Owning the Outcome hubspot.com en-us Owning the Outcome is a podcast about the bold bets, hard lessons, and breakthrough moments that define success in the HubSpot ecosystem. Hosted by Sarah McDevitt, HubSpot’s Sr. Director of Partner Strategy, each episode dives into real conversations with the leaders rewriting the rules in an AI-first world—and owning their share of a $30B opportunity along the way. https://megaphone.imgix.net/podcasts/90abc6dc-3e4f-11eb-8c0d-83eb281c8277/image/cadd335f4c7090ce130ac57d8d881bfd.png?ixlib=rails-4.3.1&max-w=3000&max-h=3000&fit=crop&auto=format,compress Owning the Outcome hubspot.com no episodic HubSpot Owning the Outcome is a podcast about the bold bets, hard lessons, and breakthrough moments that define success in the HubSpot ecosystem. Hosted by Sarah McDevitt, HubSpot’s Sr. Director of Partner Strategy, each episode dives into real conversations with the leaders rewriting the rules in an AI-first world—and owning their share of a $30B opportunity along the way. Owning the Outcome is a podcast about the bold bets, hard lessons, and breakthrough moments that define success in the HubSpot ecosystem. Hosted by Sarah McDevitt, HubSpot’s Sr. Director of Partner Strategy, each episode dives into real conversations with the leaders rewriting the rules in an AI-first world—and owning their share of a $30B opportunity along the way.

]]> Hubspot podcasts@hubspot.com Superside's Jen Rapp on the AI Bet That's Reshaping the Agency World Most agencies use AI the same way: Customers talk to humans, humans run it through AI, work comes out faster. Superside does the exact opposite—and it's why the biggest agencies on the planet are watching them. Jen Rapp, Chief Customer Officer at Superside, calls it the agentic front end. Customers interact with AI first. The AI builds a context-rich brief from everything the client has ever done. Then the human takes it across the finish line. It sounds like a subtle distinction, but it isn't. Superside has 750 people in 72 countries, a client roster they can barely talk about, and a subscription model that's making legacy creative agencies rethink their approach to revenue. Superside's story also isn't AI native: They were founded in 2015, but decided earlier than almost anyone that they had to rethink everything. This is a special episode of Owning the Outcome—Superside sits outside of the HubSpot ecosystem—but essential listening for any partner leader thinking about what AI transformation actually requires. Fri, 01 May 2026 10:00:00 -0000 full HubSpot Most agencies use AI the same way: Customers talk to humans, humans run it through AI, work comes out faster. Superside does the exact opposite—and it's why the biggest agencies on the planet are watching them. Jen Rapp, Chief Customer Officer at Superside, calls it the agentic front end. Customers interact with AI first. The AI builds a context-rich brief from everything the client has ever done. Then the human takes it across the finish line. It sounds like a subtle distinction, but it isn't. Superside has 750 people in 72 countries, a client roster they can barely talk about, and a subscription model that's making legacy creative agencies rethink their approach to revenue. Superside's story also isn't AI native: They were founded in 2015, but decided earlier than almost anyone that they had to rethink everything. This is a special episode of Owning the Outcome—Superside sits outside of the HubSpot ecosystem—but essential listening for any partner leader thinking about what AI transformation actually requires. Most agencies use AI the same way: Customers talk to humans, humans run it through AI, work comes out faster. Superside does the exact opposite—and it's why the biggest agencies on the planet are watching them.

Jen Rapp, Chief Customer Officer at Superside, calls it the agentic front end. Customers interact with AI first. The AI builds a context-rich brief from everything the client has ever done. Then the human takes it across the finish line. It sounds like a subtle distinction, but it isn't.

Superside has 750 people in 72 countries, a client roster they can barely talk about, and a subscription model that's making legacy creative agencies rethink their approach to revenue. Superside's story also isn't AI native: They were founded in 2015, but decided earlier than almost anyone that they had to rethink everything.

This is a special episode of Owning the Outcome—Superside sits outside of the HubSpot ecosystem—but essential listening for any partner leader thinking about what AI transformation actually requires.

]]> 1854 no HubSpot’s New Chief Product & Tech Officer on Building What Matters Listen in to this special episode of Owning the Outcome, as Sarah dives into product strategy and customer value in the AI era with HubSpot’s new Chief Product & Technology Officer, Duncan Lennox. Duncan brings decades of experience as a founder, product leader, and builder through multiple technology shifts—from the early days of SaaS to today’s AI era—and a relentless focus on solving for the customer. In this episode, you’ll hear: Duncan's journey from growing up in a small family business to founding his own companies to leading product and technology for global enterprises How AI is raising the bar for product expectations—and why trust and quality matter more than ever Where HubSpot's partners play—and where the ecosystem opportunity lives in the AI era How HubSpot is thinking about platform extensibility, unified data, and innovation with partners Duncan's leadership philosophy and guiding teams with clarity and consistency through rapid technology shifts It’s an energizing look at where HubSpot is headed—and why the best is still ahead. Partners, listen in and don't forget to join us for Ecosystem Kickoff (February 23 and 24)—check your inbox for details. Tue, 20 Jan 2026 11:00:00 -0000 full HubSpot Listen in to this special episode of Owning the Outcome, as Sarah dives into product strategy and customer value in the AI era with HubSpot’s new Chief Product & Technology Officer, Duncan Lennox. Duncan brings decades of experience as a founder, product leader, and builder through multiple technology shifts—from the early days of SaaS to today’s AI era—and a relentless focus on solving for the customer. In this episode, you’ll hear: Duncan's journey from growing up in a small family business to founding his own companies to leading product and technology for global enterprises How AI is raising the bar for product expectations—and why trust and quality matter more than ever Where HubSpot's partners play—and where the ecosystem opportunity lives in the AI era How HubSpot is thinking about platform extensibility, unified data, and innovation with partners Duncan's leadership philosophy and guiding teams with clarity and consistency through rapid technology shifts It’s an energizing look at where HubSpot is headed—and why the best is still ahead. Partners, listen in and don't forget to join us for Ecosystem Kickoff (February 23 and 24)—check your inbox for details. Listen in to this special episode of Owning the Outcome, as Sarah dives into product strategy and customer value in the AI era with HubSpot’s new Chief Product & Technology Officer, Duncan Lennox.

Duncan brings decades of experience as a founder, product leader, and builder through multiple technology shifts—from the early days of SaaS to today’s AI era—and a relentless focus on solving for the customer.

In this episode, you’ll hear:

  • Duncan's journey from growing up in a small family business to founding his own companies to leading product and technology for global enterprises
  • How AI is raising the bar for product expectations—and why trust and quality matter more than ever
  • Where HubSpot's partners play—and where the ecosystem opportunity lives in the AI era
  • How HubSpot is thinking about platform extensibility, unified data, and innovation with partners
  • Duncan's leadership philosophy and guiding teams with clarity and consistency through rapid technology shifts

It’s an energizing look at where HubSpot is headed—and why the best is still ahead. Partners, listen in and don't forget to join us for Ecosystem Kickoff (February 23 and 24)—check your inbox for details.

]]> 1890 no Season Finale: HubSpot Executives on Growth, Data, and the Partner Opportunity We’re closing out the season with two of HubSpot’s top leaders—Karen Ng, EVP of Product, and Angela O’Dowd VP of the Global Partner Ecosystem— to share their takeaways and what's ahead for partners. We'll cover: Why HubSpot believes partners will lead the AI transformation The AI-Ready Partner Playbook in action: Where leaders are already generating 20% of revenue from AI services, and what’s holding others back Pricing in the AI era: Why outcome-based and hybrid models might replace billable hours Unified data as the unlock: How Data Hub and Smart CRM help partners move customers from experimenting to ROI Upmarket expansion: Why the partner ecosystem is what makes HubSpot easy, fast, and unified for enterprise customers The builder profile: How the next wave of partners will act as both app builders and service providers The human edge: what Karen and Angie say AI can never replace—and why leadership in this era must remain profoundly human It's been an amazing season filled with stories on how partners—big and small—are leading in this AI-shift to deliver outcomes for customers. We'll see you in 2026 for more Owning the Outcome! Wed, 01 Oct 2025 11:30:00 -0000 full HubSpot We’re closing out the season with two of HubSpot’s top leaders—Karen Ng, EVP of Product, and Angela O’Dowd VP of the Global Partner Ecosystem— to share their takeaways and what's ahead for partners. We'll cover: Why HubSpot believes partners will lead the AI transformation The AI-Ready Partner Playbook in action: Where leaders are already generating 20% of revenue from AI services, and what’s holding others back Pricing in the AI era: Why outcome-based and hybrid models might replace billable hours Unified data as the unlock: How Data Hub and Smart CRM help partners move customers from experimenting to ROI Upmarket expansion: Why the partner ecosystem is what makes HubSpot easy, fast, and unified for enterprise customers The builder profile: How the next wave of partners will act as both app builders and service providers The human edge: what Karen and Angie say AI can never replace—and why leadership in this era must remain profoundly human It's been an amazing season filled with stories on how partners—big and small—are leading in this AI-shift to deliver outcomes for customers. We'll see you in 2026 for more Owning the Outcome! We’re closing out the season with two of HubSpot’s top leaders—Karen Ng, EVP of Product, and Angela O’Dowd VP of the Global Partner Ecosystem— to share their takeaways and what's ahead for partners.

We'll cover:

  • Why HubSpot believes partners will lead the AI transformation

  • The AI-Ready Partner Playbook in action: Where leaders are already generating 20% of revenue from AI services, and what’s holding others back

  • Pricing in the AI era: Why outcome-based and hybrid models might replace billable hours

  • Unified data as the unlock: How Data Hub and Smart CRM help partners move customers from experimenting to ROI

  • Upmarket expansion: Why the partner ecosystem is what makes HubSpot easy, fast, and unified for enterprise customers

  • The builder profile: How the next wave of partners will act as both app builders and service providers

  • The human edge: what Karen and Angie say AI can never replace—and why leadership in this era must remain profoundly human

It's been an amazing season filled with stories on how partners—big and small—are leading in this AI-shift to deliver outcomes for customers. We'll see you in 2026 for more Owning the Outcome!

]]> 1255 no Transformation Tips from Bright Digital’s Head of AI & Innovation This episode is all about tactics and customer value. Join Sarah and Aimane Ben M Hand, head of AI & Innovation at Bright Digital, for a packed 20 minutes on how to build a relentlessly innovative AI-first culture within your business and how to deliver AI outcomes for customers, even when trust has been eroded in the past. You'll learn: How to drive AI adoption internally: Bright Digital’s playbook for building an AI-first mindset and scaling team innovation fast. What to do when AI projects fail: Why 62% of mid-market companies struggle with early adoption, and how to reset the strategy. Relational intelligence in practice: Why human connection and trust are more critical than ever in an AI-driven world. Bright Digital’s AI service mix: From strategy and governance to hands-on agent workflows that boost client outcomes. Practical frameworks for ROI: How to evaluate tools without falling into FOMO and build a realistic path to return on investment. Consider this your step-by-step guide on moving beyond hype, building trust, and delivering measurable AI outcomes. Wed, 24 Sep 2025 10:45:00 -0000 full HubSpot This episode is all about tactics and customer value. Join Sarah and Aimane Ben M Hand, head of AI & Innovation at Bright Digital, for a packed 20 minutes on how to build a relentlessly innovative AI-first culture within your business and how to deliver AI outcomes for customers, even when trust has been eroded in the past. You'll learn: How to drive AI adoption internally: Bright Digital’s playbook for building an AI-first mindset and scaling team innovation fast. What to do when AI projects fail: Why 62% of mid-market companies struggle with early adoption, and how to reset the strategy. Relational intelligence in practice: Why human connection and trust are more critical than ever in an AI-driven world. Bright Digital’s AI service mix: From strategy and governance to hands-on agent workflows that boost client outcomes. Practical frameworks for ROI: How to evaluate tools without falling into FOMO and build a realistic path to return on investment. Consider this your step-by-step guide on moving beyond hype, building trust, and delivering measurable AI outcomes. This episode is all about tactics and customer value. Join Sarah and Aimane Ben M Hand, head of AI & Innovation at Bright Digital, for a packed 20 minutes on how to build a relentlessly innovative AI-first culture within your business and how to deliver AI outcomes for customers, even when trust has been eroded in the past. You'll learn:

  • How to drive AI adoption internally: Bright Digital’s playbook for building an AI-first mindset and scaling team innovation fast.

  • What to do when AI projects fail: Why 62% of mid-market companies struggle with early adoption, and how to reset the strategy.

  • Relational intelligence in practice: Why human connection and trust are more critical than ever in an AI-driven world.

  • Bright Digital’s AI service mix: From strategy and governance to hands-on agent workflows that boost client outcomes.

  • Practical frameworks for ROI: How to evaluate tools without falling into FOMO and build a realistic path to return on investment.

Consider this your step-by-step guide on moving beyond hype, building trust, and delivering measurable AI outcomes.

]]> 1526 no Why Culture Is the Real Competitive Advantage in the AI Era Gemma Price is the founder and CEO of HubGem, a UK-based diamond HubSpot partner that has grown from a kitchen-table startup to a 20-person team serving schools and nonprofits worldwide. Her story blends bold entrepreneurship, deep commitment to culture, and a clear-eyed embrace of AI as an amplifier of human potential. In this episode, you’ll hear: How Gemma turned her experience in education into a thriving HubSpot consultancy Why every HubGem employee is now “AI-amplified” and what that means for scaling without losing quality The PACE Model (playfulness, acceptance, curiosity, empathy) and how it shapes team culture and customer relationships Practical examples of navigating client fears and resistance to AI adoption Why HubGem’s people-first approach earned recognition at the British HR Awards Gemma’s advice to other partners on scaling authentically while holding fast to their values It’s a masterclass in building hybrid teams where humans and AI work together—without losing the heart of the business. Tue, 16 Sep 2025 10:45:00 -0000 full HubSpot Gemma Price is the founder and CEO of HubGem, a UK-based diamond HubSpot partner that has grown from a kitchen-table startup to a 20-person team serving schools and nonprofits worldwide. Her story blends bold entrepreneurship, deep commitment to culture, and a clear-eyed embrace of AI as an amplifier of human potential. In this episode, you’ll hear: How Gemma turned her experience in education into a thriving HubSpot consultancy Why every HubGem employee is now “AI-amplified” and what that means for scaling without losing quality The PACE Model (playfulness, acceptance, curiosity, empathy) and how it shapes team culture and customer relationships Practical examples of navigating client fears and resistance to AI adoption Why HubGem’s people-first approach earned recognition at the British HR Awards Gemma’s advice to other partners on scaling authentically while holding fast to their values It’s a masterclass in building hybrid teams where humans and AI work together—without losing the heart of the business. Gemma Price is the founder and CEO of HubGem, a UK-based diamond HubSpot partner that has grown from a kitchen-table startup to a 20-person team serving schools and nonprofits worldwide. Her story blends bold entrepreneurship, deep commitment to culture, and a clear-eyed embrace of AI as an amplifier of human potential. In this episode, you’ll hear:

  • How Gemma turned her experience in education into a thriving HubSpot consultancy

  • Why every HubGem employee is now “AI-amplified” and what that means for scaling without losing quality

  • The PACE Model (playfulness, acceptance, curiosity, empathy) and how it shapes team culture and customer relationships

  • Practical examples of navigating client fears and resistance to AI adoption

  • Why HubGem’s people-first approach earned recognition at the British HR Awards

  • Gemma’s advice to other partners on scaling authentically while holding fast to their values

It’s a masterclass in building hybrid teams where humans and AI work together—without losing the heart of the business.

]]> 1565 no HubSpot's New Chief Sales Officer on Partners, AI, and Upmarket HubSpot’s new Chief Sales Officer, David Cohen, has spent the last six months traveling the globe meeting partners and customers. What he’s learned is shaping not only how HubSpot goes to market, but how to win upmarket—together. It’s a conversation about leadership, the AI transformation reshaping go-to-market, customer value, and why partners are central to winning the next era of growth. Wed, 27 Aug 2025 12:30:00 -0000 full HubSpot HubSpot’s new Chief Sales Officer, David Cohen, has spent the last six months traveling the globe meeting partners and customers. What he’s learned is shaping not only how HubSpot goes to market, but how to win upmarket—together. It’s a conversation about leadership, the AI transformation reshaping go-to-market, customer value, and why partners are central to winning the next era of growth. HubSpot’s new Chief Sales Officer, David Cohen, has spent the last six months traveling the globe meeting partners and customers. What he’s learned is shaping not only how HubSpot goes to market, but how to win upmarket—together. It’s a conversation about leadership, the AI transformation reshaping go-to-market, customer value, and why partners are central to winning the next era of growth.

]]> 1528 no AI, Sports, and Global Impact: The Engaging.io Story From breaking into North American professional sports to scaling complex organizations worldwide, Engaging.io has built a reputation for technical depth, honesty, and impact. In this episode, CEO Michelle O'Keeffe dives into AI adoption, why clean data beats hype, the importance of verticalization, and how a strong collaborative leadership style fuels growth across the ecosystem. Thu, 21 Aug 2025 19:02:00 -0000 full HubSpot From breaking into North American professional sports to scaling complex organizations worldwide, Engaging.io has built a reputation for technical depth, honesty, and impact. In this episode, CEO Michelle O'Keeffe dives into AI adoption, why clean data beats hype, the importance of verticalization, and how a strong collaborative leadership style fuels growth across the ecosystem. From breaking into North American professional sports to scaling complex organizations worldwide, Engaging.io has built a reputation for technical depth, honesty, and impact.

In this episode, CEO Michelle O'Keeffe dives into AI adoption, why clean data beats hype, the importance of verticalization, and how a strong collaborative leadership style fuels growth across the ecosystem.

]]> 1271 no Stay Small, Grow Big: Building AI-First, High-Impact Teams The next 30 minutes offer a practical playbook for founders and operators chasing enterprise-level impact without enterprise-level headcount. You’ll learn: • How to unify your data model so AI agents operate with precision • Where to apply AI to collapse workflows, cut costs, and speed cycle times • How to re-engineer delivery so humans and AI work in sync • Change management tactics that get skeptical teams on board • Why “AI without the bloat” is the next competitive advantage Tune in to get energized by innovation—and don't forget to review the show and leave us a comment! Wed, 13 Aug 2025 11:30:00 -0000 full HubSpot The next 30 minutes offer a practical playbook for founders and operators chasing enterprise-level impact without enterprise-level headcount. You’ll learn: • How to unify your data model so AI agents operate with precision • Where to apply AI to collapse workflows, cut costs, and speed cycle times • How to re-engineer delivery so humans and AI work in sync • Change management tactics that get skeptical teams on board • Why “AI without the bloat” is the next competitive advantage Tune in to get energized by innovation—and don't forget to review the show and leave us a comment!


The next 30 minutes offer a practical playbook for founders and operators chasing enterprise-level impact without enterprise-level headcount.


You’ll learn: • How to unify your data model so AI agents operate with precision • Where to apply AI to collapse workflows, cut costs, and speed cycle times • How to re-engineer delivery so humans and AI work in sync • Change management tactics that get skeptical teams on board • Why “AI without the bloat” is the next competitive advantage


Tune in to get energized by innovation—and don't forget to review the show and leave us a comment!

]]> 1827 no Time to Value, Time to Win: Scaling Smarter with AI and Apps There's never been a better time to be a builder, and in HubSpot's ecosystem, we're seeing more and more partners who deliver solutions and list apps in our marketplace. Why? Daryl Michel—CEO at Cogent Connective—says its all about freedom of choice and the best way to solve a customer's challenges. This episode is an energizing look at how to scale as a partner today, including: How building with AI can supercharge client outcomes Unlocking new revenue streams with apps A real-world example of how one ERP integration is now helping them close deals faster and at scale The ripple effects on client growth, cost per acquisition, and profitability Building apps to solve for gaps in the customer experience Whether you're a builder, a CEO, or just looking to revisit the idea of building for HubSpot's marketplace, this conversation highlights the compounding impact of combining service excellence with scalable tech—and how AI is the great accelerator. Wed, 06 Aug 2025 11:00:00 -0000 full HubSpot There's never been a better time to be a builder, and in HubSpot's ecosystem, we're seeing more and more partners who deliver solutions and list apps in our marketplace. Why? Daryl Michel—CEO at Cogent Connective—says its all about freedom of choice and the best way to solve a customer's challenges. This episode is an energizing look at how to scale as a partner today, including: How building with AI can supercharge client outcomes Unlocking new revenue streams with apps A real-world example of how one ERP integration is now helping them close deals faster and at scale The ripple effects on client growth, cost per acquisition, and profitability Building apps to solve for gaps in the customer experience Whether you're a builder, a CEO, or just looking to revisit the idea of building for HubSpot's marketplace, this conversation highlights the compounding impact of combining service excellence with scalable tech—and how AI is the great accelerator. There's never been a better time to be a builder, and in HubSpot's ecosystem, we're seeing more and more partners who deliver solutions and list apps in our marketplace. Why? Daryl Michel—CEO at Cogent Connective—says its all about freedom of choice and the best way to solve a customer's challenges.

This episode is an energizing look at how to scale as a partner today, including:

  • How building with AI can supercharge client outcomes
  • Unlocking new revenue streams with apps
  • A real-world example of how one ERP integration is now helping them close deals faster and at scale
  • The ripple effects on client growth, cost per acquisition, and profitability
  • Building apps to solve for gaps in the customer experience

Whether you're a builder, a CEO, or just looking to revisit the idea of building for HubSpot's marketplace, this conversation highlights the compounding impact of combining service excellence with scalable tech—and how AI is the great accelerator.

]]> 1359 no Designing for a Generative Future: AI, Intelligent Interfaces, and Enterprise CX Multimodal interfaces. Real-time personalization. Data privacy. Content ownership. Responsible AI. In this episode, Eve Sangenito of global consultancy Perficient offers a grounded, enterprise lens on the evolving demands of AI-powered customer experience—and what leaders (and the partners who support them) need to understand right now. Eve and Sarah explore how generative AI is reshaping customer expectations, guiding tech investments, and redefining experience delivery at scale. For anyone driving digital transformation, building AI strategy, or modernizing enterprise CX, this conversation is a timely look at what’s shifting—and what’s ahead. Wed, 30 Jul 2025 13:44:00 -0000 full HubSpot Multimodal interfaces. Real-time personalization. Data privacy. Content ownership. Responsible AI. In this episode, Eve Sangenito of global consultancy Perficient offers a grounded, enterprise lens on the evolving demands of AI-powered customer experience—and what leaders (and the partners who support them) need to understand right now. Eve and Sarah explore how generative AI is reshaping customer expectations, guiding tech investments, and redefining experience delivery at scale. For anyone driving digital transformation, building AI strategy, or modernizing enterprise CX, this conversation is a timely look at what’s shifting—and what’s ahead. Multimodal interfaces. Real-time personalization. Data privacy. Content ownership. Responsible AI.

In this episode, Eve Sangenito of global consultancy Perficient offers a grounded, enterprise lens on the evolving demands of AI-powered customer experience—and what leaders (and the partners who support them) need to understand right now.

Eve and Sarah explore how generative AI is reshaping customer expectations, guiding tech investments, and redefining experience delivery at scale.

For anyone driving digital transformation, building AI strategy, or modernizing enterprise CX, this conversation is a timely look at what’s shifting—and what’s ahead.

]]> 1228 no Constraints Breed Innovation: AI's Quiet Rise in LATAM Constraints breed innovation—and in LATAM, it’s become a competitive edge. In this episode of Owning the Outcome, we hear from Cecilia Hayafuji, who saw cracks in the system and built HAL into an elite HubSpot partner agency. From her early days navigating global tech giants to launching her own firm at 50, our guest has lived through every major shift in the industry—and is now leading the charge into AI-powered growth across Latin America. Cecelia shares how constraints shaped strategy, why quality beats scale, and what makes LATAM one of the most fertile grounds for AI adoption today. If you're thinking about building in uncertain times, scaling with precision, or leading through change—this one's for you. Wed, 23 Jul 2025 13:45:00 -0000 full HubSpot Constraints breed innovation—and in LATAM, it’s become a competitive edge. In this episode of Owning the Outcome, we hear from Cecilia Hayafuji, who saw cracks in the system and built HAL into an elite HubSpot partner agency. From her early days navigating global tech giants to launching her own firm at 50, our guest has lived through every major shift in the industry—and is now leading the charge into AI-powered growth across Latin America. Cecelia shares how constraints shaped strategy, why quality beats scale, and what makes LATAM one of the most fertile grounds for AI adoption today. If you're thinking about building in uncertain times, scaling with precision, or leading through change—this one's for you. Constraints breed innovation—and in LATAM, it’s become a competitive edge. In this episode of Owning the Outcome, we hear from Cecilia Hayafuji, who saw cracks in the system and built HAL into an elite HubSpot partner agency. From her early days navigating global tech giants to launching her own firm at 50, our guest has lived through every major shift in the industry—and is now leading the charge into AI-powered growth across Latin America.

Cecelia shares how constraints shaped strategy, why quality beats scale, and what makes LATAM one of the most fertile grounds for AI adoption today. If you're thinking about building in uncertain times, scaling with precision, or leading through change—this one's for you.

]]> 1541 no Why the Future of Work is More Human Than You Think Helen Russell, HubSpot’s Chief People Officer, believes the age of AI is making work more human, not less. In this episode, she shares how HubSpot is approaching our culture in the AI-first era, digs into relational intelligence and the human + AI workforce, unpacks how vision, empathy, and integrity are reshaping leadership—and why outcomes, not adoption, should guide how we measure success in the AI era. Wed, 16 Jul 2025 12:30:00 -0000 full HubSpot Helen Russell, HubSpot’s Chief People Officer, believes the age of AI is making work more human, not less. In this episode, she shares how HubSpot is approaching our culture in the AI-first era, digs into relational intelligence and the human + AI workforce, unpacks how vision, empathy, and integrity are reshaping leadership—and why outcomes, not adoption, should guide how we measure success in the AI era. Helen Russell, HubSpot’s Chief People Officer, believes the age of AI is making work more human, not less. In this episode, she shares how HubSpot is approaching our culture in the AI-first era, digs into relational intelligence and the human + AI workforce, unpacks how vision, empathy, and integrity are reshaping leadership—and why outcomes, not adoption, should guide how we measure success in the AI era.

]]> 903 From Loss Leaders to 1M Contacts: One Partner’s Journey Fabian Valado, General Manager at BFJ, has done it all—sold at a loss just to get experience, taught clients how to buy, and scaled his agency into working with customers in the 500k—1M contact range by staying relentlessly focused on outcomes. In this episode of Owning the Outcome, Fabian talks candidly about what it takes to grow from small partner to enterprise-ready seller. He gets into how to win over IT blockers in healthcare, why 50% of the job is customer service and teaching, and what he considers the bar for excellence as a HubSpot partner. If you’re a partner looking to scale, navigate complex sales, or just want a front-row seat to how technical operators win in the age of AI—this one’s for you. Wed, 02 Jul 2025 14:15:00 -0000 full HubSpot Fabian Valado, General Manager at BFJ, has done it all—sold at a loss just to get experience, taught clients how to buy, and scaled his agency into working with customers in the 500k—1M contact range by staying relentlessly focused on outcomes. In this episode of Owning the Outcome, Fabian talks candidly about what it takes to grow from small partner to enterprise-ready seller. He gets into how to win over IT blockers in healthcare, why 50% of the job is customer service and teaching, and what he considers the bar for excellence as a HubSpot partner. If you’re a partner looking to scale, navigate complex sales, or just want a front-row seat to how technical operators win in the age of AI—this one’s for you. Fabian Valado, General Manager at BFJ, has done it all—sold at a loss just to get experience, taught clients how to buy, and scaled his agency into working with customers in the 500k—1M contact range by staying relentlessly focused on outcomes.


In this episode of Owning the Outcome, Fabian talks candidly about what it takes to grow from small partner to enterprise-ready seller. He gets into how to win over IT blockers in healthcare, why 50% of the job is customer service and teaching, and what he considers the bar for excellence as a HubSpot partner.


If you’re a partner looking to scale, navigate complex sales, or just want a front-row seat to how technical operators win in the age of AI—this one’s for you.

]]> 1347 no The Enterprise Shift: Building AI Value Without the Buzzwords "You have to think of AI as not just tech. It's a strategic capability that all team should have and understand—especially CEOs." In this episode of Owning the Outcome, Jeff Pedowitz, founder and CEO of The Pedowitz Group, talks about what it takes to drive transformation for enterprise clients in the age of AI. With over a decade of experience helping large organizations modernize how they grow, Jeff shares how his team approaches AI, data quality, and strategy with clarity, pragmatism, and a consultant’s edge. Jeff opens up about his leadership philosophy, the cultural values that drive his firm, and why he doubled down on HubSpot just as the platform made major strides into the enterprise space. He explains why many companies still hesitate to adopt AI—even as they acknowledge its importance—and outlines the essential first steps CEOs can take to bring AI into their business models. Wed, 25 Jun 2025 11:15:00 -0000 full HubSpot "You have to think of AI as not just tech. It's a strategic capability that all team should have and understand—especially CEOs." In this episode of Owning the Outcome, Jeff Pedowitz, founder and CEO of The Pedowitz Group, talks about what it takes to drive transformation for enterprise clients in the age of AI. With over a decade of experience helping large organizations modernize how they grow, Jeff shares how his team approaches AI, data quality, and strategy with clarity, pragmatism, and a consultant’s edge. Jeff opens up about his leadership philosophy, the cultural values that drive his firm, and why he doubled down on HubSpot just as the platform made major strides into the enterprise space. He explains why many companies still hesitate to adopt AI—even as they acknowledge its importance—and outlines the essential first steps CEOs can take to bring AI into their business models. "You have to think of AI as not just tech. It's a strategic capability that all team should have and understand—especially CEOs." In this episode of Owning the Outcome, Jeff Pedowitz, founder and CEO of The Pedowitz Group, talks about what it takes to drive transformation for enterprise clients in the age of AI. With over a decade of experience helping large organizations modernize how they grow, Jeff shares how his team approaches AI, data quality, and strategy with clarity, pragmatism, and a consultant’s edge.

Jeff opens up about his leadership philosophy, the cultural values that drive his firm, and why he doubled down on HubSpot just as the platform made major strides into the enterprise space. He explains why many companies still hesitate to adopt AI—even as they acknowledge its importance—and outlines the essential first steps CEOs can take to bring AI into their business models.

]]> 1330 no No Shortcuts: How BONANA Earned HubSpot’s Customer-First Award in Under 2 Years Jasey Tielen built BONANA to do what most partners only talk about—drive real customer impact. In just two years, BONANA won HubSpot’s Customer-First Award in EMEA. How? By aligning people, process, and data, especially as AI transforms how we work. In this episode, Sarah and Jasey get into: What it means to be a “trusted advisor” in today’s ecosystem How to build trust without custom code or flashy hacks Why services firms are best positioned to lead the AI transition For anyone navigating the complexity of upmarket growth, shifting expectations, or the messy middle of AI adoption—this conversation is a breath of fresh air. Wed, 18 Jun 2025 10:00:00 -0000 full HubSpot Jasey Tielen built BONANA to do what most partners only talk about—drive real customer impact. In just two years, BONANA won HubSpot’s Customer-First Award in EMEA. How? By aligning people, process, and data, especially as AI transforms how we work. In this episode, Sarah and Jasey get into: What it means to be a “trusted advisor” in today’s ecosystem How to build trust without custom code or flashy hacks Why services firms are best positioned to lead the AI transition For anyone navigating the complexity of upmarket growth, shifting expectations, or the messy middle of AI adoption—this conversation is a breath of fresh air. Jasey Tielen built BONANA to do what most partners only talk about—drive real customer impact. In just two years, BONANA won HubSpot’s Customer-First Award in EMEA. How? By aligning people, process, and data, especially as AI transforms how we work.

In this episode, Sarah and Jasey get into:

  • What it means to be a “trusted advisor” in today’s ecosystem

  • How to build trust without custom code or flashy hacks

  • Why services firms are best positioned to lead the AI transition

For anyone navigating the complexity of upmarket growth, shifting expectations, or the messy middle of AI adoption—this conversation is a breath of fresh air.

]]> 1641 no Winning in the AI Era: Yamini Rangan on the Power of Partners + AI What does it take to lead through a moment of massive transformation? In this episode, Yamini Rangan, CEO of HubSpot, sits down with Sarah to talk about the evolving role of partners in the age of AI. From the rise of agents to the power of relational intelligence, they explore how the most meaningful customer experiences are rooted in both human connection and technological possibility. It’s a conversation about leadership, innovation, and the magical moments where humans and AI meet. Fri, 13 Jun 2025 17:46:00 -0000 full HubSpot What does it take to lead through a moment of massive transformation? In this episode, Yamini Rangan, CEO of HubSpot, sits down with Sarah to talk about the evolving role of partners in the age of AI. From the rise of agents to the power of relational intelligence, they explore how the most meaningful customer experiences are rooted in both human connection and technological possibility. It’s a conversation about leadership, innovation, and the magical moments where humans and AI meet. What does it take to lead through a moment of massive transformation? In this episode, Yamini Rangan, CEO of HubSpot, sits down with Sarah to talk about the evolving role of partners in the age of AI. From the rise of agents to the power of relational intelligence, they explore how the most meaningful customer experiences are rooted in both human connection and technological possibility. It’s a conversation about leadership, innovation, and the magical moments where humans and AI meet.

]]> 1411 no From Data to Dialogue: Building Trust with AI in the Front Office You have questions, Sam Anderson—CEO of Origin 63—has answers. And now, so does Customer Agent. In this episode, Sarah and Sam talk trust, handoffs, and what it really takes to make AI work alongside humans. And, they get into all the details on how to use AI to unify unstructured data, activate knowledge bases, and build always-on assistants that support teams across the front office. Wed, 04 Jun 2025 10:15:00 -0000 full HubSpot You have questions, Sam Anderson—CEO of Origin 63—has answers. And now, so does Customer Agent. In this episode, Sarah and Sam talk trust, handoffs, and what it really takes to make AI work alongside humans. And, they get into all the details on how to use AI to unify unstructured data, activate knowledge bases, and build always-on assistants that support teams across the front office. You have questions, Sam Anderson—CEO of Origin 63—has answers. And now, so does Customer Agent. In this episode, Sarah and Sam talk trust, handoffs, and what it really takes to make AI work alongside humans. And, they get into all the details on how to use AI to unify unstructured data, activate knowledge bases, and build always-on assistants that support teams across the front office.

]]> 1320 no The Anti-Niche Strategy That Won Global Partner of the Year Daryn Smith, CEO of Huble, shares how his team became HubSpot’s 2024 Global Partner of the Year—not by verticalising, but by chasing complexity. From early SMB roots to winning multinationals, Daryn explains why global reach, process re-engineering, and strategic patience are the new currency of scale. He also unpacks their shift to value-based pricing and how AI is reshaping—not replacing—their services. Wed, 28 May 2025 10:15:00 -0000 full HubSpot Daryn Smith, CEO of Huble, shares how his team became HubSpot’s 2024 Global Partner of the Year—not by verticalising, but by chasing complexity. From early SMB roots to winning multinationals, Daryn explains why global reach, process re-engineering, and strategic patience are the new currency of scale. He also unpacks their shift to value-based pricing and how AI is reshaping—not replacing—their services. Daryn Smith, CEO of Huble, shares how his team became HubSpot’s 2024 Global Partner of the Year—not by verticalising, but by chasing complexity. From early SMB roots to winning multinationals, Daryn explains why global reach, process re-engineering, and strategic patience are the new currency of scale. He also unpacks their shift to value-based pricing and how AI is reshaping—not replacing—their services.

]]> 1233 no What to Expect From Owning The Outcome Get ready for Owning The Outcome, a podcast that unpacks how HubSpot’s most successful partners are leading with AI and owning the outcome in this new era. Wed, 21 May 2025 14:01:00 -0000 trailer 2 HubSpot Get ready for Owning The Outcome, a podcast that unpacks how HubSpot’s most successful partners are leading with AI and owning the outcome in this new era. Get ready for Owning The Outcome, a podcast that unpacks how HubSpot’s most successful partners are leading with AI and owning the outcome in this new era.

]]> 181 no Accelerating Growth with Category, Industry, and Platform Specialization Adi Jagannathan, the CEO and co-founder of OpenFlow, joins the show to talk about OpenFlow's journey from being a CRM software and industry agnostic firm to deeply specializing in the cannabis and dispensary industry. Adi shares the challenges he faced while operating agnostically, the evolution of his agency’s business model, and how his category specialization (RevOps), industry specialization (cannabis), and software specialization (HubSpot) came to be. He also shares the unique opportunities that are present within the cannabis industry—especially around CRM, customer platforms, and the power of integrating dispensary point of sale data with customer data. Wed, 06 Dec 2023 14:34:00 -0000 full 1 127 HubSpot Adi Jagannathan, the CEO and co-founder of OpenFlow, joins the show to talk about OpenFlow's journey from being a CRM software and industry agnostic firm to deeply specializing in the cannabis and dispensary industry. Adi shares the challenges he faced while operating agnostically, the evolution of his agency’s business model, and how his category specialization (RevOps), industry specialization (cannabis), and software specialization (HubSpot) came to be. He also shares the unique opportunities that are present within the cannabis industry—especially around CRM, customer platforms, and the power of integrating dispensary point of sale data with customer data. Adi Jagannathan, the CEO and co-founder of OpenFlow, joins the show to talk about OpenFlow's journey from being a CRM software and industry agnostic firm to deeply specializing in the cannabis and dispensary industry. Adi shares the challenges he faced while operating agnostically, the evolution of his agency’s business model, and how his category specialization (RevOps), industry specialization (cannabis), and software specialization (HubSpot) came to be. He also shares the unique opportunities that are present within the cannabis industry—especially around CRM, customer platforms, and the power of integrating dispensary point of sale data with customer data.

]]> 2607 no Prospecting & Lead Generation Tactics That Work for 2024 Lara Triozzi and Terri-Lynne Anderson, CEO and Sales Manager at Market Launcher respectively, join the show to talk about prospecting and lead generation. With both perspectives, we get to talk about both the broad evolution of B2B prospecting and the cyclical nature of how sellers must change their approach to reach prospective buyers and the tactical approaches that work best from someone on the front lines. We talk about the current state of prospecting, what businesses are looking for from sales reps and sales conversations, and what the Market Launcher team does today that can help others improve and/or accelerate their own prospecting efforts. And based on Market Launcher’s expertise in the enterprise, Lara and Terri-Lyne also discuss how these early sales conversations change as you move upmarket. Wed, 29 Nov 2023 14:17:00 -0000 full 1 107 HubSpot Lara Triozzi and Terri-Lynne Anderson, CEO and Sales Manager at Market Launcher respectively, join the show to talk about prospecting and lead generation. With both perspectives, we get to talk about both the broad evolution of B2B prospecting and the cyclical nature of how sellers must change their approach to reach prospective buyers and the tactical approaches that work best from someone on the front lines. We talk about the current state of prospecting, what businesses are looking for from sales reps and sales conversations, and what the Market Launcher team does today that can help others improve and/or accelerate their own prospecting efforts. And based on Market Launcher’s expertise in the enterprise, Lara and Terri-Lyne also discuss how these early sales conversations change as you move upmarket. Lara Triozzi and Terri-Lynne Anderson, CEO and Sales Manager at Market Launcher respectively, join the show to talk about prospecting and lead generation. With both perspectives, we get to talk about both the broad evolution of B2B prospecting and the cyclical nature of how sellers must change their approach to reach prospective buyers and the tactical approaches that work best from someone on the front lines. We talk about the current state of prospecting, what businesses are looking for from sales reps and sales conversations, and what the Market Launcher team does today that can help others improve and/or accelerate their own prospecting efforts. And based on Market Launcher’s expertise in the enterprise, Lara and Terri-Lyne also discuss how these early sales conversations change as you move upmarket.


]]> 2395 Parental Leave Planning & Continuity in the Client Experience https://agencyunfiltered.com/ Angela Pointon, President of 11 out of 11, joins the show to talk about employee extended leave—and offers tips on how you can plan for things like parental leave without destroying your P&L or the client experience. Angela walks us through her approach staff-wise, how she manages a mix of both full-time and contract employees to maintain flexibility, and when, where, and how redundancies and coverage models are established. We also talk about how it’s handled on the client-side—how they’re made aware, how the transition is positioned, and how Angela’s team mitigates any client concerns or reservations. Lastly, apart from staffing, we hit on the other operational measures and processes she’s put into place to ensure continuous service delivery. Wed, 15 Nov 2023 14:29:00 -0000 full 1 125 HubSpot Angela Pointon, President of 11 out of 11, joins the show to talk about employee extended leave—and offers tips on how you can plan for things like parental leave without destroying your P&L or the client experience. Angela walks us through her approach staff-wise, how she manages a mix of both full-time and contract employees to maintain flexibility, and when, where, and how redundancies and coverage models are established. We also talk about how it’s handled on the client-side—how they’re made aware, how the transition is positioned, and how Angela’s team mitigates any client concerns or reservations. Lastly, apart from staffing, we hit on the other operational measures and processes she’s put into place to ensure continuous service delivery. Angela Pointon, President of 11 out of 11, joins the show to talk about employee extended leave—and offers tips on how you can plan for things like parental leave without destroying your P&L or the client experience. Angela walks us through her approach staff-wise, how she manages a mix of both full-time and contract employees to maintain flexibility, and when, where, and how redundancies and coverage models are established. We also talk about how it’s handled on the client-side—how they’re made aware, how the transition is positioned, and how Angela’s team mitigates any client concerns or reservations. Lastly, apart from staffing, we hit on the other operational measures and processes she’s put into place to ensure continuous service delivery.


]]> 2354 no Scaling Delivery with a LATAM-based Team Carlos Corredor, CEO and cofounder of Condor Marketing and Staffing Agency who’s here to talk about how he’s grown his agency past 70+ employees primarily through a delivery team based in Latin America. We discuss the history of Condor and its growth trajectory and Carlos’s philosophy on building a LATAM-based delivery team while targeting and working with US-based clientele. We get into employment types, full time vs. contract vs. freelance, and the key benefits for tapping into this LATAM talent pool: both financial and skill-based. And for other US-based HubSpot partners looking to follow suit and grow a team outside of the US, Carlos offers his perspective on how to do it successfully—including how to anticipate the necessary changes across operations, communication, collaboration, and more. Wed, 08 Nov 2023 10:00:00 -0000 full 1 124 HubSpot Carlos Corredor, CEO and cofounder of Condor Marketing and Staffing Agency who’s here to talk about how he’s grown his agency past 70+ employees primarily through a delivery team based in Latin America. We discuss the history of Condor and its growth trajectory and Carlos’s philosophy on building a LATAM-based delivery team while targeting and working with US-based clientele. We get into employment types, full time vs. contract vs. freelance, and the key benefits for tapping into this LATAM talent pool: both financial and skill-based. And for other US-based HubSpot partners looking to follow suit and grow a team outside of the US, Carlos offers his perspective on how to do it successfully—including how to anticipate the necessary changes across operations, communication, collaboration, and more. Carlos Corredor, CEO and cofounder of Condor Marketing and Staffing Agency who’s here to talk about how he’s grown his agency past 70+ employees primarily through a delivery team based in Latin America. We discuss the history of Condor and its growth trajectory and Carlos’s philosophy on building a LATAM-based delivery team while targeting and working with US-based clientele. We get into employment types, full time vs. contract vs. freelance, and the key benefits for tapping into this LATAM talent pool: both financial and skill-based. And for other US-based HubSpot partners looking to follow suit and grow a team outside of the US, Carlos offers his perspective on how to do it successfully—including how to anticipate the necessary changes across operations, communication, collaboration, and more.

]]> 2788 Partner GTM with a Recommended Tech Stack and App List https://agencyunfiltered.com/ Matt Smith, CEO and Founder of 1406 Consulting here to talk about two things: first, his entry into the HubSpot partner ecosystem via the old sales partner program—which we now know as the Provider program. We talk about 1406’s origination and beginnings, how they started as a HubSpot partner, and how its navigated the ecosystem through today. Second, we talk about tech stack and platform consulting—and how important it is to go to market with a recommended tech stack for his clients. So we talk about Matt’s approach to building that list, the qualification process he uses in determining what apps and integrations he wants to add to the list, and the relationships he makes with the app partners themselves. We also talk about how this manifests in the sales process—from discovery questions to inform his app recommendations, objection handling and navigating pushback or potential aversion to increased software costs to accelerate the sales process and close new deals. Wed, 01 Nov 2023 12:38:50 -0000 full 1 123 HubSpot Matt Smith, CEO and Founder of 1406 Consulting here to talk about two things: first, his entry into the HubSpot partner ecosystem via the old sales partner program—which we now know as the Provider program. We talk about 1406’s origination and beginnings, how they started as a HubSpot partner, and how its navigated the ecosystem through today. Second, we talk about tech stack and platform consulting—and how important it is to go to market with a recommended tech stack for his clients. So we talk about Matt’s approach to building that list, the qualification process he uses in determining what apps and integrations he wants to add to the list, and the relationships he makes with the app partners themselves. We also talk about how this manifests in the sales process—from discovery questions to inform his app recommendations, objection handling and navigating pushback or potential aversion to increased software costs to accelerate the sales process and close new deals. Matt Smith, CEO and Founder of 1406 Consulting here to talk about two things: first, his entry into the HubSpot partner ecosystem via the old sales partner program—which we now know as the Provider program. We talk about 1406’s origination and beginnings, how they started as a HubSpot partner, and how its navigated the ecosystem through today. Second, we talk about tech stack and platform consulting—and how important it is to go to market with a recommended tech stack for his clients. So we talk about Matt’s approach to building that list, the qualification process he uses in determining what apps and integrations he wants to add to the list, and the relationships he makes with the app partners themselves. We also talk about how this manifests in the sales process—from discovery questions to inform his app recommendations, objection handling and navigating pushback or potential aversion to increased software costs to accelerate the sales process and close new deals.


]]> 2689 no Launching a Verticalized Sub-Brand https://agencyunfiltered.com/ Brian DeKoning and Duncan Craig, partners at Raka, join the show to talk about Raka Health—a new verticalized sub-brand launch geared towards healthcare and life science brands. They discuss the launch and how they made the call to formalize this specialization into its own brand. And with the launch of Raka Health, they share the changes they had to make structurally, operationally, within their processes and to their overall GTM strategy. Lastly, we dig into their expertise within healthcare to talk HIPAA compliance. Specifically with HubSpot, we talk about implementation for their healthcare clients that supports and meets their needs regarding HIPAA and privacy. Wed, 25 Oct 2023 14:05:00 -0000 full 1 122 HubSpot Brian DeKoning and Duncan Craig, partners at Raka, join the show to talk about Raka Health—a new verticalized sub-brand launch geared towards healthcare and life science brands. They discuss the launch and how they made the call to formalize this specialization into its own brand. And with the launch of Raka Health, they share the changes they had to make structurally, operationally, within their processes and to their overall GTM strategy. Lastly, we dig into their expertise within healthcare to talk HIPAA compliance. Specifically with HubSpot, we talk about implementation for their healthcare clients that supports and meets their needs regarding HIPAA and privacy. Brian DeKoning and Duncan Craig, partners at Raka, join the show to talk about Raka Health—a new verticalized sub-brand launch geared towards healthcare and life science brands. They discuss the launch and how they made the call to formalize this specialization into its own brand. And with the launch of Raka Health, they share the changes they had to make structurally, operationally, within their processes and to their overall GTM strategy. Lastly, we dig into their expertise within healthcare to talk HIPAA compliance. Specifically with HubSpot, we talk about implementation for their healthcare clients that supports and meets their needs regarding HIPAA and privacy.

]]> 2753 no Implementing the Four Day Workweek https://agencyunfiltered.com/ Hannah Collins Lee, co-founder and CEO of Second Mile, joins the pod to talk about one of the hottest topics in the business world: the four day work week. Hannah shares how the team ideated on, tested, and then fully implemented for Second Mile—and she walks us through what it now looks like in practice. She outlines exactly how the processes, operations, and employee expectations had to evolve to allow for this shift and how it now manifests in the team’s client engagements. Specifically with clients, she talks about the announcement out to clients, the initial receptiveness, and the increased accountability she now had to deliver results. We wrap with impact to the business—from the trickle down impact on numbers and KPIs over to the culture, work-life balance, and employee experience. Wed, 11 Oct 2023 13:07:01 -0000 full 1 121 HubSpot Hannah Collins Lee, co-founder and CEO of Second Mile, joins the pod to talk about one of the hottest topics in the business world: the four day work week. Hannah shares how the team ideated on, tested, and then fully implemented for Second Mile—and she walks us through what it now looks like in practice. She outlines exactly how the processes, operations, and employee expectations had to evolve to allow for this shift and how it now manifests in the team’s client engagements. Specifically with clients, she talks about the announcement out to clients, the initial receptiveness, and the increased accountability she now had to deliver results. We wrap with impact to the business—from the trickle down impact on numbers and KPIs over to the culture, work-life balance, and employee experience. Hannah Collins Lee, co-founder and CEO of Second Mile, joins the pod to talk about one of the hottest topics in the business world: the four day work week. Hannah shares how the team ideated on, tested, and then fully implemented for Second Mile—and she walks us through what it now looks like in practice. She outlines exactly how the processes, operations, and employee expectations had to evolve to allow for this shift and how it now manifests in the team’s client engagements. Specifically with clients, she talks about the announcement out to clients, the initial receptiveness, and the increased accountability she now had to deliver results. We wrap with impact to the business—from the trickle down impact on numbers and KPIs over to the culture, work-life balance, and employee experience.


]]> 2449 no Evolving ABM with an Account-Based RevOps Strategy https://agencyunfiltered.com/ Ryan Burkett, Director of Marketing and Operations at BrandGen.io, and Galen Dow, Director of Business Development at BrandGen.io join the podcast to talk about ”ABR”, or an account-based RevOps strategy, which presents a significant revenue opportunity for solutions partners and agencies as the next evolution of account-based marketing (or ABM). Ryan and Galen start by contrasting ABM vs. ABR, including the importance of having it orchestrated within a CRM, and then they walk us through what ideal ABR strategy execution looks like with HubSpot—both with the functionality available natively and with their recommended apps and integrations plugged in. They then share how this can manifest in the sales process, including the value propositions to use, the right discovery questions to ask, the blockers you can remove, which opportunities to seek out first, and the ABM tools you should integrate in first. Wed, 04 Oct 2023 13:32:29 -0000 full 1 120 HubSpot Ryan Burkett, Director of Marketing and Operations at BrandGen.io, and Galen Dow, Director of Business Development at BrandGen.io join the podcast to talk about ”ABR”, or an account-based RevOps strategy, which presents a significant revenue opportunity for solutions partners and agencies as the next evolution of account-based marketing (or ABM). Ryan and Galen start by contrasting ABM vs. ABR, including the importance of having it orchestrated within a CRM, and then they walk us through what ideal ABR strategy execution looks like with HubSpot—both with the functionality available natively and with their recommended apps and integrations plugged in. They then share how this can manifest in the sales process, including the value propositions to use, the right discovery questions to ask, the blockers you can remove, which opportunities to seek out first, and the ABM tools you should integrate in first. Ryan Burkett, Director of Marketing and Operations at BrandGen.io, and Galen Dow, Director of Business Development at BrandGen.io join the podcast to talk about ”ABR”, or an account-based RevOps strategy, which presents a significant revenue opportunity for solutions partners and agencies as the next evolution of account-based marketing (or ABM). Ryan and Galen start by contrasting ABM vs. ABR, including the importance of having it orchestrated within a CRM, and then they walk us through what ideal ABR strategy execution looks like with HubSpot—both with the functionality available natively and with their recommended apps and integrations plugged in. They then share how this can manifest in the sales process, including the value propositions to use, the right discovery questions to ask, the blockers you can remove, which opportunities to seek out first, and the ABM tools you should integrate in first.


]]> 2470 no The Tech-Enabled Path Towards Scale https://agencyunfiltered.com/ Matt Bolian, CEO and cofounder of Supered, brings his unique perspective from both the solutions partner and now app partner side on why managed services, agencies, and other people-centric organizations can be difficult to scale. Matt shares why a scaling strategy is so important, how partners should be prioritizing pathways towards scaling, and what opportunities are in front of those partners who are able to leverage the right systems, teams, processes, and technologies for scale. We then hone in on the idea of “tech-enabled” partners, where technology across the app ecosystem (specifically tools like Supered) can enable and support the growth of partners by increased capacity, improved margins, and higher client adoption of the platforms they implement. Wed, 27 Sep 2023 13:06:38 -0000 full 1 119 HubSpot Matt Bolian, CEO and cofounder of Supered, brings his unique perspective from both the solutions partner and now app partner side on why managed services, agencies, and other people-centric organizations can be difficult to scale. Matt shares why a scaling strategy is so important, how partners should be prioritizing pathways towards scaling, and what opportunities are in front of those partners who are able to leverage the right systems, teams, processes, and technologies for scale. We then hone in on the idea of “tech-enabled” partners, where technology across the app ecosystem (specifically tools like Supered) can enable and support the growth of partners by increased capacity, improved margins, and higher client adoption of the platforms they implement. Matt Bolian, CEO and cofounder of Supered, brings his unique perspective from both the solutions partner and now app partner side on why managed services, agencies, and other people-centric organizations can be difficult to scale. Matt shares why a scaling strategy is so important, how partners should be prioritizing pathways towards scaling, and what opportunities are in front of those partners who are able to leverage the right systems, teams, processes, and technologies for scale. We then hone in on the idea of “tech-enabled” partners, where technology across the app ecosystem (specifically tools like Supered) can enable and support the growth of partners by increased capacity, improved margins, and higher client adoption of the platforms they implement.


]]> 2435 Selling and Servicing Frameworks from a Growing Partner https://agencyunfiltered.com/ This week's guest is Tom Richard, CEO and Co-founder of Unlimited Tech Solutions. As his organization knocks on the door of becoming an Elite-tiered solutions partner, Tom shares the selling and servicing frameworks that have proven to be successful in aiding his team's growth. We start with how he frames his organization in the ecosystem (and the name Unlimited Tech Solutions provides a great hint). We talk about the win-win approach his team takes to selling—regardless of whether it's pitching net-new services, reselling software, co-selling with HubSpot, or all of the above. He goes into detail as to how he prioritizes transparency and proper expectation setting. On the servicing side, he talks about his approach to scoping integrated tech stacks and complex configurations of HubSpot, something I know is top of mind for many.  And although it can present a great revenue opportunity, we also discuss the occasional headache-inducing experience of being hired to "rewire” the work done by others in a customer's HubSpot portal.  Wed, 13 Sep 2023 13:23:06 -0000 full 1 118 HubSpot This week's guest is Tom Richard, CEO and Co-founder of Unlimited Tech Solutions. As his organization knocks on the door of becoming an Elite-tiered solutions partner, Tom shares the selling and servicing frameworks that have proven to be successful in aiding his team's growth. We start with how he frames his organization in the ecosystem (and the name Unlimited Tech Solutions provides a great hint). We talk about the win-win approach his team takes to selling—regardless of whether it's pitching net-new services, reselling software, co-selling with HubSpot, or all of the above. He goes into detail as to how he prioritizes transparency and proper expectation setting. On the servicing side, he talks about his approach to scoping integrated tech stacks and complex configurations of HubSpot, something I know is top of mind for many.  And although it can present a great revenue opportunity, we also discuss the occasional headache-inducing experience of being hired to "rewire” the work done by others in a customer's HubSpot portal.  This week's guest is Tom Richard, CEO and Co-founder of Unlimited Tech Solutions. As his organization knocks on the door of becoming an Elite-tiered solutions partner, Tom shares the selling and servicing frameworks that have proven to be successful in aiding his team's growth. We start with how he frames his organization in the ecosystem (and the name Unlimited Tech Solutions provides a great hint). We talk about the win-win approach his team takes to selling—regardless of whether it's pitching net-new services, reselling software, co-selling with HubSpot, or all of the above. He goes into detail as to how he prioritizes transparency and proper expectation setting. On the servicing side, he talks about his approach to scoping integrated tech stacks and complex configurations of HubSpot, something I know is top of mind for many.  And although it can present a great revenue opportunity, we also discuss the occasional headache-inducing experience of being hired to "rewire” the work done by others in a customer's HubSpot portal. 


]]> 2624 no Evolving Your Sales Strategy as a Small (and Growing!) Agency https://agencyunfiltered.com/ Christopher Nault, Founder and CEO of Growth on the pod to talk about balancing small teams and sustainable growth. Chris walks us through how his team navigated the transition from traditional marketing agency to revenue generation and ops consultancy, a move that I know many partners are either thinking about or actively doing themselves, including actionable insights for others to apply to their own organizations. We then get into sales, where we learn about how Growth’s sales efforts have evolved over time and the approaches and methodologies the Growth team uses today when actively prospecting, generating and connecting with leads, and working deals through their pipeline. We wrap with his point of view on the HubSpot ecosystem, the opportunities that exist for small services providers, and how best to carve out your piece of the HubSpot pie. Wed, 30 Aug 2023 17:18:29 -0000 full 1 117 HubSpot Christopher Nault, Founder and CEO of Growth on the pod to talk about balancing small teams and sustainable growth. Chris walks us through how his team navigated the transition from traditional marketing agency to revenue generation and ops consultancy, a move that I know many partners are either thinking about or actively doing themselves, including actionable insights for others to apply to their own organizations. We then get into sales, where we learn about how Growth’s sales efforts have evolved over time and the approaches and methodologies the Growth team uses today when actively prospecting, generating and connecting with leads, and working deals through their pipeline. We wrap with his point of view on the HubSpot ecosystem, the opportunities that exist for small services providers, and how best to carve out your piece of the HubSpot pie. Christopher Nault, Founder and CEO of Growth on the pod to talk about balancing small teams and sustainable growth. Chris walks us through how his team navigated the transition from traditional marketing agency to revenue generation and ops consultancy, a move that I know many partners are either thinking about or actively doing themselves, including actionable insights for others to apply to their own organizations. We then get into sales, where we learn about how Growth’s sales efforts have evolved over time and the approaches and methodologies the Growth team uses today when actively prospecting, generating and connecting with leads, and working deals through their pipeline. We wrap with his point of view on the HubSpot ecosystem, the opportunities that exist for small services providers, and how best to carve out your piece of the HubSpot pie.


]]> 2466 no Growing an Agency YouTube Channel (and Lead Engine) to 1.2M Views https://agencyunfiltered.com/ Tyler Samani-Sprunk, Chief Marketing Officer at Simple Strat, joins the show and pulls the curtain back on HubSpot Hacks—the highly successful YouTube channel the Simple Strat team manages to the tune of 18,000+ subscribers and 1.2 million video views. Tyler opens up to the history of HubSpot Hacks, where and how it began, and how it operates today. We discuss those early days, how the initial pilot was structured, how they measured success, and the methods used to accelerate its growth and scale their efforts. Tyler then explains how it's been integrated into Simple Strat’s systems and other go-to-market strategies, and he walks us through how a video view on YouTube turns into a paying client of Simple Strat. He also shares the quantifiable impact Simple Strat has seen from the channel across lead generation, opportunity close rates, revenue, and more.  We wrap with Tyler’s perspective on how others can uncover and leverage growth strategies like the one Simple Strat built with HubSpot Hacks—and he shares actionable tips for building your own growth playbook—whether it's through video-based content or otherwise.  Wed, 23 Aug 2023 14:02:15 -0000 full 1 116 HubSpot Tyler Samani-Sprunk, Chief Marketing Officer at Simple Strat, joins the show and pulls the curtain back on HubSpot Hacks—the highly successful YouTube channel the Simple Strat team manages to the tune of 18,000+ subscribers and 1.2 million video views. Tyler opens up to the history of HubSpot Hacks, where and how it began, and how it operates today. We discuss those early days, how the initial pilot was structured, how they measured success, and the methods used to accelerate its growth and scale their efforts. Tyler then explains how it's been integrated into Simple Strat’s systems and other go-to-market strategies, and he walks us through how a video view on YouTube turns into a paying client of Simple Strat. He also shares the quantifiable impact Simple Strat has seen from the channel across lead generation, opportunity close rates, revenue, and more.  We wrap with Tyler’s perspective on how others can uncover and leverage growth strategies like the one Simple Strat built with HubSpot Hacks—and he shares actionable tips for building your own growth playbook—whether it's through video-based content or otherwise.  Tyler Samani-Sprunk, Chief Marketing Officer at Simple Strat, joins the show and pulls the curtain back on HubSpot Hacks—the highly successful YouTube channel the Simple Strat team manages to the tune of 18,000+ subscribers and 1.2 million video views. Tyler opens up to the history of HubSpot Hacks, where and how it began, and how it operates today. We discuss those early days, how the initial pilot was structured, how they measured success, and the methods used to accelerate its growth and scale their efforts. Tyler then explains how it's been integrated into Simple Strat’s systems and other go-to-market strategies, and he walks us through how a video view on YouTube turns into a paying client of Simple Strat. He also shares the quantifiable impact Simple Strat has seen from the channel across lead generation, opportunity close rates, revenue, and more.  We wrap with Tyler’s perspective on how others can uncover and leverage growth strategies like the one Simple Strat built with HubSpot Hacks—and he shares actionable tips for building your own growth playbook—whether it's through video-based content or otherwise. 

]]> 2230 no A Community Builder's Guide to Community-Led Growth Dan Moyle, HubSpot Advisor at Impulse Creative and the instructor for HubSpot Academy’s community building bootcamp, joins the show to share his perspective on community-led growth and why it's such an important concept and strategy for solutions partners to anchor to. We dig into the specifics around building communities, around your organization and as a paid service for your client’s organizations, and Dan gets into the tactics for turning community into a powerful growth lever. We discuss what is and isn’t community, where we draw the line between content and community, and more. We also talk about ICPs and how these ideal client profiles can help manifest into a community strategy—specifically, where & how you can be a contributing member to the communities that may already exist. We wrap with a look at how communities can be built and hosted on HubSpot with tools like Impulse Creative’s Cohortium. Wed, 16 Aug 2023 14:25:57 -0000 full 1 115 HubSpot Dan Moyle, HubSpot Advisor at Impulse Creative and the instructor for HubSpot Academy’s community building bootcamp, joins the show to share his perspective on community-led growth and why it's such an important concept and strategy for solutions partners to anchor to. We dig into the specifics around building communities, around your organization and as a paid service for your client’s organizations, and Dan gets into the tactics for turning community into a powerful growth lever. We discuss what is and isn’t community, where we draw the line between content and community, and more. We also talk about ICPs and how these ideal client profiles can help manifest into a community strategy—specifically, where & how you can be a contributing member to the communities that may already exist. We wrap with a look at how communities can be built and hosted on HubSpot with tools like Impulse Creative’s Cohortium. Dan Moyle, HubSpot Advisor at Impulse Creative and the instructor for HubSpot Academy’s community building bootcamp, joins the show to share his perspective on community-led growth and why it's such an important concept and strategy for solutions partners to anchor to. We dig into the specifics around building communities, around your organization and as a paid service for your client’s organizations, and Dan gets into the tactics for turning community into a powerful growth lever. We discuss what is and isn’t community, where we draw the line between content and community, and more. We also talk about ICPs and how these ideal client profiles can help manifest into a community strategy—specifically, where & how you can be a contributing member to the communities that may already exist. We wrap with a look at how communities can be built and hosted on HubSpot with tools like Impulse Creative’s Cohortium.


]]> 2276 no HubSpot for Education & Deep Niche Alignment https://agencyunfiltered.com/ Gemma Price, CEO of HubGem, shares the history of HubGem and the path that led her towards specialization around the education space. We talk about the benefits of niche alignment for her team, her clients, and for the relationships she’s cultivated within HubSpot’s sales organization. Gemma also shares the risk partners face when making the decision to niche and the important considerations for after the fact—like hiring and training employees and resourcing accounts, to prospecting, sales conversations, and GTM strategies. Gemma also provides her perspective on the differences between “picking a niche” and “deep niche alignment” and what that looks like for HubGem. We wrap with Gemma's approach around HubSpot configuration for an industry that doesn’t have a traditional “sales” function you would envision adopting HubSpot—including some of the cool things she’s been able to build for her clients. Wed, 09 Aug 2023 13:51:27 -0000 full 1 114 HubSpot Gemma Price, CEO of HubGem, shares the history of HubGem and the path that led her towards specialization around the education space. We talk about the benefits of niche alignment for her team, her clients, and for the relationships she’s cultivated within HubSpot’s sales organization. Gemma also shares the risk partners face when making the decision to niche and the important considerations for after the fact—like hiring and training employees and resourcing accounts, to prospecting, sales conversations, and GTM strategies. Gemma also provides her perspective on the differences between “picking a niche” and “deep niche alignment” and what that looks like for HubGem. We wrap with Gemma's approach around HubSpot configuration for an industry that doesn’t have a traditional “sales” function you would envision adopting HubSpot—including some of the cool things she’s been able to build for her clients. Gemma Price, CEO of HubGem, shares the history of HubGem and the path that led her towards specialization around the education space. We talk about the benefits of niche alignment for her team, her clients, and for the relationships she’s cultivated within HubSpot’s sales organization. Gemma also shares the risk partners face when making the decision to niche and the important considerations for after the fact—like hiring and training employees and resourcing accounts, to prospecting, sales conversations, and GTM strategies. Gemma also provides her perspective on the differences between “picking a niche” and “deep niche alignment” and what that looks like for HubGem. We wrap with Gemma's approach around HubSpot configuration for an industry that doesn’t have a traditional “sales” function you would envision adopting HubSpot—including some of the cool things she’s been able to build for her clients.


]]> 2497 no Operationalizing AI-Powered Solutions and Processes https://agencyunfiltered.com/ Kevin Barber, founder of Lean Labs, joins the pod to share his POV on the opportunities in front of HubSpot solutions partners with generative AI. He shares the ways in which his team has begun leveraging AI, what’s been replaced in their internal processes, and what’s been augmented and improved. We talk about the AI-prompt-powered solutions the team has both piloted and formally rolled out, like the Outline Optimizer and the Script Scrutinizer, and how Lean Labs handles the integration of these tools across their team and into their processes—from initial ideation, to test usage and prompt optimization, to ownership and involvement across the team, defining the completion criteria, and standardizing its usage and implementing it formally into their processes. Wed, 02 Aug 2023 14:48:10 -0000 full 1 113 HubSpot Kevin Barber, founder of Lean Labs, joins the pod to share his POV on the opportunities in front of HubSpot solutions partners with generative AI. He shares the ways in which his team has begun leveraging AI, what’s been replaced in their internal processes, and what’s been augmented and improved. We talk about the AI-prompt-powered solutions the team has both piloted and formally rolled out, like the Outline Optimizer and the Script Scrutinizer, and how Lean Labs handles the integration of these tools across their team and into their processes—from initial ideation, to test usage and prompt optimization, to ownership and involvement across the team, defining the completion criteria, and standardizing its usage and implementing it formally into their processes. Kevin Barber, founder of Lean Labs, joins the pod to share his POV on the opportunities in front of HubSpot solutions partners with generative AI. He shares the ways in which his team has begun leveraging AI, what’s been replaced in their internal processes, and what’s been augmented and improved. We talk about the AI-prompt-powered solutions the team has both piloted and formally rolled out, like the Outline Optimizer and the Script Scrutinizer, and how Lean Labs handles the integration of these tools across their team and into their processes—from initial ideation, to test usage and prompt optimization, to ownership and involvement across the team, defining the completion criteria, and standardizing its usage and implementing it formally into their processes.

]]> 2244 no The Advantages to Maintaining a Lean Team (in both Sales and Servicing) https://agencyunfiltered.com/ Neil Clarke, Digital Director at Quattro, joins the pod to discuss his process for building, maintaining, and prioritizing a small team—and how a lean operation has its advantages to both selling and servicing clients. Neil walks us through those advantages, value propositions, and how it manifests into Quattro’s go-to-market—including why & how it can be an attractive option for prospects comparative to larger organizations. We also talk about the intersection of team size and technical aptitude, the approach Neil's team takes for more complex engagements, and how team size isn’t indicative of a partner’s ability to effectively design and implement complex configurations of HubSpot. Wed, 26 Jul 2023 13:28:38 -0000 full 1 112 HubSpot Neil Clarke, Digital Director at Quattro, joins the pod to discuss his process for building, maintaining, and prioritizing a small team—and how a lean operation has its advantages to both selling and servicing clients. Neil walks us through those advantages, value propositions, and how it manifests into Quattro’s go-to-market—including why & how it can be an attractive option for prospects comparative to larger organizations. We also talk about the intersection of team size and technical aptitude, the approach Neil's team takes for more complex engagements, and how team size isn’t indicative of a partner’s ability to effectively design and implement complex configurations of HubSpot. Neil Clarke, Digital Director at Quattro, joins the pod to discuss his process for building, maintaining, and prioritizing a small team—and how a lean operation has its advantages to both selling and servicing clients. Neil walks us through those advantages, value propositions, and how it manifests into Quattro’s go-to-market—including why & how it can be an attractive option for prospects comparative to larger organizations. We also talk about the intersection of team size and technical aptitude, the approach Neil's team takes for more complex engagements, and how team size isn’t indicative of a partner’s ability to effectively design and implement complex configurations of HubSpot.

]]> 2189 no Culture & Sales: Dan Tyre's Strategy for Achieving Scale & Sustainable Growth https://agencyunfiltered.com/ Dan Tyre, a 16-year veteran of HubSpot, head of the Lion community, facilitator of Academy’s bootcamp strategy (most notably the Pipeline Generation Bootcamp), and longtime advocate, resource, and friend to many in the solutions partner community joins the pod to talk about the two things he says are the most important aspects of scaling your business as a HubSpot partner: culture and growth.For culture, he shares actionable steps and the things you can do *right now* to improve your ability to recruit, hire, motivate and retain the right executives, employees and partners. And for growth, Dan Tyre shares his own experiences in sales, marketing, and as an owner of a managed services provider himself—and the concrete steps partners can take themselves to sell better, scale effectively ,and address stagnant growth. Wed, 19 Jul 2023 13:32:30 -0000 full 1 111 HubSpot Dan Tyre, a 16-year veteran of HubSpot, head of the Lion community, facilitator of Academy’s bootcamp strategy (most notably the Pipeline Generation Bootcamp), and longtime advocate, resource, and friend to many in the solutions partner community joins the pod to talk about the two things he says are the most important aspects of scaling your business as a HubSpot partner: culture and growth.For culture, he shares actionable steps and the things you can do *right now* to improve your ability to recruit, hire, motivate and retain the right executives, employees and partners. And for growth, Dan Tyre shares his own experiences in sales, marketing, and as an owner of a managed services provider himself—and the concrete steps partners can take themselves to sell better, scale effectively ,and address stagnant growth. Dan Tyre, a 16-year veteran of HubSpot, head of the Lion community, facilitator of Academy’s bootcamp strategy (most notably the Pipeline Generation Bootcamp), and longtime advocate, resource, and friend to many in the solutions partner community joins the pod to talk about the two things he says are the most important aspects of scaling your business as a HubSpot partner: culture and growth.For culture, he shares actionable steps and the things you can do *right now* to improve your ability to recruit, hire, motivate and retain the right executives, employees and partners. And for growth, Dan Tyre shares his own experiences in sales, marketing, and as an owner of a managed services provider himself—and the concrete steps partners can take themselves to sell better, scale effectively ,and address stagnant growth.

]]> 3061 no Driving Sales Performance with a Sales Enablement Strategy Dani Buckley, Vice President and General Manager of LeadG2, joins the show and shares with us her team’s strategies for securing sustainable growth as a services provider. Our primary discussion is around sales enablement, and while they offer sales enablement services to their clients, Dani shares what sales enablement looks like for her team, including the methodologies, resources, playbooks, processes, and technologies that have been put into place.  And as a remote, distributed team, we discuss what sales enablement, team management, and sales performance management looks like for them, what works well, and what tips she has for others. Wed, 12 Jul 2023 16:26:06 -0000 full 1 110 HubSpot Dani Buckley, Vice President and General Manager of LeadG2, joins the show and shares with us her team’s strategies for securing sustainable growth as a services provider. Our primary discussion is around sales enablement, and while they offer sales enablement services to their clients, Dani shares what sales enablement looks like for her team, including the methodologies, resources, playbooks, processes, and technologies that have been put into place.  And as a remote, distributed team, we discuss what sales enablement, team management, and sales performance management looks like for them, what works well, and what tips she has for others. Dani Buckley, Vice President and General Manager of LeadG2, joins the show and shares with us her team’s strategies for securing sustainable growth as a services provider. Our primary discussion is around sales enablement, and while they offer sales enablement services to their clients, Dani shares what sales enablement looks like for her team, including the methodologies, resources, playbooks, processes, and technologies that have been put into place.  And as a remote, distributed team, we discuss what sales enablement, team management, and sales performance management looks like for them, what works well, and what tips she has for others.

]]> 2524 no Synergy & Strategy: Unlocking Growth Through "Sister" Agencies and Partnerships https://agencyunfiltered.com/ Tara Gearhart, owner of T Media Consulting, joins the show to discuss (1) established relationships with “sister agencies” and (2) the strategies that have allowed Tara, as a small business owner, to achieve sustainable growth and to carve out success as a Platinum tiered solutions partner. For partnerships, we talk about how & why she’s sought out relationships, how these help support her menu of services, protect her key areas of focus, and how these relationships appear on the client-facing side. We also talk logistics—including how these are originally scoped & made, how payments and invoicing work, and how optionality is presented to the customer. On the strategy side, we talk about building and positioning contracts for long-term engagements, the means for establishing trusted advisor relationships, and her talk track and value proposition for HubSpot in competitive sales situations with other CRMs, Wed, 28 Jun 2023 13:34:00 -0000 full 1 109 HubSpot Tara Gearhart, owner of T Media Consulting, joins the show to discuss (1) established relationships with “sister agencies” and (2) the strategies that have allowed Tara, as a small business owner, to achieve sustainable growth and to carve out success as a Platinum tiered solutions partner. For partnerships, we talk about how & why she’s sought out relationships, how these help support her menu of services, protect her key areas of focus, and how these relationships appear on the client-facing side. We also talk logistics—including how these are originally scoped & made, how payments and invoicing work, and how optionality is presented to the customer. On the strategy side, we talk about building and positioning contracts for long-term engagements, the means for establishing trusted advisor relationships, and her talk track and value proposition for HubSpot in competitive sales situations with other CRMs, Tara Gearhart, owner of T Media Consulting, joins the show to discuss (1) established relationships with “sister agencies” and (2) the strategies that have allowed Tara, as a small business owner, to achieve sustainable growth and to carve out success as a Platinum tiered solutions partner. For partnerships, we talk about how & why she’s sought out relationships, how these help support her menu of services, protect her key areas of focus, and how these relationships appear on the client-facing side. We also talk logistics—including how these are originally scoped & made, how payments and invoicing work, and how optionality is presented to the customer. On the strategy side, we talk about building and positioning contracts for long-term engagements, the means for establishing trusted advisor relationships, and her talk track and value proposition for HubSpot in competitive sales situations with other CRMs,

]]> 2803 no Unlocking Operational Efficiencies with Private Client Portals https://agencyunfiltered.com/ Jeff Bell, President of Mindscape, joins the pod to talk about Service Hub—and how they built in a client portal through Knowledge Base and Help Desk where clients can access embedded reports unique to their business, viewing recordings of trainings and videos custom built for them, submitting tickets to their points of contact at Mindscape, and more. Jeff shares structurally how it was built, how his developers unified the UX and menu with the Mindscape website, how private content is hosted and made viewable, and how client access is provisioned through automation. After we discuss what it looks like, Jeff shares the value his team now sees by transforming the way clients engage with the team—including time savings and efficiency gains, streamlined communications with clients and between departments, and improved visibility of work in production. We wrap with how Mindscape rolled this out, how they onboarded both their teams to the new processes and how they incentivized adoption from their clients. Wed, 21 Jun 2023 13:09:57 -0000 full 1 108 HubSpot Jeff Bell, President of Mindscape, joins the pod to talk about Service Hub—and how they built in a client portal through Knowledge Base and Help Desk where clients can access embedded reports unique to their business, viewing recordings of trainings and videos custom built for them, submitting tickets to their points of contact at Mindscape, and more. Jeff shares structurally how it was built, how his developers unified the UX and menu with the Mindscape website, how private content is hosted and made viewable, and how client access is provisioned through automation. After we discuss what it looks like, Jeff shares the value his team now sees by transforming the way clients engage with the team—including time savings and efficiency gains, streamlined communications with clients and between departments, and improved visibility of work in production. We wrap with how Mindscape rolled this out, how they onboarded both their teams to the new processes and how they incentivized adoption from their clients. Jeff Bell, President of Mindscape, joins the pod to talk about Service Hub—and how they built in a client portal through Knowledge Base and Help Desk where clients can access embedded reports unique to their business, viewing recordings of trainings and videos custom built for them, submitting tickets to their points of contact at Mindscape, and more. Jeff shares structurally how it was built, how his developers unified the UX and menu with the Mindscape website, how private content is hosted and made viewable, and how client access is provisioned through automation. After we discuss what it looks like, Jeff shares the value his team now sees by transforming the way clients engage with the team—including time savings and efficiency gains, streamlined communications with clients and between departments, and improved visibility of work in production. We wrap with how Mindscape rolled this out, how they onboarded both their teams to the new processes and how they incentivized adoption from their clients.


]]> 2535 no Scaling Small Teams with Solutions-Based Selling Christopher Barnett, Founder of WORQFLOW, joins the podcast to explore solutions-based selling as a catalyst for scaling small sales teams. He explains its intersection with RevOps and how it can give partners an edge in competitive scenarios with other CRMs. Christopher also delves into multi-Hub selling, shares how it enhances the value of HubSpot, spotlights his favorite Hub "pairings", and compares it with the common "land and expand" strategy. The episode rounds off with his approach to software demos, where they live in the selling process, how they're structured, and how he provisions hands-on access to prospects. Wed, 14 Jun 2023 09:00:00 -0000 full 1 105 HubSpot Christopher Barnett, Founder of WORQFLOW, joins the podcast to explore solutions-based selling as a catalyst for scaling small sales teams. He explains its intersection with RevOps and how it can give partners an edge in competitive scenarios with other CRMs. Christopher also delves into multi-Hub selling, shares how it enhances the value of HubSpot, spotlights his favorite Hub "pairings", and compares it with the common "land and expand" strategy. The episode rounds off with his approach to software demos, where they live in the selling process, how they're structured, and how he provisions hands-on access to prospects. Christopher Barnett, Founder of WORQFLOW, joins the podcast to explore solutions-based selling as a catalyst for scaling small sales teams. He explains its intersection with RevOps and how it can give partners an edge in competitive scenarios with other CRMs. Christopher also delves into multi-Hub selling, shares how it enhances the value of HubSpot, spotlights his favorite Hub "pairings", and compares it with the common "land and expand" strategy. The episode rounds off with his approach to software demos, where they live in the selling process, how they're structured, and how he provisions hands-on access to prospects.



]]> 2130 no Navigating the Proliferation of Artificial Intelligence https://agencyunfiltered.com/ Bryan Byler, Director of Solutions Architecture at Mole Street, is here to talk about artificial intelligence—specifically, how partners can navigate the growing proliferation of AI-powered solutions and technologies. He outlines a number of use-cases that partners should consider incorporating into their work streams, tools that enable those use-cases, and how he keeps pace with the rapidly evolving AI landscape. We then move over to Mole Street’s performance within the HubSpot ecosystem, and after coming in 2nd for North American Partner of the Year, Bryan shares his insights on the team’s sales engine—including their digital transformation initiatives and emphasis on expanding existing client relationships. We wrap with his recommendations for how small teams can find success in HubSpot’s partner program—including the resources, approaches, and GTM strategies that can yield great results. Wed, 07 Jun 2023 11:21:19 -0000 full 1 106 HubSpot Bryan Byler, Director of Solutions Architecture at Mole Street, is here to talk about artificial intelligence—specifically, how partners can navigate the growing proliferation of AI-powered solutions and technologies. He outlines a number of use-cases that partners should consider incorporating into their work streams, tools that enable those use-cases, and how he keeps pace with the rapidly evolving AI landscape. We then move over to Mole Street’s performance within the HubSpot ecosystem, and after coming in 2nd for North American Partner of the Year, Bryan shares his insights on the team’s sales engine—including their digital transformation initiatives and emphasis on expanding existing client relationships. We wrap with his recommendations for how small teams can find success in HubSpot’s partner program—including the resources, approaches, and GTM strategies that can yield great results. Bryan Byler, Director of Solutions Architecture at Mole Street, is here to talk about artificial intelligence—specifically, how partners can navigate the growing proliferation of AI-powered solutions and technologies. He outlines a number of use-cases that partners should consider incorporating into their work streams, tools that enable those use-cases, and how he keeps pace with the rapidly evolving AI landscape. We then move over to Mole Street’s performance within the HubSpot ecosystem, and after coming in 2nd for North American Partner of the Year, Bryan shares his insights on the team’s sales engine—including their digital transformation initiatives and emphasis on expanding existing client relationships. We wrap with his recommendations for how small teams can find success in HubSpot’s partner program—including the resources, approaches, and GTM strategies that can yield great results.


]]> 2718 no Powering Agency Efficiencies with Generative AI Rich Wood, CEO of Six and Flow, joins the podcast to share his team’s experimentation with generative AI. He discusses what drove the initial interest, the guardrails he’s set for his team, and how he’s begun integrating it into his workstreams, processes, and more. Rich also shares some thoughts on how to onboard a larger team to generative AI use and upskill a team’s “AI-savvy-ness”—including prompt creation, templatization, and the human “sense check” reviewal of outputs. We then discuss how generative AI has helped the team—including the efficiency gains uncovered and the pull-through impact onto the client experience. Wed, 24 May 2023 14:15:00 -0000 full 1 105 HubSpot Rich Wood, CEO of Six and Flow, joins the podcast to share his team’s experimentation with generative AI. He discusses what drove the initial interest, the guardrails he’s set for his team, and how he’s begun integrating it into his workstreams, processes, and more. Rich also shares some thoughts on how to onboard a larger team to generative AI use and upskill a team’s “AI-savvy-ness”—including prompt creation, templatization, and the human “sense check” reviewal of outputs. We then discuss how generative AI has helped the team—including the efficiency gains uncovered and the pull-through impact onto the client experience. Rich Wood, CEO of Six and Flow, joins the podcast to share his team’s experimentation with generative AI. He discusses what drove the initial interest, the guardrails he’s set for his team, and how he’s begun integrating it into his workstreams, processes, and more. Rich also shares some thoughts on how to onboard a larger team to generative AI use and upskill a team’s “AI-savvy-ness”—including prompt creation, templatization, and the human “sense check” reviewal of outputs. We then discuss how generative AI has helped the team—including the efficiency gains uncovered and the pull-through impact onto the client experience.

]]> 2540 no Accreditation Applications Built to Pass (from a 3x-Accredited Partner) https://agencyunfiltered.com/ Samuel Banks, Head of Implementation at Fuelius—a solutions partner who has been awarded three accreditations, joins the podcast to share how he identifies the work his team does as being well aligned with a specific accreditation, and how others can determine their readiness and eligibility. He shares the actual application preparation process, including who was involved across the team, the project management approach applied, the time and bandwidth required, and how to leverage the preparation resources made available. He also goes into application design, with his tips and strategies for building applications with a greater likelihood of success. And we wrap with a discussion on prerequisite certifications, and how Fuelius assigns, tracks, and manages that process. Wed, 17 May 2023 13:46:28 -0000 full 1 104 HubSpot Samuel Banks, Head of Implementation at Fuelius—a solutions partner who has been awarded three accreditations, joins the podcast to share how he identifies the work his team does as being well aligned with a specific accreditation, and how others can determine their readiness and eligibility. He shares the actual application preparation process, including who was involved across the team, the project management approach applied, the time and bandwidth required, and how to leverage the preparation resources made available. He also goes into application design, with his tips and strategies for building applications with a greater likelihood of success. And we wrap with a discussion on prerequisite certifications, and how Fuelius assigns, tracks, and manages that process. Samuel Banks, Head of Implementation at Fuelius—a solutions partner who has been awarded three accreditations, joins the podcast to share how he identifies the work his team does as being well aligned with a specific accreditation, and how others can determine their readiness and eligibility. He shares the actual application preparation process, including who was involved across the team, the project management approach applied, the time and bandwidth required, and how to leverage the preparation resources made available. He also goes into application design, with his tips and strategies for building applications with a greater likelihood of success. And we wrap with a discussion on prerequisite certifications, and how Fuelius assigns, tracks, and manages that process.


]]> 3056 no How to Maximize HubSpot Academy for Accelerating Your Career https://agencyunfiltered.com/ We’re less than ONE WEEK away from World Certification Week 2023—so George B Thomas, owner of George B Thomas, LLC and longtime HubSpot Academy advocate, joins the show to walk us through the role HubSpot Academy has played throughout his career and life journey, and the impact he’s seen from achieving certifications by the dozens. We get into this year’s World Cert Week event, what his plan is, and his recommendations for others to approach it with intention. And knowing George has navigated nearly all of the HubSpot Academy catalog, he offers up his tips for operationalizing the pursuit of certifications—including how he keeps up with new additions and updates, how he determines what to take and in what order, how to keep recertifications manageable to maintain certification status, and how to improve exam pass rates overall. Wed, 10 May 2023 12:20:09 -0000 full 1 103 HubSpot We’re less than ONE WEEK away from World Certification Week 2023—so George B Thomas, owner of George B Thomas, LLC and longtime HubSpot Academy advocate, joins the show to walk us through the role HubSpot Academy has played throughout his career and life journey, and the impact he’s seen from achieving certifications by the dozens. We get into this year’s World Cert Week event, what his plan is, and his recommendations for others to approach it with intention. And knowing George has navigated nearly all of the HubSpot Academy catalog, he offers up his tips for operationalizing the pursuit of certifications—including how he keeps up with new additions and updates, how he determines what to take and in what order, how to keep recertifications manageable to maintain certification status, and how to improve exam pass rates overall. We’re less than ONE WEEK away from World Certification Week 2023—so George B Thomas, owner of George B Thomas, LLC and longtime HubSpot Academy advocate, joins the show to walk us through the role HubSpot Academy has played throughout his career and life journey, and the impact he’s seen from achieving certifications by the dozens. We get into this year’s World Cert Week event, what his plan is, and his recommendations for others to approach it with intention. And knowing George has navigated nearly all of the HubSpot Academy catalog, he offers up his tips for operationalizing the pursuit of certifications—including how he keeps up with new additions and updates, how he determines what to take and in what order, how to keep recertifications manageable to maintain certification status, and how to improve exam pass rates overall.

]]> 2766 no Scaling New Hire Onboarding with Academy Certifications https://agencyunfiltered.com/ The countdown to World Certification Week 2023 has begun! From May 15th through the 19th, HubSpot will donate five dollars for every certification awarded during that week to nonprofits dedicated to expanding access and opportunities for education around the world. So it makes sense that for this week’s episode, Penina Shtauber, a Director of Digital Marketing at ScaleOps, comes on the show to talk about her team leverages HubSpot Academy certifications to scale new hire onboarding efforts and reduce the ramp up time for the team. She shares the benefits behind certification assignments, both for the team and as a pull-through to their clients, how assignments are handled between company directives and self-selection, and how they continue to layer in for continued employee development. Wed, 03 May 2023 09:00:00 -0000 full 1 101 HubSpot The countdown to World Certification Week 2023 has begun! From May 15th through the 19th, HubSpot will donate five dollars for every certification awarded during that week to nonprofits dedicated to expanding access and opportunities for education around the world. So it makes sense that for this week’s episode, Penina Shtauber, a Director of Digital Marketing at ScaleOps, comes on the show to talk about her team leverages HubSpot Academy certifications to scale new hire onboarding efforts and reduce the ramp up time for the team. She shares the benefits behind certification assignments, both for the team and as a pull-through to their clients, how assignments are handled between company directives and self-selection, and how they continue to layer in for continued employee development. The countdown to World Certification Week 2023 has begun! From May 15th through the 19th, HubSpot will donate five dollars for every certification awarded during that week to nonprofits dedicated to expanding access and opportunities for education around the world. So it makes sense that for this week’s episode, Penina Shtauber, a Director of Digital Marketing at ScaleOps, comes on the show to talk about her team leverages HubSpot Academy certifications to scale new hire onboarding efforts and reduce the ramp up time for the team. She shares the benefits behind certification assignments, both for the team and as a pull-through to their clients, how assignments are handled between company directives and self-selection, and how they continue to layer in for continued employee development.

]]> 2065 no Selling Into & Servicing the Enterprise https://agencyunfiltered.com/ Rod Moynihan, CEO of B.A.C., joins the show to share insights from his years of experience sitting on both sides of the SaaS partnership table. He offers his perspective on what solutions partners need to operationalize to be ready to engage with corporate, enterprise, and upmarket buyers—and how they can “earn the right” to have a seat in those discussions. We discuss the importance of deeply understanding your customers, domain, and industry—and how those evolve from serving SMBs and midmarket organizations. Rod also shares what partners looking to move upmarket should anticipate on changing—from their service offerings, sales process, and overall go-to-market strategy. We wrap with performance management and how success tends to be defined in upmarket engagements—and how citable % shifts in efficiency gains can go a long way. Wed, 26 Apr 2023 09:00:00 -0000 full 1 101 HubSpot Rod Moynihan, CEO of B.A.C., joins the show to share insights from his years of experience sitting on both sides of the SaaS partnership table. He offers his perspective on what solutions partners need to operationalize to be ready to engage with corporate, enterprise, and upmarket buyers—and how they can “earn the right” to have a seat in those discussions. We discuss the importance of deeply understanding your customers, domain, and industry—and how those evolve from serving SMBs and midmarket organizations. Rod also shares what partners looking to move upmarket should anticipate on changing—from their service offerings, sales process, and overall go-to-market strategy. We wrap with performance management and how success tends to be defined in upmarket engagements—and how citable % shifts in efficiency gains can go a long way. Rod Moynihan, CEO of B.A.C., joins the show to share insights from his years of experience sitting on both sides of the SaaS partnership table. He offers his perspective on what solutions partners need to operationalize to be ready to engage with corporate, enterprise, and upmarket buyers—and how they can “earn the right” to have a seat in those discussions. We discuss the importance of deeply understanding your customers, domain, and industry—and how those evolve from serving SMBs and midmarket organizations. Rod also shares what partners looking to move upmarket should anticipate on changing—from their service offerings, sales process, and overall go-to-market strategy. We wrap with performance management and how success tends to be defined in upmarket engagements—and how citable % shifts in efficiency gains can go a long way.


]]> 2630 no Change Management and Ensuring Post-Implementation Adoption https://agencyunfiltered.com/ Sam Anderson, CEO and cofounder of Origin63, joins the podcast to discuss her journey in becoming a technical consultant for upmarket HubSpot customers. Sam walks us through the team's original pivot to technical consulting services and how the needs of upmarket business change, become more specialized, and require thorough, post-implementation support. As Sam mentions, the actual implementation of technology is only 50% of the actual rollout—and successful change management is what truly ensures long-term success for businesses—so she explains her team’s approach to change management and post-implementation support, and how it positively impacts Origin63’s bottom line. Wed, 19 Apr 2023 09:00:00 -0000 full 1 98 HubSpot Sam Anderson, CEO and cofounder of Origin63, joins the podcast to discuss her journey in becoming a technical consultant for upmarket HubSpot customers. Sam walks us through the team's original pivot to technical consulting services and how the needs of upmarket business change, become more specialized, and require thorough, post-implementation support. As Sam mentions, the actual implementation of technology is only 50% of the actual rollout—and successful change management is what truly ensures long-term success for businesses—so she explains her team’s approach to change management and post-implementation support, and how it positively impacts Origin63’s bottom line. Sam Anderson, CEO and cofounder of Origin63, joins the podcast to discuss her journey in becoming a technical consultant for upmarket HubSpot customers. Sam walks us through the team's original pivot to technical consulting services and how the needs of upmarket business change, become more specialized, and require thorough, post-implementation support. As Sam mentions, the actual implementation of technology is only 50% of the actual rollout—and successful change management is what truly ensures long-term success for businesses—so she explains her team’s approach to change management and post-implementation support, and how it positively impacts Origin63’s bottom line.

]]> 2192 no HubSpot's Strategic Objectives and Partner Vision w/ CEO Yamini Rangan Yamini Rangan, HubSpot’s Chief Executive Officer, joins the show to share her vision for the HubSpot solutions partner program, HubSpot’s own strategic objectives for 2023+, the opportunities ahead for solutions partners, and her recommendations for how partners can thrive in the ecosystem. We start by checking in with her original vision statement for the partner program from a few years ago—and get her take on how HubSpot and partners are doing in realizing that vision together. We then dive into the big bets HubSpot is making in its long-term strategy development—from product development (including generative AI), to its upmarket strategy, to its own flywheel strategy across marketing, sales, and services teams. We wrap with her recommendations for solutions partners, including recommendations around depth of knowledge on things like CRM customization and extensibility, collaborative selling and servicing of customers with HubSpot, driving customer value with deep connection and engagement, and a ton more. Wed, 29 Mar 2023 09:00:00 -0000 full 1 99 HubSpot Yamini Rangan, HubSpot’s Chief Executive Officer, joins the show to share her vision for the HubSpot solutions partner program, HubSpot’s own strategic objectives for 2023+, the opportunities ahead for solutions partners, and her recommendations for how partners can thrive in the ecosystem. We start by checking in with her original vision statement for the partner program from a few years ago—and get her take on how HubSpot and partners are doing in realizing that vision together. We then dive into the big bets HubSpot is making in its long-term strategy development—from product development (including generative AI), to its upmarket strategy, to its own flywheel strategy across marketing, sales, and services teams. We wrap with her recommendations for solutions partners, including recommendations around depth of knowledge on things like CRM customization and extensibility, collaborative selling and servicing of customers with HubSpot, driving customer value with deep connection and engagement, and a ton more. Yamini Rangan, HubSpot’s Chief Executive Officer, joins the show to share her vision for the HubSpot solutions partner program, HubSpot’s own strategic objectives for 2023+, the opportunities ahead for solutions partners, and her recommendations for how partners can thrive in the ecosystem. We start by checking in with her original vision statement for the partner program from a few years ago—and get her take on how HubSpot and partners are doing in realizing that vision together. We then dive into the big bets HubSpot is making in its long-term strategy development—from product development (including generative AI), to its upmarket strategy, to its own flywheel strategy across marketing, sales, and services teams. We wrap with her recommendations for solutions partners, including recommendations around depth of knowledge on things like CRM customization and extensibility, collaborative selling and servicing of customers with HubSpot, driving customer value with deep connection and engagement, and a ton more.

]]> 2535 no Leveraging a Connected Platform with RevOps & HubSpot's Operations Hub https://agencyunfiltered.com/ Jim Delaney, CEO of Traction.ai, who’s here to talk about his perspective on revenue operations, HubSpot’s Operations Hub, and the importance of a connected platform. We start with Jim’s definitions for both connection and revenue operations—and the relationship between the two. He also shares how businesses can self-evaluate when their business may be ready for RevOps support (or the types of questions partners should be asking to uncover the need). Jim also shares how he sells the value proposition and key benefits of outsourced RevOps support, including tips on how others can improve their own offerings and positioning. We then pivot over to Operations Hub, where Jim shares some of his favorite Ops Hub-powered automations and RevOps activities, what it’s been able to do for his clients, and the types of powerful use-cases other partners should be seeking out. Wed, 22 Mar 2023 14:48:08 -0000 full 1 98 HubSpot Jim Delaney, CEO of Traction.ai, who’s here to talk about his perspective on revenue operations, HubSpot’s Operations Hub, and the importance of a connected platform. We start with Jim’s definitions for both connection and revenue operations—and the relationship between the two. He also shares how businesses can self-evaluate when their business may be ready for RevOps support (or the types of questions partners should be asking to uncover the need). Jim also shares how he sells the value proposition and key benefits of outsourced RevOps support, including tips on how others can improve their own offerings and positioning. We then pivot over to Operations Hub, where Jim shares some of his favorite Ops Hub-powered automations and RevOps activities, what it’s been able to do for his clients, and the types of powerful use-cases other partners should be seeking out. Jim Delaney, CEO of Traction.ai, who’s here to talk about his perspective on revenue operations, HubSpot’s Operations Hub, and the importance of a connected platform. We start with Jim’s definitions for both connection and revenue operations—and the relationship between the two. He also shares how businesses can self-evaluate when their business may be ready for RevOps support (or the types of questions partners should be asking to uncover the need). Jim also shares how he sells the value proposition and key benefits of outsourced RevOps support, including tips on how others can improve their own offerings and positioning. We then pivot over to Operations Hub, where Jim shares some of his favorite Ops Hub-powered automations and RevOps activities, what it’s been able to do for his clients, and the types of powerful use-cases other partners should be seeking out.

]]> 2418 no Market Like a Human (and a Focus on Quality vs. Quantity) https://agencyunfiltered.com/ This week, we have on Dustin Brackett, CEO and Founder of Hive Strategy, and author of the brand new, just-released book “Market Like a Human”. In our conversation, Dustin explains what it means to "market like a human" and how a focus on quality over quantity can solve the problems prevalent today in marketing and sales strategies. We also talk about the crisis of disconnection and how Dustin’s methodology helps reestablish connection with your audience. He also shares how he thinks about the underlying pillars and values of this framework, like authenticity and transparency, and how they should manifest in GTM strategies. We wrap with his read on the current servicing landscape—and how other partners can leverage human-centricity to cut through the noise of a saturated market of inbound services. Wed, 15 Mar 2023 14:05:41 -0000 full 11 97 HubSpot This week, we have on Dustin Brackett, CEO and Founder of Hive Strategy, and author of the brand new, just-released book “Market Like a Human”. In our conversation, Dustin explains what it means to "market like a human" and how a focus on quality over quantity can solve the problems prevalent today in marketing and sales strategies. We also talk about the crisis of disconnection and how Dustin’s methodology helps reestablish connection with your audience. He also shares how he thinks about the underlying pillars and values of this framework, like authenticity and transparency, and how they should manifest in GTM strategies. We wrap with his read on the current servicing landscape—and how other partners can leverage human-centricity to cut through the noise of a saturated market of inbound services. This week, we have on Dustin Brackett, CEO and Founder of Hive Strategy, and author of the brand new, just-released book “Market Like a Human”. In our conversation, Dustin explains what it means to "market like a human" and how a focus on quality over quantity can solve the problems prevalent today in marketing and sales strategies. We also talk about the crisis of disconnection and how Dustin’s methodology helps reestablish connection with your audience. He also shares how he thinks about the underlying pillars and values of this framework, like authenticity and transparency, and how they should manifest in GTM strategies. We wrap with his read on the current servicing landscape—and how other partners can leverage human-centricity to cut through the noise of a saturated market of inbound services.

]]> 2416 no Expand Services and Improve Margins with Hapily, a HubSpot Ventures Portfolio Company This week, we have on both Connor Jeffers, Founder and CEO of Aptitude8, and Brandon Greer, Head of HubSpot Ventures, to discuss the launch of hapily. Last week, HubSpot announced an investment into A8 Labs, the app studio founded by Aptitude8, to launch as its own software company—which has now been rebranded as hapily. Brandon walks us through the history of HubSpot Ventures and his perspective on hapily’s addition into our investment portfolio. He shares what sort of criteria the team looks for when analyzing investment opportunities and what the relationship looks like between HubSpot and the companies within the HubSpot Ventures portfolio. He then shares what he’s most excited about and the value he sees the hapily investment bringing to the HubSpot ecosystem. Connor then walks us through the hapily announcement from his side, including both the rebrand and the launch as its own, independent company. He shares how the team has historically positioned itself within the HubSpot Ecosystem—and how, if at all, he sees that changing with this investment. The one thing that remains unchanged is hapily’s goal to enable partners in building higher margin services, an expanded menu of services, and improving their capabilities to both sell and service better. We then look ahead to the hapily roadmap for 2023 and beyond, thoughts on how other solutions partners should be thinking about the app ecosystem at large—including the opportunities that exist for them as both app builders and technical consultants. Wed, 08 Mar 2023 14:41:05 -0000 full 1 96 HubSpot This week, we have on both Connor Jeffers, Founder and CEO of Aptitude8, and Brandon Greer, Head of HubSpot Ventures, to discuss the launch of hapily. Last week, HubSpot announced an investment into A8 Labs, the app studio founded by Aptitude8, to launch as its own software company—which has now been rebranded as hapily. Brandon walks us through the history of HubSpot Ventures and his perspective on hapily’s addition into our investment portfolio. He shares what sort of criteria the team looks for when analyzing investment opportunities and what the relationship looks like between HubSpot and the companies within the HubSpot Ventures portfolio. He then shares what he’s most excited about and the value he sees the hapily investment bringing to the HubSpot ecosystem. Connor then walks us through the hapily announcement from his side, including both the rebrand and the launch as its own, independent company. He shares how the team has historically positioned itself within the HubSpot Ecosystem—and how, if at all, he sees that changing with this investment. The one thing that remains unchanged is hapily’s goal to enable partners in building higher margin services, an expanded menu of services, and improving their capabilities to both sell and service better. We then look ahead to the hapily roadmap for 2023 and beyond, thoughts on how other solutions partners should be thinking about the app ecosystem at large—including the opportunities that exist for them as both app builders and technical consultants. This week, we have on both Connor Jeffers, Founder and CEO of Aptitude8, and Brandon Greer, Head of HubSpot Ventures, to discuss the launch of hapily. Last week, HubSpot announced an investment into A8 Labs, the app studio founded by Aptitude8, to launch as its own software company—which has now been rebranded as hapily. Brandon walks us through the history of HubSpot Ventures and his perspective on hapily’s addition into our investment portfolio. He shares what sort of criteria the team looks for when analyzing investment opportunities and what the relationship looks like between HubSpot and the companies within the HubSpot Ventures portfolio. He then shares what he’s most excited about and the value he sees the hapily investment bringing to the HubSpot ecosystem. Connor then walks us through the hapily announcement from his side, including both the rebrand and the launch as its own, independent company. He shares how the team has historically positioned itself within the HubSpot Ecosystem—and how, if at all, he sees that changing with this investment. The one thing that remains unchanged is hapily’s goal to enable partners in building higher margin services, an expanded menu of services, and improving their capabilities to both sell and service better. We then look ahead to the hapily roadmap for 2023 and beyond, thoughts on how other solutions partners should be thinking about the app ecosystem at large—including the opportunities that exist for them as both app builders and technical consultants.

]]> 2383 no Shifting from Agency to Revenue Performance (and Planning for the Future) https://agencyunfiltered.com/ We're joined by Patrick Biddiscombe, CEO of New Breed, who just recently was announced as HubSpot’s North American Partner of the Year. Patrick joins the show to talk about New Breed’s shift from traditional marketing agency to a revenue performance management firm. He offers his perspective and definition of revenue performance management, what led to New Breed’s shift, and how it has impacted service offerings, ideal client profiles, prospecting and pipeline management processes, and his team’s overall go-to-market strategy. Patrick then discusses how his team has interpreted, and pivoted alongside, the shifts within the HubSpot ecosystem over the last decade—and how others can plan to do the same. He revisits some of the most impactful changes he’s seen in year’s past, how his team adapted, and how others can codify a means for keeping pace. We then look ahead and discuss his expectations and predictions for the future—and how he, and others, can prepare themselves to survive and thrive. We wrap with big bets Patrick has in mind—and what HubSpot’s NAM Partner of the Year has their sights on next. Wed, 01 Mar 2023 13:29:26 -0000 full 1 95 HubSpot We're joined by Patrick Biddiscombe, CEO of New Breed, who just recently was announced as HubSpot’s North American Partner of the Year. Patrick joins the show to talk about New Breed’s shift from traditional marketing agency to a revenue performance management firm. He offers his perspective and definition of revenue performance management, what led to New Breed’s shift, and how it has impacted service offerings, ideal client profiles, prospecting and pipeline management processes, and his team’s overall go-to-market strategy. Patrick then discusses how his team has interpreted, and pivoted alongside, the shifts within the HubSpot ecosystem over the last decade—and how others can plan to do the same. He revisits some of the most impactful changes he’s seen in year’s past, how his team adapted, and how others can codify a means for keeping pace. We then look ahead and discuss his expectations and predictions for the future—and how he, and others, can prepare themselves to survive and thrive. We wrap with big bets Patrick has in mind—and what HubSpot’s NAM Partner of the Year has their sights on next. We're joined by Patrick Biddiscombe, CEO of New Breed, who just recently was announced as HubSpot’s North American Partner of the Year. Patrick joins the show to talk about New Breed’s shift from traditional marketing agency to a revenue performance management firm. He offers his perspective and definition of revenue performance management, what led to New Breed’s shift, and how it has impacted service offerings, ideal client profiles, prospecting and pipeline management processes, and his team’s overall go-to-market strategy. Patrick then discusses how his team has interpreted, and pivoted alongside, the shifts within the HubSpot ecosystem over the last decade—and how others can plan to do the same. He revisits some of the most impactful changes he’s seen in year’s past, how his team adapted, and how others can codify a means for keeping pace. We then look ahead and discuss his expectations and predictions for the future—and how he, and others, can prepare themselves to survive and thrive. We wrap with big bets Patrick has in mind—and what HubSpot’s NAM Partner of the Year has their sights on next.

]]> 2126 no Winning Upmarket with Revenue Intelligence and Knowing Your "Closed Won DNA" This week, we have Patrick Thorp, co-founder and CRO of Ebsta, on the podcast to discuss the move upmarket and the importance of deep, actionable sales and revenue intelligence. Patrick starts the episode with tips and tactics for go-to-market teams looking to effectively engage upmarket businesses, including moving from lead-based to account-based strategies, the importance of phone calls over emails (and other saturated channels), the right metrics for measuring productivity, and the value of multi-threaded, multi-contact relationships. We then move into revenue operations and its role in enabling an upmarket sales motion. We discuss how a successful revenue operations function yields revenue intelligence—which increases sales velocity. Patrick references “Closed Won DNA”, and speaks to the impact the visibility into what drives revenue for a business can have for how it can generate more revenue. It isn’t just about reaching more prospects—it could be pulling the right levers for the prospects already in your pipeline. Patrick wraps with the implications for customer success teams as well, and how this level of intelligence can improve retention and create expansion opportunities. Wed, 08 Feb 2023 15:06:48 -0000 full 1 92 HubSpot This week, we have Patrick Thorp, co-founder and CRO of Ebsta, on the podcast to discuss the move upmarket and the importance of deep, actionable sales and revenue intelligence. Patrick starts the episode with tips and tactics for go-to-market teams looking to effectively engage upmarket businesses, including moving from lead-based to account-based strategies, the importance of phone calls over emails (and other saturated channels), the right metrics for measuring productivity, and the value of multi-threaded, multi-contact relationships. We then move into revenue operations and its role in enabling an upmarket sales motion. We discuss how a successful revenue operations function yields revenue intelligence—which increases sales velocity. Patrick references “Closed Won DNA”, and speaks to the impact the visibility into what drives revenue for a business can have for how it can generate more revenue. It isn’t just about reaching more prospects—it could be pulling the right levers for the prospects already in your pipeline. Patrick wraps with the implications for customer success teams as well, and how this level of intelligence can improve retention and create expansion opportunities. This week, we have Patrick Thorp, co-founder and CRO of Ebsta, on the podcast to discuss the move upmarket and the importance of deep, actionable sales and revenue intelligence. Patrick starts the episode with tips and tactics for go-to-market teams looking to effectively engage upmarket businesses, including moving from lead-based to account-based strategies, the importance of phone calls over emails (and other saturated channels), the right metrics for measuring productivity, and the value of multi-threaded, multi-contact relationships. We then move into revenue operations and its role in enabling an upmarket sales motion. We discuss how a successful revenue operations function yields revenue intelligence—which increases sales velocity. Patrick references “Closed Won DNA”, and speaks to the impact the visibility into what drives revenue for a business can have for how it can generate more revenue. It isn’t just about reaching more prospects—it could be pulling the right levers for the prospects already in your pipeline. Patrick wraps with the implications for customer success teams as well, and how this level of intelligence can improve retention and create expansion opportunities.

]]> 2258 no Solving Sales Problems with an Event-led Marketing Strategy Katie Street, founder of Street Agency, comes on the podcast to explain that marketing is oftentimes the solution to a business’s sales problem. Katie starts off by explaining why, and how marketing (specifically, content and brand marketing) can meaningfully contribute to an org’s sales efforts. We also talk through, and unpack, the successful event-led strategy Katie and her team leverage, through both in-person and virtual, webinar-based events, to accelerate her sales efforts—and how other agencies can replicate the same playbook. She goes on to share her recommendations for measuring the impact of marketing campaigns in terms of its impact on sales, the elements and considerations to maximize impact and ensure successful campaigns, opportunities for repurposable content and micro-content creation, and how organizations should be thinking about ensuring sales and marketing team alignment. Wed, 25 Jan 2023 14:10:20 -0000 full 1 93 HubSpot Katie Street, founder of Street Agency, comes on the podcast to explain that marketing is oftentimes the solution to a business’s sales problem. Katie starts off by explaining why, and how marketing (specifically, content and brand marketing) can meaningfully contribute to an org’s sales efforts. We also talk through, and unpack, the successful event-led strategy Katie and her team leverage, through both in-person and virtual, webinar-based events, to accelerate her sales efforts—and how other agencies can replicate the same playbook. She goes on to share her recommendations for measuring the impact of marketing campaigns in terms of its impact on sales, the elements and considerations to maximize impact and ensure successful campaigns, opportunities for repurposable content and micro-content creation, and how organizations should be thinking about ensuring sales and marketing team alignment. Katie Street, founder of Street Agency, comes on the podcast to explain that marketing is oftentimes the solution to a business’s sales problem. Katie starts off by explaining why, and how marketing (specifically, content and brand marketing) can meaningfully contribute to an org’s sales efforts. We also talk through, and unpack, the successful event-led strategy Katie and her team leverage, through both in-person and virtual, webinar-based events, to accelerate her sales efforts—and how other agencies can replicate the same playbook. She goes on to share her recommendations for measuring the impact of marketing campaigns in terms of its impact on sales, the elements and considerations to maximize impact and ensure successful campaigns, opportunities for repurposable content and micro-content creation, and how organizations should be thinking about ensuring sales and marketing team alignment.

]]> 2635 no ChatGPT and AI-Fueled Agency Disruption This week, we’re joined by Paul Roetzer, founder and CEO of the Marketing AI Institute, who breaks down the emergence, and seemingly overnight sensation, of ChatGPT and how it’s set to disrupt agencies, services providers, and HubSpot solutions partners in 2023. Paul starts by explaining what ChatGPT and generative AI tools are, what they allow users to do, and how to design your prompts for the desired outputs. He then shares how AI tools like ChatGPT present an immense opportunity for agencies today—and a threat for any laggards. He breaks down the impact and implications it can have on process efficiencies, creativity and productivity, and more. Paul explains that ChatGPT will force agencies to rethink their pricing models and billing strategies, and opens the door for agencies to bring new, innovative products and services to market. We wrap with a look ahead—and where machine learning language models, generative AI, and AI use-cases are going in the not so distant future. Wed, 18 Jan 2023 15:21:00 -0000 full 1 92 HubSpot This week, we’re joined by Paul Roetzer, founder and CEO of the Marketing AI Institute, who breaks down the emergence, and seemingly overnight sensation, of ChatGPT and how it’s set to disrupt agencies, services providers, and HubSpot solutions partners in 2023. Paul starts by explaining what ChatGPT and generative AI tools are, what they allow users to do, and how to design your prompts for the desired outputs. He then shares how AI tools like ChatGPT present an immense opportunity for agencies today—and a threat for any laggards. He breaks down the impact and implications it can have on process efficiencies, creativity and productivity, and more. Paul explains that ChatGPT will force agencies to rethink their pricing models and billing strategies, and opens the door for agencies to bring new, innovative products and services to market. We wrap with a look ahead—and where machine learning language models, generative AI, and AI use-cases are going in the not so distant future. This week, we’re joined by Paul Roetzer, founder and CEO of the Marketing AI Institute, who breaks down the emergence, and seemingly overnight sensation, of ChatGPT and how it’s set to disrupt agencies, services providers, and HubSpot solutions partners in 2023. Paul starts by explaining what ChatGPT and generative AI tools are, what they allow users to do, and how to design your prompts for the desired outputs. He then shares how AI tools like ChatGPT present an immense opportunity for agencies today—and a threat for any laggards. He breaks down the impact and implications it can have on process efficiencies, creativity and productivity, and more. Paul explains that ChatGPT will force agencies to rethink their pricing models and billing strategies, and opens the door for agencies to bring new, innovative products and services to market. We wrap with a look ahead—and where machine learning language models, generative AI, and AI use-cases are going in the not so distant future.

]]> 2707 no Sustained Growth Through an Apprenticeship Program https://agencyunfiltered.com/ This week, we’re joined by Emma Lynch, Managing Director and Founder of BBD Boom, who comes on to discuss her team’s growth through a successful apprenticeship program. Emma starts with where and how it started and carries us through what it looks like today. She shares what she looks for when seeking out a local college or university, and the things she finds make a good college partner. We discuss the programs and candidate pools, and effective ways for finding and selecting the right candidates. Once they join the team, Emma shares her approach for onboarding new apprentices, the type of work they’re responsible for, and how they plug into client engagements. We talk about the evolution of these candidates, from green, fairly inexperienced apprentices to client-facing, strategic contributors on the team. We wrap with discussing the impact BBD has felt from this apprenticeship program—from the growth of their team, the growth of their culture, and the growth of their leadership tier of employees. Knowing what we know about the talent shortage partners are facing, this program has helped BBD Boom with employee happiness, employee engagement, employee retention, and more. Wed, 11 Jan 2023 14:21:57 -0000 full 1 91 HubSpot This week, we’re joined by Emma Lynch, Managing Director and Founder of BBD Boom, who comes on to discuss her team’s growth through a successful apprenticeship program. Emma starts with where and how it started and carries us through what it looks like today. She shares what she looks for when seeking out a local college or university, and the things she finds make a good college partner. We discuss the programs and candidate pools, and effective ways for finding and selecting the right candidates. Once they join the team, Emma shares her approach for onboarding new apprentices, the type of work they’re responsible for, and how they plug into client engagements. We talk about the evolution of these candidates, from green, fairly inexperienced apprentices to client-facing, strategic contributors on the team. We wrap with discussing the impact BBD has felt from this apprenticeship program—from the growth of their team, the growth of their culture, and the growth of their leadership tier of employees. Knowing what we know about the talent shortage partners are facing, this program has helped BBD Boom with employee happiness, employee engagement, employee retention, and more. This week, we’re joined by Emma Lynch, Managing Director and Founder of BBD Boom, who comes on to discuss her team’s growth through a successful apprenticeship program. Emma starts with where and how it started and carries us through what it looks like today. She shares what she looks for when seeking out a local college or university, and the things she finds make a good college partner. We discuss the programs and candidate pools, and effective ways for finding and selecting the right candidates. Once they join the team, Emma shares her approach for onboarding new apprentices, the type of work they’re responsible for, and how they plug into client engagements. We talk about the evolution of these candidates, from green, fairly inexperienced apprentices to client-facing, strategic contributors on the team. We wrap with discussing the impact BBD has felt from this apprenticeship program—from the growth of their team, the growth of their culture, and the growth of their leadership tier of employees. Knowing what we know about the talent shortage partners are facing, this program has helped BBD Boom with employee happiness, employee engagement, employee retention, and more.


]]> 1934 no The Playbook for Running Customer Success in HubSpot https://agencyunfiltered.com/ Stuart Balcombe, Product Marketer at Arrows, joins the podcast to discuss how organizations can run customer success functions in HubSpot and why it can be so valuable in delivering a connected customer experience. Stuart highlights the benefits of using HubSpot for customer success, including ease of process creation, cross-org visibility of data and the customer journey, efficiencies and opportunities automation, and more. We discuss customer-facing plans, what they are, their importance in driving action, and orienting the customer journey, and how organizations can build their own. We then spend time diving in tactically to the configuration of HubSpot for customer success. How to set up your company, contact, deal, and ticket objects, how to customize and structure your contact timeline, how to facilitate the customer success handoff from sales, how to structure onboarding flows, how to manage renewals, and how to automate repetitive work. Wed, 04 Jan 2023 14:13:14 -0000 full 1 90 HubSpot Stuart Balcombe, Product Marketer at Arrows, joins the podcast to discuss how organizations can run customer success functions in HubSpot and why it can be so valuable in delivering a connected customer experience. Stuart highlights the benefits of using HubSpot for customer success, including ease of process creation, cross-org visibility of data and the customer journey, efficiencies and opportunities automation, and more. We discuss customer-facing plans, what they are, their importance in driving action, and orienting the customer journey, and how organizations can build their own. We then spend time diving in tactically to the configuration of HubSpot for customer success. How to set up your company, contact, deal, and ticket objects, how to customize and structure your contact timeline, how to facilitate the customer success handoff from sales, how to structure onboarding flows, how to manage renewals, and how to automate repetitive work. Stuart Balcombe, Product Marketer at Arrows, joins the podcast to discuss how organizations can run customer success functions in HubSpot and why it can be so valuable in delivering a connected customer experience. Stuart highlights the benefits of using HubSpot for customer success, including ease of process creation, cross-org visibility of data and the customer journey, efficiencies and opportunities automation, and more. We discuss customer-facing plans, what they are, their importance in driving action, and orienting the customer journey, and how organizations can build their own. We then spend time diving in tactically to the configuration of HubSpot for customer success. How to set up your company, contact, deal, and ticket objects, how to customize and structure your contact timeline, how to facilitate the customer success handoff from sales, how to structure onboarding flows, how to manage renewals, and how to automate repetitive work.


]]> 2542 no Inbound Demand Generation & Adapting to Changing B2B Buyer Trends https://agencyunfiltered.com/ Phil Vallender, Director of Blend Marketing, joins the show to discuss changing B2B buyer preferences and his team’s method for adapting. As Phil notes, buyers are attempting to remain as anonymous as possible, with a strong partiality for data privacy, the avoidance of cold calls and spam messages, and a general disinterest in a seller’s “lead nurturing events”. Phil offers his read on changing preferences and what his team does to enable buyers to self-serve through the buyer’s journey and what this means for his team’s GTM and approach to inbound for themselves and their clients—a strategy he’s coined “inbound demand generation”. Phil explains inbound demand generation at the tactical level and what it means for the deployment of HubSpot and the associated strategies executed within. Specifically, Phil shares how the HubSpot CMS can be such an impactful tool to account for, and align with, this shift to yield positive results. Wed, 21 Dec 2022 14:59:14 -0000 full 1 89 HubSpot Phil Vallender, Director of Blend Marketing, joins the show to discuss changing B2B buyer preferences and his team’s method for adapting. As Phil notes, buyers are attempting to remain as anonymous as possible, with a strong partiality for data privacy, the avoidance of cold calls and spam messages, and a general disinterest in a seller’s “lead nurturing events”. Phil offers his read on changing preferences and what his team does to enable buyers to self-serve through the buyer’s journey and what this means for his team’s GTM and approach to inbound for themselves and their clients—a strategy he’s coined “inbound demand generation”. Phil explains inbound demand generation at the tactical level and what it means for the deployment of HubSpot and the associated strategies executed within. Specifically, Phil shares how the HubSpot CMS can be such an impactful tool to account for, and align with, this shift to yield positive results. Phil Vallender, Director of Blend Marketing, joins the show to discuss changing B2B buyer preferences and his team’s method for adapting. As Phil notes, buyers are attempting to remain as anonymous as possible, with a strong partiality for data privacy, the avoidance of cold calls and spam messages, and a general disinterest in a seller’s “lead nurturing events”. Phil offers his read on changing preferences and what his team does to enable buyers to self-serve through the buyer’s journey and what this means for his team’s GTM and approach to inbound for themselves and their clients—a strategy he’s coined “inbound demand generation”. Phil explains inbound demand generation at the tactical level and what it means for the deployment of HubSpot and the associated strategies executed within. Specifically, Phil shares how the HubSpot CMS can be such an impactful tool to account for, and align with, this shift to yield positive results.

]]> 2749 no Global Teams & Productizing Technical, Complex Service Offerings https://agencyunfiltered.com/ Mandy Thompson, Founder and CEO of Digital Reach Online Solutions, joins the show to talk about both her approach to building a globally distributed team and a big bet the team is making on productizing the complex end of HubSpot services—like API integration deployment. Mandy starts with her approach to building global teams, including the human-centric principles the team anchors to, the methods for establishing a company culture, and how she drives accountability across the team. From there, we talk about HubClub—her team’s platform for productized, self-service HubSpot services. However, via HubClub, Mandy’s team executes more advanced, technical HubSpot tasks—a contrast to the normal “rinse and repeat” style of productized offerings. She shares how HubClub is operationalized to be able to offer these services in a scalable way—and how she factors in the technical consultation, business analysis, and change management functions required. Wed, 14 Dec 2022 14:27:22 -0000 full 1 88 HubSpot Mandy Thompson, Founder and CEO of Digital Reach Online Solutions, joins the show to talk about both her approach to building a globally distributed team and a big bet the team is making on productizing the complex end of HubSpot services—like API integration deployment. Mandy starts with her approach to building global teams, including the human-centric principles the team anchors to, the methods for establishing a company culture, and how she drives accountability across the team. From there, we talk about HubClub—her team’s platform for productized, self-service HubSpot services. However, via HubClub, Mandy’s team executes more advanced, technical HubSpot tasks—a contrast to the normal “rinse and repeat” style of productized offerings. She shares how HubClub is operationalized to be able to offer these services in a scalable way—and how she factors in the technical consultation, business analysis, and change management functions required. Mandy Thompson, Founder and CEO of Digital Reach Online Solutions, joins the show to talk about both her approach to building a globally distributed team and a big bet the team is making on productizing the complex end of HubSpot services—like API integration deployment. Mandy starts with her approach to building global teams, including the human-centric principles the team anchors to, the methods for establishing a company culture, and how she drives accountability across the team. From there, we talk about HubClub—her team’s platform for productized, self-service HubSpot services. However, via HubClub, Mandy’s team executes more advanced, technical HubSpot tasks—a contrast to the normal “rinse and repeat” style of productized offerings. She shares how HubClub is operationalized to be able to offer these services in a scalable way—and how she factors in the technical consultation, business analysis, and change management functions required.

]]> 2608 no Revenue Generation and Accelerated Sales Velocity via Sales Automation https://agencyunfiltered.com/ Sean Katz and Carlos Pantoja, co-founders of Optima Solutions, joined the podcast to talk about improving sales performance, and accelerating sales velocity, with automations. They first set the scene on their ICPs, or ideal customer profiles—sharing the types of orgs, sales team sizes, org chart makeups, and key problem areas—that benefit most from their team’s automation services. We then get tactical, with Sean and Carlos walking us through which tasks and functions are prime for automation inside HubSpot, including lead qualification, routing and assignment, task queue creation, pipeline management, reporting, and more. They explain their process for determining what, when, and how should be automated based on client requirements. From there, they dig further into data—and how strong automation, and improved sales performance as a throughput—relies heavily on a “clean data lake” as they put it. They also explain their approach to integrations, via both the HubSpot marketplace and custom development, and how they interlock into this process. Wed, 07 Dec 2022 15:57:37 -0000 full 1 87 HubSpot Sean Katz and Carlos Pantoja, co-founders of Optima Solutions, joined the podcast to talk about improving sales performance, and accelerating sales velocity, with automations. They first set the scene on their ICPs, or ideal customer profiles—sharing the types of orgs, sales team sizes, org chart makeups, and key problem areas—that benefit most from their team’s automation services. We then get tactical, with Sean and Carlos walking us through which tasks and functions are prime for automation inside HubSpot, including lead qualification, routing and assignment, task queue creation, pipeline management, reporting, and more. They explain their process for determining what, when, and how should be automated based on client requirements. From there, they dig further into data—and how strong automation, and improved sales performance as a throughput—relies heavily on a “clean data lake” as they put it. They also explain their approach to integrations, via both the HubSpot marketplace and custom development, and how they interlock into this process. Sean Katz and Carlos Pantoja, co-founders of Optima Solutions, joined the podcast to talk about improving sales performance, and accelerating sales velocity, with automations. They first set the scene on their ICPs, or ideal customer profiles—sharing the types of orgs, sales team sizes, org chart makeups, and key problem areas—that benefit most from their team’s automation services. We then get tactical, with Sean and Carlos walking us through which tasks and functions are prime for automation inside HubSpot, including lead qualification, routing and assignment, task queue creation, pipeline management, reporting, and more. They explain their process for determining what, when, and how should be automated based on client requirements. From there, they dig further into data—and how strong automation, and improved sales performance as a throughput—relies heavily on a “clean data lake” as they put it. They also explain their approach to integrations, via both the HubSpot marketplace and custom development, and how they interlock into this process.

]]> 2470 no Achieving the B Corporation Certification Nick Redding, Managing Director of Reddico, joins the show to talk about his organization’s journey to being certified as a B Corporation, or B Corp. As Nick explains, B Corps give as much consideration to their social and environmental impact as they do to their financial returns, and so he starts our conversation off with explaining what this means for Reddico, the process it takes to become eligible and then certified, and what about becoming a B Corp was attractive for his team. We also anchor his new B Corp status to the age of the connected customer, and Nick shares where and how this certification has shown up in his team’s culture, operations, and overall go-to-market strategy—including the impact on marketing, prospecting and setting meetings, and building relationships. We wrap the episode with the long-term context behind Reddico's pursuit of the B Corp certification and that’s it’s actually just the most recent milestone in a much longer series of progressive decisions Nick has made for his organization. He shares his history of challenging the status quo, the types of progressive decisions he’s made for his firm, and what is coming next. Wed, 30 Nov 2022 14:46:02 -0000 full 1 86 HubSpot Nick Redding, Managing Director of Reddico, joins the show to talk about his organization’s journey to being certified as a B Corporation, or B Corp. As Nick explains, B Corps give as much consideration to their social and environmental impact as they do to their financial returns, and so he starts our conversation off with explaining what this means for Reddico, the process it takes to become eligible and then certified, and what about becoming a B Corp was attractive for his team. We also anchor his new B Corp status to the age of the connected customer, and Nick shares where and how this certification has shown up in his team’s culture, operations, and overall go-to-market strategy—including the impact on marketing, prospecting and setting meetings, and building relationships. We wrap the episode with the long-term context behind Reddico's pursuit of the B Corp certification and that’s it’s actually just the most recent milestone in a much longer series of progressive decisions Nick has made for his organization. He shares his history of challenging the status quo, the types of progressive decisions he’s made for his firm, and what is coming next. Nick Redding, Managing Director of Reddico, joins the show to talk about his organization’s journey to being certified as a B Corporation, or B Corp. As Nick explains, B Corps give as much consideration to their social and environmental impact as they do to their financial returns, and so he starts our conversation off with explaining what this means for Reddico, the process it takes to become eligible and then certified, and what about becoming a B Corp was attractive for his team. We also anchor his new B Corp status to the age of the connected customer, and Nick shares where and how this certification has shown up in his team’s culture, operations, and overall go-to-market strategy—including the impact on marketing, prospecting and setting meetings, and building relationships. We wrap the episode with the long-term context behind Reddico's pursuit of the B Corp certification and that’s it’s actually just the most recent milestone in a much longer series of progressive decisions Nick has made for his organization. He shares his history of challenging the status quo, the types of progressive decisions he’s made for his firm, and what is coming next.

]]> 2858 no Betting on Connection at the Human, Platform, and Customer Levels https://agencyunfiltered.com/ Ben Rubin, VP of Revenue at Remotish, joins the show to share his perspective on the age of the connected customer and the resulting big bets he sees his organization making as we prepare for 2023. Ben digs into the importance of human connection, and how it manifests itself in sales calls, client engagements, and hiring pipelines—citing that even in B2B communications and interactions, it’s human-to-human. He also digs into the value of a connected platform and access to data that covers the entire customer journey. Looking ahead to 2023, Ben shares some of the adjustments Remotish is planning to make to their operating model—including the required lengths of their RevOps and WebOps service offerings and the installation of a new, role-based learning path model for team development. Remotish also has historically requested their team to complete and achieve all of the certifications offered by HubSpot Academy, but is making a change to reflect a catalog of certifications growing in size and in diversity of topic/function coverage. Wed, 02 Nov 2022 13:41:00 -0000 full 1 85 HubSpot Ben Rubin, VP of Revenue at Remotish, joins the show to share his perspective on the age of the connected customer and the resulting big bets he sees his organization making as we prepare for 2023. Ben digs into the importance of human connection, and how it manifests itself in sales calls, client engagements, and hiring pipelines—citing that even in B2B communications and interactions, it’s human-to-human. He also digs into the value of a connected platform and access to data that covers the entire customer journey. Looking ahead to 2023, Ben shares some of the adjustments Remotish is planning to make to their operating model—including the required lengths of their RevOps and WebOps service offerings and the installation of a new, role-based learning path model for team development. Remotish also has historically requested their team to complete and achieve all of the certifications offered by HubSpot Academy, but is making a change to reflect a catalog of certifications growing in size and in diversity of topic/function coverage. Ben Rubin, VP of Revenue at Remotish, joins the show to share his perspective on the age of the connected customer and the resulting big bets he sees his organization making as we prepare for 2023. Ben digs into the importance of human connection, and how it manifests itself in sales calls, client engagements, and hiring pipelines—citing that even in B2B communications and interactions, it’s human-to-human. He also digs into the value of a connected platform and access to data that covers the entire customer journey. Looking ahead to 2023, Ben shares some of the adjustments Remotish is planning to make to their operating model—including the required lengths of their RevOps and WebOps service offerings and the installation of a new, role-based learning path model for team development. Remotish also has historically requested their team to complete and achieve all of the certifications offered by HubSpot Academy, but is making a change to reflect a catalog of certifications growing in size and in diversity of topic/function coverage.

]]> 2527 no Leveraging the App Ecosystem for Improved Services and Customer Value Dax Miller, Head of Product for A8 Labs, joins the show to talk about app development and the opportunities in front of solutions partners. He shares his thoughts on how partners should be thinking about, and leveraging, the app ecosystem as a conduit to sell more services and improve the value they bring to their clients—including use-cases and success stories A8 Labs has seen with other partners. Dax then shares his perspective and process for public app development—and whether more solutions partners should be expanding into app development. He walks us through the lifecycle and timeline of a new product from ideation to marketplace launch, how his team validates ideas and aims to solve long-tailed needs, and where & how others can hire for, build, and grow a development team. Wed, 26 Oct 2022 17:46:00 -0000 full 1 84 HubSpot Dax Miller, Head of Product for A8 Labs, joins the show to talk about app development and the opportunities in front of solutions partners. He shares his thoughts on how partners should be thinking about, and leveraging, the app ecosystem as a conduit to sell more services and improve the value they bring to their clients—including use-cases and success stories A8 Labs has seen with other partners. Dax then shares his perspective and process for public app development—and whether more solutions partners should be expanding into app development. He walks us through the lifecycle and timeline of a new product from ideation to marketplace launch, how his team validates ideas and aims to solve long-tailed needs, and where & how others can hire for, build, and grow a development team. Dax Miller, Head of Product for A8 Labs, joins the show to talk about app development and the opportunities in front of solutions partners. He shares his thoughts on how partners should be thinking about, and leveraging, the app ecosystem as a conduit to sell more services and improve the value they bring to their clients—including use-cases and success stories A8 Labs has seen with other partners. Dax then shares his perspective and process for public app development—and whether more solutions partners should be expanding into app development. He walks us through the lifecycle and timeline of a new product from ideation to marketplace launch, how his team validates ideas and aims to solve long-tailed needs, and where & how others can hire for, build, and grow a development team.

]]> 2419 no HubSpot Admins and the Opportunity for Partners https://agencyunfiltered.com/ This week, HubSpot Academy’s own Kyle Jepson joins the show to talk about HubSpot admins. As HubSpot’s resident admin advocate, champion, Kyle shares his definition of a HubSpot admin, the responsibilities they own, and things they must know inside of HubSpot. Kyle talks through the differences between admins and solutions architects—and how he views the distinctions, contrasts, and overlaps between those two functions. And through that lens, he also shares what opportunities exist for solutions partners. Kyle then pulls the curtain back a bit on how he thinks about potentially certifying and credentialing admins. For example, on the significant spectrum that is HubSpot expertise, where does he draw that line in having the depth and breadth of knowledge that is certifiable? And how is he visualizing the two workstreams for educating admins and assessing admins? With that, Kyle shares his thoughts on the growing audience, community, and prevalence of those ready to be certifiable HubSpot admins—and where they should be looking for staying up to date with HubSpot product updates. Wed, 19 Oct 2022 13:48:37 -0000 full 1 83 HubSpot This week, HubSpot Academy’s own Kyle Jepson joins the show to talk about HubSpot admins. As HubSpot’s resident admin advocate, champion, Kyle shares his definition of a HubSpot admin, the responsibilities they own, and things they must know inside of HubSpot. Kyle talks through the differences between admins and solutions architects—and how he views the distinctions, contrasts, and overlaps between those two functions. And through that lens, he also shares what opportunities exist for solutions partners. Kyle then pulls the curtain back a bit on how he thinks about potentially certifying and credentialing admins. For example, on the significant spectrum that is HubSpot expertise, where does he draw that line in having the depth and breadth of knowledge that is certifiable? And how is he visualizing the two workstreams for educating admins and assessing admins? With that, Kyle shares his thoughts on the growing audience, community, and prevalence of those ready to be certifiable HubSpot admins—and where they should be looking for staying up to date with HubSpot product updates. This week, HubSpot Academy’s own Kyle Jepson joins the show to talk about HubSpot admins. As HubSpot’s resident admin advocate, champion, Kyle shares his definition of a HubSpot admin, the responsibilities they own, and things they must know inside of HubSpot. Kyle talks through the differences between admins and solutions architects—and how he views the distinctions, contrasts, and overlaps between those two functions. And through that lens, he also shares what opportunities exist for solutions partners. Kyle then pulls the curtain back a bit on how he thinks about potentially certifying and credentialing admins. For example, on the significant spectrum that is HubSpot expertise, where does he draw that line in having the depth and breadth of knowledge that is certifiable? And how is he visualizing the two workstreams for educating admins and assessing admins? With that, Kyle shares his thoughts on the growing audience, community, and prevalence of those ready to be certifiable HubSpot admins—and where they should be looking for staying up to date with HubSpot product updates.


]]> 2244 no Connected Data & Consolidated Tech Stacks: How to Drive ROI with RevOps Consulting https://agencyunfiltered.com/ Natalie Furness, CEO of Rev Ops Automated, joins the show to talk about revenue operations. Our conversation though starts with data, how triaging disjointed and unactionable datasets helps solve the crisis of disconnection spoken about from INBOUND22. We also talk about tech stack audits and consolidation—how she manages that process for clients, how it differs based on customer size, maturity, and complexity, and how it represents such a large opportunity for a quick, and significant return on investment for clients. We then talk about how best to resource technical consulting, custom development work for clients, and public app development. Natalie pitches the podcast on her app idea that’s arriving soon and some recommendations on how to staff, resource, and partner with others to go to market with these services as well. Wed, 05 Oct 2022 14:13:13 -0000 full 1 80 HubSpot Natalie Furness, CEO of Rev Ops Automated, joins the show to talk about revenue operations. Our conversation though starts with data, how triaging disjointed and unactionable datasets helps solve the crisis of disconnection spoken about from INBOUND22. We also talk about tech stack audits and consolidation—how she manages that process for clients, how it differs based on customer size, maturity, and complexity, and how it represents such a large opportunity for a quick, and significant return on investment for clients. We then talk about how best to resource technical consulting, custom development work for clients, and public app development. Natalie pitches the podcast on her app idea that’s arriving soon and some recommendations on how to staff, resource, and partner with others to go to market with these services as well. Natalie Furness, CEO of Rev Ops Automated, joins the show to talk about revenue operations. Our conversation though starts with data, how triaging disjointed and unactionable datasets helps solve the crisis of disconnection spoken about from INBOUND22. We also talk about tech stack audits and consolidation—how she manages that process for clients, how it differs based on customer size, maturity, and complexity, and how it represents such a large opportunity for a quick, and significant return on investment for clients. We then talk about how best to resource technical consulting, custom development work for clients, and public app development. Natalie pitches the podcast on her app idea that’s arriving soon and some recommendations on how to staff, resource, and partner with others to go to market with these services as well.


]]> 2307 no Deep Vertical Alignment & Prospecting Through Your Podcast https://agencyunfiltered.com/ Coming to you from the partner space at INBOUND22, Karim Bouras, the founder of Nile, jumps on the show to share the big bets his team is making as we approach 2023 as a means of triaging the saturation and commoditization of inbound services. Karim highlights two major bets—first, specialization around an industry and a deep investment into the marketing strategy for this specific industry. Karim shares the channels in which he focuses his time to connect with these best-fit prospects—including his podcast, which serves doubly as a means of engagement with this audience and a way to secure time with target prospects. Second, Nile has committed to a move away from being a traditional marketing agency to offering CRM implementation and integration services. And this requires a significant investment in education—education for both his prospects to understand the value and education for his team to transition from marketers to sales consultants and technical experts of HubSpot. Wed, 28 Sep 2022 14:36:42 -0000 full 1 81 HubSpot Coming to you from the partner space at INBOUND22, Karim Bouras, the founder of Nile, jumps on the show to share the big bets his team is making as we approach 2023 as a means of triaging the saturation and commoditization of inbound services. Karim highlights two major bets—first, specialization around an industry and a deep investment into the marketing strategy for this specific industry. Karim shares the channels in which he focuses his time to connect with these best-fit prospects—including his podcast, which serves doubly as a means of engagement with this audience and a way to secure time with target prospects. Second, Nile has committed to a move away from being a traditional marketing agency to offering CRM implementation and integration services. And this requires a significant investment in education—education for both his prospects to understand the value and education for his team to transition from marketers to sales consultants and technical experts of HubSpot. Coming to you from the partner space at INBOUND22, Karim Bouras, the founder of Nile, jumps on the show to share the big bets his team is making as we approach 2023 as a means of triaging the saturation and commoditization of inbound services. Karim highlights two major bets—first, specialization around an industry and a deep investment into the marketing strategy for this specific industry. Karim shares the channels in which he focuses his time to connect with these best-fit prospects—including his podcast, which serves doubly as a means of engagement with this audience and a way to secure time with target prospects. Second, Nile has committed to a move away from being a traditional marketing agency to offering CRM implementation and integration services. And this requires a significant investment in education—education for both his prospects to understand the value and education for his team to transition from marketers to sales consultants and technical experts of HubSpot.


]]> 1450 no Betting on Technical Consulting & Complementary Services Provider Partnerships https://agencyunfiltered.com/ This episode was recorded LIVE from the Partner Hub at INBOUND22. Becky Murphy, Managing Director and co-founder of BabelQuest, joins the podcast to talk about the big bets her team is making as we approach 2023 as a means of triaging and saturation and commoditization of inbound services. Becky shares how she’s thinking about the channels and means of engagement her team is using for their next stage of growth. Specifically, she explains how formalized partnerships with complementary services providers targeting similar client profiles has been a lucrative, revenue generating channel for BabelQuest. She also talks us through her team’s technical consulting practice—including how it came to be, how the percentage split of revenue has trended over time vs. traditional inbound services, and how she prioritizes the development of technical experts and solutions architects on staff. Wed, 21 Sep 2022 13:37:12 -0000 full 1 80 HubSpot This episode was recorded LIVE from the Partner Hub at INBOUND22. Becky Murphy, Managing Director and co-founder of BabelQuest, joins the podcast to talk about the big bets her team is making as we approach 2023 as a means of triaging and saturation and commoditization of inbound services. Becky shares how she’s thinking about the channels and means of engagement her team is using for their next stage of growth. Specifically, she explains how formalized partnerships with complementary services providers targeting similar client profiles has been a lucrative, revenue generating channel for BabelQuest. She also talks us through her team’s technical consulting practice—including how it came to be, how the percentage split of revenue has trended over time vs. traditional inbound services, and how she prioritizes the development of technical experts and solutions architects on staff. This episode was recorded LIVE from the Partner Hub at INBOUND22. Becky Murphy, Managing Director and co-founder of BabelQuest, joins the podcast to talk about the big bets her team is making as we approach 2023 as a means of triaging and saturation and commoditization of inbound services. Becky shares how she’s thinking about the channels and means of engagement her team is using for their next stage of growth. Specifically, she explains how formalized partnerships with complementary services providers targeting similar client profiles has been a lucrative, revenue generating channel for BabelQuest. She also talks us through her team’s technical consulting practice—including how it came to be, how the percentage split of revenue has trended over time vs. traditional inbound services, and how she prioritizes the development of technical experts and solutions architects on staff.

]]> 1091 no A Special Preview of the Partner Experience at INBOUND22 https://agencyunfiltered.com/ Today, we have on Justin Graci, Principal Marketing Manager at HubSpot. Justin is responsible for a number of enablement initiatives for our solutions partner community, and today, he previews the exclusive solutions partner experience at INBOUND. Justin starts by explaining why INBOUND is such a special and exciting event for partners specifically, walking us through opportunities available for networking, knowledge sharing, prospecting, and delighting clients. He shares how our partners can best prepare for, and maximize INBOUND—including how partners should be intentional with their plans before, during, and after the event. He wraps with a preview of the dedicated partner space at the event and the scheduled programming dedicated to partners, including the things, and people, and topics to look out for. Wed, 31 Aug 2022 13:46:04 -0000 full 1 79 HubSpot Today, we have on Justin Graci, Principal Marketing Manager at HubSpot. Justin is responsible for a number of enablement initiatives for our solutions partner community, and today, he previews the exclusive solutions partner experience at INBOUND. Justin starts by explaining why INBOUND is such a special and exciting event for partners specifically, walking us through opportunities available for networking, knowledge sharing, prospecting, and delighting clients. He shares how our partners can best prepare for, and maximize INBOUND—including how partners should be intentional with their plans before, during, and after the event. He wraps with a preview of the dedicated partner space at the event and the scheduled programming dedicated to partners, including the things, and people, and topics to look out for. Today, we have on Justin Graci, Principal Marketing Manager at HubSpot. Justin is responsible for a number of enablement initiatives for our solutions partner community, and today, he previews the exclusive solutions partner experience at INBOUND. Justin starts by explaining why INBOUND is such a special and exciting event for partners specifically, walking us through opportunities available for networking, knowledge sharing, prospecting, and delighting clients. He shares how our partners can best prepare for, and maximize INBOUND—including how partners should be intentional with their plans before, during, and after the event. He wraps with a preview of the dedicated partner space at the event and the scheduled programming dedicated to partners, including the things, and people, and topics to look out for.

]]> 1776 no Cutting Through the Inbound Retainer Noise with Business Process Design https://agencyunfiltered.com/ Today on the podcast, we have on Jens Sundell, Chief Revenue Officer at Kaksio Labs. Jens shares his team's growth story as a partner and the team's intentional decision not to get into the traditional inbound marketing retainer business. We discuss what drove that decision and how they instead found their niche in consulting for business process design. We then dig into exactly what business process design is—including what it looks like in a sales process and as a client engagement. Jens also helps differentiate consultation around process (like defining and designing business processes) vs. consultation around technology (like CRM implementation, integrations, architecture) and whether one comes before the other. We then wrap with his thoughts on the team’s approach to solutions architecture—including the process his team uses for designing data models and the important questions to ask in discovery to build the right tech stack & data flows for clients. Wed, 24 Aug 2022 13:59:44 -0000 full 1 78 HubSpot Today on the podcast, we have on Jens Sundell, Chief Revenue Officer at Kaksio Labs. Jens shares his team's growth story as a partner and the team's intentional decision not to get into the traditional inbound marketing retainer business. We discuss what drove that decision and how they instead found their niche in consulting for business process design. We then dig into exactly what business process design is—including what it looks like in a sales process and as a client engagement. Jens also helps differentiate consultation around process (like defining and designing business processes) vs. consultation around technology (like CRM implementation, integrations, architecture) and whether one comes before the other. We then wrap with his thoughts on the team’s approach to solutions architecture—including the process his team uses for designing data models and the important questions to ask in discovery to build the right tech stack & data flows for clients. Today on the podcast, we have on Jens Sundell, Chief Revenue Officer at Kaksio Labs. Jens shares his team's growth story as a partner and the team's intentional decision not to get into the traditional inbound marketing retainer business. We discuss what drove that decision and how they instead found their niche in consulting for business process design. We then dig into exactly what business process design is—including what it looks like in a sales process and as a client engagement. Jens also helps differentiate consultation around process (like defining and designing business processes) vs. consultation around technology (like CRM implementation, integrations, architecture) and whether one comes before the other. We then wrap with his thoughts on the team’s approach to solutions architecture—including the process his team uses for designing data models and the important questions to ask in discovery to build the right tech stack & data flows for clients.

]]> 2385 no An Elite Tier Origin Story (and the Impact of Business Coaching) https://agencyunfiltered.com/ Today, we have on Luke Trewin, Managing Director at Modern Visual. This podcast loves a good origin story, and what’s great about Modern Visual’s beginnings, is that Luke’s very first official office job was taking on the website projects that were the catalyst for Modern Visual. And now? His team is an Elite-tiered, accredited HubSpot solutions partner. Luke walks us through when and how he decided to leave his factory job to start Modern Visual. Was it always the plan? And how did he know it was time to dip his toe into managed services. He then walks us through his process for identifying what to go to market with—were they things he was already good at? Things he was passionate about? And as Modern Visual grew, what happened when clients were looking for something outside his purview? He also shares his strategy for growing his org chart over time—and what roles, responsibilities, and candidate profiles he prioritized. Luke wraps with the value and impact he saw when working with a business coach. He shares the specifics into what he would receive coaching on, how the relationship was structured, and what that coaching relationship looks like today—spoiler alert, his longtime business coach may not be in the Modern Visual org chart. Wed, 17 Aug 2022 13:39:41 -0000 full 1 77 HubSpot Today, we have on Luke Trewin, Managing Director at Modern Visual. This podcast loves a good origin story, and what’s great about Modern Visual’s beginnings, is that Luke’s very first official office job was taking on the website projects that were the catalyst for Modern Visual. And now? His team is an Elite-tiered, accredited HubSpot solutions partner. Luke walks us through when and how he decided to leave his factory job to start Modern Visual. Was it always the plan? And how did he know it was time to dip his toe into managed services. He then walks us through his process for identifying what to go to market with—were they things he was already good at? Things he was passionate about? And as Modern Visual grew, what happened when clients were looking for something outside his purview? He also shares his strategy for growing his org chart over time—and what roles, responsibilities, and candidate profiles he prioritized. Luke wraps with the value and impact he saw when working with a business coach. He shares the specifics into what he would receive coaching on, how the relationship was structured, and what that coaching relationship looks like today—spoiler alert, his longtime business coach may not be in the Modern Visual org chart. Today, we have on Luke Trewin, Managing Director at Modern Visual. This podcast loves a good origin story, and what’s great about Modern Visual’s beginnings, is that Luke’s very first official office job was taking on the website projects that were the catalyst for Modern Visual. And now? His team is an Elite-tiered, accredited HubSpot solutions partner. Luke walks us through when and how he decided to leave his factory job to start Modern Visual. Was it always the plan? And how did he know it was time to dip his toe into managed services. He then walks us through his process for identifying what to go to market with—were they things he was already good at? Things he was passionate about? And as Modern Visual grew, what happened when clients were looking for something outside his purview? He also shares his strategy for growing his org chart over time—and what roles, responsibilities, and candidate profiles he prioritized. Luke wraps with the value and impact he saw when working with a business coach. He shares the specifics into what he would receive coaching on, how the relationship was structured, and what that coaching relationship looks like today—spoiler alert, his longtime business coach may not be in the Modern Visual org chart.

]]> 2415 no How Avidly Structured their C-Suite to Enable Growth Globally Ingunn Bjøru, Chief Customer Experience Officer of Avidly, explains how Avidly has restructured their C-suite and has added and redesigned roles and responsibilities—including a Chief Revenue Officer, a Chief Technology Officer, and a Chief Customer Experience Officer. We learn about the teams these folks both build and manage, the focus areas and points of strategy that fall under their purview, and the impact they drive for the Avidly team, their prospects, and their customers. Ingunn and I also discuss consistency. Avidly has grown substantially through acquisitions and expansion into new regions and countries, so she shares the importance behind consistency, when differences and distinctions between teams is a actually a positive, and how they ensure consistency when it’s required knowing the global distribution of the team. Wed, 10 Aug 2022 13:32:32 -0000 full 1 76 HubSpot Ingunn Bjøru, Chief Customer Experience Officer of Avidly, explains how Avidly has restructured their C-suite and has added and redesigned roles and responsibilities—including a Chief Revenue Officer, a Chief Technology Officer, and a Chief Customer Experience Officer. We learn about the teams these folks both build and manage, the focus areas and points of strategy that fall under their purview, and the impact they drive for the Avidly team, their prospects, and their customers. Ingunn and I also discuss consistency. Avidly has grown substantially through acquisitions and expansion into new regions and countries, so she shares the importance behind consistency, when differences and distinctions between teams is a actually a positive, and how they ensure consistency when it’s required knowing the global distribution of the team. Ingunn Bjøru, Chief Customer Experience Officer of Avidly, explains how Avidly has restructured their C-suite and has added and redesigned roles and responsibilities—including a Chief Revenue Officer, a Chief Technology Officer, and a Chief Customer Experience Officer. We learn about the teams these folks both build and manage, the focus areas and points of strategy that fall under their purview, and the impact they drive for the Avidly team, their prospects, and their customers. Ingunn and I also discuss consistency. Avidly has grown substantially through acquisitions and expansion into new regions and countries, so she shares the importance behind consistency, when differences and distinctions between teams is a actually a positive, and how they ensure consistency when it’s required knowing the global distribution of the team.

]]> 3016 no Booking 20 Meetings a Day with C-Suite Contacts via Cold Outreach https://agencyunfiltered.com/ Shawn Peterson, CEO of Quantum Business Solutions, walks us through the sales machine he’s built that has led to scalable, repeatable, and predictable results for his business and his clients. On their best day, Quantum booked 20 meetings with c-suite contacts via cold outreach—with his team’s best months including over 100 meetings booked. To understand how, we start the tech stack he uses (including softwares like Kennected, ConnectAndSell, and ZoomInfo). Shawn walks us through each, including the data that pipes into HubSpot, what he’s able to automate with each data set, and how it allows him to successfully book meetings. We then move over to how this sales pipeline tech stack has manifested itself in client engagements as well—and how he pitches, prices, and replicates what works for Quantum for his clients. Wed, 03 Aug 2022 13:49:18 -0000 full 1 73 HubSpot Shawn Peterson, CEO of Quantum Business Solutions, walks us through the sales machine he’s built that has led to scalable, repeatable, and predictable results for his business and his clients. On their best day, Quantum booked 20 meetings with c-suite contacts via cold outreach—with his team’s best months including over 100 meetings booked. To understand how, we start the tech stack he uses (including softwares like Kennected, ConnectAndSell, and ZoomInfo). Shawn walks us through each, including the data that pipes into HubSpot, what he’s able to automate with each data set, and how it allows him to successfully book meetings. We then move over to how this sales pipeline tech stack has manifested itself in client engagements as well—and how he pitches, prices, and replicates what works for Quantum for his clients. Shawn Peterson, CEO of Quantum Business Solutions, walks us through the sales machine he’s built that has led to scalable, repeatable, and predictable results for his business and his clients. On their best day, Quantum booked 20 meetings with c-suite contacts via cold outreach—with his team’s best months including over 100 meetings booked. To understand how, we start the tech stack he uses (including softwares like Kennected, ConnectAndSell, and ZoomInfo). Shawn walks us through each, including the data that pipes into HubSpot, what he’s able to automate with each data set, and how it allows him to successfully book meetings. We then move over to how this sales pipeline tech stack has manifested itself in client engagements as well—and how he pitches, prices, and replicates what works for Quantum for his clients.

]]> 2189 no Improved Focus and Flexibility with Agile Retainers https://www.agencyunfiltered.com/ Jessica Scanlon, CEO of Hot Dog Marketing, joins the podcast to share her team's journey in transitioning from standard retainers to an agile retainer strategy. As Jessica explains, by leveraging the agile methodology, the planning cycles and production sprints of her team’s retainers now allow for more flexibility, responsiveness, and better client results. We start with a breakdown of agile retainers (what they are and why they matter) and the impetus was in making this transition. We then unpack the transition period for her team, including the key elements that needed to be reimagined across project management, process development, pricing strategies, team training and more. We wrap with results: what Jessica’s client engagements look like today, the differences she feels with the new agile approach in place, and the most noticeable, tangible impact on KPIs she’s seen—like average order value, assets under management per CS rep, and more. Wed, 27 Jul 2022 13:18:00 -0000 full 1 74 HubSpot Jessica Scanlon, CEO of Hot Dog Marketing, joins the podcast to share her team's journey in transitioning from standard retainers to an agile retainer strategy. As Jessica explains, by leveraging the agile methodology, the planning cycles and production sprints of her team’s retainers now allow for more flexibility, responsiveness, and better client results. We start with a breakdown of agile retainers (what they are and why they matter) and the impetus was in making this transition. We then unpack the transition period for her team, including the key elements that needed to be reimagined across project management, process development, pricing strategies, team training and more. We wrap with results: what Jessica’s client engagements look like today, the differences she feels with the new agile approach in place, and the most noticeable, tangible impact on KPIs she’s seen—like average order value, assets under management per CS rep, and more. Jessica Scanlon, CEO of Hot Dog Marketing, joins the podcast to share her team's journey in transitioning from standard retainers to an agile retainer strategy. As Jessica explains, by leveraging the agile methodology, the planning cycles and production sprints of her team’s retainers now allow for more flexibility, responsiveness, and better client results. We start with a breakdown of agile retainers (what they are and why they matter) and the impetus was in making this transition. We then unpack the transition period for her team, including the key elements that needed to be reimagined across project management, process development, pricing strategies, team training and more. We wrap with results: what Jessica’s client engagements look like today, the differences she feels with the new agile approach in place, and the most noticeable, tangible impact on KPIs she’s seen—like average order value, assets under management per CS rep, and more.

]]> 2440 no Rebranding and Pivoting from Full-Service Agency to Migration & Integration Specialists https://www.agencyunfiltered.com/ In today’s episode, Ranya Barakat, CEO of CRM Toolbox, joins the show to talk about the major transitions, pivots, and inflection points her team has navigated over the last few years—as CRM Toolbox, a firm offering migration, integration, and complex onboarding services, used to be IDS, a LATAM full-service agency. Ranya starts with the why: what sparked the change in name and branding, the pivot in services, and re-classification to a North American partner. We then dig into her team’s service offering—and what this pivot meant for her old services, her existing team, and her existing client base. Ranya also shares the impact on sales, including how prospecting, her channels for sourcing, and her pricing methodology have all changed. We then wrap on strategy, and what the new client experience looks like working with CRM Toolbox. Ranya shares the team’s approach about defining the problem, understanding tech stacks and data structures, designing and planning solutions, and architecting it inside of (and around) HubSpot. Wed, 20 Jul 2022 13:32:59 -0000 full 2 73 HubSpot In today’s episode, Ranya Barakat, CEO of CRM Toolbox, joins the show to talk about the major transitions, pivots, and inflection points her team has navigated over the last few years—as CRM Toolbox, a firm offering migration, integration, and complex onboarding services, used to be IDS, a LATAM full-service agency. Ranya starts with the why: what sparked the change in name and branding, the pivot in services, and re-classification to a North American partner. We then dig into her team’s service offering—and what this pivot meant for her old services, her existing team, and her existing client base. Ranya also shares the impact on sales, including how prospecting, her channels for sourcing, and her pricing methodology have all changed. We then wrap on strategy, and what the new client experience looks like working with CRM Toolbox. Ranya shares the team’s approach about defining the problem, understanding tech stacks and data structures, designing and planning solutions, and architecting it inside of (and around) HubSpot. In today’s episode, Ranya Barakat, CEO of CRM Toolbox, joins the show to talk about the major transitions, pivots, and inflection points her team has navigated over the last few years—as CRM Toolbox, a firm offering migration, integration, and complex onboarding services, used to be IDS, a LATAM full-service agency. Ranya starts with the why: what sparked the change in name and branding, the pivot in services, and re-classification to a North American partner. We then dig into her team’s service offering—and what this pivot meant for her old services, her existing team, and her existing client base. Ranya also shares the impact on sales, including how prospecting, her channels for sourcing, and her pricing methodology have all changed. We then wrap on strategy, and what the new client experience looks like working with CRM Toolbox. Ranya shares the team’s approach about defining the problem, understanding tech stacks and data structures, designing and planning solutions, and architecting it inside of (and around) HubSpot.

]]> 2598 no Designing a Sales Team for Scale https://www.agencyunfiltered.com/ Eric Baum, Founder and CEO of Bluleadz, joins the podcast to share the makeup of his team’s sales org, including the roles, responsibilities, comp plans, and performance benchmarks for his SDRs and AEs. We talk about each team's focus areas, the handoff criteria and qualification thresholds for prospects, the places in which he builds for scale, and how he thinks about the sales team’s role in fielding inbound leads vs. more outbound prospecting. We even get into the role of his customer success org—and where and how they fit into the org’s efforts in cross-selling and upselling. We wrap with a pandemic-driven experiment where Bluleadz offered sales development as a service—with a team of SDRs dedicated to offering outsourced prospecting for his clients. Eric shares the genesis of the idea and how the team came to be before digging into the logistics: how the parameters of the service were defined, how he qualified fits amongst his client base, and how Bluleadz balanced both recurring and performance-based fees for the service. Wed, 13 Jul 2022 13:22:13 -0000 full 1 72 HubSpot Eric Baum, Founder and CEO of Bluleadz, joins the podcast to share the makeup of his team’s sales org, including the roles, responsibilities, comp plans, and performance benchmarks for his SDRs and AEs. We talk about each team's focus areas, the handoff criteria and qualification thresholds for prospects, the places in which he builds for scale, and how he thinks about the sales team’s role in fielding inbound leads vs. more outbound prospecting. We even get into the role of his customer success org—and where and how they fit into the org’s efforts in cross-selling and upselling. We wrap with a pandemic-driven experiment where Bluleadz offered sales development as a service—with a team of SDRs dedicated to offering outsourced prospecting for his clients. Eric shares the genesis of the idea and how the team came to be before digging into the logistics: how the parameters of the service were defined, how he qualified fits amongst his client base, and how Bluleadz balanced both recurring and performance-based fees for the service. Eric Baum, Founder and CEO of Bluleadz, joins the podcast to share the makeup of his team’s sales org, including the roles, responsibilities, comp plans, and performance benchmarks for his SDRs and AEs. We talk about each team's focus areas, the handoff criteria and qualification thresholds for prospects, the places in which he builds for scale, and how he thinks about the sales team’s role in fielding inbound leads vs. more outbound prospecting. We even get into the role of his customer success org—and where and how they fit into the org’s efforts in cross-selling and upselling. We wrap with a pandemic-driven experiment where Bluleadz offered sales development as a service—with a team of SDRs dedicated to offering outsourced prospecting for his clients. Eric shares the genesis of the idea and how the team came to be before digging into the logistics: how the parameters of the service were defined, how he qualified fits amongst his client base, and how Bluleadz balanced both recurring and performance-based fees for the service.



]]> 2506 no Best Practices for Hiring HubSpot Talent in 2022 https://www.agencyunfiltered.com/ Jason Azocar, Founder and CEO of HubSearch, joins the show to share his interpretation of the HubSpot talent shortage. We look at the opportunity in front of partners through three lenses: putting your best foot forward before hiring, best practices for facilitating a candidate through the hiring process, and the importance of sustainable onboarding plans and talent retention strategies. Pre-hiring, we talk about where and how to source, the going market rates for HubSpot talent, and how to position your company as a great place to work. For the hiring process, we unpack the full candidate experience and how to balance speed vs. quality of the process. Lastly, after a hire has been made, we discuss strategies for onboarding, growing, and keeping top talent, how partners should be thinking about balance, and how to grow a People Ops function. Wed, 29 Jun 2022 12:13:12 -0000 full 1 71 HubSpot Jason Azocar, Founder and CEO of HubSearch, joins the show to share his interpretation of the HubSpot talent shortage. We look at the opportunity in front of partners through three lenses: putting your best foot forward before hiring, best practices for facilitating a candidate through the hiring process, and the importance of sustainable onboarding plans and talent retention strategies. Pre-hiring, we talk about where and how to source, the going market rates for HubSpot talent, and how to position your company as a great place to work. For the hiring process, we unpack the full candidate experience and how to balance speed vs. quality of the process. Lastly, after a hire has been made, we discuss strategies for onboarding, growing, and keeping top talent, how partners should be thinking about balance, and how to grow a People Ops function. Jason Azocar, Founder and CEO of HubSearch, joins the show to share his interpretation of the HubSpot talent shortage. We look at the opportunity in front of partners through three lenses: putting your best foot forward before hiring, best practices for facilitating a candidate through the hiring process, and the importance of sustainable onboarding plans and talent retention strategies. Pre-hiring, we talk about where and how to source, the going market rates for HubSpot talent, and how to position your company as a great place to work. For the hiring process, we unpack the full candidate experience and how to balance speed vs. quality of the process. Lastly, after a hire has been made, we discuss strategies for onboarding, growing, and keeping top talent, how partners should be thinking about balance, and how to grow a People Ops function.


]]> 2663 no Actionable Insights from the Fastest Ever to the Elite Tier https://www.agencyunfiltered.com/ This week, Matt Bolian and Brendan Tolleson, cofounders of RevPartners, rejoin the show. When we last checked in with the RevPartners team, they were the fastest HubSpot solutions partner ever to reach the Diamond tier. Now, about a year later, they return to the podcast as the fastest ever to reach the Elite tier. They offer actionable insights, frameworks, and the specific steps they took to reach the Elite tier of HubSpot’s partner program in under 16 months. First, we discuss scaling operations. Do they do anything *unique* or against the grain operationally? How do they sell? How do they define their service offering? Second, we discuss scaling people ops. How has their org chart evolved? How did they identify the right headcount needs and priorities? And how do they recruit the right people—and keep their top talent? And third, we discuss scaling demand. Does RevPartners have a traditional sales org? And how has their approach to content creation and marketing helped spark their growth? Wed, 22 Jun 2022 13:58:45 -0000 full 1 70 HubSpot This week, Matt Bolian and Brendan Tolleson, cofounders of RevPartners, rejoin the show. When we last checked in with the RevPartners team, they were the fastest HubSpot solutions partner ever to reach the Diamond tier. Now, about a year later, they return to the podcast as the fastest ever to reach the Elite tier. They offer actionable insights, frameworks, and the specific steps they took to reach the Elite tier of HubSpot’s partner program in under 16 months. First, we discuss scaling operations. Do they do anything *unique* or against the grain operationally? How do they sell? How do they define their service offering? Second, we discuss scaling people ops. How has their org chart evolved? How did they identify the right headcount needs and priorities? And how do they recruit the right people—and keep their top talent? And third, we discuss scaling demand. Does RevPartners have a traditional sales org? And how has their approach to content creation and marketing helped spark their growth? This week, Matt Bolian and Brendan Tolleson, cofounders of RevPartners, rejoin the show. When we last checked in with the RevPartners team, they were the fastest HubSpot solutions partner ever to reach the Diamond tier. Now, about a year later, they return to the podcast as the fastest ever to reach the Elite tier. They offer actionable insights, frameworks, and the specific steps they took to reach the Elite tier of HubSpot’s partner program in under 16 months. First, we discuss scaling operations. Do they do anything *unique* or against the grain operationally? How do they sell? How do they define their service offering? Second, we discuss scaling people ops. How has their org chart evolved? How did they identify the right headcount needs and priorities? And how do they recruit the right people—and keep their top talent? And third, we discuss scaling demand. Does RevPartners have a traditional sales org? And how has their approach to content creation and marketing helped spark their growth?

]]> 2871 no Creating an Agency Culture of Learning https://www.agencyunfiltered.com/ John Heritage, President of Evenbound, joins to highlight, and then digs deeper into, the learning and development focus of his agency's culture. We start with its origin built on both his personal and professional experiences before moving to how he positions these learning initiatives around both HubSpot, and its growing, changing, expanding platform, as well as his team’s productivity—in other words, how does his team balance KPIs like utilization rate and billable hours with dedicating time for learning and development? We then discuss how he and the team operationalize. Specifically, how he infuses competition and camaraderie, how he ensures accountability from the team, and how he thinks about prescribing certifications and education based on role or function versus creating space for folks’ personal interest. Lastly, we talk about the ROI, where he shares the tangible, noticeable results with his clients the work his team delivers. Wed, 15 Jun 2022 12:54:21 -0000 full 1 69 HubSpot John Heritage, President of Evenbound, joins to highlight, and then digs deeper into, the learning and development focus of his agency's culture. We start with its origin built on both his personal and professional experiences before moving to how he positions these learning initiatives around both HubSpot, and its growing, changing, expanding platform, as well as his team’s productivity—in other words, how does his team balance KPIs like utilization rate and billable hours with dedicating time for learning and development? We then discuss how he and the team operationalize. Specifically, how he infuses competition and camaraderie, how he ensures accountability from the team, and how he thinks about prescribing certifications and education based on role or function versus creating space for folks’ personal interest. Lastly, we talk about the ROI, where he shares the tangible, noticeable results with his clients the work his team delivers. John Heritage, President of Evenbound, joins to highlight, and then digs deeper into, the learning and development focus of his agency's culture. We start with its origin built on both his personal and professional experiences before moving to how he positions these learning initiatives around both HubSpot, and its growing, changing, expanding platform, as well as his team’s productivity—in other words, how does his team balance KPIs like utilization rate and billable hours with dedicating time for learning and development? We then discuss how he and the team operationalize. Specifically, how he infuses competition and camaraderie, how he ensures accountability from the team, and how he thinks about prescribing certifications and education based on role or function versus creating space for folks’ personal interest. Lastly, we talk about the ROI, where he shares the tangible, noticeable results with his clients the work his team delivers.

]]> 2123 no Supporting the Culture Change Sparked by CRM Implementation https://www.agencyunfiltered.com/ Steve Whittington, President of Roadmap, joins the show to talk about the oftentimes *unspoken* aspect of systems implementation—the ripple effect and impact a new CRM can have on an organization's culture. Steve talks about how he views and defines the culture change that comes with a new CRM platform, the differences at the individual-level and company-level, and whether it's a change in mindset, behaviors, accountability, responsibility—or all of the above. He then shares how his team implements that culture change in support of a new CRM platform—and if there are any particular tools, functions, or capabilities that seem to spark a culture change more than others. We wrap with his recommendations for other partners and services providers on how to account for the culture change and how to ensure its factored in appropriately into client engagements, front-line user training, and more. Wed, 08 Jun 2022 13:52:41 -0000 full 1 68 HubSpot Steve Whittington, President of Roadmap, joins the show to talk about the oftentimes *unspoken* aspect of systems implementation—the ripple effect and impact a new CRM can have on an organization's culture. Steve talks about how he views and defines the culture change that comes with a new CRM platform, the differences at the individual-level and company-level, and whether it's a change in mindset, behaviors, accountability, responsibility—or all of the above. He then shares how his team implements that culture change in support of a new CRM platform—and if there are any particular tools, functions, or capabilities that seem to spark a culture change more than others. We wrap with his recommendations for other partners and services providers on how to account for the culture change and how to ensure its factored in appropriately into client engagements, front-line user training, and more. Steve Whittington, President of Roadmap, joins the show to talk about the oftentimes *unspoken* aspect of systems implementation—the ripple effect and impact a new CRM can have on an organization's culture. Steve talks about how he views and defines the culture change that comes with a new CRM platform, the differences at the individual-level and company-level, and whether it's a change in mindset, behaviors, accountability, responsibility—or all of the above. He then shares how his team implements that culture change in support of a new CRM platform—and if there are any particular tools, functions, or capabilities that seem to spark a culture change more than others. We wrap with his recommendations for other partners and services providers on how to account for the culture change and how to ensure its factored in appropriately into client engagements, front-line user training, and more.


]]> 1907 HubSpot vs. Competing CRMs & Dispelling the Notion HubSpot "Isn't Powerful" https://www.agencyunfiltered.com/ Today, we have Michelle O'Keeffe, CEO of Engaging.io, on to discuss how she and her team dispel the notion that HubSpot's CRM platform isn't customizable, extensible, or powerful enough for enterprise-level businesses. She first calls out that while that notion is swiftly waning, she still highlights the fundamental differences between platforms when comparing HubSpot to other CRM platform options in the market—and how HubSpot's single codebase and crafted platform vs. cobbled-together competitors is such a key differentiator and key value proposition. Michelle outlines the considerations and notable items that she helps surface in her sales process to help prospects level-set and accurately weigh their options when selecting the right CRM—stacking up HubSpot up against things that rhyme with *Kalesforce* and *Kynamics*. Wed, 01 Jun 2022 12:25:20 -0000 full 1 67 HubSpot Today, we have Michelle O'Keeffe, CEO of Engaging.io, on to discuss how she and her team dispel the notion that HubSpot's CRM platform isn't customizable, extensible, or powerful enough for enterprise-level businesses. She first calls out that while that notion is swiftly waning, she still highlights the fundamental differences between platforms when comparing HubSpot to other CRM platform options in the market—and how HubSpot's single codebase and crafted platform vs. cobbled-together competitors is such a key differentiator and key value proposition. Michelle outlines the considerations and notable items that she helps surface in her sales process to help prospects level-set and accurately weigh their options when selecting the right CRM—stacking up HubSpot up against things that rhyme with *Kalesforce* and *Kynamics*. Today, we have Michelle O'Keeffe, CEO of Engaging.io, on to discuss how she and her team dispel the notion that HubSpot's CRM platform isn't customizable, extensible, or powerful enough for enterprise-level businesses. She first calls out that while that notion is swiftly waning, she still highlights the fundamental differences between platforms when comparing HubSpot to other CRM platform options in the market—and how HubSpot's single codebase and crafted platform vs. cobbled-together competitors is such a key differentiator and key value proposition. Michelle outlines the considerations and notable items that she helps surface in her sales process to help prospects level-set and accurately weigh their options when selecting the right CRM—stacking up HubSpot up against things that rhyme with *Kalesforce* and *Kynamics*.

]]> 2258 no Finding Senior Leadership in 2022's Talent Ecosystem https://www.agencyunfiltered.com/ Amber Kemmis, Chief Operating Officer at Revenue River, joins us to talk about senior leadership—specifically, why they're important and others should be thinking about and planning their own tier of senior leaders. Amber starts by sharing where senior leaders fall in her org chart and their primary roles and functions. She then shares her interpretation of the talent market and why its so hard to discover senior-level talent in 2022. We wrap with her tips, tactics, and recommendations for finding senior talent in today's talent ecosystem. Wed, 25 May 2022 18:28:00 -0000 full 1 65 HubSpot Amber Kemmis, Chief Operating Officer at Revenue River, joins us to talk about senior leadership—specifically, why they're important and others should be thinking about and planning their own tier of senior leaders. Amber starts by sharing where senior leaders fall in her org chart and their primary roles and functions. She then shares her interpretation of the talent market and why its so hard to discover senior-level talent in 2022. We wrap with her tips, tactics, and recommendations for finding senior talent in today's talent ecosystem. Amber Kemmis, Chief Operating Officer at Revenue River, joins us to talk about senior leadership—specifically, why they're important and others should be thinking about and planning their own tier of senior leaders. Amber starts by sharing where senior leaders fall in her org chart and their primary roles and functions. She then shares her interpretation of the talent market and why its so hard to discover senior-level talent in 2022. We wrap with her tips, tactics, and recommendations for finding senior talent in today's talent ecosystem.

]]> 2235 no Verticalization with Franchise Development and Franchisee Marketing https://www.agencyunfiltered.com/ Steve Galligan and Joseph Mohay, CEO and CRO of Integrated Digital Strategies (IDS), join the show to discuss IDS's target niche—franchises. We star with IDS's history and their pursuit of franchises, and whether the business was built with this niche in mind or if it was a discovery over time. We then pivot to the engagements themselves, including what these services offerings entail, the typical buyer's journey for franchise prospects and clients, and the biggest or most unique considerations to factor in when offering services and solutions for franchises. Lastly, we wrap with how this manifests in their operations and processes. They share their approach for handling, working with, and providing value for franchisors AND each individual franchisee—and how they've structured their org chart and teams to enable engagement with these clients. Wed, 18 May 2022 19:39:51 -0000 full 1 65 HubSpot Steve Galligan and Joseph Mohay, CEO and CRO of Integrated Digital Strategies (IDS), join the show to discuss IDS's target niche—franchises. We star with IDS's history and their pursuit of franchises, and whether the business was built with this niche in mind or if it was a discovery over time. We then pivot to the engagements themselves, including what these services offerings entail, the typical buyer's journey for franchise prospects and clients, and the biggest or most unique considerations to factor in when offering services and solutions for franchises. Lastly, we wrap with how this manifests in their operations and processes. They share their approach for handling, working with, and providing value for franchisors AND each individual franchisee—and how they've structured their org chart and teams to enable engagement with these clients. Steve Galligan and Joseph Mohay, CEO and CRO of Integrated Digital Strategies (IDS), join the show to discuss IDS's target niche—franchises. We star with IDS's history and their pursuit of franchises, and whether the business was built with this niche in mind or if it was a discovery over time. We then pivot to the engagements themselves, including what these services offerings entail, the typical buyer's journey for franchise prospects and clients, and the biggest or most unique considerations to factor in when offering services and solutions for franchises. Lastly, we wrap with how this manifests in their operations and processes. They share their approach for handling, working with, and providing value for franchisors AND each individual franchisee—and how they've structured their org chart and teams to enable engagement with these clients.

]]> 2277 no Agency Globalization and Borderless Operations https://www.agencyunfiltered.com/ This episode, we have Doug Wendt, founder and president of Wendt Partners on the show. Doug discusses the growth and globalization of his distributed team and the methods he used for growth—including full-time employees, contractors, freelancers, and services providers. We talk about how partners should think about marketplaces for securing freelance and contract help and his thoughts and the pros + cons of staffing firms. We also discuss the advantages (and disadvantages) of professional employer organization (or PEOs) and employer of record services (or EOR). Wed, 11 May 2022 16:10:13 -0000 full 64 HubSpot This episode, we have Doug Wendt, founder and president of Wendt Partners on the show. Doug discusses the growth and globalization of his distributed team and the methods he used for growth—including full-time employees, contractors, freelancers, and services providers. We talk about how partners should think about marketplaces for securing freelance and contract help and his thoughts and the pros + cons of staffing firms. We also discuss the advantages (and disadvantages) of professional employer organization (or PEOs) and employer of record services (or EOR). This episode, we have Doug Wendt, founder and president of Wendt Partners on the show. Doug discusses the growth and globalization of his distributed team and the methods he used for growth—including full-time employees, contractors, freelancers, and services providers. We talk about how partners should think about marketplaces for securing freelance and contract help and his thoughts and the pros + cons of staffing firms. We also discuss the advantages (and disadvantages) of professional employer organization (or PEOs) and employer of record services (or EOR).

]]> 2318 Rolling Out Team-Wide Salary Transparency https://www.agencyunfiltered.com/ Conrad Saam, the President and Founder of Mockingbird Marketing, joins the show to talk about his commitment to transparency and clarity on salary—specifically, what that looks like and how it's reported and communicated to employees and candidates. He digs into the history, the process, how he established baselines, and why it's been so valuable for the firm. We wrap by discussing how compensation transparency has changed over time as his team grows both in size and in depth of knowledge—and how it's changed as his org chart becomes more complex and incorporates more specialized functions. Wed, 30 Mar 2022 15:23:06 -0000 full 1 63 HubSpot Conrad Saam, the President and Founder of Mockingbird Marketing, joins the show to talk about his commitment to transparency and clarity on salary—specifically, what that looks like and how it's reported and communicated to employees and candidates. He digs into the history, the process, how he established baselines, and why it's been so valuable for the firm. We wrap by discussing how compensation transparency has changed over time as his team grows both in size and in depth of knowledge—and how it's changed as his org chart becomes more complex and incorporates more specialized functions. Conrad Saam, the President and Founder of Mockingbird Marketing, joins the show to talk about his commitment to transparency and clarity on salary—specifically, what that looks like and how it's reported and communicated to employees and candidates. He digs into the history, the process, how he established baselines, and why it's been so valuable for the firm. We wrap by discussing how compensation transparency has changed over time as his team grows both in size and in depth of knowledge—and how it's changed as his org chart becomes more complex and incorporates more specialized functions.


]]> 2083 no Demystifying Solutions Architecture https://www.agencyunfiltered.com/ Connor Jeffers, Founder and CEO of Aptitude 8 who joins the show to talk about solutions architecture. We start with his definition of solutions architecture and how it compares to other technical roles like systems administrators, RevOps professionals, developers, and sales engineers. We talk about solutions architect development and how to raise the bar for technical expertise and systems design—and whether these folks are primarily homegrown or sought externally. Lastly, we wrap with A8 Labs and the recent acquisition of Appchemist. Should more partners be thinking more about HubSpot's app ecosystem? Wed, 23 Mar 2022 14:45:05 -0000 full 1 62 HubSpot Connor Jeffers, Founder and CEO of Aptitude 8 who joins the show to talk about solutions architecture. We start with his definition of solutions architecture and how it compares to other technical roles like systems administrators, RevOps professionals, developers, and sales engineers. We talk about solutions architect development and how to raise the bar for technical expertise and systems design—and whether these folks are primarily homegrown or sought externally. Lastly, we wrap with A8 Labs and the recent acquisition of Appchemist. Should more partners be thinking more about HubSpot's app ecosystem? Connor Jeffers, Founder and CEO of Aptitude 8 who joins the show to talk about solutions architecture. We start with his definition of solutions architecture and how it compares to other technical roles like systems administrators, RevOps professionals, developers, and sales engineers. We talk about solutions architect development and how to raise the bar for technical expertise and systems design—and whether these folks are primarily homegrown or sought externally. Lastly, we wrap with A8 Labs and the recent acquisition of Appchemist. Should more partners be thinking more about HubSpot's app ecosystem?

]]> 2308 Customer Experience Consultancy and Optimizing the Customer Journey https://www.agencyunfiltered.com/ Daryn Smith, Chief Sales and Innovation Office (and co-founder) of Huble, joins the show to talk about his team's customer experience consultancy service offering. Specifically, what it entails, where and how customer journey mapping factors in, and his team's involvement with defining (and/or introducing) process on top of software implementation. We then talk about the sales conversations, unique value propositions—and how marketers offer a valuable, important perspective on CX content and touch points. We wrap with reporting and how his team measures and benchmarks success. Wed, 16 Mar 2022 13:35:29 -0000 full 1 61 HubSpot Daryn Smith, Chief Sales and Innovation Office (and co-founder) of Huble, joins the show to talk about his team's customer experience consultancy service offering. Specifically, what it entails, where and how customer journey mapping factors in, and his team's involvement with defining (and/or introducing) process on top of software implementation. We then talk about the sales conversations, unique value propositions—and how marketers offer a valuable, important perspective on CX content and touch points. We wrap with reporting and how his team measures and benchmarks success. Daryn Smith, Chief Sales and Innovation Office (and co-founder) of Huble, joins the show to talk about his team's customer experience consultancy service offering. Specifically, what it entails, where and how customer journey mapping factors in, and his team's involvement with defining (and/or introducing) process on top of software implementation. We then talk about the sales conversations, unique value propositions—and how marketers offer a valuable, important perspective on CX content and touch points. We wrap with reporting and how his team measures and benchmarks success.

]]> 2114 no How to Offer and Deliver Customer Service Engagements https://www.agencyunfiltered.com/ Romi Dexter, Director & Co-Founder of Hype & Dexter, joins the show to talk about customer service engagements with clients. Specifically, what customer service services entails and how involved her team is with defining (or introducing) process on top of software configuration. We talk sales and value propositions—and how conversations, points of contacts, and points of entry may change. We then wrap with how her team reports on success and the KPIs, the value adds, and the process improvements that ensure a positive ROI for clients. Wed, 09 Mar 2022 17:02:33 -0000 full 1 60 HubSpot Romi Dexter, Director & Co-Founder of Hype & Dexter, joins the show to talk about customer service engagements with clients. Specifically, what customer service services entails and how involved her team is with defining (or introducing) process on top of software configuration. We talk sales and value propositions—and how conversations, points of contacts, and points of entry may change. We then wrap with how her team reports on success and the KPIs, the value adds, and the process improvements that ensure a positive ROI for clients. Romi Dexter, Director & Co-Founder of Hype & Dexter, joins the show to talk about customer service engagements with clients. Specifically, what customer service services entails and how involved her team is with defining (or introducing) process on top of software configuration. We talk sales and value propositions—and how conversations, points of contacts, and points of entry may change. We then wrap with how her team reports on success and the KPIs, the value adds, and the process improvements that ensure a positive ROI for clients.

]]> 1860 Video Podcasts and the Multimedia Pillar Strategy https://www.agencyunfiltered.com/ Andrew Hong, Co-Founder of Tobe Agency, joins the show to share his team’s video podcasting strategy and service offering for clients. We discuss the role video podcasts can play in a larger pillar content strategy, where and how you can build and repurpose podcast content, some tool recommendations for production and distribution, and the unique and emerging use-cases for podcasting that he’s most excited about.  Wed, 02 Mar 2022 14:00:32 -0000 full 59 HubSpot Andrew Hong, Co-Founder of Tobe Agency, joins the show to share his team’s video podcasting strategy and service offering for clients. We discuss the role video podcasts can play in a larger pillar content strategy, where and how you can build and repurpose podcast content, some tool recommendations for production and distribution, and the unique and emerging use-cases for podcasting that he’s most excited about.  Andrew Hong, Co-Founder of Tobe Agency, joins the show to share his team’s video podcasting strategy and service offering for clients. We discuss the role video podcasts can play in a larger pillar content strategy, where and how you can build and repurpose podcast content, some tool recommendations for production and distribution, and the unique and emerging use-cases for podcasting that he’s most excited about. 

]]> 1819 Building Relationships with HubSpot Direct Reps https://www.agencyunfiltered.com/ Doug Davidoff, the founder and CEO of Imagine Business Development, returns to the show to discuss how he navigates HubSpot's sales organization and builds relationships with HubSpot sales reps as a means of business development. He shares his recommendations and suggestions for others to do the same: how to build these relationships from the ground up, what folks need to set up organizationally to enable these relationships, and how partners may need to rethink their role in these types of collaborative sales opportunities. Wed, 23 Feb 2022 15:08:14 -0000 full 1 58 HubSpot Doug Davidoff, the founder and CEO of Imagine Business Development, returns to the show to discuss how he navigates HubSpot's sales organization and builds relationships with HubSpot sales reps as a means of business development. He shares his recommendations and suggestions for others to do the same: how to build these relationships from the ground up, what folks need to set up organizationally to enable these relationships, and how partners may need to rethink their role in these types of collaborative sales opportunities. Doug Davidoff, the founder and CEO of Imagine Business Development, returns to the show to discuss how he navigates HubSpot's sales organization and builds relationships with HubSpot sales reps as a means of business development. He shares his recommendations and suggestions for others to do the same: how to build these relationships from the ground up, what folks need to set up organizationally to enable these relationships, and how partners may need to rethink their role in these types of collaborative sales opportunities.

]]> 2059 Key Inflection Points Over a Decade+ of Growth https://www.agencyunfiltered.com/ Rikki Lear, Managing Director of Digital22, joins us to talk about the key inflection points his team navigated in their 10+ years of growth. We start with the decision of going all-in on HubSpot. How and when did he make that decision and what ripple effect did it have across his existing client base? We then discuss process and project management, automation, and other guardrails to enable faster scaling. Lastly, we talk about the recent acquisition by Avidly—specifically, how those talks began, how each side vetted the other, and what this means for Digital22 in the future. Wed, 16 Feb 2022 14:33:52 -0000 full 1 57 HubSpot Early Days to Acquired by Avidly: Key Inflection Points Across 10+ Years of Growth Rikki Lear, Managing Director of Digital22, joins us to talk about the key inflection points his team navigated in their 10+ years of growth. We start with the decision of going all-in on HubSpot. How and when did he make that decision and what ripple effect did it have across his existing client base? We then discuss process and project management, automation, and other guardrails to enable faster scaling. Lastly, we talk about the recent acquisition by Avidly—specifically, how those talks began, how each side vetted the other, and what this means for Digital22 in the future. Rikki Lear, Managing Director of Digital22, joins us to talk about the key inflection points his team navigated in their 10+ years of growth. We start with the decision of going all-in on HubSpot. How and when did he make that decision and what ripple effect did it have across his existing client base? We then discuss process and project management, automation, and other guardrails to enable faster scaling. Lastly, we talk about the recent acquisition by Avidly—specifically, how those talks began, how each side vetted the other, and what this means for Digital22 in the future.

]]> 2355 Diagnosing Problems in Client Discovery https://www.agencyunfiltered.com/ Dave Meyer, President, and Trygve Olsen, Director of Buzz Development at BizzyWeb come on the show to talk about the discovery stage of their sales process—specifically, how they diagnose problems for prospects, how they build trust with prospects, and how they balance data and facts with the emotional, soft-skill based relationships they build. Wed, 09 Feb 2022 14:10:39 -0000 full 56 HubSpot Dave Meyer, President, and Trygve Olsen, Director of Buzz Development at BizzyWeb come on the show to talk about the discovery stage of their sales process—specifically, how they diagnose problems for prospects, how they build trust with prospects, and how they balance data and facts with the emotional, soft-skill based relationships they build. Dave Meyer, President, and Trygve Olsen, Director of Buzz Development at BizzyWeb come on the show to talk about the discovery stage of their sales process—specifically, how they diagnose problems for prospects, how they build trust with prospects, and how they balance data and facts with the emotional, soft-skill based relationships they build.

]]> 2563 Process Consulting vs. Product Implementation https://www.agencyunfiltered.com/ Daniel Fonseca, founding partner of Netfluence, joins the show to talk about process consulting. We start by first defining process consulting and outlining the value it brings to clients and to his company. We then discuss if and how process consulting matches up with product implementation—does it come before, after, or simultaneously? We then wrap by diving deep into Netfluence's process for process consultancy—and the particular framework, model, or processes he follows—to help our listeners identify their own process consulting capabilities. Wed, 02 Feb 2022 14:33:33 -0000 full 1 55 HubSpot Daniel Fonseca, founding partner of Netfluence, joins the show to talk about process consulting. We start by first defining process consulting and outlining the value it brings to clients and to his company. We then discuss if and how process consulting matches up with product implementation—does it come before, after, or simultaneously? We then wrap by diving deep into Netfluence's process for process consultancy—and the particular framework, model, or processes he follows—to help our listeners identify their own process consulting capabilities. Daniel Fonseca, founding partner of Netfluence, joins the show to talk about process consulting. We start by first defining process consulting and outlining the value it brings to clients and to his company. We then discuss if and how process consulting matches up with product implementation—does it come before, after, or simultaneously? We then wrap by diving deep into Netfluence's process for process consultancy—and the particular framework, model, or processes he follows—to help our listeners identify their own process consulting capabilities.


]]> 1593 Employment Experience and Optimizing for Work-Life Integration https://www.agencyunfiltered.com/ Nicole Pereira, CEO of Remotish, joins the show to talk about her team's emphasis on employment experience—and as she points out, employment experience is something small agencies and smaller organizations can derive the MOST value from... it’s not something necessarily reserved for large teams. We talk about the systems and processes that make it happen. Things like career crafting and role progression, entrepreneurial projects and cross-training, work-life integration and intentionally asynchronous communication—and much more. Wed, 26 Jan 2022 13:37:02 -0000 full 1 54 HubSpot Nicole Pereira, CEO of Remotish, joins the show to talk about her team's emphasis on employment experience—and as she points out, employment experience is something small agencies and smaller organizations can derive the MOST value from... it’s not something necessarily reserved for large teams. We talk about the systems and processes that make it happen. Things like career crafting and role progression, entrepreneurial projects and cross-training, work-life integration and intentionally asynchronous communication—and much more. Nicole Pereira, CEO of Remotish, joins the show to talk about her team's emphasis on employment experience—and as she points out, employment experience is something small agencies and smaller organizations can derive the MOST value from... it’s not something necessarily reserved for large teams. We talk about the systems and processes that make it happen. Things like career crafting and role progression, entrepreneurial projects and cross-training, work-life integration and intentionally asynchronous communication—and much more.

]]> 2378 Back to School with CSUCI's Student-Run Agency https://www.agencyunfiltered.com/ Agency Unfiltered this week comes with a twist—as we sit down with Ekin Pehlivan, Associate Professor of Marketing at the Martin V. Smith School of Business and Economics at California State University Channel Islands and Leslie Cortes, a student at Cal State Channel Islands. Ekin shares the history of Cal State’s student-led agency—how it started, and why. We dig into the agency's go-to-market, the types of businesses they serve, the services they offer, team structure, process development, and more. Wed, 19 Jan 2022 15:00:58 -0000 full 1 53 HubSpot Agency Unfiltered this week comes with a twist—as we sit down with Ekin Pehlivan, Associate Professor of Marketing at the Martin V. Smith School of Business and Economics at California State University Channel Islands and Leslie Cortes, a student at Cal State Channel Islands. Ekin shares the history of Cal State’s student-led agency—how it started, and why. We dig into the agency's go-to-market, the types of businesses they serve, the services they offer, team structure, process development, and more. Agency Unfiltered this week comes with a twist—as we sit down with Ekin Pehlivan, Associate Professor of Marketing at the Martin V. Smith School of Business and Economics at California State University Channel Islands and Leslie Cortes, a student at Cal State Channel Islands. Ekin shares the history of Cal State’s student-led agency—how it started, and why. We dig into the agency's go-to-market, the types of businesses they serve, the services they offer, team structure, process development, and more.



]]> 1879 Clean Data and Creating a CRM Implementation Practice https://www.agencyunfiltered.com/ We talk to Dave Scilabro, Chief Growth Officer at harvestROI. Dave digs deep into CRM implementation. He walks us through his team's choice to focus more on CRM implementation as a service. We talk through his team’s definition and approach to systems implementation or migrating between systems, data and its role in successful implementation, how he ensures clean data when rolling out a new system, and the role data plays in enabling departmental handoffs. Wed, 13 Oct 2021 16:19:15 -0000 full 1 51 HubSpot We talk to Dave Scilabro, Chief Growth Officer at harvestROI. Dave digs deep into CRM implementation. He walks us through his team's choice to focus more on CRM implementation as a service. We talk through his team’s definition and approach to systems implementation or migrating between systems, data and its role in successful implementation, how he ensures clean data when rolling out a new system, and the role data plays in enabling departmental handoffs. We talk to Dave Scilabro, Chief Growth Officer at harvestROI. Dave digs deep into CRM implementation. He walks us through his team's choice to focus more on CRM implementation as a service. We talk through his team’s definition and approach to systems implementation or migrating between systems, data and its role in successful implementation, how he ensures clean data when rolling out a new system, and the role data plays in enabling departmental handoffs.

]]> 2015 Prospecting and Selling into the C-Suite https://www.agencyunfiltered.com/ In this week’s edition of Agency Unfiltered, we talk to Lara Triozzi, CEO of MarketLauncher. We discuss her focus on prospecting and lead development efforts specifically targeting C-level executives. We talk about the approach other firms need to take for their clients when targeting the C-suite, where and how it intersects with ABM, and how to best identify when C-suite is the right point of contact you need to sell to. We then discuss FANS, or formal account, new success—and the revenue attributed to FANS may surprise you... Wed, 06 Oct 2021 14:11:03 -0000 full 1 51 HubSpot In this week’s edition of Agency Unfiltered, we talk to Lara Triozzi, CEO of MarketLauncher. We discuss her focus on prospecting and lead development efforts specifically targeting C-level executives. We talk about the approach other firms need to take for their clients when targeting the C-suite, where and how it intersects with ABM, and how to best identify when C-suite is the right point of contact you need to sell to. We then discuss FANS, or formal account, new success—and the revenue attributed to FANS may surprise you... In this week’s edition of Agency Unfiltered, we talk to Lara Triozzi, CEO of MarketLauncher. We discuss her focus on prospecting and lead development efforts specifically targeting C-level executives. We talk about the approach other firms need to take for their clients when targeting the C-suite, where and how it intersects with ABM, and how to best identify when C-suite is the right point of contact you need to sell to.

We then discuss FANS, or formal account, new success—and the revenue attributed to FANS may surprise you...

]]> 1911 Understanding RevOps from the Fastest Solutions Partner to Diamond https://www.agencyunfiltered.com/ Brendan Tolleson and Matt Bolian, co-founders and CEO and CRO of RevPartners grew to the Diamond tier of HubSpot’s Solutions Partner Program faster than any other partner before them. We talk about what RevOps means to their team and the problems they solve by offering RevOps support. Wed, 29 Sep 2021 19:35:17 -0000 full 1 50 HubSpot Brendan Tolleson and Matt Bolian, co-founders and CEO and CRO of RevPartners grew to the Diamond tier of HubSpot’s Solutions Partner Program faster than any other partner before them. We talk about what RevOps means to their team and the problems they solve by offering RevOps support. Brendan Tolleson and Matt Bolian, co-founders and CEO and CRO of RevPartners grew to the Diamond tier of HubSpot’s Solutions Partner Program faster than any other partner before them. We talk about what RevOps means to their team and the problems they solve by offering RevOps support.

]]> 2474 Building Senior Leadership into Your Org Chart https://www.agencyunfiltered.com/ Jonathan Franchell, CEO and Founder of Ironpaper, talks us through his team’s approach to building up their roster of senior leadership positions. He shares his process for assessing the need for various Director-level candidates, how he balances internal and external candidates, and when he knew it was time to add folks that don’t correlate to billable hours. Wed, 30 Jun 2021 12:19:00 -0000 full 1 49 HubSpot Jonathan Franchell, CEO and Founder of Ironpaper, talks us through his team’s approach to building up their roster of senior leadership positions. He shares his process for assessing the need for various Director-level candidates, how he balances internal and external candidates, and when he knew it was time to add folks that don’t correlate to billable hours. Jonathan Franchell, CEO and Founder of Ironpaper, talks us through his team’s approach to building up their roster of senior leadership positions. He shares his process for assessing the need for various Director-level candidates, how he balances internal and external candidates, and when he knew it was time to add folks that don’t correlate to billable hours.

]]> 1756 no “Renewing Your Vows” with HubSpot https://www.agencyunfiltered.com/ Brian Shilling, VP of Sales and Client Strategy at TSL Marketing, shares his team’s commitment to “renewing their vows” with HubSpot and the partner program. What does this mean for TSL and their team? How does this change the way they source and manage talent? Brian shares the approach, the early results, and his recommendations for new partners. Wed, 16 Jun 2021 13:09:55 -0000 full 1 48 HubSpot Brian Shilling, VP of Sales and Client Strategy at TSL Marketing, shares his team’s commitment to “renewing their vows” with HubSpot and the partner program. What does this mean for TSL and their team? How does this change the way they source and manage talent? Brian shares the approach, the early results, and his recommendations for new partners. Brian Shilling, VP of Sales and Client Strategy at TSL Marketing, shares his team’s commitment to “renewing their vows” with HubSpot and the partner program. What does this mean for TSL and their team? How does this change the way they source and manage talent? Brian shares the approach, the early results, and his recommendations for new partners.

]]> 1816 no Building the Property Management Operating System (PMOS) https://www.agencyunfiltered.com/ Heather Park, Managing Partner at Rent Bridge, joins the show to talk about the PMOS, or Property Management Operating System, the unified property management automation solution built entirely on HubSpot. Heather discusses the experiences that lead to the property management niche, the nuts and bolts of the PMOS, and the balance between templates and custom setup. Wed, 02 Jun 2021 13:09:41 -0000 full 1 47 HubSpot Heather Park, Managing Partner at Rent Bridge, joins the show to talk about the PMOS, or Property Management Operating System, the unified property management automation solution built entirely on HubSpot. Heather discusses the experiences that lead to the property management niche, the nuts and bolts of the PMOS, and the balance between templates and custom setup.
  • Heather Park, Managing Partner at Rent Bridge, joins the show to talk about the PMOS, or Property Management Operating System, the unified property management automation solution built entirely on HubSpot. Heather discusses the experiences that lead to the property management niche, the nuts and bolts of the PMOS, and the balance between templates and custom setup.


    • ]]>     1321     Consolidating Your Focus Areas and Service Offerings https://www.agencyunfiltered.com/ Noah Berk, Co-Founder of OBO, joins the show to talk about how his agency was able to consolidate the focus areas and services they offered their clients. Noah talks about the value in pulling back from “full-service”, how he identified what to focus on, and the implications this had on people, process, growth and the client experience. Wed, 19 May 2021 11:31:08 -0000 full 1 46 HubSpot Noah Berk, Co-Founder of OBO, joins the show to talk about how his agency was able to consolidate the focus areas and services they offered their clients. Noah talks about the value in pulling back from “full-service”, how he identified what to focus on, and the implications this had on people, process, growth and the client experience. Noah Berk, Co-Founder of OBO, joins the show to talk about how his agency was able to consolidate the focus areas and services they offered their clients. Noah talks about the value in pulling back from “full-service”, how he identified what to focus on, and the implications this had on people, process, growth and the client experience.

    ]]>     1743 no     People Development in the Remote World https://www.agencyunfiltered.com/ Alex Moore and Ryan Burkett, senior partners at Stratagon, sit down to talk about people development—more specifically, people development in the newly remote-first world. They share the tools and processes they use for supporting growth, aligning collaborators, and building teams that embrace diverse communication styles and preferences. Wed, 05 May 2021 12:14:07 -0000 full 1 45 HubSpot Alex Moore and Ryan Burkett, senior partners at Stratagon, sit down to talk about people development—more specifically, people development in the newly remote-first world. They share the tools and processes they use for supporting growth, aligning collaborators, and building teams that embrace diverse communication styles and preferences. Alex Moore and Ryan Burkett, senior partners at Stratagon, sit down to talk about people development—more specifically, people development in the newly remote-first world. They share the tools and processes they use for supporting growth, aligning collaborators, and building teams that embrace diverse communication styles and preferences.

    ]]>     1532 no     Scaling Content Marketing in 2021 and Beyond https://www.agencyunfiltered.com/ Angela Pointon, President of 11 out of 11, comes on to talk about content marketing and how to scale it out as a service offering. We talk about onboarding subcontractors to systems, processes, and a standard of quality, how to enable a client’s thought leadership in content, and finding the right clients for a content marketing engagement. Wed, 21 Apr 2021 13:35:05 -0000 full 1 44 HubSpot Angela Pointon, President of 11 out of 11, comes on to talk about content marketing and how to scale it out as a service offering. We talk about onboarding subcontractors to systems, processes, and a standard of quality, how to enable a client’s thought leadership in content, and finding the right clients for a content marketing engagement. Angela Pointon, President of 11 out of 11, comes on to talk about content marketing and how to scale it out as a service offering. We talk about onboarding subcontractors to systems, processes, and a standard of quality, how to enable a client’s thought leadership in content, and finding the right clients for a content marketing engagement.

    ]]>     1398     Going All-in with Specialization https://www.agencyunfiltered.com/ Spencer Powell, CEO of Builder Funnel, and his team have gone all in on specialization—all the way up his agency’s name. He walks us through the decision to align so tightly to an industry, the benefits he sees across his agency’s flywheel, handling prospects with competing businesses, and the impact specialization has on team development. Wed, 07 Apr 2021 13:24:00 -0000 full 1 43 HubSpot Spencer Powell, CEO of Builder Funnel, and his team have gone all in on specialization—all the way up his agency’s name. He walks us through the decision to align so tightly to an industry, the benefits he sees across his agency’s flywheel, handling prospects with competing businesses, and the impact specialization has on team development. Spencer Powell, CEO of Builder Funnel, and his team have gone all in on specialization—all the way up his agency’s name. He walks us through the decision to align so tightly to an industry, the benefits he sees across his agency’s flywheel, handling prospects with competing businesses, and the impact specialization has on team development.


    ]]>     1585     Agency Acquisitions and Team Integration https://www.agencyunfiltered.com/ Peter Lang, CEO of Uhuru Network, shares his team’s acquisition strategy. We talk about the process for sourcing potential acquisitions, indicators to look for from potential sellers, how he validates “fit”, and when he decides to walk away. And for those acquisitions that do close, we talk about team integration and the people, process, and tools that make them go as seamless as possible. Wed, 24 Mar 2021 13:17:00 -0000 full 1 42 HubSpot Peter Lang, CEO of Uhuru Network, shares his team’s acquisition strategy. We talk about the process for sourcing potential acquisitions, indicators to look for from potential sellers, how he validates “fit”, and when he decides to walk away. And for those acquisitions that do close, we talk about team integration and the people, process, and tools that make them go as seamless as possible. Peter Lang, CEO of Uhuru Network, shares his team’s acquisition strategy. We talk about the process for sourcing potential acquisitions, indicators to look for from potential sellers, how he validates “fit”, and when he decides to walk away. And for those acquisitions that do close, we talk about team integration and the people, process, and tools that make them go as seamless as possible.

    ]]>     1657 no     Evolving as a Leader Through Agency Maturation https://www.agencyunfiltered.com/ Mike Skeehan, the Managing Partner of Salted Stone, shares his experiences in evolving as a leader alongside the maturation of his agency and what it meant to grow, pivot, and reassign his responsibilities in moments of transition. We discuss important inflection points, the patterns he saw, and how he compares reactivity to proactiveness. Wed, 10 Mar 2021 14:14:04 -0000 Evolving as a Leader Through Agency Maturation full 1 41 HubSpot Mike Skeehan, the Managing Partner of Salted Stone, shares his experiences in evolving as a leader alongside the maturation of his agency and what it meant to grow, pivot, and reassign his responsibilities in moments of transition. We discuss important inflection points, the patterns he saw, and how he compares reactivity to proactiveness. Mike Skeehan, the Managing Partner of Salted Stone, shares his experiences in evolving as a leader alongside the maturation of his agency and what it meant to grow, pivot, and reassign his responsibilities in moments of transition. We discuss important inflection points, the patterns he saw, and how he compares reactivity to proactiveness.

    ]]>     2408 no     Leveraging Podcasting as Inbound Marketing Jon Sasala, President of Morey Creative, shares his team’s first hand experience in developing branded podcasts. Jon discusses where and how podcasting fits into the larger marketing and sales processes, how it builds trust—and the surprising industry he likes to hire from. Wed, 24 Feb 2021 14:34:44 -0000 full 1 40 HubSpot Jon Sasala, President of Morey Creative, shares his team’s first hand experience in developing branded podcasts. Jon discusses where and how podcasting fits into the larger marketing and sales processes, how it builds trust—and the surprising industry he likes to hire from. Jon Sasala, President of Morey Creative, shares his team’s first hand experience in developing branded podcasts. Jon discusses where and how podcasting fits into the larger marketing and sales processes, how it builds trust—and the surprising industry he likes to hire from.

    ]]>     2182 no     Mastering Client Web Projects http://agencyunfiltered.hubspot.libsynpro.com/mastering-client-web-projects Trish Lessard, CEO of Mediajunction, joins us to talk client websites and how to manage complex CMS builds, migrations, and implementations—while keeping these projects under budget, within scope, and delivered on time. Wed, 01 Jul 2020 13:35:07 -0000 Mastering Client Web Projects full 1 39 HubSpot Trish Lessard, CEO of Mediajunction, joins us to talk client websites and how to manage complex CMS builds, migrations, and implementations—while keeping these projects under budget, within scope, and delivered on time. Trish Lessard, CEO of Mediajunction, joins us to talk client websites and how to manage complex CMS builds, migrations, and implementations—while keeping these projects under budget, within scope, and delivered on time. Trish Lessard, CEO of Mediajunction, joins us to talk client websites and how to manage complex CMS builds, migrations, and implementations—while keeping these projects under budget, within scope, and delivered on time.

    ]]>     1254 no     Ensuring Data Integrity for True Business Intelligence http://agencyunfiltered.hubspot.libsynpro.com/ensuring-data-integrity-for-true-business-intelligence Blake Kendrick, Director of Operations for FullFunnel, talks about his team’s approach to reporting: specifically, auditing fields and schema on the backend to pull through as impactful, actionable data. Wed, 17 Jun 2020 13:04:58 -0000 Ensuring Data Integrity for True Business Intelligence full 1 38 HubSpot Blake Kendrick, Director of Operations for FullFunnel, talks about his team’s approach to reporting: specifically, auditing fields and schema on the backend to pull through as impactful, actionable data. Blake Kendrick, Director of Operations for FullFunnel, talks about his team’s approach to reporting: specifically, auditing fields and schema on the backend to pull through as impactful, actionable data. Blake Kendrick, Director of Operations for FullFunnel, talks about his team’s approach to reporting: specifically, auditing fields and schema on the backend to pull through as impactful, actionable data.

    ]]>     1454 no     Digital Transformations Through Technology http://agencyunfiltered.hubspot.libsynpro.com/digital-transformations-through-technology Brendon Dennewill, CEO of Denamico, has made a key distinction in their flywheel model: they put customer experience in the center. Learn how to leverage data, systems, processes, and technology to help your clients succeed with a true digital transformation of their customer experience. Wed, 03 Jun 2020 12:45:29 -0000 Digital Transformations Through Technology full 1 37 HubSpot Brendon Dennewill, CEO of Denamico, has made a key distinction in their flywheel model: they put customer experience in the center. Learn how to leverage data, systems, processes, and technology to help your clients succeed with a true digital... Brendon Dennewill, CEO of Denamico, has made a key distinction in their flywheel model: they put customer experience in the center. Learn how to leverage data, systems, processes, and technology to help your clients succeed with a true digital transformation of their customer experience. 1360 no Aligning Pricing with Client Expectations http://agencyunfiltered.hubspot.libsynpro.com/aligning-pricing-with-client-expectations Doug Davidoff, Founder and CEO of Imagine Business Development, joins us to talk about how he evolved his pricing strategy to eliminate the gap between prospect expectations and resource allocation. Learn about his three tiers of programs: services, solutions, and outcomes. Wed, 20 May 2020 14:17:00 -0000 Aligning Pricing with Client Expectations full 1 36 HubSpot Doug Davidoff, Founder and CEO of Imagine Business Development, joins us to talk about how he evolved his pricing strategy to eliminate the gap between prospect expectations and resource allocation. Learn about his three tiers of programs: services,... Doug Davidoff, Founder and CEO of Imagine Business Development, joins us to talk about how he evolved his pricing strategy to eliminate the gap between prospect expectations and resource allocation. Learn about his three tiers of programs: services, solutions, and outcomes. Doug Davidoff, Founder and CEO of Imagine Business Development, joins us to talk about how he evolved his pricing strategy to eliminate the gap between prospect expectations and resource allocation. Learn about his three tiers of programs: services, solutions, and outcomes.

    ]]>     1581 no     ESOP: Employee Stock Ownership Plans http://agencyunfiltered.hubspot.libsynpro.com/esop-employee-stock-ownership-plans Greg Linnemanstons, President of Weidert Group, joins us to talk ESOP: and how the trust he set up for his team benefits the agency, the employees, and his clients. We discuss why he rolled out an ESOP, financials and factors to consider for your agency, and the benefits you may see. Wed, 06 May 2020 16:51:17 -0000 ESOP: Employee Stock Ownership Plans full 1 35 HubSpot Greg Linnemanstons, President of Weidert Group, joins us to talk ESOP: and how the trust he set up for his team benefits the agency, the employees, and his clients. We discuss why he rolled out an ESOP, financials and factors to consider for your... Greg Linnemanstons, President of Weidert Group, joins us to talk ESOP: and how the trust he set up for his team benefits the agency, the employees, and his clients. We discuss why he rolled out an ESOP, financials and factors to consider for your agency, and the benefits you may see. 1385 no Fueling Growth with Internal Data Scorecards http://agencyunfiltered.hubspot.libsynpro.com/fueling-growth-with-internal-data-scorecards Etienne Turner, co-CEO of digitalJ2, has created a set of scorecards and dashboards to help his team stay on target with their top KPIs across operations, marketing, sales, HR, and client performance. In this episode, we talk about how he sets the agency’s goals, where granularity fits in, and how others can set and track their targets. Wed, 08 Apr 2020 13:30:03 -0000 Fueling Growth with Internal Data Scorecards full 1 34 HubSpot Etienne Turner, co-CEO of digitalJ2, has created a set of scorecards and dashboards to help his team stay on target with their top KPIs across operations, marketing, sales, HR, and client performance. In this episode, we talk about how he sets the... Etienne Turner, co-CEO of digitalJ2, has created a set of scorecards and dashboards to help his team stay on target with their top KPIs across operations, marketing, sales, HR, and client performance. In this episode, we talk about how he sets the agency’s goals, where granularity fits in, and how others can set and track their targets. 1025 no Navigating Your Critical Scale Points http://agencyunfiltered.hubspot.libsynpro.com/navigating-your-critical-scale-points Bob and Verity Dearsley, the Chief Executive and Managing Director of B2B Marketing Lab, join us to talk about scale points: the times where you must invest, revamp, or pivot to properly scale your growing agency. Learn how to focus on the customer, invest in marketing, build an HR arm, and more. Wed, 25 Mar 2020 14:02:00 -0000 Navigating Your Critical Scale Points full 1 33 HubSpot Bob and Verity Dearsley, the Chief Executive and Managing Director of B2B Marketing Lab, join us to talk about scale points: the times where you must invest, revamp, or pivot to properly scale your growing agency. Learn how to focus on the customer,... Bob and Verity Dearsley, the Chief Executive and Managing Director of B2B Marketing Lab, join us to talk about scale points: the times where you must invest, revamp, or pivot to properly scale your growing agency. Learn how to focus on the customer, invest in marketing, build an HR arm, and more. Bob and Verity Dearsley, the Chief Executive and Managing Director of B2B Marketing Lab, join us to talk about scale points: the times where you must invest, revamp, or pivot to properly scale your growing agency. Learn how to focus on the customer, invest in marketing, build an HR arm, and more.

    ]]>     1742 no     Offering Education as a Service http://agencyunfiltered.hubspot.libsynpro.com/offering-education-as-a-service Jani Aaltonen, Founder of Sales Communications, hosts a rolling calendar of small group workshops that have added a ton of force to his agency’s flywheel. Jani joins us to talk about the structure of his classroom training offering, the value in trust, the impact on revenue, and how others can get started. Wed, 11 Mar 2020 13:41:00 -0000 Offering Education as a Service full 2 32 HubSpot Jani Aaltonen, Founder of Sales Communications, hosts a rolling calendar of small group workshops that have added a ton of force to his agency’s flywheel. Jani joins us to talk about the structure of his classroom training offering, the value in... Jani Aaltonen, Founder of Sales Communications, hosts a rolling calendar of small group workshops that have added a ton of force to his agency’s flywheel. Jani joins us to talk about the structure of his classroom training offering, the value in trust, the impact on revenue, and how others can get started. Jani Aaltonen, Founder of Sales Communications, hosts a rolling calendar of small group workshops that have added a ton of force to his agency’s flywheel. Jani joins us to talk about the structure of his classroom training offering, the value in trust, the impact on revenue, and how others can get started.

    ]]>     1308 no     Why We Began Productizing Agency Services http://agencyunfiltered.hubspot.libsynpro.com/why-we-began-productizing-agency-services John and Lucy, Directors of ESM Inbound, have built out a unique structure to their pricing, billing, and contracts: their services are productized and available a la carte and without any retainer commitments. Learn more about their motivations, successes, and lessons learned in making the pivot to productizing their services. Wed, 26 Feb 2020 13:15:11 -0000 Why We Began Productizing Agency Services full 1 31 HubSpot John and Lucy, Directors of ESM Inbound, have built out a unique structure to their pricing, billing, and contracts: their services are productized and available a la carte and without any retainer commitments. Learn more about their motivations,... John and Lucy, Directors of ESM Inbound, have built out a unique structure to their pricing, billing, and contracts: their services are productized and available a la carte and without any retainer commitments. Learn more about their motivations, successes, and lessons learned in making the pivot to productizing their services. 1295 no Tech Stack Discovery and Platform Consultancy http://agencyunfiltered.hubspot.libsynpro.com/tech-stack-discovery-and-platform-consultancy Gabriel Marguglio, CEO of Nextiny Marketing, joins us to discuss how he was able to maximize the opportunity around technology consultation. Learn how to embrace software, platform capabilities and become a platform consultancy agency. Wed, 12 Feb 2020 13:12:16 -0000 Tech Stack Discovery and Platform Consultancy full 1 30 HubSpot Gabriel Marguglio, CEO of Nextiny Marketing, joins us to discuss how he was able to maximize the opportunity around technology consultation. Learn how to embrace software, platform capabilities and become a platform consultancy agency. Gabriel Marguglio, CEO of Nextiny Marketing, joins us to discuss how he was able to maximize the opportunity around technology consultation. Learn how to embrace software, platform capabilities and become a platform consultancy agency. Gabriel Marguglio, CEO of Nextiny Marketing, joins us to discuss how he was able to maximize the opportunity around technology consultation. Learn how to embrace software, platform capabilities and become a platform consultancy agency.

    ]]>     1345 no     The Artificial Intelligence Agency http://agencyunfiltered.hubspot.libsynpro.com/the-artificial-intelligence-agency Jessica Miller, VP and Managing Director of PR20/20, comes on the show to talk about artificial intelligence: how agencies can define what it is, how to talk about it with clients, how to identify real applications of it, and how it impacts service delivery. Wed, 29 Jan 2020 12:44:47 -0000 The Artificial Intelligence Agency full 1 29 HubSpot Jessica Miller, VP and Managing Director of PR20/20, comes on the show to talk about artificial intelligence: how agencies can define what it is, how to talk about it with clients, how to identify real applications of it, and how it impacts service... Jessica Miller, VP and Managing Director of PR20/20, comes on the show to talk about artificial intelligence: how agencies can define what it is, how to talk about it with clients, how to identify real applications of it, and how it impacts service delivery. 948 no Recovering After Losing 50% of Revenue in 30 Days http://agencyunfiltered.hubspot.libsynpro.com/recovering-after-losing-50-of-revenue-in-30-days Tyler Pigott, Principal of Lone Fir Creative, joins us to talk about a major agency recovery he lost 50% of the agency’s revenue in a 30 day period. We talk about sticking to a sales process, consolidating tool investments, building the right team, in other lessons learned in saving the agency. Wed, 15 Jan 2020 12:34:18 -0000 Recovering After Losing 50% of Revenue in 30 Days full 1 28 HubSpot Tyler Pigott, Principal of Lone Fir Creative, joins us to talk about a major agency recovery he lost 50% of the agency’s revenue in a 30 day period. We talk about sticking to a sales process, consolidating tool investments, building the right team,... Tyler Pigott, Principal of Lone Fir Creative, joins us to talk about a major agency recovery he lost 50% of the agency’s revenue in a 30 day period. We talk about sticking to a sales process, consolidating tool investments, building the right team, in other lessons learned in saving the agency. 1470 no Lessons Learned from a Merger Breakup http://agencyunfiltered.hubspot.libsynpro.com/lessons-learned-from-a-merger-breakup Rich Wood, Managing Director of Six and Flow, joins us to talk about a merger attempt that ended in a breakup. While never easy, Rich walks us through why they opened up a merger discussion with another agency, how the team integration went, and what ultimately led to the split. Thu, 02 Jan 2020 01:19:00 -0000 Lessons Learned from a Merger Breakup full 1 27 HubSpot Rich Wood, Managing Director of Six and Flow, joins us to talk about a merger attempt that ended in a breakup. While never easy, Rich walks us through why they opened up a merger discussion with another agency, how the team integration went, and what... Rich Wood, Managing Director of Six and Flow, joins us to talk about a merger attempt that ended in a breakup. While never easy, Rich walks us through why they opened up a merger discussion with another agency, how the team integration went, and what ultimately led to the split. Rich Wood, Managing Director of Six and Flow, joins us to talk about a merger attempt that ended in a breakup. While never easy, Rich walks us through why they opened up a merger discussion with another agency, how the team integration went, and what ultimately led to the split.

    ]]>     1507 no     Running an Inbound Paid Ad Strategy http://agencyunfiltered.hubspot.libsynpro.com/running-an-inbound-paid-ad-strategy Carter and Cameron, Partners at Creative Cave, come on the show to discuss paid ads and how they fit into their agency’s overall inbound strategy for clients. They discuss why agencies shouldn’t see paid ads and inbound as two competing channels—instead, view paid ads as a powerful channel for inbound ROI. Wed, 18 Dec 2019 12:32:48 -0000 Running an Inbound Paid Ad Strategy full 1 26 HubSpot Carter and Cameron, Partners at Creative Cave, come on the show to discuss paid ads and how they fit into their agency’s overall inbound strategy for clients. They discuss why agencies shouldn’t see paid ads and inbound as two competing... Carter and Cameron, Partners at Creative Cave, come on the show to discuss paid ads and how they fit into their agency’s overall inbound strategy for clients. They discuss why agencies shouldn’t see paid ads and inbound as two competing channels—instead, view paid ads as a powerful channel for inbound ROI. 1429 no Defining and Documenting Your Employee Onboarding Process http://agencyunfiltered.hubspot.libsynpro.com/defining-and-documenting-your-employee-onboarding-process Alison Leishman, cofounder of Spitfire Inbound, joins the show to talk about her team’s onboarding process. She teaches us about why defining and documenting a process is so important, how she customizes onboarding tracks by role and function, and how she ties a defined onboarding process to happy clients and positive results. Wed, 04 Dec 2019 13:52:23 -0000 Defining and Documenting Your Employee Onboarding Process full 1 25 HubSpot Alison Leishman, cofounder of Spitfire Inbound, joins the show to talk about her team’s onboarding process. She teaches us about why defining and documenting a process is so important, how she customizes onboarding tracks by role and function, and... Alison Leishman, cofounder of Spitfire Inbound, joins the show to talk about her team’s onboarding process. She teaches us about why defining and documenting a process is so important, how she customizes onboarding tracks by role and function, and how she ties a defined onboarding process to happy clients and positive results. 1063 no The Sales First Approach to Marketing http://agencyunfiltered.hubspot.libsynpro.com/the-sales-first-approach-to-marketing John Elmer, CEO of Bayard Bradford, leads with a sales-first approach to their marketing services. John teaches us why helping clients build the system to store, manage, and close sales opportunities is so important before driving marketing leads—and how you can help improve clients’ ROI metrics with a sales-first approach. Wed, 20 Nov 2019 14:26:29 -0000 The Sales First Approach to Marketing full 1 24 HubSpot John Elmer, CEO of Bayard Bradford, leads with a sales-first approach to their marketing services. John teaches us why helping clients build the system to store, manage, and close sales opportunities is so important before driving marketing... John Elmer, CEO of Bayard Bradford, leads with a sales-first approach to their marketing services. John teaches us why helping clients build the system to store, manage, and close sales opportunities is so important before driving marketing leads—and how you can help improve clients’ ROI metrics with a sales-first approach. 1477 no Using Thought Leadership to Boost Client Results http://agencyunfiltered.hubspot.libsynpro.com/using-thought-leadership-to-boost-client-results Joining us this episode is Sheila Mitham: CEO of Inbound Fintech. Serving primarily in the B2B space, Sheila educates us on how she incorporates thought leadership into her client engagements to address customer pain-points and build valuable, credible content. Wed, 06 Nov 2019 13:51:00 -0000 Using Thought Leadership to Boost Client Results full 1 23 HubSpot Joining us this episode is Sheila Mitham: CEO of Inbound Fintech. Serving primarily in the B2B space, Sheila educates us on how she incorporates thought leadership into her client engagements to address customer pain-points and build valuable,... Joining us this episode is Sheila Mitham: CEO of Inbound Fintech. Serving primarily in the B2B space, Sheila educates us on how she incorporates thought leadership into her client engagements to address customer pain-points and build valuable, credible content. Joining us this episode is Sheila Mitham: CEO of Inbound Fintech. Serving primarily in the B2B space, Sheila educates us on how she incorporates thought leadership into her client engagements to address customer pain-points and build valuable, credible content.

    ]]>     1654 no     Eliminating Scope Creep http://agencyunfiltered.hubspot.libsynpro.com/eliminating-scope-creep Alexandria Hart, founder of Good Joo Joo, joins us to talk scope creep: what it is, how to avoid it, how to course correct when it happens, and how to leverage it into a conversation around extending an SOW. Wed, 23 Oct 2019 14:05:00 -0000 Eliminating Scope Creep full 1 22 HubSpot Alexandria Hart, founder of Good Joo Joo, joins us to talk scope creep: what it is, how to avoid it, how to course correct when it happens, and how to leverage it into a conversation around extending an SOW. Alexandria Hart, founder of Good Joo Joo, joins us to talk scope creep: what it is, how to avoid it, how to course correct when it happens, and how to leverage it into a conversation around extending an SOW. Alexandria Hart, founder of Good Joo Joo, joins us to talk scope creep: what it is, how to avoid it, how to course correct when it happens, and how to leverage it into a conversation around extending an SOW.

    ]]>     1040 no     Rolling Out a Full Agency Rebrand http://agencyunfiltered.hubspot.libsynpro.com/rolling-out-a-full-agency-rebrand Travis White, Managing Director of Neighbourhood, just recently rebranded his agency. Formally known as The Raiders, Travis talks through his motivations for a rebrand, how he knew it was time, how he handled the full rebrand process, and what the next steps are for the new brand. Wed, 09 Oct 2019 16:05:57 -0000 Rolling Out a Full Agency Rebrand full 1 21 HubSpot Travis White, Managing Director of Neighbourhood, just recently rebranded his agency. Formally known as The Raiders, Travis talks through his motivations for a rebrand, how he knew it was time, how he handled the full rebrand process, and what the... Travis White, Managing Director of Neighbourhood, just recently rebranded his agency. Formally known as The Raiders, Travis talks through his motivations for a rebrand, how he knew it was time, how he handled the full rebrand process, and what the next steps are for the new brand. 1359 no 3 Programs for Improving Your Profitability http://agencyunfiltered.hubspot.libsynpro.com/3-programs-for-improving-your-profitability We make it back home to Boston, where Damien Cabral of TribalVision shares how his agency was able to improve their profitability. Specifically, how they’ve created formalized career paths to improve employee retention, how they’ve built an expansive freelancer partner network for low cost delivery, and how they introduced a lower-tiered retainer price point to help combat client churn rates. Mon, 30 Sep 2019 16:34:00 -0000 3 Programs for Improving Your Profitability full 1 20 HubSpot We make it back home to Boston, where Damien Cabral of TribalVision shares how his agency was able to improve their profitability. Specifically, how they’ve created formalized career paths to improve employee retention, how they’ve built an... We make it back home to Boston, where Damien Cabral of TribalVision shares how his agency was able to improve their profitability. Specifically, how they’ve created formalized career paths to improve employee retention, how they’ve built an expansive freelancer partner network for low cost delivery, and how they introduced a lower-tiered retainer price point to help combat client churn rates. We make it back home to Boston, where Damien Cabral of TribalVision shares how his agency was able to improve their profitability. Specifically, how they’ve created formalized career paths to improve employee retention, how they’ve built an expansive freelancer partner network for low cost delivery, and how they introduced a lower-tiered retainer price point to help combat client churn rates.

    ]]>     1767 no     Shattered By Embezzlement (and How We Climbed Out) http://agencyunfiltered.hubspot.libsynpro.com/shattered-by-embezzlement-and-how-we-climbed-out As CEO of Campaign Creators, Bob’s story is an interesting one: in 2016, Bob had an employee embezzle three hundred thousand dollars from his agency’s payroll account. In this episode, Bob shares this story in full and how he was able to rebuild his agency by refining his services, building more structured processes, and updating the way their source and qualify candidates. Mon, 30 Sep 2019 16:32:56 -0000 Shattered By Embezzlement (and How We Climbed Out) full 1 19 HubSpot As CEO of Campaign Creators, Bob’s story is an interesting one: in 2016, Bob had an employee embezzle three hundred thousand dollars from his agency’s payroll account. In this episode, Bob shares this story in full and how he was able to rebuild... As CEO of Campaign Creators, Bob’s story is an interesting one: in 2016, Bob had an employee embezzle three hundred thousand dollars from his agency’s payroll account. In this episode, Bob shares this story in full and how he was able to rebuild his agency by refining his services, building more structured processes, and updating the way their source and qualify candidates. 1868 no Implementing Open Book Financial Management http://agencyunfiltered.hubspot.libsynpro.com/implementing-open-book-financial-management Mike and Nikole Rose of Mojo Media Labs join us to talk about open book financial management: a practice in which Mojo shares their financials with the team to have everyone think like business owners. We talk about why they incorporated this financial transparency, how it’s impacted the organization, and how interested agencies can get started themselves. Mon, 30 Sep 2019 16:31:29 -0000 Implementing Open Book Financial Management full 1 18 HubSpot Mike and Nikole Rose of Mojo Media Labs join us to talk about open book financial management: a practice in which Mojo shares their financials with the team to have everyone think like business owners. We talk about why they incorporated this... Mike and Nikole Rose of Mojo Media Labs join us to talk about open book financial management: a practice in which Mojo shares their financials with the team to have everyone think like business owners. We talk about why they incorporated this financial transparency, how it’s impacted the organization, and how interested agencies can get started themselves. 1822 no Transitioning Your Agency from PR to Digital http://agencyunfiltered.hubspot.libsynpro.com/transitioning-your-agency-from-pr-to-digital We head to Dallas, Texas where Scott Baradell of Idea Grove sits in to teach us how he successfully made the transition from traditional PR to digital marketing. He explains why he moved from PR to a full menu of digital services, how his processes and team structure changed to account for this transition, and why PR and digital marketing are a great fit for pairing together. Mon, 30 Sep 2019 16:30:07 -0000 Transitioning Your Agency from PR to Digital full 1 17 HubSpot We head to Dallas, Texas where Scott Baradell of Idea Grove sits in to teach us how he successfully made the transition from traditional PR to digital marketing. He explains why he moved from PR to a full menu of digital services, how his processes... We head to Dallas, Texas where Scott Baradell of Idea Grove sits in to teach us how he successfully made the transition from traditional PR to digital marketing. He explains why he moved from PR to a full menu of digital services, how his processes and team structure changed to account for this transition, and why PR and digital marketing are a great fit for pairing together. 1360 no Managing Increasingly Sophisticated Clients http://agencyunfiltered.hubspot.libsynpro.com/managing-increasingly-sophisticated-clients-0 It’s no secret: clients have become more tech savvy and in tune with the digital landscape, which has the opportunity to add friction to your team’s ability to consult and drive strategy. Paul Brienza from Laughlin Constable explains what this growth in sophistication looks like, how he has tweaked his model to account for these advancements, and how he prioritizes continuous improvement for his team. Tue, 24 Sep 2019 17:03:00 -0000 Managing Increasingly Sophisticated Clients full 1 16 HubSpot It’s no secret: clients have become more tech savvy and in tune with the digital landscape, which has the opportunity to add friction to your team’s ability to consult and drive strategy. Paul Brienza from Laughlin Constable explains what this... It’s no secret: clients have become more tech savvy and in tune with the digital landscape, which has the opportunity to add friction to your team’s ability to consult and drive strategy. Paul Brienza from Laughlin Constable explains what this growth in sophistication looks like, how he has tweaked his model to account for these advancements, and how he prioritizes continuous improvement for his team. It’s no secret: clients have become more tech savvy and in tune with the digital landscape, which has the opportunity to add friction to your team’s ability to consult and drive strategy. Paul Brienza from Laughlin Constable explains what this growth in sophistication looks like, how he has tweaked his model to account for these advancements, and how he prioritizes continuous improvement for his team.

    ]]>     1174 no     Driving Value in Your Niche with Workshops http://agencyunfiltered.hubspot.libsynpro.com/driving-value-with-workshops-and-a-niche In this episode, Jill Wilson of Simple Machines Marketing drops by to discuss the value her agency has found in finding their niche. She explains how aligning around a niche can positively impact marketing, sales, and service. We then dig into running workshops and why “getting a look under the hood” is so valuable for her team. Tue, 24 Sep 2019 17:01:52 -0000 Driving Value in Your Niche with Workshops full 1 15 HubSpot In this episode, Jill Wilson of Simple Machines Marketing drops by to discuss the value her agency has found in finding their niche. She explains how aligning around a niche can positively impact marketing, sales, and service. We then dig into running... In this episode, Jill Wilson of Simple Machines Marketing drops by to discuss the value her agency has found in finding their niche. She explains how aligning around a niche can positively impact marketing, sales, and service. We then dig into running workshops and why “getting a look under the hood” is so valuable for her team. 1320 no Finding and Keeping the Right-Fit Clients http://agencyunfiltered.hubspot.libsynpro.com/finding-and-keeping-the-right-fit-clients Beth Carter of Clariant Creative teaches us about the importance of finding right-fit clients. She shares why it’s so important to qualify for fit, how she identifies if a potential client is a right or wrong fit, and what impact this has on the client experience. We also talk about when and how it’s appropriate to move on from bad-fit clients. Tue, 24 Sep 2019 16:52:57 -0000 Finding and Keeping the Right-Fit Clients full 1 14 HubSpot Beth Carter of Clariant Creative teaches us about the importance of finding right-fit clients. She shares why it’s so important to qualify for fit, how she identifies if a potential client is a right or wrong fit, and what impact this has on the... Beth Carter of Clariant Creative teaches us about the importance of finding right-fit clients. She shares why it’s so important to qualify for fit, how she identifies if a potential client is a right or wrong fit, and what impact this has on the client experience. We also talk about when and how it’s appropriate to move on from bad-fit clients. 1191 no Developing Your Agency’s Mission http://agencyunfiltered.hubspot.libsynpro.com/developing-your-agencys-mission Christine Mortensen of Sprk'd jump starts our stay in Chicago by talking about how she's developed her agency’s mission. We dig into why it’s important to make an impact to society, how you can go about creating your own mission, how you get buy-in from the team, and how it impacts your go-to market. Tue, 24 Sep 2019 16:36:52 -0000 Developing Your Agency’s Mission full 1 13 HubSpot Christine Mortensen of Sprk'd jump starts our stay in Chicago by talking about how she's developed her agency’s mission. We dig into why it’s important to make an impact to society, how you can go about creating your own mission, how you get... Christine Mortensen of Sprk'd jump starts our stay in Chicago by talking about how she's developed her agency’s mission. We dig into why it’s important to make an impact to society, how you can go about creating your own mission, how you get buy-in from the team, and how it impacts your go-to market. 1069 no Navigating Common Marketing, Sales, and Delivery Pitfalls http://agencyunfiltered.hubspot.libsynpro.com/navigating-common-marketing-sales-and-delivery-pitfalls After working with agencies across the globe to help scale, Pete Nicholls of HubDo comes in the studio to share his tips and tactics on how to navigate the most common roadblocks agencies face around marketing, sales, and client delivery. Thu, 29 Aug 2019 13:30:52 -0000 Navigating Common Marketing, Sales, and Delivery Pitfalls full 1 12 HubSpot After working with agencies across the globe to help scale, Pete Nicholls of HubDo comes in the studio to share his tips and tactics on how to navigate the most common roadblocks agencies face around marketing, sales, and client delivery. After working with agencies across the globe to help scale, Pete Nicholls of HubDo comes in the studio to share his tips and tactics on how to navigate the most common roadblocks agencies face around marketing, sales, and client delivery. 1147 no Unlocking New Revenue with Growth-Driven Web Design http://agencyunfiltered.hubspot.libsynpro.com/unlocking-new-revenue-with-growth-driven-web-design Darren Ratcliffe helps break down growth-driven design, the data-driven re-imagining of web design. Learn how his team transitioned from traditional web design to GDD, how he updated his processes for delivery, and what GDD has achieved for his customers. Thu, 29 Aug 2019 13:29:15 -0000 Unlocking New Revenue with Growth-Driven Web Design full 1 11 HubSpot Darren Ratcliffe helps break down growth-driven design, the data-driven re-imagining of web design. Learn how his team transitioned from traditional web design to GDD, how he updated his processes for delivery, and what GDD has achieved for his customers. Darren Ratcliffe helps break down growth-driven design, the data-driven re-imagining of web design. Learn how his team transitioned from traditional web design to GDD, how he updated his processes for delivery, and what GDD has achieved for his customers. Darren Ratcliffe helps break down growth-driven design, the data-driven re-imagining of web design. Learn how his team transitioned from traditional web design to GDD, how he updated his processes for delivery, and what GDD has achieved for his customers.

    ]]>     1021 no     Hiring and Retaining Top Agency Talent http://agencyunfiltered.hubspot.libsynpro.com/hiring-and-retaining-top-agency-talent All the way from Santiago, Chile, Ranya Barakat of IDS Agency sits in to share how she’s been able to build an effective team for her agency. We talk about her candidate pipeline, her interview process, and her focus on professional development. Thu, 29 Aug 2019 13:27:31 -0000 Hiring and Retaining Top Agency Talent full 1 10 HubSpot All the way from Santiago, Chile, Ranya Barakat of IDS Agency sits in to share how she’s been able to build an effective team for her agency. We talk about her candidate pipeline, her interview process, and her focus on professional development. All the way from Santiago, Chile, Ranya Barakat of IDS Agency sits in to share how she’s been able to build an effective team for her agency. We talk about her candidate pipeline, her interview process, and her focus on professional development. All the way from Santiago, Chile, Ranya Barakat of IDS Agency sits in to share how she’s been able to build an effective team for her agency. We talk about her candidate pipeline, her interview process, and her focus on professional development.

    ]]>     909 no     Why Agencies Need to Be More "Picky" http://agencyunfiltered.hubspot.libsynpro.com/why-agencies-need-to-be-more-picky Jackie Hermes of Accelity Marketing teaches us the art of being “picky”, the benefits of pickiness, and the ramifications for not being picky. It can be hard to say no, agencies should be selective in the clients they bring in, in the services they offer, and in the hires they make. Thu, 29 Aug 2019 13:25:00 -0000 Why Agencies Need to Be More "Picky" full 1 9 HubSpot Jackie Hermes of Accelity Marketing teaches us the art of being “picky”, the benefits of pickiness, and the ramifications for not being picky. It can be hard to say no, agencies should be selective in the clients they bring in, in the services... Jackie Hermes of Accelity Marketing teaches us the art of being “picky”, the benefits of pickiness, and the ramifications for not being picky. It can be hard to say no, agencies should be selective in the clients they bring in, in the services they offer, and in the hires they make. Jackie Hermes of Accelity Marketing teaches us the art of being “picky”, the benefits of pickiness, and the ramifications for not being picky. It can be hard to say no, agencies should be selective in the clients they bring in, in the services they offer, and in the hires they make.

    ]]>     1406 no     Tips for Effectively Managing a Remote Team http://agencyunfiltered.hubspot.libsynpro.com/tips-for-effectively-managing-a-remote-team Tommy Butcher of LyntonWeb joins us to talk about managing a remote workforce. He starts at the beginning with the initial decision and the benefits they’ve seen since. He then walks through how they’ve built their internal processes to set their remote team up for success. Thu, 29 Aug 2019 13:23:00 -0000 Tips for Effectively Managing a Remote Team full 1 8 HubSpot Tommy Butcher of LyntonWeb joins us to talk about managing a remote workforce. He starts at the beginning with the initial decision and the benefits they’ve seen since. He then walks through how they’ve built their internal processes to set their... Tommy Butcher of LyntonWeb joins us to talk about managing a remote workforce. He starts at the beginning with the initial decision and the benefits they’ve seen since. He then walks through how they’ve built their internal processes to set their remote team up for success. Tommy Butcher of LyntonWeb joins us to talk about managing a remote workforce. He starts at the beginning with the initial decision and the benefits they’ve seen since. He then walks through how they’ve built their internal processes to set their remote team up for success.

    ]]>     914 no     Offering Conversational Engagement as a Service http://agencyunfiltered.hubspot.libsynpro.com/offering-conversational-engagement-as-a-service Remington Begg of Impulse Creative joins us to talk through conversational engagement, how agencies leverage chat for themselves, and where they should get started. He then pivots to how agencies should position conversational strategy to their clients and how the service can be scaled. Thu, 29 Aug 2019 13:20:00 -0000 Offering Conversational Engagement as a Service full 1 7 HubSpot Remington Begg of Impulse Creative joins us to talk through conversational engagement, how agencies leverage chat for themselves, and where they should get started. He then pivots to how agencies should position conversational strategy to their... Remington Begg of Impulse Creative joins us to talk through conversational engagement, how agencies leverage chat for themselves, and where they should get started. He then pivots to how agencies should position conversational strategy to their clients and how the service can be scaled. Remington Begg of Impulse Creative joins us to talk through conversational engagement, how agencies leverage chat for themselves, and where they should get started. He then pivots to how agencies should position conversational strategy to their clients and how the service can be scaled.

    ]]>     1229 no     How We Navigated a 4 Agency Acquisition http://agencyunfiltered.hubspot.libsynpro.com/how-we-navigated-a-4-agency-acquisition Ingunn Bjøru joins us to discuss how her team approached the M&A and creation of Avidly, how she knew it was time to open the discussion, and what the transformation into Avidly meant for her leadership team, her employees, her processes, and her clients. Wed, 28 Aug 2019 18:07:11 -0000 How We Navigated a 4 Agency Acquisition full 1 6 HubSpot Ingunn Bjøru joins us to discuss how her team approached the M&A and creation of Avidly, how she knew it was time to open the discussion, and what the transformation into Avidly meant for her leadership team, her employees, her processes, and her... Ingunn Bjøru joins us to discuss how her team approached the M&A and creation of Avidly, how she knew it was time to open the discussion, and what the transformation into Avidly meant for her leadership team, her employees, her processes, and her clients. 1234 no Strategically Manage Your Team's Capacity http://agencyunfiltered.hubspot.libsynpro.com/strategically-manage-your-teams-capacity Daryn Smith of MPULL talks capacity management and his recommendations for monitoring, managing, and optimizing your delivery team’s capacity. We discuss the tools his team uses, the processes they have developed, and how he takes advantage of under-capacity teams. Wed, 28 Aug 2019 15:10:00 -0000 Strategically Manage Your Team's Capacity full 1 5 HubSpot Daryn Smith of MPULL talks capacity management and his recommendations for monitoring, managing, and optimizing your delivery team’s capacity. We discuss the tools his team uses, the processes they have developed, and how he takes advantage of... Daryn Smith of MPULL talks capacity management and his recommendations for monitoring, managing, and optimizing your delivery team’s capacity. We discuss the tools his team uses, the processes they have developed, and how he takes advantage of under-capacity teams. Daryn Smith of MPULL talks capacity management and his recommendations for monitoring, managing, and optimizing your delivery team’s capacity. We discuss the tools his team uses, the processes they have developed, and how he takes advantage of under-capacity teams.

    ]]>     1275 no     EOS and Forecasting Your Organizational Chart http://agencyunfiltered.hubspot.libsynpro.com/eos-and-forecasting-your-organizational-chart Eric Baum teaches us about the Entrepreneurial Operating System (EOS), what it changed operationally for Bluleadz, and how other agencies can get implement it into their firm. He then navigates the history of his org chart and what the future holds. Wed, 28 Aug 2019 15:08:00 -0000 EOS and Forecasting Your Organizational Chart full 1 4 HubSpot Eric Baum teaches us about the Entrepreneurial Operating System (EOS), what it changed operationally for Bluleadz, and how other agencies can get implement it into their firm. He then navigates the history of his org chart and what the future holds. Eric Baum teaches us about the Entrepreneurial Operating System (EOS), what it changed operationally for Bluleadz, and how other agencies can get implement it into their firm. He then navigates the history of his org chart and what the future holds. Eric Baum teaches us about the Entrepreneurial Operating System (EOS), what it changed operationally for Bluleadz, and how other agencies can get implement it into their firm. He then navigates the history of his org chart and what the future holds.

    ]]>     1300 no     The Power of Process Development http://agencyunfiltered.hubspot.libsynpro.com/the-power-of-process-development Romi Dexter of Hype and Dexter, and her team, were able to take their agency from concept to platinum HubSpot partner in only nine months. Romi shares her learnings along the way, the processes they prioritized and mapped out first, and how they approach client delivery. Wed, 28 Aug 2019 15:04:08 -0000 The Power of Process Development full 1 3 HubSpot Romi Dexter of Hype and Dexter, and her team, were able to take their agency from concept to platinum HubSpot partner in only nine months. Romi shares her learnings along the way, the processes they prioritized and mapped out first, and how they... Romi Dexter of Hype and Dexter, and her team, were able to take their agency from concept to platinum HubSpot partner in only nine months. Romi shares her learnings along the way, the processes they prioritized and mapped out first, and how they approach client delivery. 1258 no Building an Agency Team Structure for Scale http://agencyunfiltered.hubspot.libsynpro.com/building-an-agency-team-structure-for-scale Ryan Malone discusses SmartBug’s team structure and how his agency’s org chart has changed over time to accommodate growth. We talk about team (or “pod”) structures, career pathing, and how SmartBug split up responsibilities by role. Wed, 28 Aug 2019 15:01:15 -0000 Building an Agency Team Structure for Scale full 1 2 HubSpot Ryan Malone discusses SmartBug’s team structure and how his agency’s org chart has changed over time to accommodate growth. We talk about team (or “pod”) structures, career pathing, and how SmartBug split up responsibilities by role. Ryan Malone discusses SmartBug’s team structure and how his agency’s org chart has changed over time to accommodate growth. We talk about team (or “pod”) structures, career pathing, and how SmartBug split up responsibilities by role. Ryan Malone discusses SmartBug’s team structure and how his agency’s org chart has changed over time to accommodate growth. We talk about team (or “pod”) structures, career pathing, and how SmartBug split up responsibilities by role.

    ]]>     899 no     Creating Your Agency's Video Strategy http://agencyunfiltered.hubspot.libsynpro.com/creating-your-agencys-video-strategy Gabriel Marguglio of Nextiny Marketing joins us to talk video strategy: both as a customer service tool for your agency and as a service offering for your clients. Learn how to allocate resources and develop processes to start your own scalable video strategy today. Tue, 27 Aug 2019 14:14:19 -0000 Creating Your Agency's Video Strategy full 1 1 HubSpot Gabriel Marguglio of Nextiny Marketing joins us to talk video strategy: both as a customer service tool for your agency and as a service offering for your clients. Learn how to allocate resources and develop processes to start your own scalable video... Gabriel Marguglio of Nextiny Marketing joins us to talk video strategy: both as a customer service tool for your agency and as a service offering for your clients. Learn how to allocate resources and develop processes to start your own scalable video strategy today. 1471 no