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!

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.

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.

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.

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.

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!

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.

Eve Sangenito, a Principal at Perficient, brings her expertise in AI-driven strategies and digital marketing to the forefront. She discusses how generative AI is revolutionizing customer expectations and the importance of real-time personalization. Eve highlights enterprise challenges such as data privacy and the risks of poorly governed AI content. With a focus on pragmatic solutions, she shares success stories involving lookalike lists and virtual agents, while predicting a future enriched by multimodal interfaces and automated content supply chains.

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.

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.