For twenty years, the percentage of time a B2B sales rep spends actually talking to customers has barely moved. Jon Dick, chief customer officer at HubSpot, thinks AI is the first thing that genuinely breaks that constraint, and he has three years of rebuilding to point to.
In this AI Transformations episode, Jon takes Mike Kaput through HubSpot's agentic go-to-market model: the AEO strategy built for answer engines, the AI SDR handling most website chats, the assistant that moved win rate, and the org change that put every AI engineer under one leader.
Show Notes: Access the show notes and show links here
Timestamps:00:00:00 — Intro
00:03:36 — Meet Jon Dick
00:05:13 — What HubSpot was trying to solve
00:08:27 — How the transformation got started and where it stands today
00:11:48 — Beyond individual use cases: demand creation and AEO
00:15:49 — What's HubSpot native, and how they pick models
00:18:36 — What had to change organizationally
00:22:10 — Why centralizing beat the pod model
00:24:39 — What got messier along the way
00:25:46 — Results across the board
00:28:35 — Why HubSpot's go-to-market context is the advantage
00:30:19 — Advice for leaders earlier in the journey
This episode is presented by Google Cloud:
Google Cloud is the new way to the cloud, providing AI, infrastructure, developer, data, security, and collaboration tools built for today and tomorrow. Google Cloud offers a powerful, fully integrated and optimized AI stack with its own planet-scale infrastructure, custom-built chips, generative AI models and development platform, as well as AI-powered applications, to help organizations transform. Customers in more than 200 countries and territories turn to Google Cloud as their trusted technology partner.
Learn more about Google Cloud here: https://cloud.google.com/
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