HubSpot Updates 1/15/2026 #hubspot

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Good morning HubSpot Nation. It is time to Wake Up Customer Platform with your number one unofficial HubSpot updates morning show where we help you discover the platform value you already own. I'm Chris Carolyn, joined by my co hosts Casey Hawkins and George B. Thomas. We're here every weekday morning to make sure you're not sleeping on HubSpot's true capabilities. If you're joining live, drop a hello in the comments and let us know what you're building in HubSpot today. Happy Thursday, January 15, 2026. How we doing?

Happy Thursday. Our the kids here are off Friday, Monday and Tuesday so we have a nice five day weekend coming. So. Oh, this may be my last show for a couple days.

That sounds like fun.

Well, you know where to come if you need to catch up.

You need a break to catch up event.

Yeah, yeah.

Was that, was that Casey's way of saying she I'm peachy keen Link, wink wink. Anyway, I'm doing good. Chris, how are you doing?

We're doing all right. Excited to chat about this. This first update. Life Cycle Stage Conditional Property Logic. What is it? Conditional Property Logic now supports contact and company lifecycle stages as controlling properties, letting you show or require specific fields when records reach certain stages in your process.

Why does this matter? You can now enforce data quality at critical points in in your sales and marketing process. When contacts or companies progress to specific lifecycle stages, you can automatically surface relevant fields and make them required before users can save changes. For example, when a sales rep moves a contact from lead to mql, you can require fields like Qualification notes, Budget range to appear and must be completed before the stage change Saves. This ensures teams capture essential information information at the right moments without manual reminders or post facto data cleanup. This When I read the title I thought this was going to be different than what it was. This is a very big update. I'm curious and this is just the position I sit in most of the time. I'm setting up workflows that change life cycle stages. Most commonly lead score reaches 100 set as MQL obviously this. I'm wondering how this plays into workflows. I'm guessing it.

Chris, who gets this?

Starter customer platform, professional customer platform and enterprise customer platform.

Why is this update not in my portal?

It is rolling out this week. I caught it yesterday in one of the slack channels with HubSpot and they said it would be over the next week. So since this is a demo portal, fully unlocked. Yeah, probably one of the first ones to get it, but saw a little bit of play on LinkedIn yesterday. Super interesting. There's a demo link here if you do have it in your portal. Highly recommend because there's two, two places they kind of showed and one is conditional properties, which I think there's no doubt about the value of what's possible here. But the required properties like, like you are familiar with on deals. It's probably a super interesting conversation.

And.

If we think about how it works in deals, deals tend to be a linear stage and gate process with very clear reasons for entry and exit criteria. That makes sense to have required properties related to stage movement. And I know some people want very badly their contact life cycle stages to work in that one way, linear fashion. But I think a lot of what we're discovering in the past couple years is that it's not a linear process. So it'll be interesting to see how people, people manage that. I don't know. What do you guys think?

So I for a While explained how HubSpot's lifecycle stages are designed. Is the way I'm choosing to frame that for in Chris Carolyn's presence is they're designed to work like degrees, like you get your high school diploma, then you get an associates and a bachelor's and so on. And this, this fits into that framing pretty well because you, you know, in order to get your high school diploma you need certain things to have checked off and so on. However, as Chris, you're saying humans are a little messier than that and sometimes they do skip around a little more than we'd like them.

It's a bowl of spaghetti. Anyway, here's what I think. I think I need time to think about what this actually means. And I think that I think that in your organization you should think about what this means to you. There might be people that do need this. There might be people that can continue to do what they've been doing. Maybe just. My, my, ladies and gentlemen, this is a place to stop and think.

Yes, indeed. Next on the list, track property changes for more object types is live. What is it? Previously Property change events could only be created for contacts, companies, deals, tickets and custom objects. Property change events can now also be created for leads, projects, services, orders, courses, listings, line items, appointments, subscriptions and quotes. And I didn't even have to add those in today. That's just right on the screen. Thank you. HubSpot.

Why does it matter?

We need that. Did you get that? That graduation?

I didn't. I need to. I need to get it, but I need to. Yeah.

I also feel like we just need a sound bite for Chris's benefit that just lists all the objects so he doesn't have to.

Now we're talking.

Why does this matter? Tracking property history allows you to report on how key objects in your CRM change over time. Supporting these additional objects means that you can now see how long quotes sit in pending before they're approved, how quickly leads progress from MQL to SQL, and how many days orders spend in each fulfillment stage. Identify where things slow down and why. Track how often appointments get rescheduled, which subscription plans customers upgrade or downgrade to, and how frequently price changes online price changes online items before deals close. Report on seasonal trends in order status changes. Compare project completion rates across team teams or see what quote approval times have improved quarter over quarter. Surface subscriptions that were recently downgraded, listings that have been sitting in draft status too long, or projects that haven't had a status change in weeks. With property change history across more objects, you can connect the dots from lead creation to subscription renewal all in one place. If you're using Commerce Hub Service Hub or managing complex operations in Hub Service Hub, but you now have the same powerful change tracking that was previously available for core CRM objects. That list was weird. I just want to throw that out. It was like there were many bullets basically within each bullet. That's all but a cool update.

Well, you did a great job getting through it. So. Yeah, we want to see property history where we can. I'm sure this unlocks a ton of stuff you can do all over the portal for sure.

I use property history changes a lot. Workflows and lists and everything. So happy to see the expansion there.

Yeah. And just a note that is, this is available at the enterprise level only right now. Number three, today, Customer agent can now use structured data to answer questions. What is it? The customer agent can now read structured data to answer customer queries fast and accurately.

Why does it matter? Your most valuable information, inventory pricing. SKUs often live in spreadsheets and tables. Now the customer agent can tap directly into that data to Deliver sharper product and pricing answers, reduce back and forth and convert more customers.

Oh my God. Oh boy.

What's going through your mind, George?

Well, you just wait till you get well, this and then layer on the next one. Just, just wait till you get to the next one.

Yeah. The moment I see you can upload CSV, JSON or XML files into the customer agent's knowledge, you can start to fine tune that guy pretty well. So we'll get into the next one. Since George is excited about it, Customer agent now handles all your front office conversations, all of them with agent goals and lead qualification. What is it? The customer agent just got a major upgrade. Now it can handle all your front office traffic, qualifying prospects, adding them to your CRM, and even booking meetings with your sales team.

Why does it matter? Your website attracts everyone from loyal customers to curious prospects. While the customer agent has always been great at solving customer issues and engaging prospects, it didn't turn those conversations into real growth until now. Wow.

Between a couple weeks ago expressions, AKA custom instructions and these two. Because one of the things that I've heard from clients as I've been helping set up customer agent is like, yeah, but we want them to qualify. And I'm like, this is the customer like agent. This isn't the prospecting agent. The prospecting agent is over here. Yeah, but they're coming to our website. We want them to qualify. And I'm like, well we can try to do that sorta well now guess what? Oh my God. It's getting powerful. That's where my brain is, ladies and gentlemen. It is getting powerful.

I'm just like, I'm curious, I'm like thinking, do websites all become like chat? Like do you just go to the value first website and it's just the chat window? I don't know.

I mean I don't think it's just a chat window because humans are gonna human, but I think websites look completely different in the next one to two years than historically they were allowed. Allowed. I'm using that word on purpose to look.

Yeah, you want an example of that? Check out the check out value first AI tomorrow morning where I can show a really good example of what we're talking about here. But I think to your point, Casey, like we do have to get in this mode where everything is a conversation, everything is conversational. But this part is not necessarily new in terms of it's always been a good idea to try and have your website support and mimic the sales process. Should somebody want to do the sales process on your website before they talk to somebody. And I think it's worth reading through this, this. How does it work? Because the agent goals I think are the key. Key moment here. So you had to customer agent manage agent goals. Number two. You'll see the agent can now juggle multiple goals, resolving issues for your existing customers and generating leads. When chatting with prospects, there's a new lead qualification action ready to go. Just tell the agent who your ideal customer is and what it should do when it finds one. No need to write the questions. The agent is smart enough to ask the right qualifying questions based on your criteria. Boy. On the configuration page, add your criteria, set the expected responses and choose which contact property the agent should update. Next, decide what happens when a prospect is fully qualified, meets all criteria, partially qualified, meets at least 50% or not qualified less than 50%. Once you've set it up, hit save. The action goes live automatically. You can also build a workflow to hand off conversations from the customer agent to the prospecting agent. Perfect for those prospects who aren't quite ready and need a bit more nurturing over time. Because when we're prospecting, we're nurturing. What?

I just don't know how many people.

Are ready of the front office conversation. George.

Yeah, I just don't. I don't know if it's all. But I can tell you that I just don't know if. I don't know if. I don't know how many people are ready for this.

Like 1%.

Boy, but it's. But this is huge. Like this would be my. If there was a huge update of the day. Like, this would be it.

Yeah. Folks, I don't even know if we, we enable, we train our humans this well.

So almost like going through this is like.

Well.

Yeah. The other thing too is like how many businesses are going to watch this update and go, wow, what are those properties?

Yeah, yeah.

Can you meet today at 2? We gotta, we gotta figure something out. I've gotta train this agent. Sales team, can you meet at 4? We got a conversation we need to talk about.

Yeah.

Oh, man.

Oh. Oh man, indeed. Taking the breath away this morning. Well, at this last one. And then try to regain some breath. Scan and redact. Sensitive data and CRM activities. What is it? The information present across your CRM activities, notes, calls, tasks, emails, meetings and contain a wide range of data from notes logged by your team members to emails received from customers. For those who may be handling sensitive data like financial data, health information, etc. You can now scan your account for the identification of sensitive data. If you have activated sensitive data already, you can additionally choose to redact that information to permanently remove that data from your environment. If you have not activated sensitive data and your scan yields results indicating you are storing sensitive data, it may be beneficial to activate sensitive data for additional layers of protection.

Why does it matter? This feature helps organizations maintain data hygiene and reduce complex compliance risk by providing clarity around the data being stored across unstructured CRM activities.

Who gets it? This is enterprise level functionality, folks. Hopefully that's obvious.

Yeah.

Remember folks, you probably already own the solution you're looking for in HubSpot. Sometimes you just need to wake up to it. Join us tomorrow morning live at 7:30am Central or catch us anytime on Spotify, Apple Music, or the HubSpot Updates blog over on Profoundly. Drop your biggest takeaway in the comments and let us know what capabilities you want to wake up to next. Until then, I'm Chris Carolyn I'm Casey Hawkins.

And I'm George B. Thomas and this.

Has been Wake Up Customer Platform. Now go build something amazing. Have a great day everybody.

Wake Up Customer Platform. It's time to start the day. Discover all the value you already own. Don't let solutions slip away. Wake Up Customer Platform. The tools are at your hand. No need to sleep on capabilities that can help your business business stand. The answer's right before your eyes. You just need to realize Wake Up Customer Platform and watch your business rise. Wake up. Wake up. The platform's waiting for you. Wake up. Wake up. See what your system can do.