Tony Dowling

We're HubSpot partners of quite long standing and have always been fascinated with what we've called the adoption gap: the reasons why people buy HubSpot and then don't use it. There are any number of symptoms of lack of adoption, from bad data to lack of user buy-in and pipeline drift which is the difference between the HubSpot forecast and the one that actually gets submitted. We put these all down to the same thing: not training, not enablement, not more technology, but the lack of plan in HubSpot. If the business has not built its plan in HubSpot, its managers can't use HubSpot to manage the plan. If leadership are not in HubSpot or not managing people through HubSpot, there's no reason for people to use HubSpot, and that's where the adoption problem comes from. We help people get that plan out of their head, down onto a piece of paper, and built in HubSpot.