LAUNCH: HubSpot ABM launches today. We're the team that built it - ask us anything!

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HubSpot Product Team

Hello HubSpot Community! 

 

My name is Ethan (@ethankopit) and I'm the Product Manager of the HubSpot Account-Based Marketing solution, which launches today! I'm joined by the ABM Product Designer, @nlacy.

ABM has been something that this community has been asking for for a long time and we're excited to bring some of these foundational features to life. Ask us anything! We can chat about ideas for campaigns, how the features are packaged, why we built certain things, etc.

 

In addition to our features, the HubSpot Marketplace has also launched a collection of all our new ABM partners in the marketplace.

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Regular Contributor

Hi!

 

Feedback:

Perhaps having direct access from contacts or deals to the details of the account can be useful, since on some occasions, you can be working from these modules.

It is not necessary to display the entire module, a simple button should suffice.

 

Something like this, for example:

 

Example.jpg


Great job! Thanks for the new feature!

 

Cheers!

JP

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HubSpot Product Team

Thanks @jpalarcon that's a great suggestion. I'll record it. I think we want to make these overviews more available in the app, so that feedback makes sense in that context. Keep the questions/suggestions coming!

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Occasional Contributor

Hi Ethan - I've been using Hubspot as and ABM stack for a year or so now and have quite alot of (slightly hacky) workarounds built in. Is there a way I can access the target account property via a workflow or similar? I already have a property that has been serving this function so want to translate accross. 

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HubSpot Product Team

@samoakleybud you totally can. We built the ABM solution on top of Company/Contact properties, so they work like any other, you just can't delete them. You can access them via Workflows, Bulk Editing, APIs, Lists, CSV Import, etc. 

 

The easiest thing is probably bulk editing, in my opinion.

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Occasional Contributor

@ethankopit - Don't think that's true. Or at least not for me. The only target account properties I can access with a worklflow are "number of blockers", "number of contacts with a buying role" and "number of decision makers." 

 

I need to be able to set accounts as a target account (via workflow) and clear the autogenerated ones. Being able to access the count of contacts with the individual buying roles would be good but access to the true/false target account property is crucial.

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HubSpot Product Team

@samoakleybud hm - that's very odd. I just tested it myself. Target Account can be changed by adding an action "Set Property Value" and searching in Company properties. If that's not working, I'd recommend filing a support ticket.

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Top Contributor

Hi there,

 

ABM features are great - thank you! Gamechanger for us.

 

I wanted to bring up a few suggestions that have come to mind as I'm playing:

Would love the ability to choose which fields to show up in the filtered views. Right now, it only shows "owner," "team," "ICP tier," and "industry." We have other fields that would be more useful for us, such as "size" that we would love to populate here.

 

Similarly, we'd love the ability to edit the sortable columns. 

 

The "choose target account" button is pretty limited. You really have to know which account you are directly looking for. But I've set up company lists where I can easily sort companies by demographics and behavioral activity which has allowed me to bulk edit target accounts and ICP tiers which works just as well! Same with workflows.

 

In the left of the screen, there is a great feature to sort these accounts by no open tasks, logged calls, etc. I would love an additional category for "no sales emails." Btw, What are blockers? People on the account who are blocking us from getting buy-in?

 

The recommendations tab - currently it's pulling in a lot of our customers and I have to dismiss those one by one. It would be great to be able to bulk select/bulk dismiss our customers from pulling into the recommendations tab.

 

 

HALLELUJAH for the new "open deals" field on the company record. I have long awaited this feature! So, now we can send and/or exclude company records with open deals in our email communications?! I need to figure out this piece still and how emailing works with the new account roles.  It would be great at some point to also have number of lost deals so we can effectively email accounts that have lost deals in past but don't have open deals to try to get them to open an opportunity.

 

That's it from me. Well done team! This is HUGE!

 

 

 

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Occasional Contributor

I'm looking for a way to bulk delete target accounts. I don't want to remove the from the CRM, but I don't want them consdiered as target accounts either. Suggestions? 

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HubSpot Product Team

@C_Wright I would just use bulk editing and mark the Target Account property to False or blank. That should do it quickly.

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Occasional Contributor

How do you recommend managing the Hubspot Owner for contacts and companies in an ABM model?

We're transitioning from a system where sales reps have separate regions and own accounts within their region. Going forward we're shifting to a team approach with an SDR team on the front end, "closers," and then upselling specialists. I'm trying to wrap my brain around how managing Hubspot ownership will work in a model like this.

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