GTME Enablement Plan

The Context Advantage

HubSpot's Vision for Winning the AI Turn — and How GTME Enables It

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Jon Dick's Q2 mandate — delivered at Sales Summit — is that HubSpot is moving from selling hubs to selling an Agentic Customer Platform. Customers need a trusted AI partner who can map their old problems to new solutions. The differentiator is context: HubSpot's AI works better because it already knows your customers, your business, and your team. The field needs to change how they sell — entirely.

The Platform Shift

Agents, not hubs. Platform, not features.

Customers are nervous about the old solutions and don't know the new ones yet. That's the opening. HubSpot's edge is context: our agents already know the customer, the business, and the team — before the first interaction. That's what AI point solutions can't replicate.

The Rep's Job

Convince. Transform. Trust.

Reps built their success on hub selling — and those instincts are still rewarded today. But the window is closing. HubSpot on Credits is coming, and platform-value selling will replace feature-by-feature expansion as the primary motion. Enabling that transition before the shift forces it is a core mandate of this plan.

GTME's Role

One system. One sequence. One direction.

Product knowledge and sales skills are designed together, not stacked separately. Glo Pro and Field Enablement plans are built in coordination, not in silos. When either breaks down, reps absorb conflicting messages and compete for non-selling time. This plan is the shared system — every program sequenced toward the same goal, timed to when reps can act.

Spring Spotlight Bedrock Use Cases

Build Awareness — AEO · Breeze Assistant + Loop Marketing

Grow Revenue — Signal-Led Prospecting (PA + Radar) · Smart Deal Progression

Scale Support — Customer Agent

CRM Underpinning — Intent & Enrichment

Execute P0s — AEO → Marketing Hub and Prospecting Agent are Q2's two P0s. Full sequence: Foundations → DLAP → Cert. Everything else is P1 or lighter.

Reinforce Summit — Don't repeat, extend. Summit built outbound foundations. Q2 applies those skills to specific personas and products via persona-targeted EP workshops.

Coordinated by Design — Glo Pro, Field Enablement, and PMM plans are built together, not independently. This artifact is the shared calendar. No new commitments without a cross-functional view of what's already on the plate.

⚑ Risks & Challenges 2 ▾

May capacity + Revenue Hub pressure: a compounding risk

May is estimated at ~5.5 hours of rep-facing enablement — at or near capacity before anything new is added. The product team is also pushing for a Revenue Hub pre-launch MIAB in the week of 5/18 and a DLAP at the June 2 launch. Revenue Hub is a real ASP driver (CPQ attach: 11–14% vs. 26% target), but it's P2 in the bedrock framework. Adding it to an already-full May risks crowding out the PA programs that directly serve the P0 goals — and in June, it sits alongside two proposed P0-aligned EP workshops. Note: the June 2 launch date may also slip, which could make all-June timing the more natural path. Every hour of non-selling time should be earning its place against the priorities at the top of this plan.

EMEA SB MHub series: coordinate before June to avoid overlap

EMEA SB has a 3 x 30-min MHub skills series (Disco/Demo/Close) planned for MIF 7-12 reps in May/June. There's a real opportunity to align the proposed EP Workshop 1 with this series so the two reinforce each other rather than running in parallel. Getting ahead of this conversation early means we can design together — which is better for reps and reduces the overall planning lift on the EMEA side.

Glo Pro

Field Enablement

Locked

Proposed

Product-Requested

Build Awareness

Grow Revenue

Skills Foundation

P2 / Product-Req.

Timing		Source	Program / Activity	Format	Duration	Audience	Use Case / Priority	Notes
April — Post-Summit Reinforcement In flight · No new asks
Wk 4/14		Glo Pro	AEO Demand Playbook + eLearning	Async	10 min	All SMB GS	Build Awareness	Launched 4/14 with Spring Spotlight. Covers AEO demand tiers and how to work them. Globally deployed.
4/21		Field	Prospecting Tenor Roleplay	Async (Tenor)	~30 min	All SMB GS	Skills Foundation	Full outbound call RP covering all four summit sessions: POV lead, insight-driven question, APAA objection handling, strong meeting ask. Due 5/8. Rachel Kelly (NAM).
4/21		Field	AEO Jeopardy + Pod Best Practices	Async / Team mtg	—	NAM SMB GS	Build Awareness	AEO Jeopardy game for team meetings. Best practices: GEMs framing, ChatGPT for talk tracks, Gong for missed opportunities, 53 views and call summaries. Rachel Kelly / Ally Kavanagh.
4/23		Glo Pro	AEO Demo Like a Pro (DLAP)	Live webinar	30 min	All SMB GS	Build Awareness	Global. Live demo of AEO in MH, objection handling, pricing. Sequenced after summit positioning: can't demo what you can't position.
4/27		Glo Pro	AEO Tenor Cert — Launches	Async (Tenor)	~30 min	All SMB GS	Build Awareness	AEO positioning role play cert. Due 5/8. Distinct from Prospecting Tenor RP — that cert covers skills; this covers AEO product positioning.
May — Prospecting Agent Month ⚠ Already at threshold before additions
5/8		Field	SMB Grow Day + Cert Completions	Live (manager-led)	30 min	NAM SMB GS	Skills Foundation	Reflection and wins section followed by cert completion time. Due date for AEO Tenor Cert and Prospecting Tenor RP. Rachel Kelly.
Mid May		Field	Partner Certification (101 + 201)	Live / Async	2 hrs	NAM SMB GS	Skills Foundation	Already scheduled by Ro and Tessa. Exact date TBC — confirm before finalizing May load totals. Flagged by Ally Kavanagh as a key contributor to May cert hours.
May–June		Field	EMEA MIF 7-12 MHub Immersion Series	Live (3 x sessions)	3 × 30 min	EMEA MIF 7-12	Build Awareness	Three 30-min sessions (Disco / Demo / Close) on MHub. Re-running Q1 program. Mandatory for MIF 7-12, others welcome. Ally Kavanagh. EMEA only Integration opportunity: proposed EP Workshop 1 could serve as one of these three sessions, eliminating a separate build and reducing Ally's load.
Post P-Club (May)		Field	EMEA AEO Loom Cert	Async (Loom + cert)	~20 min	EMEA SMB GS	Build Awareness	Light Loom pitch submission cert reinforcing EMEA Breakout 4 (AEO → MH pitching). EMEA only Note: confirm differentiation from Glo Pro AEO Tenor Cert (4/27) — that cert covers positioning; this covers pitch delivery.
Wk 5/11		Glo Pro	Prospecting Agent Foundations eLearning	Async	~20 min	All SMB GS	Grow Revenue	Product walkthrough of PA post-Spotlight. Covers lifecycle change: from AI research + outreach to end-to-end signal-led prospecting. Plays, buying group discovery, ZoomInfo/Apollo, signal-based account prioritization.
Wk 5/18		Glo Pro	Prospecting Agent DLAP	Live webinar	30–45 min	All SMB GS	Grow Revenue	Global webinar. Repositioned as full lifecycle post-Spotlight. Updated demo, proof points (Sandler, Stax, RevenueWell), pricing framing. EMEA needs to reschedule — flag for Ally Kavanagh.
Wk 5/18		Glo Pro	PA Tenor Demo Cert — Launches	Async (Tenor)	~30 min	All SMB GS	Grow Revenue	PA positioning and demo role play cert. Due early June. Designed to follow directly from DLAP in the same week.
Wk 5/18		Glo Pro	Revenue Hub Awareness MIAB	Manager-led (MIAB)	15–20 min	All SMB GS	P2 / Product-Req.	Pre-launch awareness before Revenue Hub GA (June 2). Lightweight: where it fits in the Sales Hub story, when to pivot discovery. Built from PMM positioning materials. ⚑ Product team driving this ask — need sales feedback on May vs. June timing before committing. Note: June 2 launch date may slip, which would make all-June enablement the natural choice.
Wk 5/26	—	—	Protected — Month Close	—	—	—	—	No enablement. Protected per sequencing principle.
June — Summit Pull-Through + Revenue Hub Launch Proposed items pending Roisin / Tessa alignment
Early June		Glo Pro	PA Tenor Demo Cert — Due	Async (Tenor)	—	All SMB GS	Grow Revenue	Due date for PA cert launched wk of 5/18. Completion only — no new content.
Wk 6/2		Glo Pro	Revenue Hub DLAP	EP-led small group	30–45 min	US SMB GS	P2 / Product-Req.	Full CPQ attach motion at GA launch (June 2, US only). Discovery for quoting pain, Sales Hub → Revenue Hub pivot, specialist handoff. Current CPQ attach: 11–14% vs. 26% target — enablement is overdue. ⚑ Product-requested. Need sales response: right priority alongside PA in June, or wait?
Wk 6/8		Glo Pro	EP Workshop 1: AEO → Marketing Persona (Cold Outbound)	EP-led small group	≤45 min	All SMB GS (global)	Build Awareness	Extends summit prospecting skills to cold outbound with a marketing persona. Reps learn to create the AEO conversation — not react to inbound. PROVES/leaks framework + visibility leak POV. AEO opens, MH closes. Differentiated from EMEA Breakout 4 (which covered inbound/disco pivot): this is cold outbound — new motion for all regions. Integration opportunity: could serve as one of Ally's three MIF 7-12 MHub sessions for EMEA.
Wk 6/15		Glo Pro	EP Workshop 2: PA → Sales Persona (Cold Outbound)	EP-led small group	≤45 min	All SMB GS (global)	Grow Revenue	Applies summit framework (proactive calling, APAA objection handling) to a VP of Sales prospect using PA as the hook. Speed leak + pipeline visibility as POV. Reps arrive with PA product knowledge from May DLAP. Flagged as valuable by Ally Kavanagh.
Wk 6/29	—	—	Protected — Month Close	—	—	—	—	No enablement.

No programs match the current filters.

Program

April

May

June

4/14

4/21

4/23

4/27

5/8

Mid

5/11

5/18

5/26✕

Early

6/2

6/8

6/15

6/29✕

April

~1.5 hrs

Post-summit only — reps invested 2 full days at Sales Summit in April

May

~5.5 hrs

At or above threshold — see risks above before adding anything new

June

~2.5 hrs

Tentative — field enablement plans for June not yet received

For EPs — Async Thread

Questions to Discuss

Please come back with answers to the following before the May 7 Steerco. These inputs will shape the final June plan.

Partner Certification date: What is the confirmed date for the 101 + 201 Partner Cert in May? This is needed to finalize the May load estimate.
EMEA MIF 7-12 MHub series: What are the confirmed dates for the three sessions (Disco/Demo/Close)? Is there appetite to integrate the proposed EP Workshop 1 as one of the three, rather than running them separately?
EMEA AEO Loom Cert: What is the confirmed launch date post-P-Club? And given the Glo Pro AEO Tenor Cert already launches 4/27, should we run both — or does one replace the other? What's the case for doing both?
EMEA PA DLAP reschedule: Ally flagged that EMEA SB still needs to reschedule the PA DLAP — we don't have full context on why it was delayed or what date works. What's the replacement date, and is there anything on the EMEA calendar that week we should know about?
Summit pull-through momentum: Based on what you're hearing from managers and reps this week — are the prospecting skills from summit translating into activity? Any leading indicators (call volume, meetings booked, AEO conversations) we should be watching before committing the June design?
June workshop delivery: Both proposed EP workshops are designed as live virtual instructor-led sessions (VILT), small group format. Is there an existing team meeting or pod structure in your region we should plug into, rather than scheduling a standalone session?

For Roisin & Tessa — Steerco May 7

Decisions Needed

These are open questions that only you can answer. We want to bring you a finalized plan on May 7 — your input on the following shapes what we build.

Is continuing to pull through prospecting skills still the right focus for June?
The proposed June EP workshops are built on the premise that extending summit's prospecting skills — POV formation, proactive calling, objection handling — into product-specific cold outbound conversations is the highest-value use of rep time. The design integrates skills and product enablement rather than treating them as separate programs. Is that still the right call? Or is there a signal from the field that suggests a different focus would drive more pipeline before end of half?
Does Revenue Hub present too much risk to our primary Q2 goals?
The product team is pushing for Revenue Hub enablement in May and at the June 2 launch. It's a real ASP opportunity — CPQ attach is at 11–14% against a 26% target — but it's P2 in the bedrock framework and lands on an already full calendar. If the field sees this as too great a risk to the prospecting and AEO goals, that's important signal. Sarika (Revenue Hub GM) should hear that perspective directly so we can align on what's realistic before committing to a build.