Custom CRM cards: How to create the best experience for your teams

Foreign. So myself, Lily and Winnie are here from the CRM product team and we're so excited to be talking about custom CRM cards and what that means for you all. We really want this to be an interactive session. Let me go ahead by way of intro. My name is Catherine Mann. I am a group Product manager here at HubSpot. I've been here for just hit four years, which is very wild and I've had a very special focus, particularly on CRM UI customization. So this is a topic that I live and breathe and I can't wait to learn from you all. So I'll hand it over to Lily.

Hey everyone, my name is Lily Rosenblum. I'm a senior Product manager here at HubSpot. I've been here just over three years and like Catherine, have been living in the world of the CRM and UI customization that entire time. And I am coming to you bright and early from Los Angeles, California. I will pass it off to Winnie.

Hi everyone, Winnie Heen here, product manager in the CRM as well. I actually came over from Strategic Integrations before, so I think I did an event with Kyle, Indiana on the NetSuite and dynamics integration in the past. But working on CRM and specifically on playbooks and process is a new one that I'm tackling. So I have a bunch of questions on that. And coming from New Orleans, Louisiana.

Great. So Winnie didn't know I was putting a little birthday hat on her, but it is her birthday, so if everyone wants to give her a shout in the chat. Also calling out that she chose to spend it with you instead of on a beach. So that's how passionate she is about it and wants to be here.

All right.

In terms of format, I just wanted to give a very quick overview in terms of the features that we're referring to when I talk about custom cards. We actually want to use a lot of this time to learn from you all. So of course you're welcome to pause us at any moment for questions. Feel free to put them in the chat. Kyle will make sure that we see them, but I'll probably just spend a little bit of time going through the features. We would love to see kind of reverse demos from you all. So if anyone is brave enough, we are going to look for volunteers to share your screen so that we can learn from you in terms of what you've built, maybe any pain points that you have and have come across. And then both Lily and Winnie have prepared a set of questions that we would love to ask you all, I will jump into this. Let me go ahead and make this full screen. I'm just going to do a quick voiceover. In terms of what we're looking here is our team has spent the last three years really unlocking customization across the CRM for you all. And so what you're seeing here is the newly released Unified Record Page Editor. What this allows you to do is go in and have complete control over what your teams are seeing. We've seen many, many years of feedback from you while there's just too much clutter. So you can either choose from cards that we've already pre created. What you're going to see now is this is our card creation flow where you can go ahead and create a custom card. But custom card creation is all about giving you all as admins the control to really curate your views for the teams. And you're going to see here that it's very easy to use in terms of there's drag and drop. Earlier I had removed some of the cards to remove the clutter. When I go ahead and save and exit here and bring you back, you're going to see that the changes were then reflected on the record page. The main reason I really want to bring this up is we're trying to spread awareness in terms of the fact that this is out there and available. It's actually available to all tiers at a free and starter level. You can go ahead and customize your default view. If you have Pro at Enterprise you can do team views and then you can even at Enterprise add up to four custom tabs on here. I know a lot of you have created really, really amazing things so far, but there's also a whole bunch of people who are not quite aware that you're able to go and do this for your team. So just putting this out there kind of as a PSA to let you know that this functionality is available. If I go to the Sometimes this replays one second. Bear with me. Here we go. Okay, in terms of the locations where you can do this from, we are increasing the number of locations where you can go ahead and customize it. The first place that we started was really on the record and that's because that's where a lot of you all are creating your processes. It is still the most used page that HubSpot and so this seemed like the best place to open up that customization. So all of the record, middle column and now both the right and left sidebar are available in that page editor. And then Lily's team went ahead and opened that up as well in Preview. Sidebar Preview sidebar is like our mini record view and this is the one that gets triggered on a panel, whether you're on the index page or many other pages. And you now have full control as well over what cards are showing there. I think the most recent location that this has been opened up in is we've worked with a lot of internal teams. So for those of you who use our customer support products in the help desk, for example, that sidebar as well, we've unlocked that customization and kind of the features I'm calling out here is that the state we want to get to is that whenever you see your CRM information is, you kind of get excited because you realize that we've opened up the same consistent features there. You will have a page editor where you can kind of go and reorder and add and remove cards. You can add either our standard cards or create custom cards. And I'm not going to spend too much time here. But for those of you who are a bit more technically savvy, you'll also know that we've opened up our app cards and those are the UI extensions. And so not only have we just kind of completely opened up the canvas in which you all can create things, we've given you all a lot of tools to make sure that you can go in create the views that your teams want to see. So I'm going to leave that there just in terms of the features and functionality. Definitely. Let me know. I see there are some questions. We can circle back those in a little bit, but I'm going to actually switch over and hand the platform over to you all. So I guess maybe if. I'm not sure where we're going to see Kyle, if you can help me with the hand raise function. But I'm actually going to look for three volunteers, three very brave volunteers to see if you all would mind sharing your screen and showing us what you've built. Because we would love to hear kind of how your experience has been and anything we can improve. So the way this will work. Perfect. I think we have our first volunteer from Steven is we'll probably. It disappeared. Kyle, Stephen, if you could request it.

Again, I think we've got. Wow, this is. You're all very fast. I was gonna say it may take a couple moments for people to find the page they want to share, but okay, I think we've got plenty of volunteers here.

I saw Stephen first. So, Stephen, if you would like to Be our brave first. I would love to give a couple minutes and just give us a demo and Lily and Winnie and I will probably just ask some questions here. Thanks, Steven.

There we go. Can you hear me now?

Yes, we can.

Okay. Sorry, sorry, sorry, sorry. Okay, let me share my screen with permission issues.

I just realized.

Let me see if this works.

Oh, perfect. Yes.

Okay. So this is actually a demo. We don't have a customer named Fancy Pants. It's just happen to be that way. And I think this is what you guys were talking about. So what we did is I did a couple of different things. So we have a lot of buy sites. So I created a buy site section, a card here for their buy site information for like catalogs. I also wanted to know more about the deals our salespeople are putting in. We're very, very sales heavy. And so I have, whenever they put in deals, I make required fields that they have to put in the category and the product. And so I created a deal stat page so I can see how many deals this particular customer has. What are we positioning, what are we winning and what are we losing on our top things here? So that was, that's been very, very helpful on what we can do on that. And the other thing within deals, I created a deal sample page here. So when we're or demos. So when we're doing demos of products, I they this is a required field. So when they say we're putting in, we're going to put in demos or samples. Instead of just throwing samples into this bottomless pit, I can actually track the information and get it back to our manufacturers that are giving us samples, thereby allowing us to continue to feed the be. So those are some of the things that we've done.

Awesome. Thank you so much for sharing that. I guess. How was that experience for you building with our custom cards?

Great. I was actually on vacation and it. So my daughter says, are you working? And I said, no, I'm having fun. And she's like, she kind of looks at me, I'm like, what do you want me to do? Scroll Instagram? So I actually did it sitting in the cabins drinking a beer and I created all of them and it was very, very easy. We're very much of a fast learner. We've only had HubSpot since October of last year, so it was very easy for me to go through and do it.

That's amazing. And as you were building with the cards, are there any missing or visualizations that you wish that you had?

No, not yet. Right now we're still putting data in, so I'm getting that feedback and I'm able to see it. I did this probably about a month ago, but. No, not that I know of yet. Not that I know of yet.

Got it. Thank you so much. All right, Daniel, you were so excited that in addition to the hand raise you, you stood up. So would you like to go next?

I just wanted to show the inbound.

Yeah, that's it.

Still the event for this year.

That's incredible.

It just happened. I mean, it wasn't planned. It just happened that I took it like out of the closet this morning.

That's funny.

But anyway, let me share my screen and show you my use case I was mentioning in the. Mentioning it in the Q A as well. Basically we have a. I have a client that has a SaaS application and we are synchronizing their customer usage into HubSpot into a custom object. And what he wants to see is he wants to see at company level in the overview or in the middle column cards, various usage data. And currently we're using like association cards to show different data like company usage, calculated 7 day usage or 30 day usage. This is pretty straightforward, just pulling data from that custom object and listing it into this card. But we also wanted to showcase this kind of usage highlights that includes like, I don't know, the first or the last usage or consumption day, total consumption, consumption split by product families, for example. But this data is actually brought in from the company level, not from the company usage, not from the customer object. Sorry. And another thing that we wanted to actually showcase, but we run into the limitation of it is to have a company usage report like this. But this report, I mean, at least last time that I checked like one week ago, you could only add the single object reports into this area. And if you add a company report, you cannot actually bring in like the association data from that, from the custom object into the company report. So the question is, how can we get like maybe a custom report here that will allow us to build a usage report, basically custom object data, but that is filtered at company level so that we can put it in like every company page and show that specific usage for each company. This is actually showing the total usage across all companies because it's, it's not filtered as such. But this is like one of the use cases that I'm playing with in terms of using these custom cards.

Got it. Thank you for sharing, Daniel. Yep, that is a known limitation. We were actually partnering with the reporting team where we'd like to bring in the full power of the reporting framework right into the record. So that is a known limitation, I guess. Are there any other surface areas within the HubSpot product that you'd be interested in opening up customization to on top of already the record? I saw you on the index page, for example. Is that a location you would want custom cards?

Probably.

It could help. I think that. Let's say another challenge that I have right now is for example, the sidebar cards and bringing data there from third party integrations. Like at the moment you can do that by using a tool like make.com for example, create a JSON structure and bring in, let's say, data from like a JIRA ticket. I was thinking what would be an easier way to do something like this by actually using maybe data from data sync applications that might be interesting to build custom cards based on the data that you actually sync from third party integrations.

Yes, absolutely. And when you think about building that way, would you expect to build that card in the ui?

Ideally, yeah, if possible. I mean, if I bring. If I can map that custom data point through the integration to the data sync. Yeah, ideally.

Got it. Perfect. Thank you so much. Daniel. I think we're looking for one more volunteer.

Lots of hands.

How do I see the hands?

Kyle, I don't really know how to tell you how to see the hands. I'm just putting people on stage. We've got a few people here. Michael was here first, but we now. Oh boy, we're having a flood of requests.

Okay, we can do a couple more too. We can. Why don't you go ahead and choose one or two more.

Danilo, you have your camera on, you wanna.

Okay, so I'll try to go fast to not take as much time. So can you see my screen?

Yes.

So right now I have been working with HubSpot for several years and since this year I'm now put together a company and I have here a test account where I'm trying to build a demo for real estate use case. But this can be leveraged for many other industries. But pretty much what I have here created two custom objects. One for, for example, for units like villa, apartments, houses and etc. And one for project which is like the building, the condos, etc. But the use case that I'm putting here together I have what I'm calling matchmaker here. I have some specific properties that I'm leveraging this from lead and then when I convert the lead, I'm bringing the same data to A deal here. It's pretty much like whenever I'm talking to a buyer, they're going to tell me the minimum budget, the maximum budget. Then I have an average. If they want to buy a house using bank financing or buying cash, where they want to buy many bedrooms. If, for example, they have already identified a property. So I have a couple of filters and this is using a deal properties. My goal here is like, whenever I updated here, even I'm trying to use some of the development cards. So this is. I'm struggling because I'm still learning. But my goal is whenever I update those fields, I want this next card here. This is just dummy data that's provided by the HubSpot example card. But I want it to update, for example, like a filter, because I'm having a custom object, for example, for the units for the properties. Whenever I updated this, these two updates say, hi, you have in your stock these properties, which one you want the customer. Whenever. Let's say that I click associate or I click an offer. It means that now I'm taking some one of the products, one of the properties that are available in my stock. And then I will associate this deal. And when I click here, in the project unit, I'm going to see associated record. And from these I can create codes or I can give visibility for my sales team or regardless like how my sales process is. But I'm pretty much to figure out like this matchmaker in a way that I can leverage this for the people that are selling. And if I can make this happen, I think this is going to be useful for many industries. But that's where I am now within the cards. And so I think it's amazing, like what you can do with cards.

Got it. Thank you so much, Daniel. So it sounds like the request you had was have one card update another card.

Exactly. Even, for example, if I can use filters, I can create cards based on filters, cross objects. Whenever, for example, search values matches the filters for another object, then I can refresh the result.

Got it. I guess similar question of are there any other additional locations that you wish we could open up customization for?

For me, I think the homepage, if you can do some customization of the homepage, this will add a lot of value because then I can customize and create like a control panel for any company and whenever they log in, they can see the critical information first. I think due to be like super sweet.

Got it. Perfect. Thank you so much. All right, I think we have time for one more and thank you so Much for the engagement. I apologize if I'm not doing this in the order that you raised your hands. I cannot see so I'm going to go with what I have on my screen and Shubham also correct my pronunciation. But since you have your video sharing, would you like to be our last presenter here?

Yeah. Thank you.

Thank you.

Thank you. So I have two use cases actually one I didn't have any to share because I left the company. So I. I had made a solution. The question is from I was working in in healthcare company and at that moment the hospital is not HIPAA compliant But luckily we have HIPAA plus now. So in that use case actually they wanted to see information in HubSpot but they do not want to store information in HubSpot. Okay, so they wanted to don't want to store. So I cannot actually help because I cannot show anything which are not available in HubSpot. Okay so that's where I use a HubSpot custom CRM card. So I build it from like from USBOT CLI and I put information from that tool to HubSpot APIs. Yes, it works actually and it will not actually storing in HubSpot but it actually showing in HubSpot. Another use case I'm still working on that. I can share that the ask for this project is in my company. The sales rep actually facing an issue like the customer is actually changing their company names. Okay so let's say we have a company name is ABC. Now the company name had renowned or acquired by someone else so it's now def. Okay, so the sales rep who's working on ABC is not able to identify where is my company and we cannot store information historically we can see but if instead of having a more than 10 companies he cannot he can't go to every company and type in history of the company name. Okay, that's the thing actually. So that's why I I have a solution Like I created a one hubdb table in Hub DB table I'm storing through it through HubSpot API I'm storing creating every row Whenever any new company got name change I'm creating that row and every column. I'm saving a three company name for current name previous name one previous name two like this and I'm just trying to pull those company role in that custom CRM card. That's what I'm trying to do.

The CRM card is displaying when a company has been renamed so you can still see all of the associated information with it.

Here is that I created one simple card. I have one table stored here. Whenever any company name got changed my workflow with code actually automatically change that values here. I'm going to reflect here. I'm still working on. That's why it's not showing this but it's working. Yeah.

Oh, got it. Okay. Is that a common use case that you've heard from customers that they're looking for that kind of ability?

Yeah. I actually had one more issue like they are asking for a few more properties but I asked them actually to if you wanted to if a hotspot will build a feature like you can pull out a historical reports like something like this. So but that will be more complex to see. But if. If a company record maybe one property may be changed multiple times in a few days how you will see in report also that's. That's not an ideal solution to show in reports also. So I think this will be the good solution to show because we actually needing only former three company names, not every company name for the first company. I think that's a pretty great solution.

Got it. Perfect. Thank you for demoing. I think that shows the power that the UI extensions have really unlocked. Being able to do that is a great one. Keeping an eye on time and I want to make sure that Lily and Winnie I give you enough time to ask all your questions. I'm going to go ahead. Thank you so much to everyone who volunteered. It's always really rewarding to be able to see what you're actually building with our stuff. I know we didn't get. To everyone, I would say you're welcome to guess my email. They saw my name or LinkedIn. I always love hearing examples from you all and we definitely want to hear pain points. I always say we're product, we're not sales. So if you'd like to send us more demos, you're more than welcome to. So let me go back to. I will share these and Lily's going to be up first so if you need me to change a slide just let me know. But I guess real quick in terms of how this is going to work is we will be posting our questions on the slide. You are more than welcome to respond to the chat and similarly we'll ask for a couple volunteers to come off mute and tell us. So as you can see, you can use all the same functions that you have here in terms of unmuting. So we'll go ahead and I'll hand it over to Lily.

Cool, thank you. All right, so for context, perhaps I work with a few different teams that have enabled a lot of the customization that Katherine showed in the walkthrough earlier. So I was really excited to see all of the love and chatter about our new unified record page editor. My teams have been working towards that for quite some time. A lot of my questions are going to be around customization, additional functionality. I'd like to hear. I already saw some of the Q and A that I'd love to dig into more as well as the chat, I guess to kick things off. We already touched on this a little bit with our customer demos, but I'm curious, what existing functionality are you currently leveraging to ensure that your record and your previous sidebars match your business needs? So if there are use cases perhaps that haven't already been highlighted, curious to hear about those. But perhaps tagging along to that within that customization process, what would make it easier for faster or simpler for you to do that job? I too cannot see the raise hand function. So Kyle, if you see anybody that raises their hand that's curious to come off, feel free. Otherwise I can.

Yeah, not seeing raise hands. Jeremy in the chat says more conditional logic options.

Yeah, that was actually a hot topic in the Q and A. So I would love to hear more about what folks are thinking around conditional logic and how they'd like to leverage it. Any. Any brave souls to come off mute?

I've got some. A number of use cases.

Cool.

I'd love to hear deal stage layouts depending on like the team or user standard stuff like that. Like it's. It's easier to customize kind of like one giant layout or like a central baseline layout and then have things be added or removed. If we're talking like accounts.

Right.

Like he the customer success team needs to see a whole slew of different information than like bdrs would be looking for. Able to prioritize the information that they need up front and center versus have everything laid out or buried across different tabs or things like that.

Huge.

And then from a deal standpoint, go ahead.

Just don't want to cut you off. But I'm curious about the first two you mentioned. When you mentioned deal stage, are you and different layouts, are you thinking that because today for the record page you can customize a default view or you can assign it to specific teams. Are you thinking about being able to create a deal view based off of deal stage or were you thinking about it differently?

Yeah, for deal stages the use case there would be creating a generic layout but changing kind of the order or prioritizing information, putting the things up front and center based on the relevancy of the stage. So a lot of it's like you're collecting information, but once you advance and you're in the proposal stage, then maybe I want to prioritize the DocuSign widget or something like that and kind of like show that and put that in front of them and then suppress things that aren't relevant anymore. And then once you close out the deal, maybe make everything available again, just stuff like that. So it, it speeds up the. The theoretically would speed up the AE's ability to kind of click through and, and get their information put in and updated.

Cool.

Yeah, that. That makes a ton of sense. Thanks for expanding on it. See, I.

See I just brought Carrie Jones on.

Awesome.

Carrie. Let's hear it.

Actually, I don't have a question. Sorry, I was trying to read everybody's questions. I must have put my hand up by mistake. I apologize.

No worries. So I took a couple of notes on like the conditional logic side, just in the vein of time. Since I have more questions. What, what I'll say here is that conditional display logic is something that our teams are planning to explore. We have a few different avenues that we're thinking about. Pipeline stage is certainly something at a high level. As many of you know, conditional display logic already exists for property cards in the left side bar. So we're thinking about, you know, it on a card basis. We're also thinking about it on a by tab basis. So perhaps in a similar way to what Catherine said. I'd love to talk more with folks that really have use cases around this that want to leverage it because we're going to be doing a bit more research on it, hopefully later this year. Any other kind of topics aside from conditional display logic that would make things faster or simpler for folks?

I brought Christy on. Oh, seems like lots of people are raising their hands now. Oh, and the box disappears. I'll figure out how to sort through those. But Christy, if you want to unmute, you're first.

Christy, are you. Are you there?

Christy's having some sort of permission issue with her mic, I think. Ashley and Steven, let's see.

Ashley, are you there? Do you want to come off mute and share a little bit? Okay.

Also seem to be having a mic issue there.

Oh, it's interesting.

I can see as I give people presenter mode if their mic is grayed out. Looks like Lisa has this same problem. I do not know what's. What's going on. Sorry, everyone.

Stephen can you come off mute?

Steven looks promising.

Okay. Stephen, your mic looks green. Can we hear you? All right, you're talking. Well, that might make it a little tough for our questions.

Mics don't work suddenly.

Let's see.

Evie has decided we have collaborated. Oh.

Oh, hello. All right. There we go. For some reason, it moved my speaker off of my headset. All right. Okay. What was the question again?

That's okay.

Really.

Just talking about customization that you've done thus far, and what would make those actions easier, faster, or simpler?

One of the things that we have done, specifically in the demo section that I talked to you about, I had to create. In my deal section, I created. Can I share? Can I share? Is that okay? Do I have the ability to do that? I don't think so. All right, anyways.

Oh, I can.

Let me.

Let me try to stop sharing. So you can.

Okay.

If you can do that now.

There we go. Okay. So one of the things that we do. Can you guys see my screen?

Yep.

So when. When I. As part of the what type of product category and what type of manufacturer? So when I created this, I had to subsequently go into the demo section and create these under demp. So I had to create a separate thing for the deals, and then I had to go in, and I couldn't have it the same thing, if that makes sense. So I had to create a property here that had samples, slash, product manufacturer, and then over here is a separate product manufacturer. So when I go in to update one, I have to go in and update another. So if there was. And I don't know this, but if there was a way to have them connected. So that way, if we get a new manufacturer in that we're demoing product, I can put it in both these categories here. Only have to do it once. What I'm having to do is people are like, well, the manufacturers that are over here are not necessarily the same manufacturers that are over here unless I go in and manually put them in. So two different. I guess I don't want to say this. Two different property cards that don't talk to each other, even though they're technically under deals. I would love to be able to, say, pull this data from another card. And that way I only have to open up. I only have to update one, because God forbid, I love my salespeople deeply. If I don't update one of these, I will hear about it quickly, like, hey, this isn't here. And so I have to go back and forth and make sure I update Both of them. And it's. It may just be for me, it would be easier to have that connectivity that. So if you just, you know, connect this data to this other card.

Yep, I gotcha.

Cool.

Thank you for sharing. I think that. Well, I'll preface with I'm more of an expert in the customization space than in the space on property updates and how they should be connected. I do know that one of our teams recently released sync properties that might help there potentially a workflow as well. But I'll do a little bit of marinating on if there's some pieces on the customization side that we could also solve for. All right, we have about five more minutes for me and I want to make sure that Winnie has time because she has some really cool things to share. Perfect. So for the next piece that my teams are starting to think about, everything that we've really done up until this point has been about enabling you, the admins to configure the CRM for your teams. And so now we're starting to think about user level customization. Now some of that exists today in HubSpot. For example, on the left sidebar in the preview sidebar, you can give users the ability to add and remove properties. But I'm curious, what other types of user level customization would you like to see within the CRM? And then also how do you think about that in relation to your admin customization? How do you want them to work together? Anyone interested? All right.

In the chat Jeremy mentions I would like to see what people are changing too. I assume like as an admin, able to see what users have modified things to be.

That makes sense. Shubin, it looks like you are up here. Are you able to unmute and share?

Yeah, so I am meaning like we know that we have a user object property creation also possible. We can create user properties also. I did have some things for there also but I got one request like we are using one data warehouse. So the request came from my manager. Like we are creating a users or email ID in our data warehouse. Is there any possibility that we can create a user there and HubSpot in HubSpot actually automatically create the user here.

That is a good question. I'm not, I'm not sure if I'm able to answer that. I don't know if Catherine or Kyle you know about. I know what's available for user creation.

I know we can create do it through HubSpot APIs. I know that. But if you're not using that API is There any functionality you can use in HubSpot or I don't know what.

Sure, yeah, that might have to be one that we follow up on offline. Just because it's not. It's not exactly my area of expertise. So yeah, sorry, I can't give you an answer to that one, but we might be able to follow up. Kara, I love your kind of comment here on if you could make it so users can edit their own views, I would like to be able to like turn it off so that they can't edit their own views. If, if you are comfortable. I'd love to hear a little bit more about how you think about that as an admin or anyone that's uploading that, because I see we're getting lots of interactions on it, which I think kind of speaks to the spicy take between user customization and admin. Give them some control, but not everything. All right, perhaps we'll follow up afterwards. Oh, there you are, Kara.

Hi.

I could.

Can you guys hear me okay?

Yes.

Oh, perfect. Okay, so the thing, because you're talking to a bunch of admins, I think we all low key have control issues. That could just be me. But I think that because we're trying like my company is currently trying to standardize everything and so allowing users to then be able to edit their own views and those kind of things, it's just like taking away all the work that we are already doing to try to standardize everything and make it more cohesive and efficient for our sales reps and for the people that are even in ticketing. Like we, our entire CRM has like every single customization you can think about. Like we utilize the CRM cards like with everything. Like even that's how they add items to their deals. Like we do everything through custom cards in the middle section. And so we just try to standardize so much and so being able to maybe turn that off so that they can't add in their own functionalities. Because something that's even hard for us is like because products you can technically you can't turn on customization where you can like turn off permissions. So like even for like products that's already something that we had to like make it a little bit more difficult for them to be able to edit set properties. And so yeah, just kind of like those views and whatnot. Like them being able to maybe like change around like on the left hand side what properties come first. Like that's something that I wouldn't mind but like the actual cards themselves, how they're ordered and the information that they're seeing, having that be actual just standard would be super helpful from our perspective. But yeah, that's why I just said being able to turn it off just because of the control of that. Just because we've had too many use cases where someone removes something and then we're like, oh my gosh, you weren't supposed to remove that. What are you doing?

Sort of situations.

Yeah, that makes a ton of sense.

I will say that with the release of the Unified Record Page Editor, we did add a bit more granular control in there for you as admins to be able to turn on and off user level customization. You could lock down the right and left sidebar so that reorder you can turn off user level customization of property cards, we put a lot of those in because I speak to a lot of admins and so I understand that challenge. But I think that's a really great call out to differentiate like you care about the layout, the cars that are showing the content within them, but giving users perhaps some individual control like reordering properties so they make it to work for them.

Absolutely. Yeah. I think that still setting it up, but they can rearrange certain things so it's more efficient for them because each sales rep or each person within service, like they're all different and they could want to see a specific property first rather than something later just based on even like managers and whatnot. So being able to see like something higher level for managers might be super helpful when they're going into a deal and inspecting it. But just from overall perspective, like being able to just lock down would be important still from our perspective.

So awesome. Cool. Thank you.

Thank you for sharing. I appreciate it. Yeah, I am going to move on to Winnie, let her share a bit. Catherine, would you mind just moving ahead one slide to my last one. I'm going to just have this be here and have folks put in the chat. I saw a little bit in the Q and A about this, but we have new spaces that you can work from in HubSpot like prospecting customer success, help desk. I am curious to hear from you all how you want to customize those spaces and what you'd like to do. So feel free to just drop some thoughts in the chat and I will let Winnie take it over from here. Thanks everyone.

Thanks Lily. All right. Hi everyone. Winnie here. My space is going to be a little bit different because we're going. We're actually tackling a new area and so I'm going to run through what I think is the problem that we're seeing and then a potential solution that we're thinking about to get reactions. So the one for us is process and HubSpot. Sometimes it's hard if you need to sequence a certain amount of steps to provide instructions. I saw a lot of things with notes, custom text on cards, rich text editor requests. Sometimes it's hard to give the right information to your rep so that they know what to do when they're in the HubSpot and there's a lot of clicks and screens that they have to navigate to get data in. We see that as a problem. And so next slide we have, we're starting to investigate the space. I have some wireframes I want to walk through and I just want to kind of get your thoughts on. Would this help? Would this solve the problem or is it something else that we need to do to help tackle this? Next slide. All right, so a common one that I see and I've heard on this call as well is lead qualification flow. You need to gather some data, do some things with it. Next slide. So specifically you start off with collecting data by being on a call. So maybe you're following a particular methodology for standardization like folks are saying. So you get the budget, the purchasing authority person, the needs and a timeline. And once you have this information, you make a decision on do I qualify or disqualify this lead. Next slide, Kathryn. All right, so you say you click this button, you qualify because they're good, you move on to the next stage. And now that you've qualified, the next steps are I need to create the company record. If it's B2B, I have to create the deal and update all the right properties. So you get to this point where you put in all the company data that you need, create an associate, move to the next page, put in all the information for the deal so the owner required fields, amount, create and associated to both the contact and the company because it gets qualified. And then all the fields that you got over it with the bant get copied over onto your deal or the company record, wherever you need it to be. Contact that comes in as a lead, the lead stage or lead status gets updated to, you know, in progress. All right, next. And then as a rep, you have to wrap it all up. You send your follow up email, maybe that pulls in a template that pulls in properties that you've updated so that it's all here. You send your meeting recording. This has been curated by the admin for A particular email at the end of the step. At the bottom, maybe you have recommended actions. Let's say your deal is a big deal. You can get Solutions engineer or sales engineer support. So you can submit that request if you wanted. Maybe you want to enroll them in a particular sequence that your admin has selected. You want to request a trial as well and then with that you can finish up. You've qualified the lead and now you can move on. So I think my question for you is this is an assumption that we have of. This is maybe a need. And so I'd love to hear just like ABC for all of these, how much do you agree or disagree with these statements? One being strongly disagree, five being strongly agree. And I'll just pause for a second for people to maybe put that in the chat. I might need letters associated with the numbers to know what they are. What. Appreciate that, Parker.

I like C. I hope so.

I guess for some of the twos in the chat, would anyone want to come off mute and explain why they gave the score they did?

All right. Hey there.

Can you hear me? All right, great. So I work at a company where we have field sales reps and you know, they're out talking to people face to face. So I gave it to. Because they don't really use HubSpot in the same way as somebody who is.

Who does inside sales.

So we have to really cut down on data input as much as possible. And just going through each of those screens seemed like it was going to be a lot of work, a lot of extra work for them on top of everything they're already doing out in the field. So that's why I gave it a 2.

Great feedback. Thank you.

It does bring up the question all this customization is just in the desktop version. Right. It doesn't flow through really to the mobile app.

I can take that one on. We are working with mobile team for some areas, but I think as you all know, mobile development takes a long time, so. Correct. A lot of this right now is in the desktop version.

I'm just going to move to the next slide for some more open ended questions on this. Yes, I think with this type of flow, what do you think are the use cases for this and then what are some of those obstacles or roadblocks that I should be thinking about as I'm building this? So like I think as Rod said, a lot of steps maybe feels like a lot of information to put in. Would love to hear what people think in the chat and then if you want to come off mute. We'll take a couple of answers live as well.

Getting a request for you to review the flow one more time. Maybe just quickly.

Sure.

I guess maybe the recommendation I would have is Kara, it's probably less about this specific example. I know sometimes that we can get bogged in the details. I think the concept that when you correct me if I'm wrong, we're trying to show is if you can embed a process directly into something like the record or a workspace or essentially any of the customization locations we show, does anything come to mind? I see Daniel has requested, so I'll go ahead and approve that. But I think. Let me know if that doesn't clarify it. But that's probably more of what we're asking here.

Yeah, I'm going to mention a use case that I have now for a client of mine where just this week I was talking to a development team to develop a custom flow and the process is vendor validation. So the client that I work with has a series of vendors that they work with to implement their services and they go through a validation process. This validation process starts from a form that collects a lot of the a lot of data data that is at contact level, but it needs to be mapped at company level as well. And then it needs to be remapped at deal level because or necessarily just remapped at deal level, but rather checked at deal level just to make sure that the vendors that are associated to each deal, each like implementation, delivery deal are validated so they meet certain criteria that are existing in those properties. So I'm not sure if this fits like the use case that you are showing, but it's a use case that it would be great if this validation process could be in a way designed, defined within HubSpot rather than having the need to build like custom app for parts of this flow that actually takes data from HubSpot does something, send data back in HubSpot does something and it's a lot of movement around pulling data out of HubSpot, doing something with it and then pushing it back into HubSpot. And actually I have two more very little use cases here that fit into the same concept. There are some parts in HubSpot and sends data back in HubSpot does something and it's a lot of movement around pulling data out of HubSpot, doing something with it and then pushing it back into HubSpot. And actually I have two more very little use cases here that fit into the same concept. There are some parts in in HubSpot that you actually have to again pull data out of HubSpot just to send it back to HubSpot. One example is Kyle, you remember the example that I mentioned with the importing offline events? Basically, to import offline events in HubSpot, you can import a set of contacts, put those contacts into a list, create a zapier zap, then pull the contacts from that list in HubSpot and just send it back to HubSpot as form submissions. Just because there's no option to import form submissions into HubSpot. Similarly with marketing events, you can actually import contacts into marketing events, but you can only import contacts from an Excel file. I cannot import contacts that I already have in HubSpot. I just want to say I want to import this list of contacts from HubSpot into this event and this is this little customization that right now is not available.

Appreciate that, Appreciate that. All right. I think since we only have two minutes left and it seems like we might have gone through that flow a little bit quickly, Kathleen, could we, could we just run back through it? And then I think my request is if anybody has more feedback, I'll have a Google form that I'm going to put into the chat as well. So I'm going to just go ahead and add that there for feedback. But I think what we're trying to do with this is to take data that you might need to input across multiple different types of objects and bring it into one view. Whether that's a multi step flow to kind of simplify that process or you put it all into one screen and it's just six questions that you ask. It could be kind of either one of those. So if we just go to the next step. Catherine, the goal with like bringing in actions here is a little bit of that conditionality. So if it qualifies, then you move on to the next step where you have to put in more data to complete the process. If you disqualify, then it goes into a different flow where maybe you update the lead status to disqualified and then that's the end of what reps have to do. All right, next step, next step for this part here. For me, what I've seen is that in lead qualification, especially in a B2B business, you end up updating or creating three different types of records. It's the contact record gets updated, you create a company record and you create a deal record. So that can be a lot of different types of clicks to create those records. And so creating them and associating them directly from the screen. The goal is like, you might save some time for your reps and having to navigate through everything. And then next, I think part of this part here around, like having fields that from the beginning that get copied over is like, yeah, you don't want people to do duplicate duplicative data entry, so they've already put it in one place. Can you take those four fields and maybe update the company record and the deal record at the same time? Save them the energy from having to go and do that. And then next. And then this one here is just bringing in the rest of their, like, activity creation flow, the actions that they have to take into here. Completely optional, but what we're looking at is, like, do we need to provide a container like this for you to be able to sequence the type of work that you want to do? And if you can't, and if you do, like, how complex or how simple should that look? So things that we've seen requests like custom text on cards or adding a rich text card so you can give a little bit more instruction, could you do that in this type of flow instead? All right, that's all. Thank you.

All right, we are at time. Thank you three for being here so much. Thanks everyone for your participation. I think this is a good conversation. It's. I love that this is the thing we do now with people coming on screen and sharing thoughts in the chat. It's very interactive. But we're gonna let you all go. Go enjoy your Tuesday and hope to see you all back next week. Talk to y' all later.

Thanks so much all. It was a pleasure. It.