--- title: GTME Enablement Plan · Q2 2026 --- GTME Enablement Plan · Q2 2026 Global Programs + Field Enablement · Source of Record Last updated April 23, 2026 SMB · Growth Specialists Mid-Market Corporate PMM / Product The Context Advantage HubSpot's Vision for Winning the AI Turn — and How GTME Enables It Read the strategy behind this plan ▾ 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 1 **Execute P0s** — AEO → Marketing Hub and Prospecting Agent are Q2's two P0s. Full sequence: Foundations → DLAP → Cert. Everything else is P1 or lighter. 2 **Reinforce Summit** — Don't repeat, extend. Summit built outbound foundations. Q2 applies those skills to specific personas and products via persona-targeted EP workshops. 3 **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. How This Plan Is Sequenced From product launch enablement to integrated skills + product programs April Launch & Activate Spring Spotlight launches AEO — a significant new capability. April builds product knowledge and activates the demand already in the pipeline. Post-summit reinforcement keeps the prospecting skills warm. May Build the Foundation Prospecting Agent is the second major Spotlight launch. May is dedicated to building rep confidence with PA — foundations, demo, and certification — before we ask reps to take it to customers. June Integrate & Apply With product knowledge established, June shifts to application. EP workshops reinforce the prospecting skills from summit — POV formation, hypothesis-led outreach, objection handling — through the lens of AEO and PA. Skills and product enablement working as one program, not two. ⚑ 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. ≡ Table ▬ Timeline Filter: All Sources Glo Pro Field All Statuses Locked / In Flight Proposed Product-Requested All Months April May June All Audiences Global (All SMB GS) NAM Only EMEA All Use Cases Build Awareness Grow Revenue Skills Foundation P2 / Product-Req. Clear 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 (Rep-Driven Prospecting) | EP-led small group | ≤45 min | All SMB GS (global) | Build Awareness | Equips reps to proactively create the AEO conversation with a marketing persona — building pipeline rather than reacting to inbound. PROVES/leaks framework + visibility leak POV. AEO opens, MH closes. Differentiated from EMEA Breakout 4 (which covered pivoting an inbound discovery call): this session focuses on rep-driven pipeline creation — a new motion for all regions. Integration opportunity: could serve as one of the three EMEA SB MIF 7-12 MHub sessions, eliminating a separate build. | | Wk 6/15 | | Glo Pro | EP Workshop 2: PA → Sales Persona (Rep-Driven Prospecting) | 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. 1. **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. 2. **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? 3. **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? 4. **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? 5. **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? 6. **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. 1. **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 prospecting conversations — creating pipeline through rep-driven outreach — 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? 2. **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. Sources: Tessa del Rio post-summit Loom (4/22) · Rachel Kelly pull-through plan (4/22) · Ally Kavanagh EP thread (4/23) · SMB NAM Manager Biweekly deck (4/21) · EMEA SMB Summit Breakout 4 · NAM SMB Summit Breakout 4 · GTME Q2 Product Enablement Plan · Revenue Hub Enablement Brief (Maddy Clark, 4/20) Glo Pro attribution: GTME Global Programs — Joe Deegan · Field attribution: SMB Lead EP Rachel Kelly (NAM), EP Ally Kavanagh (EMEA)