HubSpot needs to be integrated with other products and customized to fit a company’s specific needs. Same with HubSpot.Īs a CRM implementer, I've learned that the best CRM implementations survive when there's a strong partner providing ongoing support, guidance, advice and consulting. You rely on the company’s services so that you can use the machine effectively. It takes months of developing processes around it and then years of ongoing nurturing to ensure that the tool is truly functioning as the sales and marketing backbone of a company. Why else are so many channel partners needed to implement it? It’s because the great majority of HubSpot’s customers recognize the power of the platform, but can’t really get it to perform without help. You don't just flick a switch when you sign on with HubSpot.
Its software and tools are only successful when services are provided. Microsoft has thousands of employees devoted to managing this channel and invests hundreds of millions of dollars ensuring that it can continue to serve this community because the company truly depends on its partners’ success.įinally, HubSpot is not a technology company. Microsoft has an enormous community of partners that not only sell their products but build solutions and provide services around their products. But a channel-focused company is something much different. Sure it sells products through third parties.
Which means that HubSpot partners and customers will have to stand in line for attention.Īnd speaking of partners let's also be clear that Amazon is not a channel company.
But not if resources are diverted away from building out the internal marketing platform that it desires. Of course they would continue to maintain a level of service for the existing HubSpot community. But that's not going to be their first priority. Maybe they can also sell it to businesses like mine. So instead of becoming a customer of a CRM company like Salesforce or Oracle (like most larger companies do), its solution is just to buy an existing platform and make it its own. It's no secret that the company's marketing team needs a better solution than what it already has. For starters, Amazon's is buying HubSpot to serve Amazon.