What to Expect From Owning The Outcome

Summary

Owning the Outcome: Episode Summary – "What to Expect From Owning The Outcome"

Released on May 21, 2025

Podcast Information:

• Title: Owning the Outcome
• Host/Author: HubSpot
• Description: Owning the Outcome explores the bold bets, hard lessons, and breakthrough moments shaping success within the HubSpot ecosystem. Hosted by Sarah McDevitt, HubSpot’s Senior Director of Partner Strategy, each episode features in-depth conversations with leaders who are redefining the landscape in an AI-first world and capitalizing on a $30 billion opportunity.

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Introduction: Challenging the AI Doom Narrative

Timestamp [00:04] – Sarah McDevitt

Sarah McDevitt opens the episode by addressing a prevalent misconception: the fear that artificial intelligence (AI) will decimate jobs across the professional services sector, a $20 trillion industry. She states:

"AI is coming for your job. Not just your job, actually the whole entire 20 trillion dollar professional services industry." [00:04]

Despite this alarming claim, Sarah counters with a more optimistic perspective based on her extensive 22-year experience in the industry. She highlights that HubSpot solution partners are forecasting an average of 44% revenue growth year over year, even amidst the AI-driven transformation. This positive trend suggests that industry leaders are not only adapting but thriving by focusing on outcomes and effectively navigating uncharted territories.

HubSpot Partners Thriving in an AI-First World

Sarah emphasizes the resilience and adaptability of HubSpot’s partners in an era dominated by AI advancements. She conveys a sense of empowerment, arguing that success lies in leveraging AI to enhance human capabilities rather than replace them. Referencing HubSpot co-founder Brian Halligan, she underscores a pivotal insight:

"You're not going to be put out of work by AI. You're going to be put out of work by somebody really proficient with AI." [00:04]

This perspective frames AI as a tool that, when mastered, can be a significant competitive advantage.

Spotlight on Leading HubSpot Partners

Sarah introduces listeners to several standout HubSpot partners who exemplify successful AI integration and outcome ownership:

1. Darren Smith, CEO of Hubble Digital

   • Recognized as HubSpot’s 2024 Global Partner of the Year.
   • Known for his innovative approach, Darren has steered Hubble Digital to remarkable growth and service excellence.

2. Sam Anderson, CEO of Origin 63

   • Self-proclaimed "queen of Service Hub and customer agent."
   • Advocates for the synergy between human emotional intelligence and AI-driven tactical operations.

   "The future of AI is really about humans doing the emotional intelligence work before the agents come in and do the actual tactical doing." [00:04]

3. J.C. Teeling, CEO of Banana

   • Leads one of HubSpot’s top global partners in driving AI adoption.
   • Observes that upmarket and digitally mature companies are increasingly integrating AI into their operations.

   "What I see right now with upmarket deals, big companies, digital mature companies, they're all moving the same direction, right?" [00:04]

4. Helen Russell, HubSpot's Chief People Officer

   • Formerly at Rivian, where she scaled the company from 1 to 10,000 employees in two years.
   • Heads HubSpot’s own AI shift, focusing on transforming workplace dynamics and operational processes.

   "Suddenly we're like on the front lines for how work gets done and how differently it gets done." [00:04]

The Human-AI Collaboration Paradigm

A central theme of the episode is the harmonious collaboration between human expertise and AI capabilities. Sarah and her guests advocate for a model where AI handles data-driven and tactical tasks, allowing humans to focus on emotional intelligence and strategic decision-making. This balance ensures that AI serves as an enhancer rather than a replacer of human roles.

Navigating the AI Evolution: Practical and Personal Strategies

Sarah outlines the approach that HubSpot partners take to thrive in the AI era:

• Tactical Adaptation: Implementing AI tools to streamline operations and improve efficiency.
• Practice and Proficiency: Investing in learning and mastering AI technologies to stay ahead of the curve.
• Personalization: Maintaining a human-centric approach by focusing on personal interactions and emotional intelligence in customer relations.

"We'll get tactical, we'll get practic, and most importantly, we'll get personal." [00:04]

Conclusion: Embracing the AI-Driven Future

Sarah wraps up the episode by inviting listeners to subscribe and stay tuned for weekly insights into how HubSpot’s top partners are leading the charge in an AI-first landscape. The overarching message is one of optimism and proactive adaptation, encouraging businesses to "own the outcome" amidst technological advancements.

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Key Takeaways:

• AI as an Enabler: Embracing AI to enhance human roles rather than fearing job displacement.
• HubSpot Partners' Success: Demonstrated by significant revenue growth and innovative AI integration.
• Leadership and Adaptability: Critical for navigating and capitalizing on AI-driven changes.
• Human-Centric AI Use: Balancing technological efficiency with emotional intelligence and personalized customer interactions.

Notable Quotes:

• "AI is coming for your job. Not just your job, actually the whole entire 20 trillion dollar professional services industry." – Sarah McDevitt [00:04]
• "You're not going to be put out of work by AI. You're going to be put out of work by somebody really proficient with AI." – Sarah McDevitt [00:04]
• "The future of AI is really about humans doing the emotional intelligence work before the agents come in and do the actual tactical doing." – Sam Anderson [00:04]
• "What I see right now with upmarket deals, big companies, digital mature companies, they're all moving the same direction, right?" – J.C. Teeling [00:04]
• "We'll get tactical, we'll get pract, and most importantly, we'll get personal." – Sarah McDevitt [00:04]

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Subscribe to Owning the Outcome wherever you get your podcasts to stay updated on how HubSpot’s most successful partners are harnessing AI to drive success in the modern business landscape.

Transcript

[Sarah McDevitt]

I want to tell you the biggest lie that I hear 10 times a day, every single day, AI is coming for your job. Not just your job, actually the whole entire 20 trillion dollar professional services industry. But I've been in this game too long, 22 years, too long to believe a claim that big. And instead, I'm going to tell you the truth. This year, HubSpot solution partners are projecting on average 44% revenue growth year on year. That's right in the middle of this massive AI first shift. Our partners are thriving. To me, that says that we have leaders who are focused on outcomes. They're figuring out how to pivot, deliver results and win in completely uncharted territory. Hey, Sarah. I'm Sarah McDevitt and this is Owning the Outcome, a podcast about how HubSpot's top partners are leading and transforming in this AI first era. So look, I don't want to totally dismiss the idea that AI is here to take your job, but I believe that our HubSpot co founder Brian Halligan said it best. It's a good line that you're not going to be put out of work by AI. You're going to be put out of work by somebody really proficient with AI. That's why on this podcast we're going to unpack how HubSpot's most successful partners are leading with AI and owning the outcome in this new era. Like Darren Smith, the CEO of Hubble Digital, HubSpot's 2024 global partner of the Year. So you know those terrible photographs of the clocks on a wall with like Paris, Munich, London, Chicago, Sydney, offices that have those clocks in are our ideal customer. And Sam Anderson, the CEO of Origin 63, the self proclaimed queen of service hub and customer agent. But the future of AI is really about humans doing the emotional intelligence work before the agents come in and do the actual tactical doing. And J.C. teeling, CEO of Banana, one of our top partners globally driving AI adoption. What I see right now with upmarket deals, big companies, digital mature companies, they're all moving the same direction, right? And it's the orange armies. Sometimes we'll invite special guests like Helen Russell, HubSpot's chief people officer, who is leading our own AI shift after joining us from Rivian, where she scaled the company from 1 to 10,000 employees in just two years. Suddenly we're like on the front lines for how work gets done and how differently it gets done. And there is an element of like, good God, what do we do here? We'll get tactical, we'll get pract, and most importantly, we'll get personal. So subscribe to Owning the Outcome wherever you get your podcasts. New episodes drop every week.