything until September. And in Q4, refinement, mobile apps and production ready features. My thought is to give the updates and let you jump in and cut me off. Much like Dasher was. Or dance. Whichever one I mentioned was cut off by George's car recently. We can see what you guys think about these. So there were some Breeze AI expansion January to March 2025 is the first time period Breeze AI expansion. AI is now embedded across emails, workflows, reports forms, content creation. You can create and edit forms with AI, auto suggested personalization tokens, AI powered reporting and insights. By the way, this is all stuff that happened this year. Data architecture Data model builder rename HubSpot defined objects which philosophically Claude one of the highlights of the year. We'd love to hear some input on that. I'm hearing a lot of birds.

Yeah, that's Chris.

That's certainly Chris.

Birds and humans happening reporting updates Convert.

Views to lists 1 click conversion list performance analyze tab revamp. Then there was some sales and ABM improvements. I know Chris loves ABM sales Workplace workspace enhancements, app cards and deal and target account sidebars. Target accounts home redesign for email and events. Apply activity logging defaults to external emails, workflow action register contacts to marketing events and then some strategic sunsets. Lead scoring F in the chat for lead scoring, ticket sentiment, company property sunset. This is where Q1. Does anybody even remember that far back?

No.

Okay, we can skip all of this.

And go why, why am I why am I all of a sudden like feeling like your sales of clause. I should have brought a beard. I could have been Rip Van Win cycle of like holy crap. That that was so much stuff in such a little time and it was.

Yeah. Wait, when does when was the renaming of objects?

So I don't have specific dates but I did I took quarter. Yeah the quarter Q1.

Q1. I, I, I prepared this so I knew you didn't have specific dates. I wasn't trying to like she was.

Trying to get you sales of Claus.

So yes, this was in Q1. Thank you Shout out to the doc and the prompt. All I did was put it in a little more chronological order, which it eventually got there. But yes, the rename HubSpot defined objects customized naming for contacts, companies, deals, tickets and other core objects was in Q1 some somewhere in January, February, March.

Because I don't know, it feels like just yesterday and forever all at once.

Yeah it was, it was like pretty soon after partner stuff in February. But yeah, it doesn't feel like feel like that long ago and it was I'd say one of the bigger ones of the year. Like top five for sure.

Yeah the, the shout out to my my somebody on the nice list Claude. Questions for the panel. An underrated update from Q1. I don't even know if we can remember that far back so we can go to. I mean it picked out renaming Objects. Is this revolutionary flexibility or unnecessary complexity?

So. So first of all, I went to the Internet not to answer your question, but April 1, April 1, 2025, rename HubSpot defined objects now in private beta was the release date. Now, sorry, go ahead, ask. What, what would. What are we. What are the options of that? We think about this.

Yeah, this seemed to be one of the biggest quality of life feature, one of the, one of the biggest improvements of the year. I missed it by one day. Shout out to April Fool's Day. People didn't even think it was real. But is this what you consider this revolutionary flexibility or unnecessary complexity? I feel like I know what everybody on this call will say as of the use cases we've seen for it, but let's argue it is the holidays.

Well, unnecessary complexity, not revolutionary either.

Wow. Like in other words, that was your hoping for.

He.

He said sales of clause. I don't like any of your options. So Chris, what is it then?

It's been an expected amount of flexibility from, from a platform that's been inflexible in that. In that department.

Oh, geez. Holy. Okay, so here's what I'm gonna say about it. I'm gonna say this because it depends on that answer, on who you are. If you had been for years a school or somebody that provided to schools and never provided to companies, or provided to churches and never provided to companies, and you could now change companies to school, churches or whatever, the thing that the organization, it was mindblowing and fascinating. If you run a typical business where contacts, companies, deals, tickets, leads all make sense because you're using the vernacular that you've been taught, it wasn't a big deal. So it depends.

I feel like I'm not rushing people into changing their object names. And I have plenty of times complained about the way that George and Chris have renamed objects in portals that I work in with them because. Because I have been used to contacts, companies, deals, and so. Wow.

You don't like accounts. Humans and opportunities. When you're going to search for stuff live on camera.

I'm not ready for it. I'm just never ready for it. But to George's point, I definitely think there are good use cases for it. I just think you need to think through the implications, including who is using your portal and who's going to get confused. Me.

Start with the humans.

Yeah, yeah. And. And also I would say that I, I wish there were. I wish there were some other flexibilities around it a little bit maybe, but I, I do I do like the ability to change it based on need or mindset. I'll at least go that far. Listen, this is one of the minimal things I think about as a consultant that somebody might have customized that's going to jack me up. If I go in to do an audit I can pretty quickly understand. Oh, they renamed some stuff. I. I hover over CRM. I click it and I'm like, yep, somebody's had a party up in here. What else has changed that? Like that should be your first indicator. Like what else have we done to the platform that might not be old school vanilla HubSpot that we were so used to when we came in as consultants.

Well spoken, George. Let's move on to April and June.

Where is Santa from?

I. I think it's from the North Pole. Don't you read literature?

I. I feel like it's Mrs. Doubtfire's cousin or some. I don't know. I don't know.

The North Pole accent is just different than I.

It's like. It's like Australia and Boston had a baby and then it's like sales of clause. I don't.

It's like an average of every Christmas movie ever.

Let's. Let's save that vitriol for some of the HubSpot product feature updates that we still have to cover. April and June Q2 there was some pretty multi account architecture private beta multi account workflows that could have been a big one, but most of the stuff happened with June product highlights. So here's a list. Do you have a timer? Chris? Oh, we don't need one. Dynamic dates and lists and workflows with enhanced token support AI powered lead scoring suggestions Combined Contact plus company lead scoring now available in pro hashtag templates for Social Shopify Product Sync Podcast CTA Template Multi domain Buyer Intent Dashboard Historical Intent Signal Backfill Multiple intent profiles Daily sales Action Digest the morning email with prioritized actions Mobile Co pilot Social quick replies some notable sunsets Email performance Scatter plot F in the chat and contact list API extension. What do we think about the June list?

I miss the scatter plot. I used to love to talk about that little scatter plot like he was a child of my own and how it would show you the things that you were doing great and the things that you weren't doing great and therefore the things to do and the things not to do to make your email better. Sad day.

Casey.

I like the sales email notification. The daily one. I get it in some portals I work in sales motions on when it first came out, I was kind of like meh on it. But now that I actually receive it, I am constantly opening it and like, oh, I have that meeting today.

That's.

That's something I should look at. So I think it is. It's nice.

Chris.

Historical intent signal backfill was a big one. I'm curious if it happened that early, but maybe it did. Yeah, lots of, lots of really good data coming into HubSpot now and it just takes. Takes people sitting down to look at it and see see what they want to do about.

Seems that a lot of their feature updates were pushed around sko, SKO Partner System Kickoff and Inbound. So twice a year, big, huge improvements. Is this a good mechanism or cadence for them moving forward or would you prefer a more palatable list of improvements at a more frequent cadence, like monthly? Let's debate.

Don't forget about Spring Spotlight.

Good.

Oh, I did forget about Spring Spotlight. Thank you, Christopher.

Challenges.

I swear to God.

Getting used to the Face Off.

Yeah, I mean, I mean I. Something has to happen and we've talked about this kind of before but like either I don't need to know about all of the quality of life ones that could just happen because they're awesome and I need to know about the major ones that like change the way that I'm going to actually have certain workflows. Not the automated type, the actual getting gsd, getting stuff done. But I feel like it definitely could be less amount of updates, more important updates more often. But of course you got to remember this is coming from a guy and two other people on this call that look at updates every dang day. So what I'm wishing for in need may or may not be what the rest of the HubSpot ecosystem is looking for or needs. I don't know.

George is saying he wants a vacation.

From HubSpot updates.

Yeah, well I read your.

I read your comment which is hilarious. Rob switching back and forth between Santa so I'll switch back to give Chris some a shout out. Chris has has mentioned before that not mentioned. He has pointed out that the massive batch of updates that particularly at Inbound are put on by HubSpot who is running a essentially a campaign of their own. So for the Spring Spotlight and Inbound it's. That's part of the functionality as well to get people that aren't as closely involved and as deep quote unquote in the trenches as you guys are excited about what HubSpot is now developing and bringing to the table and some Changes?

Yeah, I'm looking for the update that we talked about this morning. Here we go.

I don't think. Oh, sorry, I thought you meant on the list. And I was like, as someone that prepared the list yesterday, I don't think the update from this morning got included.

No, I'll share my screen real quick because, I mean, you're not real time.

Come on now.

You know the thing about list, Chris, is you need to check them twice.

Oh, God.

Yep.

Yeah. All right, all right, all right. Is this the right time? I hope so.

I. I don't know. I see HubSpot updates, new permission announcements panel and user. Oh, yeah, you did kind of lose your mind on this this morning.

Yeah.

So I literally just asked Claude what the biggest update of the day was as I'm preparing the blog and it just said this one. So it was right.

Yeah, Chris. Chris made sure that Claude knew that this should be.

Yeah, I think this is what we need from the team. Like if they're not going to slow down on product, which they're not and we don't necessarily want them to, if they're going to be a best in class AI first platform, they need to get better at letting us know what's going on. Right. And this update today is update notifications in the place where people work. Right. And I think, Rob, you might know a thing or two about that. And I think this is a signal of what's to come. If it can happen here in the admin settings area, specific notification of updates related to that spot of HubSpot, I imagine it can happen anywhere else in HubSpot. Right. And if we think about like the way this page is filtered, like all these apps, basically any one of these apps can now, one would think, receive a card like that so that as you're working in HubSpot, you can be informed instead of having to go somewhere else to look for updates at the end of the week and then not.

Do that and not have to rely on the various shows. Because, Chris, I see when you were streaming and I see all your updates, I know when you've done bad or good. I just hope they're good for goodness sake.

Are these from you or are you using AI to help with these?

Oh, it's just Christmas magic.

Somebody's getting cool, that's for sure.

All right, let's talk about July. We've got, We've got meta WhatsApp pricing change, Claude Connector launched by the way, in the summer video caption management, product updates, feedback list, usage filtering, calculated properties File deduplication Association limits Increase Deal Collaborators via workflows. Shopify Revenue Tracking. That was just apparently in July. I'm going to speed through the August ones. Sales Workspace Space Integration Lead Scoring Test of Record, which helped improve transparency for score calculations. Today's Insights Card Service Close Date Automation Automate Automatic Close Date Updates for service records. Campaign Goals Tracker, Email Health Dashboard, Sin Size Preview. Feels like a quality of life one Active List and campaigns, Historical property snapshots, Streamline Landing Page creation, Domain activity, CSV Export. Feel free to stop me Help Desk Views, Customization, NPS and CSAT CRM cards, Customizable pre call messages, Centralized commerce permissions and dispute resolution Flow. That's a lot of stuff in July and August. Prepping for inbound in September. So which one of these I'll ask George. Boring updates from July, August you think had the biggest impact or will have the biggest impact long term?

God, I don't even know on that.

I can reread the list if it's helpful.

Oh, my God. That was a long list. That was a long list.

I got George.

Yeah. Help me help a brother out. Because that was such a long list. I don't even remember the beginning of the list to the time that we got to the end of the list.

To like, phone a friend.

Yeah, I'm phoning a friend.

Oh.

Oh, wow.

Okay.

Yeah.

Okay, we'll go with that.

That one's pretty good.

It's good. It's good. Yeah, we'll go with that.

It was at the beginning of the list, so I forgot about it too. When he got.

See? And you have the list. He's gonna look back at the list. Where did he send it? I didn't get a list. Am I on the naughty list? Because I didn't get a list. I don't see anywhere where there's a list. Oh, I bet you guys are talking about Slack.

Oh, yes.

Surprised you didn't pick a lead scoring test of record.

I was. I mean, they just. I know. But I do have my lead scoring shirt on today.

Hang on. Now that I can cheat like the rest of the class.

Yeah, I mean, that one is. Okay, here's the thing with lead scoring test. A record, that's one of those things where it was like a tool launched without, like, a feature it needed to be successful. And so I'm like, is that the biggest update on the list or is it just bringing a tool up to where it needed to be to be the replacement? Respectfully, See.

Marketing Studio is a pretty dang big Deal. That's not till that's in the thing you said you, you said Claude connector. It's literally in the same section as that. See, I shouldn't look at this document. I'm jacking it up. I'm out.

Sorry.

No, if I'm going to pick one, I think video caption management, which allowed for editing of video captions in social posts directly. There's been a ton of work done there in that. That's probably a sleeper just because people. It's still one of those things that people don't know they can do in HubSpot. But if they were to push their process into HubSpot, Video caption management, especially in technical and manufacturing spaces was one of the most annoying parts of going back and forth and trying to get any kind of video work done because the technical aspects and you got to download and re upload and share it in random ways now you don't have to do that. So this is one of those things where you get your whole team in on the, on the platform videos get a lot, a lot easier. They've done so much more than that. I think they just recently brought the whole editing tool like you do it all on social now.

Did you find your way in the document, George?

I. I think so. I. I think I'm okay now. Yeah. Well, I, I need a stiff drink after this episode. I swear to God.

During it.

I don't know, maybe, maybe.

The Christmas party episode.

There's no better way to spread Christmas cheer than recapping HubSpot updates for all to hear on LinkedIn if they're tuned in. Let's look at inbound the Vision 200+ product updates with a three pillar blueprint for hybrid human AI teams. I know that's Chris and George's favorite. Number one, connect your data data hubs and smart CRM. Two, enable your people embedded AI everywhere. Three, build your AI team with Breeze agents + Studio + Marketplace data hub launches to replace Ops Hub Data Studio Data quality, Command center, Data Sync. And then we have what's this? The Smart CRM transformation. Flexible CRM views, conversational and intent enrichment, Smart Insights, Smart Digest and self generating CRM data. I'm going to keep going. Breeze Ecosystem explosion. There was Breeze Studio, Breeze Marketplace, tons of agents, I think 18 or 19 custom assistance. Oh, 20 plus new breeze agents. Thanks. Document Data Agent, Customer Agent Prospecting Agent, Knowledge base, Agent Content, Social Blog research and closing agent for CPQ and more. And of course we had the LLM integrations, Claude Chat, GBT Deep Research Connector and Gemini Connector Beta after Inbound and everyone's favorite, the Loop Marketing Playbook New Growth Framework replacing the Funnel Flywheel. Emphasis on replacing so I can make Chris's naughty list. Four Stages Express Tailor, Amplify and Evolve. It's designed for AI educated buyers and Marketing Hub interface rebuilt around this framework. I'm going to pause before I'm removed from this live stream for some feedback from our esteemed panel of experts.

Do you want me.

I was inbound.

Do you want me to pick one once?

I mean, if we got any AI educated buyers out there, please point me, point me in their direction on my screen. You're pointing off of the laptop. So, so that makes sense.

That's where they are. Nowhere. I.

The agents, I think, were a really interesting addition to the two HubSpot portals. I think that's the thing since Inbound that I've personally used the most. The update from Inbound that I've personally used the most have been the agents. However, to George's prior point, Marketing Hub, the Marketing Studio is also very cool. I actually was just poking around it today. I haven't done a whole lot of poking around the Marketing Studio since it launched at Inbound, but people were just telling me today that they find it works best with new campaigns. If you're trying to make existing campaigns fit into Marketing Studio, it's a little. You're basically adding an unnecessary step at that point. I think.

George.

The update of the year is in this list kind of.

Well, no. First of all, I can't leave Casey's last statement because it kind of broke my brain a little bit because I. I don't know if I'd call it an unnecessary step. Unless you're not going back and actually optimizing your historical campaigns and you're just setting campaigns and leaving them. Or if you don't need any internal documentation with the notes feature that you can literally put like the little notes around the thing so there's context for other humans. So, like, I don't know where this came from and I'm not trying to throw any shade, but if you don't care about humans and giving them context and you're not updating your campaign for the following year, that, sure, it's great for new campaigns, but if you're doing those two things, I'm not trying to start a war here. I'm not trying to get. I'm not trying to get coal in my stocking. I'm just saying your statement led my brain to this area of like, I don't know.

Well, sales of Clause has been trying to start a fight this entire show, so.

Yeah, go ahead.

The humans that I was talking to, I think the. Where they were coming from was just saying that like they were having trouble getting. They were having trouble getting their teams to document historic campaigns in Marketing Hub versus they were having less trouble getting their humans to build new campaigns in Marketing Hub. Like that just felt like a more natural movement to the humans.

Okay, okay.

I just.

I'm gonna say human enough times that you have to agree with.

Yeah, yeah, yeah, yeah. She is playing on the word. Listen, I don't know how many Starbucks gift cards I'll get out of this, but I've gotta say the ultimate winner is the. The. The Loop Marketing Playbook. Yeah, that's what I'm gonna go with. The Loop Marketing Playbook was the number one winner. Okay.

That's my.

That's my play on that.

Great choice, George.

I'll let you know if I get Starbuck gift cards for saying that on the show or not. Oh, wow.

Okay.

Fair. Fair though.

No, Chris wants. No, I think his favorite. Right?

Yeah.

Chris was your favorite.

My favorite updates, which I think is the update of the year.

Yeah.

Flexible CRM views.

Oh, yeah, those are dope. Right? You're right. I actually use those more than the agents.

Well, it's never been easier, at least in my experience, to get non HubSpot people to come into HubSpot and make it easier for them to understand what's going on. By showing them a calendar view.

Yes.

And probably that one like by itself. I don't know. Maybe I'm just. I mean, everybody's got calendars and they're keeping track of stuff and if you can show them one of their objects in a calendar view, it's like they immediately start to get what's possible. But we've also got reporting views that can be done in there now. And of course Gantt chart views, which kind of blew my mind when. When they dropped that with the project object.

Can I be honest with how shocked I am right now? The fact that it didn't have something to do with orders. I thought it was mind blowing.

Like cpq.

I thought Chris for sure would be like orders or. Yeah, cpq, but of the year.

This is.

This is. This is the hill that you're standing on.

Yeah.

Yeah. Wow.

I mean, you've caught me at a time where I'm enjoying getting. Being able to reach non HubSpot people.

Yeah.

In a way that I have not seen others Be able to do so through unified views.

You mentioned the Unified views last Friday.

Yes, and not that I was here.

Means you see everything.

Of course. Yeah. No, when you say unified, they literally like everything in their life. In a lot of cases, like Google Calendar running the schedule of the business, if we're running events and, you know, for bringing that data into HubSpot is one thing, but if we can't show it in the calendar view, then it's. It's like really hard to grasp. Like, why are we even doing this? Why are we. Why do we need to bring this data in HubSpot? So it's been very powerful to go from, you know, like a. A database which looks like spreadsheets to a visual, you know, consumable view of information. So maps. I forgot about maps too. Maps.

Yeah. Maps are dope.

We looked at. We discussed kind of the shock and awe factor and the loop debate we've briefly had. I don't know if this is the right season to bring that one back up and trigger Chris or George. But what about Data Hub replacing Ops Hub? What are we feeling about this overblown, yet to be determined, super important blip on the road map? What are we feeling?

I mean. Oh, I'll. God.

Let's start with George.

I'm gonna get hate mail. Maybe. Am I in a naughty mood instead of a nice. I don't know.

I was like, I want someone else to answer this one. I don't want to answer.

So listen, let's. Let's be honest. If. If we look back, there is a truth of all truths, and that is HubSpot likes to rename things. I remember when there was a tool in HubSpot called Sidekick. Just saying, by the way, we are Sidekick strategies. But there was a tool in HubSpot called Sidekick. I remember when it was a cosmic. And on a CMS. I can keep going, but I won't. HubSpot likes to rename things. Did it shock me that we went from Ops Hub to Data Hub? No. Do I think that just renaming it is huge? No. Do I think that the mindset around naming it and the features that might come from it and the perspective of the people building it, that data means a whole lot more than just operations. Means a lot in the future. Yes. But I go back to the truth of all truths. It might be called something else next year. We just don't know. We'll see.

Renaming things is a little bit tricky. Let's move to October before George loses a sprocket. October breeze and Automation Segment preview See real time contact counts before saving Redesigned automation Overview Enhanced segment Filtering Breeze Voice Commands One of Chris's favorites Help desk and service Customer portal timestamps Customer success task queues Temporary away status I'll need that on Christmas Customizable search results, spam view options and platform and governance Event based workflow support with new requires object flag Custom actions can run without enrolled objects Target object selector in workflows Post inbound what of these features or updates or quality of life improvements? Really stuck out. Don't all answer at once now.

I think so there's two that jump to the top of my mind. One selfishly second one been able to use it for clients Selfish one for me is I love voice commands. By the way. Last night I figured out if I use my iPad with Claude on my iPad, I can actually just use my iPad's default microphone thing to talk to Claude and I'm like oh wait, I might just develop on my iPad for the rest of my life. But there's, there's other ways that you Anyway, please don't send me emails or LinkedIn messages about the text to speech thing that you sell. But anyway, so selfishly Breeze Voice Commands I think is dope Client wise though customizable search results is interesting or anything around search in HubSpot is like I remember the day when you couldn't say hey, I want these three properties to be the searchable properties inside of HubSpot. I know that's a little outside of what we're talking about, but like anything around search should always be a great mention because there are many of us that are putting thousands, if not hundreds of thousands of records into the CRM and search has to be dope.

Mine is the enhanced segment filtering. I kind of came out at Inbound, but I think it might have like launched gone Live in October. I'm not sure but that one, the way that you can filter segments previously known as lists is much more intuitive and much more flexible now than it was before. Speaking of previously known as sales, a clause Back to you Chris.

Want to weigh in here?

I like the redesigned automation overview. There's a lot of that stuff happening in HubSpot right now to make it easier for your team to manage what they need to manage without doing 10 clicks, having 10 tabs open. And that's. That's been a good example from somebody that's not usually doing workflow stuff. I know a lot of people were excited about that, just getting more visibility everywhere in HubSpot without having to go all over HubSpot to see it.

I was thinking Chris, known for spending a lot of time in the automation tools.

Oh hours.

Well Chris, well said. Well, let's move on to the next month. One of my least favorite no slay November but HubSpot did announce a bunch of cool stuff here around Customer agents Customer no no Customer Agent Evolution two times smarter explicitly announced Intelligence upgrade. You can now view and edit contact properties directly in CRM AI recommended short answers for knowledge gaps, customer agent prompt recommendations and some key updates to deployment and control like working hours deploy through workflows and chat flows assigned to calling channels. Test on email before going live temporarily pause functionality availability. This was rolled out to all Pro Enterprise customers. In fact check me on that one for all of these features. But we'll get to that Credits model about a dollar per conversation or 100 credits performance resolving 50 to 80% of support tickets with a 40% reduction in close time. What do we think about the agent evolution? Specifically the customer Agent evolution?

It's getting there. It's getting there. My buddy Zach has been doing some really fun stuff plan with the calling features. You can add it to a calling channel now so it can answer for you and I was testing it with him the other day and it was damn good. It answered some pretty ambiguous questions in a in a very unambiguous way about the business. And yeah, it's among other things like the ability to change data in the CRM too is huge. So in the days where you used to have to build portals, right to be able to do stuff like that now you might not have to where there's just an agent there, it asks for email authenticates you and now you can start seeing seeing your data.

So two days ago, three days ago, sometime this week I got to play with the expression feature that has been released in beta for the customer agent to a agent that we have been really trying to get right into ploy for a client and I spent some time doing some custom instructions aka expression for these up to 1300 character fillable boxes and sent it to the client and the client basically had a oh crap moment because the difference in which the way it was acting and talking pre expression and post expression update was night and day to the point at the end of the email he said and I think we could probably just launch this thing. So like I've always kind of felt like that was a missing piece with all of the things of like yeah, you can go out and grab stuff from APIs and like Chris said You calls and all that, but really being able to like fine tooth comb, hone it in like man. The expression feature, which I always just want to call custom instructions. Custom instructions for customer agent makes this thing. If you know how to create proper custom instructions for agents, it makes the agent where it might be unstoppable for whatever you're trying to do. Because literally we have this talking in two different directions to two different types of Personas, like a purchasing Persona and like a we want to hire you Persona and can figure out which one it is and then start to talk in either direction. Like it's, it's.

That's huge.

It's getting there.

I was able to use this as well for some custom instructions to the elves. I called it Polar Expressions.

Oh God help me.

This.

Let's move on to CRM Fundamentals update.

Yeah, yeah, we got. We only have nine minutes. We haven't even made it to your favorite month.

Oh, well, that's what we're about to go to, right? Isn't it December or. No, that's. Oh no, we still have a whole.

No word. Yeah.

Yo, Santa, do it 1.5 style. Yo. Let's go.

CRM Fundamentals Projects Enhancement CPQ and Commerce Marketing and content Sandbox and Deployment Prospecting and Intent Help Desk Evolution Data Connections and integrations Developer updates. Seems like there was more stuff released in November than there was at Inbound, so I'm going to let you read through and pick your favorite from the November Deep Dive based on the prompt from Casey and Claude. The ROI calculator, leads, objects, mobile moments and sandbox were some of the highlights. I did skip almost everything and just read the categories of improvements and feature updates. Do we have something from the end of the year? I'll suffice it to say that we were excited about before we reached December.

The sandbox, right? No, that's not what you were going to say, but that's what I'll say. Sandbox.

This is where it gets real. CPQ in commerce, I think so in that section quote, Custom properties, customize sections, headers summaries capture buyer details. Buyers can interact with your quote to give to adjust their own information. That's huge. Product bundles, create quotes from deal index, branded email templates. There's a bunch of line item stuff going with this. That team has been busting out some updates over the past, you know, six to eight weeks and it's really exciting right now because it's serving a really big project that we're working on and it's Just really powerful line items being associated to custom objects is another big one that just happened.

Casey.

I still like sandboxes. Looking through the list, it's kind of interesting because a lot of stuff like Chris, you just mentioned that the CPQ became way more powerful in November. Scanning these, I think so much of the stuff announced at Inbound, it's interesting because by November that's when we start getting the updates that make them really more helpful. And even projects like projects API and task cards and things like that start coming, coming into the platform in a way that like, I mean and Inbound supposed to be this big splash, but I feel like in November is when you started to be able to swim in the water. I don't know, there's a analogy somewhere in there.

Yeah. So I'm gonna list one that came out like a bull and then they pulled the reins and brought it back in. But I think it's still very valuable and I can't wait to see it come back out like a bull. And that is the AEO greater or as it's now called, AI Discovery. And also I just kind of realized in my own portal, what used to be SEO on a link now is search strategy and there's a beta tab in my portal. But this idea of being able to view topics and then drill down into these topics to the point where you can actually get and see like if the topic is marketing, then here are all the pages and the fit score for the associated content of that topic to be found in AEO SEO, that kind of stuff. So like again, if you have it in your portal because you signed up for the beta, you should definitely go check it out and mess around with it a little bit. But I can't wait till that's a full blown like when that grows up to be an adult. Very nice, very nice.

A E O S E O what do we got next, Chris?

God.

If we do December, is it December?

We didn't. Let's move to December. So let's go ahead and see platform updates, Orders and carts, Object limits expanded association limits remain at 250k per object type. Conversational view and contact records, early access chat style message history For SMS Sender ID visibility configuration by HubSpot admin, RCS messaging and workflows and some infrastructure changes or updates. Property validation enforcement, platform lifecycle management schedule, Published user level permissions for AI connectors on marketplace documentation enhancements like required scopes, object definition, searchable change log and some upcoming sunsets. Clear bit logos. API contact list v1 API next year. Actually the clear bit one seems to have already taken place. Thoughts on these? Not as extensive a list as November.

Well, it's halfway through.

Oh, well, yeah, about halfway.

You're right. You're right.

Yeah. I don't know. I just, these are weird things that I called out.

I, I, I, I, I'll, I'll, I'll say Chris, at least orders in carts, objects, limits expanded was nice.

Yeah. And actually like orders, invoices, carts, line items all have grown in their ability to associate with other objects.

I will. And yeah, shut up while I was reading one and actually it excites me because historically I haven't been able to say this and I don't even remember us talking about this but conversational view in contact record for SMS chat style message history I think is and there is an early access around that. So that's actually huge. I've had like multiple people ask if it has that ability versus it just being more of like a marketing SMS feature. Actually that's where I'm plant. I'm gonna plant my stake on conversational style SMS on contact records.

I don't, I'm worried Claude lost the thread.

Oh, I think so too. How do we want to wrap sales of Claus?

We should say HubSpot, build that feature that I just said I was going to plant my flag on.

Yes, let's do that. HubSpot, build that feature for George. He's been a good boy this year. Chris, do you want to show the video that I may or may not have sent to you from from somewhere from Mr.

Rob.

Stop. What is happening now we can rap on this.

I can't, I can't take anymore.

I told George last week that I had something that I. Oh boy, here we go.

All right, getting there.

I'm buckling so scared. I know I'm buckling in.

It's not very long. Don't Worry, it's about 30 seconds. He spent 10 plus years creating free educational content, helping thousands of people learn HubSpot, matching his hats and hoodies together and most recently building an AI clone of himself trained on 16 million words of his content so he can help help people 24,7 in 56 different languages, all while being genuinely kind to everyone. Nice list. Mvp George, you get eternal respect from the sales community and probably heaven.

Thank you.

Thank you for making the nice list, George. Thank you to our viewer and I've been sales of Clause, your special guest. Ho ho host. Thanks for tuning in to the HubSpot helpline. Enjoy time with your families and we'll see you in 2026. Hello, you reached the HubSpot Helpline.

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It's Rob, it's George, it's Casey and Kyle. Come with a problem and leave with a smile Every Friday at 3 come and join us as we help you with HubSpot. Open up your LinkedIn just make sure you call in and leave a voicemail about HubSpot. Make your Friday divine with the HubSpot help.