Time to Help Humans with HubSpot

All right, all right, all right. Welcome back to the Salesforce Helpline. I'm your host, Matthew McConaughey. I'm joined by 3 agents, you might call them, in the field. Got some big news today. You might have been expecting something orange. Well, this is no joke. We're full in on the blue squad and the cloud. Uh, Mark Beanoff is our new supreme leader. I can't, I can't do it anymore. Welcome to the HubSpot Helpline. Uh, which we tried. Uh, happy April Fools. We're wearing blue. It's not Halloween, unfortunately, but I'm joined by people who, uh, they like to joke around because they take themselves and their work and helping others so seriously. Namely, Miss Casey Hawkins on my left, Mr. Chris Carrollin, who doesn't have a middle name anymore according to being banned from saying my joke about it, and the one, the only, the man who I like best is Cruz George B. Thomas. Hey, Thomas. Kyle is not with us today. I assume it is, uh, Yeah, I assume hopefully it's something to do with Joan of Arc and progressing that, but we'll— I'll just keep my fingers crossed and we'll get an update next week. How are we today?

Oh wow, doing well, having fun.

Yeah, doing good.

You spared no expense, Chris. Look, even the blue name tag things. I mean, that's, that's great. Usually they're orange.

Yeah, it's good. It's pretty uncomfortable.

I just need to make it through today. I just—

how many—

how much longer do we have? 40 minutes left.

Okay, I'm 42 minutes, George. Uh, but you don't have to be an Einstein to figure that out. Speaking of Einstein, how— no, okay, Chris laughed. Um, we want to, uh, we want to have some fun today like we normally do, but we would be remiss not to turn it over first. Everybody's favorite recurring segment, if she's ready— not to put her on the spot, but to rebound very quickly from this aberration that would be us all wearing blue instead of orange. Chris is slowly getting back into the swing. My arm— my, uh, name tag is orange now. We're gonna kick it to Casey for our update of the week.

Yes. Um, hello. That is, um, this week I was reviewing our updates. We did shows Thursday, Friday, Monday, and Tuesday. It is officially spring spotlight season because Yesterday on Tuesday you had 13 updates, and then when I was refreshing the page today looking for updates, they just like kept coming. They like— I would click to the next page and there just kept being more. Um, so we have entered Spring Spotlight, everyone. But, uh, it's my segment, so I'm gonna make the rules. And although there were some big segments this week, including Auto-capture website clicks, which is a big deal, and create calculation properties using Breeze, which is also super cool. And sure, other people might pick those, but because it's my segment, I'm going with drum roll.

I got to get one of those, dang on it.

Thank you. Thank you. Create associations between records based on existing association. And here's why. Uh, if you remember our very first helpline, one of the first calls we got was someone asking, can we associate company records based on contact associations? Like, if a contact is associated with a company and also associated to a deal, can we automatically connect the company to the deal based on that existing relationship? And the answer was no, not natively. So I built a workaround, custom workflows, a workaround workflow, a whole messy thing. That workaround is still running for that client right now, but this update is the native solve for exactly that. You can now configure the Create Association workflow action to operate on records that are associated with the enrolled object. So from a ticket-based workflow, you can associate the ticket's contacts to deals using matching properties. No more workarounds, no more custom properties holding it together with tape. Um, but, uh, now I have to undo all of those messy workflows that I got. Um, it is available in all workflows where create association actions exist. Uh, you get targeting options like all associated records up to 100, most recently updated, most recently created, first created, or records with specific association labels. The label targeting is the one that I think people will sleep on. If you're using association labels— and you should be— this lets you get really specific about which related records get connected. So if you've ever built a workaround to connect records that should already be connected based on the relationship records, check this beta out. Any thoughts?

Love it, love it.

I, I'm gonna out myself here a little bit. Can you reshare the screen really quick? Sorry, this example use case— I'm used to Roam being able to draw on the screen. Example use case here, has this been a thing in every product update always, or is this new? Because I find I was gonna ask to put George on the spot to give me Give me 3 sentences or an example or 2 of how this would be— how you could action this today, and like, what are some use cases that people may have been having for a while now where it's like, man, I wish I could create associations to existing things? This is massively helpful. I just don't know if I've always overlooked example use cases or if that's new.

You haven't overlooked.

Okay, well then shout out to who— he who shall not be named because he's not here— Kyle, product team, every start tagging people in. This is massively helpful as somebody that thinks, uh, and can draw, strengthen associations better through examples and metaphors. This is, uh, this is long overdue in my mind if it hasn't been.

But let's add something to that. If we're going to start adding example use cases, can they not all be sales use cases, please, HubSpot? Okay, I'm done here.

Hey, we got, we got tickets here. Uh, I agree. I, no, this was my favorite part of this update. Uh, Rob, the fact that it had a picture. I think a lot of people, like, this is the kind of stuff, if we can just start putting little snippets of this, like, that's what's gonna help the ecosystem get better at actually mapping, right? If you don't have to start from scratch, uh, even if it's just a couple steps, um, But I was talking to, uh, Naz, the product manager of the associations team, um, and yesterday, and I was always like, I was excited about this, and I, I know like a lot of people have been working around this, and I was like, man, you must have some— a lot of people were excited about this update, right? And, you know, I cannot throw shade at people when like the new update comes out and they immediately ask like, oh, it'd be cool if it did this too, right? You know those people. She did that the other way. She's like, yeah, that's all right, but just wait until like the other side comes and you're gonna be able to look at the other object that you're associating to and make decisions and make, like, do actions based on that. Um, so it's really interesting to hear that, but yeah, this is a super powerful update and we need like a community content play where we tell everybody or help everybody learn how to, um, how to move away from all their workarounds to get to these, these updates. I think that's going to be in the way of most people that are going to benefit from this.

It's hard though. Like, I mean, I think about myself. I, so I spent hours building a workaround for this exact problem. It's going to take, I, my guess is it's going to take me an hour to set up this, the, the right way, the new way. And Naz is saying there's also more updates to come with it. Like, so at what point do I— and my workaround's working for what I need. I just think it's really hard to figure out when the right time is to undo some of this tech debt.

Lucky we have George B. Thomas on the call for this next question. Is there— so if that I was thinking exactly the same thing, Casey. I'm glad I, uh, deferred and let you ask that first. Is this a case where you could take that, take the use case example, although George wants it to be sales related, not ticket-based, um, but you could take a string of updates and use Breeze to identify whether you should start looking for like the, the R&D precedes fixing the thing, right? You talked about the workarounds and they work right now and it'll take you an hour to fix or update or change that. That— I don't think that— maybe you meant this, but that doesn't count finding all the use cases that you could have where— and evaluating them where that might be worth your time. Is that a use case for Breeze or an agent currently to where that part is done on your behalf?

Uh, not the question I thought you were going to ask me, but my gut response is no, probably not. Um, because there's going to be so many things that Breeze is probably not going to understand that live on the human side of this. Um, if it was purely platform, maybe. It's not, never is. There's going to be process and people, uh, context that only you or you and the people that you're serving I'm saying you because you might be an individual that works in an org. I'm saying you and the people that you're serving because I'm talking about like you work in an agency or you're a consultant, um, that live outside of that right now. At least my thoughts, my thoughts for right now.

Yeah, I mean, that was more where I was going, so I'm glad you identified— not that it would make changes on your behalf, but just like, here's 10 places that this would actually apply. Now, whether you choose to say this is great, uh, it would work, or based on your context, the people involved, you don't have to implement or change anything. This is not going through and making sweeping changes or updates on your behalf. It's just providing that initial R&D context for you to then evaluate and removing some of the administrative burden. But yeah, not the best question. Chris, you wanted to say something?

I think with Breeze, it's generally the challenge of like how new is the thing in HubSpot, and how good is the ecosystem at doing that thing? Because a lot of the training data comes from customer usage of the platform and behavior, which again, like, to George's point, like, it's— he's often better at, like, marketing and sales use cases than— I think usually the reason that you need to associate additional objects to additional things and, like, add some complexity is using your usually you're using objects that are not the big four, right? And it's tough to, to get the help sometimes from Breeze on that, but it also feeds into the ecosystem's ability to use association labels properly. And that's what, um, Naz and the team are really focused on right now. Is that loop that we've had that is because it's been so hard to manage associations, especially like when you just do it or starting to do it for more than one object at a time, people have not learned how to do it. They've been using workarounds and, and other means instead. So that means that ecosystem doesn't have the muscles they need to understand how to use association labels properly, and then when it's hard, it's just kind of a cycle. So all the things that have been, um, hard are getting significantly easier. And if somebody were to ask me, like, the point where you start to draw down the workaround, I think you can only see that clearly if you understand how how valuable, like, getting better at association labels in general will be for your organization, because it activates so much of HubSpot that people probably are not even touching. I think the same can be said for AI. Like, when you start to build that foundation that you know is not gonna fall back or go away, which workarounds, like, we call it tech debt. For a reason, very hard to like build on and not just create more debt. Like how do we get to the point where the team is comfortable? Yes, I'm gonna use this thing because the next update from the team is gonna crush and then the next update's gonna crush and now it's gonna be easier for AI. And so I think that's the challenging part of, um, cuz it's that or it's man. I do this several times a week. So now a new customer or a new user is asking for this new association. I'll just spin up another workflow. Maybe I even clone the old workflow and I know exactly the 5 clicks I need to make in my process to do it. But if I were to ask anybody else to do it, it would take hours kind of deal.

I vote to remove workaround from the lexicon just because I think Maybe part of what you're trying to say is like there needs to be some understanding of what it is you're working around and why.

Well, listen, you use the word hack because that's what people have been doing, right? What Casey did is she created a HubSpot Hacks, you know, not to be confused with the YouTube channel. That's awesome, by the way. But just saying they've created these hacks, which tech debt hacks, right? Which, by the way, if I just reverse a little bit, Matthew. Rob, change your name. Anyway, Rob, if I back up a little bit, the question I thought you were going to ask me is like, how, how long do you let those hacks linger? Or like, how long? And my knee-jerk response was like, you remove them as soon as possible because then you can get people back into the native usability of HubSpot. The other thing that I had time to think about on your original question though, was like, there's also a layer of customization that Breeze will just never know. They'll not know why you customized this thing or created this additional logic or based it off of a team, or like, it'll just never have that context. It'll see every HubSpot Academy video and it'll know the latest updates as soon as somebody feeds them in. But it just— you seem like there's this level of complexity from like the people in the process and the customization that I just don't know. And let's even say this too, it depends how robust the actual portal is with like what's going in there and how not dirty it is with the data that they have. Like there's just so much complexity to think that Breeze— and I don't say that in like Breeze isn't awesome, but that Breeze would be able to do the thing that you asked me the question about. Like, I just don't— I don't see it. My take, my take, just—

I think you'd be— I think if I took this cowboy hat off and changed my shirt color, you'd be a little less spicy towards me today. But I, I—

no, no, I like cowboy hats. I like cowboys. I grew up in Montana, brother. I, I've—

you grew up in Montana?

Yeah, I've worn cowboy hats. I'm a certified riding instructor. There is no hate towards the, uh, cowboy hat. What y'all have done is you've made me cranky, George, because we're wearing effing blue. That's—

I mean, I, I can't change right now, George, but rest assured that after this hour—

oh, that'd be a show. All right, right now everybody— just kidding, just kidding.

No, this is the— we want to help people and we want to tune in, therefore we will not do that. I'm going to kick it over to Chris before we— there's some cool Inbound 26 updates that I I don't think are— I think they're public. I mean, this is on their site. Um, but Chris, if you had a final thought, or Casey, you had a final thought about the update of the week, we can do that and then go to the, the way they're changing the inbound experience and the way we connect with exchanges. There's a little teaser.

Well, that's how Casey feels about that.

Oh, she had too much.

I'm out.

That is, uh, so excited to share her screen, she hit the wrong button. Second time in the last half an hour that's happened.

Easy to do. I did it before we started the show. Um, StreamYard, get rid of the red button.

Anyway, yeah, it's also an arrow in a square that is like, yeah, let me share my screen, like a share button and every other. Um, yeah, but yeah, I'd actually love to learn more. I hadn't clicked on, uh, the button to read about exchanges. Um, uh, the first thing that came to mind is, uh, they were calling it Braindate before, and, um, a specific vendor, uh, like owns that name. So if the contract changed, they can't use that name anymore.

Uh, yeah, I didn't want to go there. I knew you would, which is, um, it's what they pay the big bucks for. Um, but yeah, I don't, I don't know if that's a separate thing that still exists and the focus is just on this, to your point, because that seemed very trademarked or like a proper noun for the type of connection. It seemed more external. Exchanges— there are now 3 ways. I believe last year, and maybe for the last couple years, there was The Spot, which was like cool fun games. Like there was a place you get your picture taken, um, it was a meetup. This is also aside from the, the like media lounge, like where podcasts and where that was being done last year. But now there are 3 ways to network and find your community at inbound, not at Dreamforce, George, don't worry. The sync, role-based communities. So the sync is where you can meet with people who do what you do, marketer, sales leader, RevOps pro, customer success manager, founder. This is conversation to be what's working right now, what's changing, what you're testing next. The sector, this one seems, Chris, right up your alley. This is industry-based communities is where you talk shop with people in your world from SaaS and healthcare to finance, manufacturing, and beyond. It's built for industry-specific connection. This is a, as an aside, a great idea. I love this specifically after being in a, you know, from sales and marketing to evangelism to whatever role, the key barrier or disconnect I've found in being able to like, get people to emotionally resonate with what you're talking about is not speaking their specific language or having their use case, which would be the difference in healthcare versus manufacturing versus finance versus whatever. So that's awesome. And then back again is the spot identity-based communities. So it's been a meaningful part of inbound for a long time, space centered around identity-based communities that create room for dialogue beyond the day-to-day work. That foundation remains in 2026, but the experience expands Uh, this is giving more ways to participate and interact, more opportunities for spontaneous exchange, and more room for community to take shape in real time. So I, I like this. This seems kind of like Braindate times 3, and very, very intentional with the types of, uh, spaces they're facilitating. I think industry, or whatever they call that one, the sector maybe, is like the most needed and coolest idea.

And Rob, as the dictionary guy on the show, is that an alliteration when it's like the three S's? The sink, the spot, the— like, what, what is that? Or they just decided to name them all with S's?

Uh, it's savvy, it's suave, it's smart.

Yeah, okay, there you go.

It's, it's a lot of things. Uh, but I mean, it's a good job. I, I like that it is kind of alliterative in nature. Um, but yeah, so speaking of S's, she has an S in her name and she's back. Welcome, welcome back. Talking about the Inbound 26 update is, uh, the spot slash brand— we're not sure about brand date, but it's expanding now to 3 different types. The Sync, which is like same role, same persona, founders, CSM people, sales, marketing can meet, exchange ideas, talk about their specific role or area of expertise. The Sector, which is on screen right now, people like Chris that love to talk shop, quite literally, whatever that might be, which I think is the coolest, like, most needed intentional space. And then the Spot, which has been there for a while now, it's more identity, but it seemed more fun. It seemed more intentional with like the— I think they had Polaroids or something you could do last year. There were games. So, but yeah, the, the way that you can network and interact at Inbound 26 is being updated. By the way, PSA, if you haven't gotten tickets or thought about attending Inbound, you should do it right now. This is not a joke. You definitely should, uh, should figure out how you're getting there. And more, more specifically than that, because I know there are different ways to attend, uh, hotels are important. And, uh, you should, if you haven't thought about that, even if you are planning on attending, you should figure out some sort of lodging accommodations as quick as possible so you don't have to, uh, board in Southie or wherever it is and walk an hour or drive 20 minutes in an Uber on the day of the conference. Casey, your initial reaction to this update to the networking experience?

I think it's good. Um, I didn't do Brain Dates this past year, but I know a lot of people really enjoyed them. Um, my understanding, and maybe you guys know this better, um, is that these are a little less formal. Like, is it a little more kind of drop-in-ish, or is it still kind of more— Brain Dates were more scheduled, and from the way I work, like, the scheduled Brain Dates didn't work for me. So I like the idea of having something something a little more kind of drop in and drop out.

Yeah.

I, I think the way that now that I've actually seen and consumed the page, I don't think we have that level of detail yet. Uh, like the execution of these spaces. I think we're just highlighting that these spaces, uh, are gonna exist. Right at the end it says from meetups to a more dynamic experience.

Mm-hmm.

If you've attended Inbound before, you might be familiar with meetups. Um, and meetups now live within all three exchanges, right? So basically every kind of networking thing that they've done in the past, they're trying to, uh, create a few different spots around, around the event.

Yeah, I like it. George said he was lobbying for a fourth space called The Sermon. Where he practices his talk and gets rallied and motivated and ready to go.

Wow. Yeah.

Yep. I said that just 5 minutes from now.

Oh, man.

Killing it today, Mr. McConaughey.

Yeah. McConaughey.

I can't tell you how much I love and respect George B. Thomas.

Let the world know I love and respect you as well, my friend.

This man's one of my favorites.

Maybe it is the cowboy hat. No, I'm just kidding, I'm just kidding.

Speaking of things that we want to spend more time on and move away from me to get to, uh, we have a couple things. I, I don't think this pulled up the way I wanted it to, which is the Wayback Machine. I think it's— that was an idea previously of like, on this day in, you know, April Fool's Day 10 years ago, what did HubSpot look like? I'm gonna go do Wayback Machine right now while Casey again, to put her on the, on the spot— not just the spot, but the HubSpot, as a matter of fact— is going to tell us our, uh, quick win of the week.

Okay, um, so we are talking about Salesforce today, so I picked a quick win for us that is a common issue in Salesforce, actually. Yes, clever, isn't it?

It is.

So in Salesforce, duplicate detection does exist, but to get it working, you have to set up matching rules, then create duplicate rules on top of those. Then you have to go into the Lightning App Builder, add Potential Duplicate component to your page layout, and then you have to know that the duplicate record set exists in the app launcher to actually see them in bulk. Um, most Salesforce admins don't get through all of those steps, um, as you may imagine. So that, um, tends to be a big pain point for users inside of Salesforce. However, we're working in HubSpot where duplicate management comes out of the box. There's not setup. It is inside of your account. I think this starts at professional plans. Someone can feel free to correct me if that's wrong. I think so. For data quality. I think data quality is one of those professional unlocks.

I think so. I don't think it's in starter. Or if it is, it's very limited.

It's not in starter. Um, okay, good. But inside the data management, which is apparently a server image, but I've always explained it as a stack of coins, um, in your menu, and then data quality, and then you can click manage duplicates, and then this just exists and it's going to run. You can see you can add custom rules, you can add alerts But regardless, without any setup, you already have duplicate watching monitoring out of the box. And you can come in right here and just review or reject these records. I was really excited when this got an upgrade last year where you can now choose which properties you want to save. From the kind of sunset record versus the primary record that you'll be keeping. So very easy to manage right out of the gate and available with very little setup.

I love that you call it a stack of coins, by the way.

I thought that was—

I think that's a database icon. Would work too.

I love that. Yeah, yeah, yeah, yeah, yeah.

Nothing brings you back down to earth like, uh, managing HubSpot and Salesforce together.

Oh God, yes. I have multiple clients that we do that.

We take so much for granted inside of the HubSpot ecosystem.

Yep.

Um, because Casey left out the fact that you gotta do like a a paid certification and maybe an MBA in data science on the way there. Then you have a team of people managing your Salesforce data infrastructure. Yeah, it's, it's, it's tough gig on that side.

Yeah. Yeah. So I actually, I mean, I spent kind of a lot of time at this point, more time than I should have, like debating what my quick win should be. So, I'll tell you what my backup one was, one that I was kind of working towards and then kind of went sideways, which is deleting records in bulk. And I decided not to use that as the quick win because it's kind of a niche use case to be deleting records in bulk. Like most people aren't doing that. And I don't know if I exactly want to show everyone necessarily how to do that, but if you don't know, Inside of Salesforce, that is limited to— you can only do 250 records at a time. I'm sure there's a data loader option, but you have to kind of download data loader. It's— data loader is not easy to use. It's not even really built into HubSpot or into Salesforce. Um, so one time, uh, when I was, um, a little baby marketer I was working on a HubSpot Salesforce integration and I messed up the sync list and I created thousands of records in Salesforce. And I distinctly remember it being 8 PM and me sitting in this office alone deleting 250 records.

No way. Yeah, no way.

No good. No good at all.

So that's my Salesforce trauma for it.

By the way, this, Casey, this could have been, um, the start of your next new download. Uh, as you were talking through that, I thought maybe somebody should create the offer, uh, 7 Things Disgruntled Employees Can Use Inside of HubSpot. HubSpot?

No, no, that's maybe not.

Yeah, they don't, they don't come into HubSpot, George. That's the problem. Yeah, uh, yeah. Anyway, what do you got, Rob?

Uh, yeah, speaking of, uh, disgruntled or old or I remember when, uh, this can't be real. I've let it load for a while now, but, uh-oh, speaking of what we take for granted, uh, This is what, on this day, April 1st, 2016, this is what HubSpot.com looked like. Uh, still find that very difficult to believe it's only 10 years ago, but pretty, uh, pretty straightforward here. Stop interrupting, start connecting. You can learn more. They just came out with a State of Inbound 2015 report. Um, so free plug here, Super just did a State of Sales Enablement which is massively interesting, some of the findings. Uh, so shout out to Suprd that I work for. And yeah, this is, this is their website.

I feel like, I imagine this can't be right, right? I mean, like, it's missing some of like the CSS styling for it to be put in the way that it would be put in. However, that being said, the information you're looking at is correct. Like, yeah, but it wasn't styled this way. But, but trust me, Um, it wasn't really that dope of a style before the CSS stuff was in it anyway back then, because I remember them days.

Yeah, I wonder if we could find the phrase 'stop cold calling' anywhere on the current site. I'm gonna guess not.

Yeah, see what all— wow, what all has changed and what all remains the same. Uh, how strong is your website?

Hey, look, they were talking about loop marketing back in 2015.

Yeah, I mean, this is at least interesting, right? That this, this looks—

you're really similar. But yes, that's when I see that, I don't even know what's going on right there. It's, it's— I don't know what's happening. It's supposed to be hearts, but that's how strong their website is, is infinity.

Hey, yeah, the website creator. The website, oh my God, is like one of the best lead generators of all time. Oh yeah, yeah, like for any company, that thing went nuts.

Yeah, so, uh, yeah, that's, that's our brand new segment called Way Back When. Uh, this is hubspot.com without all the stylings and cool stuff, uh, but this is what it looked like 10 years ago on this date. This is— I know, I know what day it is, it's April 1st. This is not a joke, that is the WaybackMachine.com whatever it is. So you learned something today.

We learned something every day with you, Rob.

Great. Um, I wanted to— throwing me off a little bit there. Um, Casey, you said you had something else and then we got into Quick Win. I don't know if that was what you were trying to get into or if you had another talking point about something.

I did have another talking point about something. Um, I had a— let's call it a second feature for the, uh, updates of the week. So I mentioned when I was running through the updates that have come out, um, today they just wouldn't stop coming out with updates while I was working on this. And I thought because this was the Salesforce Show Day, one of the biggest complaints I hear from people moving from Salesforce to HubSpot is that campaigns don't work the way they do in Salesforce. So I just wanted to highlight two updates that came in. Both of these are dated today. Yeah. Where HubSpot's actively closing that gap. These two are multi-campaign reporting and the Campaigns Analyze tab. There's also been an update recently around adding contacts to campaigns and custom objects and custom objects. Yeah, so there's some more flexibility on ways to do that as well. But also wanted to just highlight these. The Campaign Analyze tab is going to be very similar to, you know, you have your email analyze tabs and your Forms, it's just gonna show here like a roundup of the performance for all your campaigns in a certain time period. So that's really a nice value add. Also just shows if you're filling out all those campaign details that I know I personally skip over sometimes, how valuable those can be. Things like spend versus budget, is all included in here as well. Doesn't zoom well. And then the other one that's I think new, new today is multi-campaign reporting. So you can now report on multiple campaigns at once, viewing the influence, contacts, attribution, and asset data in aggregate, which is very nice. Way of grouping and kind of seeing the overall campaign influence.

Yeah, and again, we're missing some major update tags, uh, on these things. Yeah, these are huge. Um, and I think not only is the campaign object like a real object now, because that was a big part of that other association to custom objects thing, it's like, oh, by the way, We can associate with custom objects and you can use campaigns in all of these places like custom report builder, like all the usual stuff.

Mm-hmm.

Um, asking for a friend, if you were working with, uh, a Salesforce integration where most of the business is run out of Salesforce and there is high interest in matching up sales campaigns over in Salesforce, with marketing campaigns over in HubSpot, what is your go-to, maybe from before, and is there any changes now that we can do this level of campaign management in HubSpot?

Take it away, George.

So my brain— well, so you broke my brain a little bit because one, Sales is not doing marketing campaigns, but they probably are doing some type of sales stuff, which you have Salesforce campaigns. And again, there's a lot of like, holy crap, I don't know, in many of the organizations. So, but, but at the end of the day, like, as you're asking this question, my brain went to, well, does the person that you're asking for know about Salesforce campaigns in the workflows tool? And being able to use that to like associate and understand. But I don't— that I know of. Very clear example that I know of. I'll finish real quick and then you can give the example that I know of. There's no way to map what we can do in HubSpot under the Marketing Studio, a.k.a. campaigns, one-to-one, um, with like what's happening in Salesforce from a, from a campaign standpoint, other than like we have properties and stuff. But go ahead, Chris.

Yeah, because there's definitely a design or architecture effort required to match these things up, uh, and that's always been one of the reasons the word campaign is one of my least favorite words, um, in the marketing lexicon. But the most common example that comes to mind for me is you have a sales team, and again, if the businesses run out of sales or run out of Salesforce, sales teams working there, that drives decision-making for the rest of the business very often. And we've got a trade show coming up. Let's say we're going to inbound. And marketing is managing the event management of going to inbound, being at inbound, managing the ROI and how'd we do and leads. But often there's two things that are happening hand in hand with that. If you're doing a good job of showing up at events with your whole team and maximizing your ROI is you have a leads list of some sort that comes out of the event that gets imported into Salesforce as a Salesforce campaign, because now the sales team owns any and all follow-up related to that list.

Yeah, and sometimes campaign ID comes in in workflows, but okay, right?

And sometimes that list is created before the event 'cause there's some, we're trying to set up meetings before the event. And all of that is often tasked to marketing as far as reporting on those things while doing a different kind of campaign on the marketing side from HubSpot. It's always been interesting to talk through the word campaign as it relates to both of these teams and both of these systems, but also know that you have to, you need to find a way to bring them together. And now the reporting capabilities of HubSpot and being able to associate with all the stuff, you don't have to rely on Salesforce as much as you might have in the past. To, uh, put some pretty awesome reporting together.

I don't— I'm not sure if this answers your question, but I think based on how you explained it, how I would set it up is I would create a segment, um, in HubSpot of