Owning the Outcome

Ankit Malhotra kicks off Season 2 of Owning the Outcome with a bang: He breaks down how to architect multi-agent systems with HubSpot at the center, connecting Claude, Clay, and LinkedIn into ecosystems that run prospecting, qualification, and outreach with minimal human involvement. Ankit gets specific and the conversation goes deep: Real builds, real outcomes, and real insight on HubSpot's contextual intelligence and where partners close the gap. Figuring out how to build high-value agentic services? Here's a blueprint.

AI was supposed to kill services businesses. Instead, it made partners—and ecosystems—indispensable to deliver customer value. In 2025, HubSpot's top partner tiers grew by 30%. IDC set the opportunity ahead at $42 billion by 2030. And just last month, the companies building the world's most powerful AI concluded that human expertise is still the distribution layer. Season 2 of Owning the Outcome goes deeper into how HubSpot's partners are leading in the AI era—from building agentic solutions to focusing on customer value when the technology changes every day. New episodes drop every week, starting June 3.

Most agencies use AI the same way: Customers talk to humans, humans run it through AI, work comes out faster. Superside does the exact opposite—and it's why the biggest agencies on the planet are watching them. Jen Rapp, Chief Customer Officer at Superside, calls it the agentic front end. Customers interact with AI first. The AI builds a context-rich brief from everything the client has ever done. Then the human takes it across the finish line. It sounds like a subtle distinction, but it isn't. Superside has 750 people in 72 countries, a client roster they can barely talk about, and a subscription model that's making legacy creative agencies rethink their approach to revenue. Superside's story also isn't AI native: They were founded in 2015, but decided earlier than almost anyone that they had to rethink everything. This is a special episode of Owning the Outcome—Superside sits outside of the HubSpot ecosystem—but essential listening for any partner leader thinking about what AI transformation actually requires.

Listen in to this special episode of Owning the Outcome, as Sarah dives into product strategy and customer value in the AI era with HubSpot’s new Chief Product & Technology Officer, Duncan Lennox. Duncan brings decades of experience as a founder, product leader, and builder through multiple technology shifts—from the early days of SaaS to today’s AI era—and a relentless focus on solving for the customer. In this episode, you’ll hear: Duncan's journey from growing up in a small family business to founding his own companies to leading product and technology for global enterprises How AI is raising the bar for product expectations—and why trust and quality matter more than ever Where HubSpot's partners play—and where the ecosystem opportunity lives in the AI era How HubSpot is thinking about platform extensibility, unified data, and innovation with partners Duncan's leadership philosophy and guiding teams with clarity and consistency through rapid technology shifts It’s an energizing look at where HubSpot is headed—and why the best is still ahead. Partners, listen in and don't forget to join us for Ecosystem Kickoff (February 23 and 24)—check your inbox for details.

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!