Owning the Outcome HubSpot's New Chief Sales Officer on Partners, AI, and Upmarket
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Aug 27, 2025 David Cohen, HubSpot's Chief Sales Officer, shares insights from his global travels meeting partners and customers. He emphasizes the vital role of partnerships in navigating the AI transformation and achieving upmarket growth. David discusses balancing rapid success with thorough client understanding, and how partners can enhance their impact through effective case studies. He also highlights the need for partners to develop repeatable AI solutions and the importance of integrating apps with partner programs for strategic expansion.
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From Consultant To HubSpot Sales Leader
- David Cohen started as a management consultant, built his own firm, then spent 15 years at LinkedIn before joining HubSpot as Chief Sales Officer.
- His career blends consulting, entrepreneurship, and enterprise sales experience that shapes his approach to partners and AI.
Partners Multiply Customer Success
- Partner involvement consistently improves key customer metrics like retention, usage, and sales velocity.
- Partners act as advisors during major technical shifts and can accelerate customer results during AI adoption.
Technical Shifts Create Partner Goldrush
- Technology shifts (on‑prem→SaaS→social→AI) create huge growth for advisory and implementation firms.
- Partners who own advisory and implementation during AI will capture large market opportunity.