Top HubSpot Features for Enterprise Sales

Let me hand it over to Dan, who's going to talk about best HubSpot features for enterprise sales. Dan, thanks so much for being here.

No, thank you for letting me join the call. I'll just share my screen one second. So, Kyle thought I'd kick it off with something you're familiar with. So we're going back now, going back to 2018. This is when Brian introduced the flywheel. And being HubSpot fans even back then, and Carl Jepson fans, we pinged him the very first desktop flywheel, which I think broke, didn't it, Carl? After a little.

Yes, I still have it, but it is generally in multiple pieces.

Yeah. And like. Like HubSpot and the CRM, we've improved over the years. We've improved the flywheel. So yeah, it's. I think it's running on Formula one ball bearings now, so it's pretty efficient.

It. And. And it's a. That flywheel, which is just out of reach around the corner right now. It spins a long time. I've gotten it to spin for two solid minutes before. It is. It is fantastic.

We need to produce more. Um, but yeah, just a quick introduction on. On who we are. So me and Austin run Org Chart Hub, and first and foremost, we're HubSpot customers. We built Org Chart Hub because we're HubSpot customers trying to solve our own challenge. So I just thought I'd give you that background in terms of we, me and Austin work for another software company using the HubSpot CRM and Marketing Hub. We were very early on the CRM, probably on we're on Sidekick. So before, before it was Sales Hub, and we adopted it quickly. But the big thing at the time that we were doing was we were selling into large enterprises like big pharmaceuticals, big biotech, and some big software companies. And the thing we realized very quickly was when you sell to those size of companies, it comes down to the people and it comes down to buying groups, buying committees, and there's a lot of people that make a decision on a purchase. And. And we felt, me and Austin at the time as a side hustle. When we were chatting in the evenings, we were like, this should be inside of HubSpot. We shouldn't be using a spreadsheet. We shouldn't be using a PowerPoint anymore. We need it inside of HubSpot. So that's how Org Chart Hub was born, as an internal tool initially. Then in 2018, we plucked up the courage to put it in the HubSpot app marketplace. And then we went full time by 2019, unfortunately became quite a popular app specifically amongst teams that sell to large businesses. So fast forward to today. We work with nearly 7,000 HubSpot customers and we see some consistency across those accounts in terms of how we speak to our customers and engage with them on what they're doing. And we just thought it was worth sharing some of those things that we see. So yeah, Kyle and Donna, please chip in. As I go through this, I'm only going to go through a couple of slides and then we'll get stuck into some screen shares because that's, that's more fun. So there was a post by y like 3 weeks ago that really stood out to me in Austin and I think it kind of highlights the point. There's a lot of conversation around AI at the moment. But we, we feel like the fundamental thing that isn't going to change is specifically in sales and enterprise sales. It's always going to be about the people and making sure you're communicating with all of the buying group and all of the buying committee and making sure everyone's engaged and you're trying to get everyone aligned. So we just thought that post was a, like a, just a really interesting one from Yomini three weeks or so ago. There's something quite unique about HubSpot and I'm not sure everyone appreciates this. What we see is teams that are using sales Hub and marketing Hub and the sales team and the marketing teams are working together on key accounts. Now I think now that's obvious for everyone that's using HubSpot in terms of that's an advantage to have it all in one place. But it is quite unique. Like you don't see that across any of the software. Usually in other software you've got people working in the separate pieces of software and so it's actually quite hard to collaborate. And so I'm going to highlight on areas where we see specific collaboration, where there's sales inputs and then the marketing team can help act on that when it comes to account based sales and account based marketing. And then just to kind of give you a bit of background on what we see typically. So when we're working with these companies who are selling to large enterprises now, they can be big or small businesses themselves, but there is a consistency in terms of their focus. And I'll give you like my example with this one. So when me and Austin working together, the company we're working with was around 50 people. So a relatively small business at the time. But I was reading the challenger sale. And my team was reading the challenger sale. And in the challenger sale they specifically call out the fact you do need to understand the buying group and get everybody aligned. So even as a small business we were like, okay, well this is, that's a key part of our sales motion as you get to larger businesses. So larger HubSpot customers that are mapping out key decision makers, we tend to see like Miller Hyman or Medpic or Medic and, and teams following that quite religiously. And again like they're calling out specifically, you need to map out the buying group in order to give yourself the best chance of winning that deal. So I just want to highlight that because I'm going to touch on a few things that are linked to the sales methodology as we go through. And then last point just before I jump into a screen share is if you. We sponsored them this podcast last year and it, it was helpful. It's always helpful to hear people talk about how they landed a deal and often it's their largest deal and how it all came about. There was over 60 interviews on the podcast last year and a thread that is quite common but not talked about that often is a sales. When somebody lands a big deal, it is not a one and done. It's not they come, came in, they sold a big deal all in one hit. It's normally a land and expand. And so if you dig into the detail, it's either an existing customer and then a new person took it on and then figured out how big this account could be or it was well planned out and we, we land here and then we expand across. So I'm just making that point just because it's rarely, it's rarely talked about too much because it's not that great to talk about how long it took to expand an account. So we'll jump into HubSpot now and the first thing I'm going to kind of focus on is target accounts. So this is what we, we see where we see sales and marketing working very closely together. So target accounts inside of companies. I just clicked on target accounts at the top there. This is a demo account. So it's not got all real data in here for obvious reasons. And the first thing that the teams are working on is together. This is sales and marketing is they're figuring out how many key accounts are we going to work on as a team and that is normally sales led. It's normally the sales team that like selecting that and then the marketing team and then working alongside and some of the things within here like the specific to how they're using it. If I open up this account view just here, the buying roles are key and I'm going to come to that again in a moment. But actually this piece as well, the stakeholders you'll be aware if you sell into a large business, it's not normally just one person that's focused on that account. It could be if it's a very large business, it could be your CEO that's helping you on that account. It could be your sales leader, your sales engineer that you're working with and it's a real team effort often to win those deals. So assessing who are the internal stakeholders are key on within here, but it can also be done at the deal level as well. And I'm not sure everyone really is aware of this one. So I'm just going to click into this particular deal and you'll see if you what we've got activated on this particular account is collaborators and this is where you can add who you're working with from your side as well if you ever want to add that because it's not added by default but if you want to add it, you just go to the settings button in the top there and then you can add that within. Have you seen many people using that, Carl?

I wish I had better insights into which ones are being used the most. I don't know for sure, but record customization is definitely hot right now.

Yeah, well I'll come back to that team selling piece because there's some sides on the AllChart Hub side that we can help with on that as well. And the key thing I think from the buying roles is it powers a lot of what's going on in terms of the reporting on the left hand side. And obviously one of the key things is like do you have blockers on that particular account? And there's lots of other stuff within here that I can show you, but I'm going to kind of move to specifically the the buying groups now. So if I jump to let's go to this account here. View the record so the from a software standpoint what we see is when people are choosing their target accounts, it's a combination of what's in their existing existing HubSpot account from inbound and then they're obviously working their way through that. But these are the typical solutions that kind of we see across HubSpot customers and obviously our customers. So Breeze Intelligence obviously being the HubSpot solution. And I know there's another hug coming up on that, so it's really cool. And that is mainly around the account selection. But we do see obviously enrichment on the contact level as well. Zoom Info and Apollo are very common than what we see. And then the ones below here, Surf and hublead and obviously LinkedIn sales navigator. If you haven't seen Surf and Hubly before, it's basically taking. When you're inside of LinkedIn, you can pick and choose which contacts you want to push back into your HubSpot account account. And we see like customers using that. And obviously you can use LinkedIn sales navigator can get a bit pricey because you have to be on the top end of the LinkedIn sales navigator. But there's, there's teams that obviously use that as well. So that's typically what we see when they're picking and choosing accounts and trying to enrich that, those accounts as they go. Now, once that's set up and once they've got their list of accounts, they start to work on it and start to work on it from a buying group perspective. So if I open up Org Chat Hub here and I'll show you how they're doing that. So I'm going to go on full screen because it'd be a bit easier to see. Now, there's three ways that the teams are mapping out their key stakeholders on an account. This one's obvious, this one here, when you select it, it looks at the contacts inside of the company and it's looking at the job titles and it's going to infer and put them together. So really giving a head start for the sales rep or customer success rep to figure out, okay, where do these contacts sit? And then they can move them around. The one I'm going to talk to specifically today is this one. So we don't have this on everybody's accounts, but we've got it out on beta. And this is becoming increasingly the most popular way to build out your buying committee. So if you click into this, what teams are doing is they're putting together blueprints or templates of the buying committees that they're seeing. So they're looking at their last, say, five to 10 deals as a team and they're deciding these are the job roles that we see that we need to engage in order to give ourselves the best chance of winning a deal. And then as a team, they're putting together templates and the sales rep is just basically coming in and picking the most relevant template. And then what Ultra Hub is doing is it's automatically filling out the Job titles. Where there's a direct match and, and where there's a gap it's then highlighting if there's a like which one it may be. So it might be like this one here where maybe it's not a direct match but you, then you can go okay, this is the contact there and it's filling it out for you. So yeah really giving that bit of consistency and a bit of guided selling from, from the sales team above and then from a coaching perspective it's helping like ensure that we've got everyone engaged as well. Now within here you can still add people to the, add people to the, to the org chart so you can still pull people in like. So you can still add relationship lines in between contacts and, and everything like that. But what we're seeing like from a individual person and an engagement standpoint is the buying role is this is a two way sync. So applying the buying role can be, can be done within here and from a marketing side what's happening is the teams are basically creating content that's specific to those buying roles in combination with a few others which I'll highlight in just a second. So when I said about like this, the sales inputs, when you can see all the key decision makers on one screen and it's nice and easy to apply a buying role it's just a click and then it's updated and updated. Inside of HubSpot we're seeing them applied more often across these accounts and then that is helping the marketing team to put together content that's specific to a budget holder for example and very targeted and they're helping with that ABM side the other thing as well. And this links back to the sales biology and this is going to get quite specific now. But what we see is things like this. So you see like this degree of influence that is a contact property and you can basically add any contact property to the, to the labels. You just pick and choose here and then you can update these within here. So you can things like degree of influence or relationship strength you can update and then that is obviously then helping power things on the, on the marketing side as well where it's really specific and actually I'll just highlight this piece as well. So disk type is a personality type and that can be picked up from various different sources and we notice on agent AI. So if I jump in here there's a disc profile that's become quite popular and Dharmesh highlighted this so actually that's quite a good source that you can provide. And then Input that into your HubSpot account to give teams a better insight on personality types. And again, that all comes back to communication and the types of communication people like and just better understanding and those key decision makers. So yeah, bit of detail there. But the some of the stuff that teams really enjoy is the activity heat map. So if I turn this on and why this is helpful really is again from a sales and marketing standpoint, it helps you look at an account and review it and really it's about the engagement. Oh, sorry, the lack of engagement. So the headline is just, okay, we've got engagement here, but if we look down here, this person has not been engaged. From a sales perspective, when we flip over to marketing activity, it's really clear, okay, well we do have an opportunity here to engage them. We can click in, look at that contact specifically inside HubSpot, look at what they're engaged with and then start to pull them into the conversation so we can better understand their position when it comes to our solution and working it that way. I know this question always comes up a lot on demos, so I'm going to briefly pause on this and show you where this activity is coming from. It's coming from these HubSpot properties. So you can see them all here. These are all the definitions within here. The biggest difference between the sales activity and the marketing activity is the person has to have done something proactive on the marketing side. If you send a marketing email, that's not enough to register activity. They would have to have gone to the website, clicked on the link and move, move it that way. So that's the, the biggest difference between, between the two. I'm now going to show you like the very latest. And this is kind of like top end. So in terms of how some of our very top customers are using it in conjunction with, with, with HubSpot. So when you, when you work, when you've got a company that's a bit more mature and you're selling and maybe three or four different products, what you find is the buying groups for each product is slightly different. Let's use HubSpot as the example. So when you sell Sales Hub to, to someone and HubSpot sells sales hub to someone, they'll have a slightly different buying group. So maybe if you're selling Marketing Hub or Service Hub because you get customer success involved or, and customer support. So what we're finding is some of these templates are taking on different buying groups. So I've just picked one here with multiple buying groups and so you can what we're seeing is teams break them up into the different product lines and then they're making sure they've got everyone mapped out for the specific product. And the key thing here is like you can get the same contact sometimes involved on product A as they are in product B. And you can still show the relationships in between those groups because often there's like a cross sell and a conversation that goes on in between. So that is the very latest and that's how me and Austin think about Org Chart Hub, think about the buying committees and buying groups and how and how we're engaging obviously with our customers to help figure that piece out. So yeah, that's the very latest piece on that side. The other thing that we just want, that I just thought was worth addressing was again, when you're selling to really big companies, parent child relationships become pretty important, like understanding that structure, understanding the wider business and how you can sell across that. And this comes back to that whole land and expand piece. Often you will land in part of a business and then figure it, figure out how you can expand across it. So it's on. When we're speaking to new customers, often I'll ask the question, have you looked at related companies who are using parent child relationships? And the common answer is yeah, yeah, we, we are, but probably not to its full extent or yeah, we're not really sure how to. And so that really the answer to that is that why we created the account mapping side of org childhub and it's a two way sync with the parent child relationships. So if I open this one up from here, what it does is it immediately reflects back the structure that's already in place. If you have one just going to go on full screen because it'd be easier to see. So we opened up from this account here. If we zoom out now we can see. Okay, well it's part of aws, which is ultimately part of Amazon at the top here. And really the first thing is, okay, well now I can see it a little bit easier. I can jump in here and go and add a parent child relationship. So I can add a child company in here that now is added on. We can go as deep as we need to. So you'll see this here, this is parent child and then we go grandchild and we can go great, great grandchild. And we do have customers that do that. When you said we've got customers that sell into banks where it goes multiple levels, deep into regions and they need to see it in order to understand who they're settling into. And much like the Heat Map, we've got something similar, but we call it deal activity where we're laying layering on the deals that you've got open and that you've won with this particular account. So as you can see here, we're rolling up the revenue to the top and we want to show you firstly what you've done so far. So this is a close one deal, so you can click on that deal, takes you straight to the deal inside of HubSpot, the open deals. So what have you got and how big could this account be be for you? And again, you can navigate in between and really helping you spot where there's gaps and where there's opportunities to move into. And if you have different pipelines, maybe you have a renewal pipeline and maybe have separate product pipelines, you can break that down like so. And then you can also break it down by time. So a very helpful view to look at to basically review an individual account and, and see again the size that you can get that account to. And we do see customers use this for and this is straightforward when it comes to accounts like Amazon where there are separate domains, but we do still see customers where it is the same domain and they'll still split them out a little bit harder to do. There's no silver bullet for that. But you can do it. And we see customers do it because they really want to get that structure in place so that they get that better understanding within there. And then also if you can navigate down to, to the org chart level and just one other piece on this, if I, when I go down to the org chart level on that one that we were just looking at when it's very large accounts and you've got contacts that are in different parts of the business, we should make this more obvious as a team. But you can pull in contacts from outside of that company so it might be in a different part of the business and still add them to the altar because you know they are influencing this particular deal, for example. And then again you can add relationship lines and show how important that is. That's used in a few ways that's used. We see teams use that for team selling, so they add themselves onto the org chart along with the rest of their team, highlight the fact that it's our team, obviously, hopefully you'd recognize the faces, but you can highlight that, show the relationships, show who's talking to who and that side of things. The other area on this is perhaps you've got a partner Play. And so partners are helping you and their external influences on particular companies and so you can pull in external parties as well to show how that's influencing. Influencing particular, particular deals that you've got going on. Yeah, I'll, I'll stop there because that feels like I've been talking for a while but hopefully, hopefully that gives you a good bit of background and if there's any questions, obviously more than happy to. To answer.

You're doing great. People in the chat are enjoying it. You should scroll back and see some of the nice things they said. If anyone wants to ask some questions, the Q A is open. So you can head over and do that. Now.

One question that was in the chat that I'll just, I'll reiterate because it was. Austin answered it. It's all the data is coming from HubSpot. Correct. And it's not linked from other sources. And Austin says yes, that is right. All from HubSpot.

Yeah, that's kind of why I highlighted the suppliers of the data. It's a very different business to go and get data. Hence, probably hence why HubSpot acquired Breeze in terms of. They know that's important. So yeah.

Jenny says it looks like Org Hub is going to solve some issues their team is having with working with the public sector agencies. They have, let's see, within the country they have individual agencies as clients as well as the company as the sheriff or the county sheriff. So I think you've heard some, some inspiration for people to think of their own use cases.

Yeah, public sector selling is hard just because of the, obviously the structure of the organization. So yeah, we do work with quite a few customers that sell in that situation. My brother actually does that. So I'm getting a lot of feedback from him on how he's doing it and how he's mapping them out.

So yeah, there you go.

I totally understand that.

Yeah. I see a couple questions coming into the Q A. I'm gonna let Kyle answer those. But while they're in the chat and those are getting upvoted, I'm just gonna. Let's see. Steven says what does per chart mean in the pricing?

Yeah, so that's the org chart side. So for some extra context, we, we never charge on any. We never count an org chart rather if it's got less than three contacts on there, that's not fair. That's not mapping out lots of key decision makers. That's not helping you win a big deal. So. So we don't count those. And it is just the Org Charts. It's not the account mapping side. So the account mapping that I showed you that comes with all the paid plans. So it's just the. The org chart. So the way a lot of like, way a new customer would think about it is how many key accounts have I got or how many target accounts am I going to go after this year? And then that'll be the number that they, that they sit around. We do have customers that have over 500 all charts. They tend to be some of HubSpot's bigger customers that they've got big sales teams and each Salesperson has got 20, 30 accounts that they look after. But yeah, we obviously help to. We can share pricing on that as well.

Great. We have a fair number of questions in the, in the Q A now, friends, if, if you want to upvote any questions, it's pretty flat right now, so I'll just go through them in the order they were displayed to me Currently, Chris asks, how are you guys planning to interact with Breeze AI as it continues to work its way into every record and tool?

Yeah, kind of. I'll just. One second. Yes, good question. I'm just going to share my screen again briefly. One sec.

Yeah, it's great.

So, yeah, we're obviously thinking about this a lot when it came to.

We'Ve.

Got the right tab. Here we go. So that's part of the reason why we've got the smart suggestions within here and like from as soon as HubSpot made the clearbit acquisition, we were thinking how can you highlight potentially new contacts within here or existing contacts that could be enriched and really using this. So this is AI functionality on our side where we're doing job matching and so that's how we're thinking about it going forward is how can we work closely with Breeze Intelligence from a. An account perspective, but also a contact perspective.

Amazing. Heather asks, would you be able to build heat map reports within HubSpot for the sake of not having another platform to log into?

Yeah. So we have a free plan which you can use up to 5. Org charts and map that out. It isn't. You don't need to log in somewhere else. You. It's turned for your HubSpot account, you add it in there and we use your HubSpot login. I don't know if that answers the questions. The question. Carl?

Yeah, Heather, I'm wondering if maybe you're hoping to put some of this stuff on dashboards. I don't know.

She says correct.

Okay.

Sorry, I. It cut out briefly While you.

Oh no. So I, I think she's, she's wanting to take some of the stuff you've shown and put them on dashboards.

Ah, gotcha. Yeah. So at the moment they do need opening up from like company or contact profile. There was, there is a middle panel now a middle pane that all child can go into. I don't think it can go on the dashboard just yet. Austin might be able to answer that one, but it definitely can go on a middle pane on a company now which, which yeah is exciting because a whole new space.

Yeah. Depending on what exactly you're trying to accomplish. Heather, who, who you're wanting to communicate this information to, you can put a lot of stuff on a HubSpot dashboard. It doesn't have to be a HubSpot report. And so if it's like a, a weekly report to somebody, you could, you could even do like screenshots in a Google Slides presentation and embed that in a dashboard and then it would be right there next to your HubSpot reports. It wouldn't update automatically obviously, but I think there, there may be creative ways to accomplish what, what you're trying to do.

Mike points out that if you are using a custom link, you can put that on a dashboard which if it has a URL in HubSpot, you can put that on a dashboard.

So yeah, why not?

That's a great point too. Yeah. Dan, when you, when you click into like an org chart or the account mapping, what is the URL doing? Does it still just have the record URL?

I was asked an answer there like when you open up, there's permissions that we need to see in order for it to open up. So if you take. Yeah, so that's why. Why it can't open up from a dashboard because it's part of being an app partner and working within. Within HubSpot.

Yeah, for sure. That makes sense.

Admin hug. We try to solve the problem or.

Or just break things. Yeah we're an org chart user this gainer web but could be doing much more. Would love to understand more around the automatic creation of org charts. Sorry if I missed the comment but is this only in beta?

So the AI side has been out since 2023 but the buying group is in beta. So yeah, very happy to turn that on for you and we'd love your feedback on it. I think probably best if we Austin if you can pick up a message then we'll set up a call and we'll get it turned on and help you with that.

Amazing. To manage franchises, my company uses a custom object for locations. Is there a way for org chart account mapping to tie custom objects to its report?

That is. Yeah. So that's, that's one we're trying to like think about quite carefully like Kyle, do you remember association labels came out and we. We set something up on beta that was working with custom objects. Do you remember that?

Yeah, well yeah, I guess the, the association labels like in the. In the target accounts we set up buyer role as a property on the contact because we didn't have association labels yet and then everything changed.

Yeah. Basically we ran a bit of an experiment after inbound a couple of years ago when associations between custom objects and we are looking at that again to see whether we might be able to do it. So at the moment like in that account map view for example the. You can't put a custom object on associate it between the parent. It's just strictly parent child. But it's something we're, we're considering on how we might be able to help customers with that because we do see a small group that, that have that challenge.

Yeah. And I would. Who. Who was this? Where'd it go? Deborah? The. I've seen quite a. I've heard locations as a custom object I think is a thing quite a few HubSpot customers do. And I'd be curious what advantages that unlocks beyond just using the company records and parent child associations. Because I know there is frustration there that I think people turn to custom objects to solve. But I don't exactly understand how custom objects are better. So just my own curiosity.

Yeah we see it actually on the geomap aside Kyle, we do say oh yeah on the org chart side. Yeah. And the advantage being you can put an address on and off like an office and you then you know exactly, exactly where the office is and like who is inside. Like sorry, who works at that office. You can associate the contacts and understand better that way. That's typically what we've seen.

That's really interesting. JR says this looks amazing. Solves some very complex global issues we have. But it also looks like it is resource hungry ballpark weekly hourly commitment to make this sing and keep it current. I know it depends on volume but use 100 companies as a guide.

Yeah. Well so it shouldn't be hung. It certainly shouldn't be hungry and I'll. I'll maybe give some numbers to that. So our. So we've always been product led in terms of like letting customers use it and go in there and use it. And so we've kind of mirrored HubSpot in that regard and it is straightforward to use. Like what we find more often than not is our customers are going in there. The sales reps are starting to build out the charts and map out the key decision makers by themselves. That's what I'd encourage you to do if I'd actually just put in front of your sales reps and see whether it's going to be helpful for them and let them start to build them out. Because obviously you could go a step beyond that rather than just the initial build out where you could think about the buying groups and think about the account plans and be more strategic about it. And we've got customers that do that at various stages. But getting going and just understanding the people at this very basis is yeah fast. You could get it done in a couple of click, get it added in a couple of clicks and then the team are on it.

Amazing. Ashley asks, I may have missed this, but how do you add the contact information card to a company record in HubSpot? We only have it on the right hand pane. Love seeing it in the center.

I think I know. Yes, that is linked to. Bear with me a sec, one second. Sorry. I think that's linked to the middle pane that was showing. One second. Which one? Yeah, so I kind of didn't, didn't go into too much detail about this, but this is the middle pane. That is brilliant in terms of like HubSpot of giving this access. It's somewhat limited at the moment. Like we've got a limited number of customers that are using it. It's a joint beta that we have with HubSpot at the moment. But with that you get these areas here where we're highlighting the key contacts and who's. Who's mapped out within that middle pane. I think that's probably what they're so sorry, it's a bit. I'd have to see whether we could get that enabled for you. It's not just our decision on that one, but yeah, that's, that's what that piece is about.

So the, the contacts on chart is. Is one you built that is part of Org Chart Hub. If someone's not using Org Chart Hub they're not going to be able to just go find that for that middle page.

We do however, push properties back into HubSpot like on a chart that. And so if they want to, then you can do that using those properties.

Great. When you. Carrie asks when you add A contact in the org chart at a deal level. Will it automatically associate the contact to the deal? There's just too much for Bevy to handle. One question too many.

Out. Guys, you've done it again. Joshua brought something up in the chat about custom objects for franchise locations. I don't. I don't want to mutilate what you said. Joshua. Should we bring him up and see if he wants to dive in a little bit deeper on that while we wait for Dan to come back, we could.

I'm also wondering, Austin, if you're still in the room, do you want to come on stage?

Oh, yep. Austin's got. Got hands up.

Okay. Sorry. You got it? Okay.

Nope, I get you're still muted and no camera. It's not letting you unmute. You may have to restart.

Well, we're trying.

That's all we can do.

Well, all right. We fully lost Dan now.

Yeah. Yeah, I think it's having a little bit of a tantrum also.

Oh. Oh, Dan might be back. Hello.

There's Dan.

We. We tried to bring Austin on while you were struggling with your connectivity, and we can't get Austin on, so we're glad you're back.

I. I could still hear you and see you, so.

Oh, okay.

Yeah.

Cool. Yeah.

What was the last question?

I'm trying to remember.

Yeah, I did.

Oh, wait, it was the one about. I don't know where it went. When you add a contact to the org chart at a deal level, will it automatically associate the contact to the deal?

No. So at the moment it's stored at the company level. And so you're mapping out the company level. We 100% get. Want to get down to the deal level. Hence why we do deal activity on the parent child structure. But yeah, totally understand why you'd want to associate, like automatically associate within there. Yeah. Something we want to tick off. So we'll keep you updated on that.

We have a couple of different questions about the pricing of org chart Hub. Ashley is like, this is. This is not part of HubSpot. Right. It's a. It's an additional app. And then Jenny is asking, are you able to start at a lower pricing tier and upgrade later? Do you want to just kind of give a quick overview of your. Your pricing?

Yeah. So, yeah, I kind of mentioned it a moment ago in terms of you could definitely upgrade as you go, and I would recommend doing that because you can kind of just build up in terms of the target accounts that you're working on. Do you want me just to share the screen and like.

Yeah, go for it. Yeah, I think. Yeah, let's do it.

All right, one sec. So, yeah, we're as I kind of said at the start with HubSpot app partners and have been at partners for a long time. The pricing you can see inside of the app marketplace as well. The key thing is really on the pricing is the charts. That's the all charts. As I kind of mentioned a moment ago, we only count charts that are three and above that. It's not fair to mark down one or two people on an all chart. That's not a big buying group. That's not helping you win a large deal. So anything above that starts to count. The account mapping that I showed doesn't contribute towards that number there. So it's just the, the contact side, everybody gets access so it's turned on for your account. So this is not a per seat price, this is per portal. And then the annual plans give you a 20 discount. And as I said earlier, like we do have some customers that are beyond the 500 chart plan. They're larger businesses that have got lots of sales reps, specifically sales reps that are focused on large accounts. And within that they. Obviously we've got plans that we can help you with if you need it beyond that, that beyond that piece. But I would always recommend start on the free plan just to get going and, and see if people like it, see what it helps you in your deal reviews. That gives you the ability to map up to five accounts and then beyond that you can always upgrade as you go as you need to as well. Cool.

And currently the last question in the Q and A is from Waylon. Is it only parent child labels that can be applied? I have a custom association label for agency, agency managed company that I would love to be able to map in this way.

Yeah, just parent child at the moment, but we are looking at that possibility with custom objects. Again, it's something we did try and play around with. Obviously association labels has changed a little bit over the last couple of years and yeah, we're certainly willing to look at that again and it's something would help a lot of our customers.

Cool. That's all the questions we have so far. Any last thoughts you want to share with the group, Dan?

Cheers, Chris.

Any last thoughts you want to share, Dan, before we.

Oh, sorry, I was reading the chat.

Yeah, no, I got that.

It gets you sometimes get out.

No, as I kind of said at the start, like first and foremost we're HubSpot customers and have been for a long time and specifically day to day, we see a lot on like, what teams are doing when it comes to like buying groups specifically. So always happy to help. Help out. I'm in the HubSpot community. I've been HubSpot community member since 2017. So yeah, happy to help in any way if you. If you have any questions.

Amazing. Well, Dan, thanks so much for being here. I'm always thrilled to have a chance to hang out with you. Love what you guys are doing. Austin, thanks also for being here in the background. Sorry we weren't able to get you on stage when we said we could. And we're going to call it here. You all get a dozen extra minutes in your day. Go enjoy them. Go, go outside, touch some grass, pretend like you're in a meeting when you're really not. And no one will ever be the wiser. And I hope to see you all back next Tuesday. Bye, everyone.

Thanks, everyone. Thank.

You.