Let's Unbox Expertise.ai

Vinay | 00:11 Hey, Chris, good to see you again. Chris Carolan | 00:14 Good to see you, man. How are you doing? Vinay | 00:16 Great. Chris Carolan | 00:19 Let's get the stream set up here. Vinay | 00:22 Okay, so we are streaming it here and then broadcasting it on LinkedIn. That's how we are doing. Chris Carolan | 00:27 LinkedIn and YouTube and the value first team .com website which nobody really knows about so that's just for me to like capture the video better so crab. Vinay | 00:27 Okay. I see. Alright. Chris Carolan | 01:49 Can. Have you used streamyard before? Vinay | 01:56 I have never used StreamYard before. I probably have heard the name, but never used it before. Speaker 3 | 02:04 Hey, Chris. Save a day. Vinay | 02:06 Hey, Shib. Chris Shib is my teammate. So we'll be joining the session. Chris Carolan | 02:12 Awesome. Welcome, Svat. Vinay | 02:15 Amar. Unfortunately, I don't think he has other important commitments, so he won't be able to join. Chris Carolan | 02:21 Yup. And it's, Shavang. Vinay | 02:28 Correct. Speaker 3 | 02:28 You're on here. Chris Carolan | 02:34 Just get a different background up here. Change the banner. Speaker 3 | 02:44 So we're not started yet, correct? Chris Carolan | 02:46 We have not... Vinay | 02:46 No. Speaker 3 | 02:47 Okay, I'm trying to figure out how to change my background. Chris Carolan | 02:54 You can click on the three dots you have. Vinay | 02:56 Yeah, I'll be sure. Chris Carolan | 02:59 Or next to your video camera. Speaker 3 | 03:04 I figured it out. Chris Carolan | 03:11 Here. Alright, yeah, so pretty straightforward. Any questions before we get started? Vinay | 03:35 Right? So I'm sorry, okay? Chris Carolan | 03:39 Any questions? We'll get started in nine minutes. Vinay | 03:42 No, I mean, I ask you, should I be prepared? Chris Carolan | 03:43 But... Vinay | 03:45 You said no, just come in just like that. We will take it as it goes, so... Yeah, even I thought... I'm like, "Maybe up for surprises. Let's see." Chris Carolan | 03:55 Yeah, that makes the best content. Speaker 3 | 04:01 How long have it be scheduled it for? For like an hour? Chris Carolan | 04:04 Yeah, yup, forty-five minutes until three central. So yeah, most of the time I'm doing this with HubSpot product managers. But early on, I got started with app partners. So... Based on what I experienced the other day, it should be the most fun one I've done so far. It fills in a specific gap on the website that we're going to be putting it on. I love killing lots of birds with one stone. Vinay | 04:46 Yep. Speaker 3 | 04:49 I was doing like a live on boarding session, basically. Chris Carolan | 04:53 Yeah, that's really the best way to think of it is like ca I like to like is it as plug and play as you say it is, right? And usually it is. But I did want to ask like, is the how? Plug and play is the HubSpot integration. Vinay | 05:20 It's as simple as you click a button, connect to hops spot and it connects. You can give, you know, certain level of access. Like, you know, do you want to send conversations? Do you want to connect live chat? You know, to what degree of integration do you want? Right? Chris Carolan | 05:35 Right? Vinay | 05:36 So yeah, it's as simple and straightforward. Chris Carolan | 05:38 Okay, so then I'm just going to prepare. Vinay | 05:46 Are we going to double down on HubSpot connection inside that as well? Or... Chris Carolan | 05:54 Yeah. So that this will be the site that we're putting on, and I'm just going to quick start for free, and then HubSpot side... Now it's like which direction do I want to start from? Vinay | 06:42 Are you looking for the angle? Okay. Chris Carolan | 06:45 Like, because in theory, so requires, I guess. Vinay | 06:53 I can give you access like a business plan or an enterprise plan access that won't be a problem. Chris Carolan | 06:59 Okay. Yeah, I think I'll go from here because that's what most people probably do. Vinay | 07:28 There is no use. Chris Carolan | 07:29 Okay, so we'll just bring this down for a second. You guys are both on the East Coast, okay? Vinay | 07:41 Ye well, we are in Toronto. Chris Carolan | 07:44 That's right. Vinay | 07:45 Yeah, I mean, yeah, so it's just... Yeah, post-lunch for us. Ammar Khan | 07:53 Yeah. Chris Carolan | 07:53 Yes, I'm originally from Michigan. Vinay | 07:58 Michigan. Alright, okay, I'm planning to come down that side probably in a couple of months, and I'm pretty sure I'm going to catch up with you. You will be... It will be on my list to definitely catch up for sure. Chris Carolan | 08:12 Yeah, that's for sure. Ammar Khan | 08:13 Yeah. Vinay | 08:16 Do you go for like... Or what all events? Do you go quite often to events in SF or legal state? Chris Carolan | 08:25 Last year was irregular because the AI summit from HubSpot was in San Francisco in June, which was the first time I had been to San Francisco. Then I was there for Inbound a couple of months later, and I got to see the HubSpot office when I was there in June and met up with the Commerce sub-team. Ammar Khan | 08:42 Yeah. Okay. Chris Carolan | 08:51 But yeah, outside of Inbound, I have no other plans. The most likely one I would have gone to was the Industrial Marketing Summit, which was last week or the week before in Austin. But in that case, I mean, the networking value has to be really high to replace what can happen on LinkedIn every day, right? Since I do so much content, almost none of the education or talks or whatever is going to be valuable because I've already seen it, I've already heard it, which I'm not trying to brag about. It's just the reality. So really making the most of it. I'm not... I have a lot of social anxiety. So, Inbound was super overwhelming last year, in a new place, so many people. It was a weird feeling. I think for some reason, Boston feels better, but... Yeah. That's kind of like... You gotta go, if you want. Vinay | 10:25 I didn't go for the Inbound, but last Inbound was pretty different. I think that's where HubSpot upgraded the strategy of bringing AI agents into their entire ecosystem as well. They doubled down on that. That's great. See? Ammar Khan | 10:42 Yeah. Chris Carolan | 10:42 Yeah. Last year was like, "Breeze is now infrastructure," right? They had launched customer agent and prospecting agent the year before, but this year they retooled it and started referring to it as infrastructure, thankfully, and it's still got some work to go. Vinay | 11:11 A lot. But I roped him in case we were, and he's... First of all, glad he's free. Chris Carolan | 11:15 Looks like we got, a mar here too. Vinay | 11:23 Now, if we are going into the HubSpot weeds, he is the best person to handle it, so... Yeah. Chris Carolan | 11:29 Okay, they meant to be. Ammar Khan | 11:31 I'm so glad I could join Chris. Fortunately, my previous thing finished older than expected. Chris Carolan | 11:38 Let's embrace those signals from the universe. Speaker 3 | 11:43 We have a full house. Chris Carolan | 11:50 Cool. All right, since you're just joining, pretty straightforward. AM but any questions before we get started? Ammar Khan | 12:01 None whatsoever. I'm going to follow your lead on this. Chris Carolan | 12:04 Okay. Alright, so it's going to be a 32nd countdown. Let me remove those video clips because they're not applicable. Good afternoon. Happy Monday, LinkedIn friends. Welcome to another unboxing episode. We are unboxing with the Expertise AI team Conversational AI on your website. Thank you, Amar. I agree. Some fireworks are about to be had today. Here with Amar and Shavang. I had such a great time with the team last week at the profoundly kickoff. I was thankful that you guys were willing to jump on again to do a full unboxing because we just got a little bit of a taste. But welcome in, guys. Thanks for joining today. Ammar Khan | 14:21 Appreciate yoursel excited. Chris Carolan | 14:25 So, like other unboxings, we're just gonna dive in and as I'm clicking around, you know, feel free to share the story. I like to think of these as, you know, kind of one on one product feedback, you know, sessions that are just out. Out in public. So, don't mind me if I'm clicking around trying to make the product work as easily as I'm supposed to be able to. And an interesting use case today, because I got the taste last week of just, you know, we did it unplanned, like completely unplaned on unscripted. We just started it with the Profoundly website. Which has some good content on it, but like, not a ton. And that experience seeing that, you know, live within seconds really like, definitely blew my mind. And so we're. So that's why I'm excited, because this is one of those and I'd love to hear you guys' take on this. Like chat bots, right? Not necessarily a new category. Definitely not a new category. And almost evokes a level of, like, distrust and baggage and like, people like you either really want to talk to a chat pot or it's the last thing, like, you want to do. And making it work, you know, with AI and like, you know, when we used to have to automate it and are we going to call on a human? When are we gonna call on a human? When do we ask for the email? When we do like all of that stuff has rolled in just like, you know, the only people I think that have done it really well are like the giant companies like Amazon's and, you know, the Fortune five hundred. So I'm curious. You know, as I share a screen here. Like, how did that. How were you thinking about like an old category making new, right? And especially what it says here. Like if you say chat bot, then people will know like which category you're talking about. But you really don't want to be known as another chat fit, right? Ammar Khan | 16:56 Yes. Vinay | 16:58 So our whole philosophy is that the website is one point where all the efforts in you put in terms of marketing you put in terms of outbound ads converge, right? So when all these visitors come to your website after going past you across all the LMS where they probably would find all the answers and eventually when they land on your website, they don't want to be greeted with a stony chatbot. They don't want that experience. They should not get a two-decade-old experience of a static brochure-kind of a website where all the information is hidden under all the nav bars and they had to find it. They want something easier, like a personalized, concierge-level experience. That's where our AI agent comes in, where it nullifies what a chatbot does. It doesn't do exactly what the chatbot is doing, but a better experience in terms of giving a personalized website and a chatbot experience. One other aspect, which you said is humans. Everybody who's landing on the website would love to talk to a human, but it is not scalable, right? You cannot have humans available 24/7. So how can we create an agent which is smart, kind of like a human, but doesn't feel like a chat board? So it's a win-win situation. So that is our product. Ammar Khan | 18:31 But when they was giving that explanation something together. Vinay | 18:37 Yeah, you just created the agent. In the meantime. Chris Carolan | 18:40 Yup. Since I'm just curious how far along we are, we're just going to come over to the website here and just see. Vinay | 18:52 We have to deploy it on the website. So if you are looking for that... Yeah. So here you can chat with the agent. So... Chris Carolan | 19:27 This is not like... Yeah, this is... Vinay | 19:29 Is it an eight-stage progression this entire journey? Is that how you are...? Yeah, alright, great. Chris Carolan | 19:46 My gosh, this is so good. I'm wondering what happens when we click on interactive content. Speaker 5 | 19:49 Yeah. Chris Carolan | 20:05 Like. And so one thing I was interested in seeing, like it said, found eight pages, right? And there's like hundreds on this site. Is there like, is it just eight pages to get me started? And then now that I'm here, it's gonna. It's gonna learn from the website as a wholes. Vinay | 20:27 No, we wanted to give the control to you as the business owner to decide which all pages you should train the agent with. So if you see on the left side the training materials, you as a business owner can decide. Go here and drag and drop any page URLs, just simple drag and drop, and it will learn from it. Because what if there might be one page on your website having outdated information which you know, but the agent doesn't know, right? So that is your control. Chris Carolan | 21:04 Yeah, this is. Okay, so this is where I see the first eight pages, right? All right, we've got join the collective, we've got assessments, case studies is picking some good ones, too. Like, how is. Is there. What's the method to the madness behind which pages it's choosing to pick. Like coming trying to come at it from the home page or. Ammar Khan | 21:38 The way we approach that is we focus on the home page and see what the primary links are that branch off from there, and those as a default, are prioritized. Chris, one question. Since you do have hundreds of pages, could you share the email you used to create this account? I want to update it as your plan so we can create it on 1700 pages that you want. Chris Carolan | 22:03 He... Speaker 3 | 22:04 Mark, I already took the liberty to upgrade him to the Business Plan. So if you just refresh the page, it should be reflected. Ammar Khan | 22:10 So you might have to log out or log back into that. Yeah, sometimes that's required. Vinay | 22:15 Yeah. On the top right. Chris Carolan | 22:15 Okay, alright, well that makes sense as far as which pages it starts with. I noticed as I was creating the account it already had my website put in there. Ammar Khan | 22:29 Yp? Chris Carolan | 22:38 Now we've got options to add to the website. Ammar Khan | 22:42 Yes. Chris Carolan | 22:43 Okay, so this is where, since I am a website developer now, or I work with one called Claude Code, I need to do this. Vinay | 22:56 Uhmm. Chris Carolan | 23:01 And, yeah, click. So click there. Copy. And, just in a different. Let's see, I think we can just see what we're doing here, right? So let's just go into the cloud code and say "Add my operations leader, actually, he and Sage is the chief customer officer." Vinay | 23:34 He. Chris Carolan | 23:43 Can you add this expertise? That AI? Vinay | 23:56 Good. Chris Carolan | 23:58 Say sales agent to the website, please. We should see it on every page and then just add the code. Vinay | 24:21 Claude is your web developer. Chris Carolan | 24:24 Yes, he is, for better or worse, we'll see if it's that easy. Just obviously... Obviously. But, so before November 8th, I did not code anything in my life, and now I am a part of a large group of humans that are now coding stuff through Claude Code. How have you guys thought about that dynamic where prior to November 8th, I would have been asking, "Don't even show me the developer stuff. I want drag and drop everything, right?" Then immediately I just switched to seeing all of the developer stuff. How do you guys think about that in terms of this whole process? Did you start with one and then move towards the other? Or has it always been a full approach? Vinay | 25:25 All I think I'll throw it to you on this one if you can take it. Ammar Khan | 25:29 Sweet. There are two ways I'm thinking about that question. The first one is the setup process. For us, we've seen that over time people really have grown in terms of technical competency. Much like Eucres, we're fortunately now getting a product. The transition to setup often we just have it on the first hour of onboarding call. So fortunately these AI agent tools have made that easier. The second way I'm thinking about this problem or that statement is really agents becoming live. So right now, when we used to think of ancient chat births, my colleague Viney loves to call those Stone Age chat bots, they're very simplistic if answered this move, etc. But the future really is going to be like these AI agents where bots are going to be alive. You're going to have 2047 salespeople living on your website really product experts, consulting folks, giving expert consultation to folks coming in, educating them, and nurturing them. What we have really is what we believe in. Early version of that right now educates and nurtures. Over time, it's going to get more and more progressively involved in a deal. Could be our CEO Fields at some point even closing and signing deals as well. So that's what we believe is the future thing. Chris Carolan | 27:01 I mean, it's aligned with how HubSpot's building out their platform as well. So it really is... When I look at these moments... Of course, if you've been watching and executing things like they ask you answer... Endless customers where you think of your website in that way where somebody could go through the whole sales process and there's enough content and videos like the plug and playability of this just to immediately realize value because the tool in this case expertise AI has what it needs to be as awesome as it can be. So have you... Are you usually working with clients to help them build content or architect context so that it's not the whole website? How have you...? What are the different modes you've seen customers like this context infrastructure that's so important to any intelligence platform or tool or collaborator or however you want to put it? How have you seen different people approach it in terms of what they want this experience to be like because it's not the terministic, right? So how did they work with understanding? Okay, here's all of our stuff. How do we know? You're not going to... You're not going to say it the way we don't want you to say it. Ammar Khan | 28:50 I can keep this off in VI maybe you can add on. So there's one bit of knowledge that exists in any organization that's documented, let's say, the website and your HubSpot knowledge base, for instance, and other equivalent materials. Then the other knowledge base is what my colleague Viney calls "business sense." It's really living in the minds of people. Really what we try to do is whenever somebody is coming to us, we try to accelerate to the point of getting it live on the website, if that can happen within the same day. Sometimes you rush it that far. Once it's like you have a center where as people come across a series of conversations and there's an 80-20, like 20% of conversations, roughly speaking, are what 80% of people are going to ask. You're going to soon start to see how the board answers them, and then you can jump in and improve the answer. So ways to improve the answer could be, for instance, giving examples. Say, "Next time somebody asks this, I want you to have this one other." It could be giving free-form rules that... "Hey, you know what? We don't call ourselves a chart board. We call ourselves an sales agent." So be careful about that. We have ways of communicating that. The third bit is what I call "knowledge gap." The agent asks, "People are asking this. You don't have that in your written material." And other similar tactics are what we TED to use to gradually transfer that business sense to the bot. We've seen that happen over time. That's why it's really important to have a devoted sponsor whenever we're kicking off this project who can go into the board initially, day and every day, and then overtime every week for the first couple of weeks until the board has that business sense, and then they are freed up from all those repetitive questions to focus on iron impact work. Chris Carolan | 31:03 So when it does highlight the gaps. Like so in HubSpot, there's the customer agent, and it works alongside the knowledge base agent. They can... So the customer agent can highlight gaps, and then the knowledge base agent can create articles. Are you guys...? Do you like content like new? Ammar Khan | 31:30 That is the direction we're building towards right now. We've seen that when AI creates content, it still feels like the eyesloop. So that part we've been a bit cautious about. Our focus right now is really on servicing the most important gaps that a human really needs to come in and add that context. That's the balance that we've seen so far. Chris Carolan | 31:55 So, yeah, that makes sense. It is very challenging, and that's where the context engineering comes into play. The better we get at that, the more hands-off I am with the content being generated. It looks like it's building in VSEL right now, so I should be able to show it on the website shortly. But while I'm waiting on that, I'm asking Claude to do some research on what expertise AI does and come up with ten moonshot ideas for how we could leverage it for the value-first team, revenue process. Vinay | 32:52 So Chris, just starting back on what AMA said. So our approach right now is not entirely to replace humans, it's just to augment what they are doing, act as a co-pilot for them. So human intervention is definitely needed. But the arc goes down dramatically as the more they intervene with the AI, give it more business sense, the AI learns from it, and their intervention goes down drastically. So we think of AI as a very highly intellectual intern that you get, and you just train it, and it learns quickly, and you can handle a lot of things. The same logic that everybody talks about, right? What AI is. Chris Carolan | 33:46 Yeah, this stuff gets so much easier when it's when you think about it from a human plus AI like perspective, right? Like there's so many things. When you talk to anybody on the front lines, anywhere in the organization, there's always ideas that they wish they could get to or that have been on the list or, you know, ways that they could improve their customer experience immediately, right? And that's, I think what we talk about on the AI show that we do in the mornings. It's like from a leadership perspective. And this is why I avoid words like sales, and I said revenue process very specifically instead of sales. Like the ideas of like, stay in your lane, like don't worry about that. Like it's prevented us from dreaming a little bit. And. And, oftentimes, like, the business sense or business common sense cannot be acted on because of these, you know, structures and processes that we've put in place. And with things like this that have never existed before, like, if we can't take a just take a minute, take a step back and say, okay, what does this mean, like for our process? Like, hey, see, I can't avoid it. Hey, Salesp. Like, what would it be cool if you just showed up with deals like ready to close, like, because they already had everything, you know, done? And not in a way, like, as I share my screen again, because it looks like this guy's ready. Vinay | 35:32 Is it nice? Okay. Chris Carolan | 35:36 I'll see. Fingers crossed. Yeah, so you don't even need to cross fingers anymore, really. We got it here, right? How can I help you today? First of all, I want to change the name to Taylor. Vinay | 35:58 Yeah, it's in the appearance. Chris Carolan | 35:58 So parents, there we go. Vinay | 36:01 Yeah. Chris Carolan | 36:04 Alright, so agent name, about Victor. Yeah, I don't know, I can't call it Coach Chris just yet. I have done that a couple of times. Gotta build up some trust. We've got some kit upload, but we'll keep it with Navvy floating avatar... Let's see dark mode. The rest of the website, I think so. Yeah, got the logo already there. Vinay | 36:44 Yeah, I think your website is a top theme. I think... Yeah. Chris Carolan | 36:53 Contact form... Required. Yeah, it's... Since this experience is going to be so great, I'm happy to... Actually, we don't need that. Ammar Khan | 37:11 After how many places do you want this to pop up? Chris Carolan | 37:11 Actually... Now, what I would love to do is say, "Let the AI figure it out." Ammar Khan | 37:22 Mmhmm. Then for that, I have a thing for you. Could you turn the contact form off here? Let's save. Chris, could you speak to me about the workflow you have in mind? In this kind of context, I would want a meeting booked. These are some qualification things I have in mind. This is some context I would like to have for the meeting, that kind of stuff. Chris Carolan | 37:55 Yeah, I think that's where I want them to get to a meeting link. But I don't want you to tell me how that's done just yet. So we can see that it's already been updated. I like this voice AI. Speaker 5 | 38:29 Hi, I'm Taylor, and I'm here to answer any questions you have. Ammar Khan | 38:33 Probably hear this recording. Speaker 5 | 38:35 Reef solution overval. Ammar Khan | 38:36 It's not a... Vinay | 38:37 Yeah a dab yeah. Chris Carolan | 38:38 Yep. So let me refresh because that's really cool, and let me refresh. Speaker 5 | 39:08 Hi, I'm Taylor, and I'm here to answer any questions you have about the value-first team. May I give you a brief solution overview, or do you have a specific question? Chris Carolan | 39:19 I heard you guys implement customer value platforms. I think I know what I want, but I would love some help just getting on a call with somebody to figure out which implementation is going to be right for me. Ammar Khan | 39:29 Yeah. Speaker 5 | 39:37 Got you. So you're mainly after implementation help for a customer value platform and want to talk it through? I can't book or join a live call from here, but if you email support, the team can set it up. What platform are you implementing right now? Chris Carolan | 39:52 HubSpot. Speaker 5 | 39:57 HubSpot implementation makes sense and the big win is getting one unified customer view. So marketing, sales, and service act on the same data. Curious though, are you trying to unify data across tools or fix the HubSpot setup itself? Chris Carolan | 40:14 Across tools, there's always an integration to worry about. Speaker 5 | 40:19 Okay, so it sounds like the HubSpot work is really about connecting your other tools so data stays consistent and reporting is reliable. Curious though, which tool is the biggest headache to integrate right now? Chris Carolan | 40:33 RERP nets suite. Speaker 5 | 40:36 Sounds like the line cutout and you were about to name the tool and that's usually the key blocker for the whole rollout. Curious though, which tool was it? Chris Carolan | 40:46 Not sweet. Speaker 5 | 40:49 Got it. NET suite to HubSpot is a common one, and the main value is clean account and contact syncing so teams trust the pipeline numbers. So are you trying to sync customers and invoices into HubSpot or push HubSpot deals into NETSUITE? Chris Carolan | 41:06 I'm really trying to use as much YP. Vinay | 41:10 That's a default timer of two minutes. Chris Carolan | 41:13 Yeah, that's fair. Ammar Khan | 41:15 We just... Chris Carolan | 41:16 But I should just to note, like, there's no NETSUITE specific content on my website. So it was pulling in, you know, other intelligence, which is a good thing just to make sure I'm clear on that, like. And I think that's a good segue into what I've been trying to do. I think why I've been so impressed with this. I'm just going to mute screen audio. Just in case. Here. Because what I've been trying to do with cloud code, of course, you know, and I think that's why we have to... So I have this guy, right, and he talks. Report has been really great to work with to help set that up, and since I'm already sharing screen audio, I'm just going to... Oops, I go back here. New chat, right? My HubSpot is a mess. Ammar Khan | 42:35 For the folks looking at this for the first time, Chris gave me a say. Speaker 5 | 42:38 Chris, I understand the frustration. Ammar Khan | 42:44 This is something that Chris put together independently. Chris Carolan | 42:49 Yeah, independently. This is what democratization of capability looks like, folks, right? I was building out the whole stack and working with her poor... So I was learning what it takes to just get to this end result. Eventually, he just asked Claude the next question, like, "Hey, can we do that?" In so many of these cases, the context is the hard part, right? The manufacturing... Content and context and when it's going to say certain things and what not, right? But the technology, if it's been done before digitally, and you create the space for it to happen, it can be done. But what you just experienced is like... He only said the first sentence, right? I want him to say more than that. That means I have to go back into cloud code and adjust some prompt somewhere where I'm not even sure where it's at. Or I got to build out my own interface to manage it, right? The rest of the answer is great. As I was... The whole concept here, which relates to conversational AI, and we know people love those experiences because they've just started using it in mass. So it's like, "Can we just bring that into the website? Was the original, you know, plan here. And as I was thinking about it, instead of generative, I was like, hey, I have all of this content on the website, why am I not just, like, pulling it out and keeping them on this page? Right? But as I did that and I create more content like I have to manage it in a certain way to make sure it's always available and there's just a management burden to doing it myself, right? Naturally, to where maybe this yeah, URL would get screwed up and like, it's just the management and maintenance. Like, if this was the only thing I was worried about every day. Like, sure, but I can tell you the amount of hours that went into making this possible versus, like, the 60 seconds it took. And it's going to be better, right? Like this experience as I think about, like if I go to. I just restart here. Like, how do I. Work with the Value first team. Join our collect like, seriously, like, man, I am. I've been thinking about this, like changing the home page to say like, which experience do you want? Are you a provider? Are you a customer? Are you like somebody wants to do content and then build like I have to build that. Like, sure, it might take like, it might be infinitely faster than it's ever been before, but when I find things like this and I think this is the challenge, that like, impresses me the most about what you guys have chosen here and how you're executing. Because the two parts that I think are hard for any kind of app or product right now are like the ability for somebody else, somebody like me to build it very quickly. Right? Like. And I've talked to the report team a little bit. Like, if you have to have your contexts together in a certain way, how close are those same people to just building this stuff out themselves, right? Or on the other side, you have platforms like HubSpot or the LLMS that are building capabilities from their side. And to be able to hit this sweet spot and gets a proof of concept within 60 seconds is not normal in the space right now. Usually it's one or the other, right? Like you can gets proof of concept pretty quickly, but if you can, I can probably just go build it like myself. And like these moments where it just so happens to do the thing that I've been thinking about, right? Like trying to pay attention to those moments where. Just embrace it like it's not luck. Like this is how AI is supposed to work for us, right? That feeling is starting to come through. So if I say, all right, you're an independent HubSpot practitioner, see membership teers and apply like I just created this page over the weekend like yesterday, right? And, you know, the. The lucky part is that as. As it was being built, it threw it up on the, you know, threw it up on the main nav here. But at that point, man, you just scratch. I do you guys know what I mean? Where it's like we want just AI to work, we want it to be magical. And like, when it is, it's great, but when it's not, it's just we get frustrated very easily. And, you know. And this is the other side, like. Like that moment of just. It just works every time. Like, if you can accomplish that, I think. I think you're in a good spot and you're doing good work. Vinay | 49:27 I think unreal is the word you said. That's exactly right. Chris Carolan | 49:32 Yeah. I mean, this is... I would be surprised if others are not reacting in the same way. You can probably get... Do you guys see this reaction all the time? I think, yes. Ammar Khan | 49:47 That's so nice. People often call, "Hey, you know what? I was putting this together over the weekend, and my wife was sitting beside me, and I just had to pull her to take a look. It just makes my day. I hear it. Chris Carolan | 49:59 Right, and let's continue, if you don't mind, let's see how easy it continues to be. So I'm in the value for HubSpot now. I've already got it pulled up. The app, or if you just search "expertise AI" in the global search, you'll get this page. How long have you guys been active in the marketplace? Ammar Khan | 50:26 I believe the first time you put it up on the HubSpot Marketplace was almost two years ago. Chris Carolan | 50:32 Okay. Ammar Khan | 50:32 It was one of the first STAs we built, and it became, you can say, our core organizational priorities. Somewhere between two to three quarters ago, we were like, "We're going to be a HubSpot-first company now." Chris Carolan | 50:44 Yeah. Can you just speak to that a little bit? Why did you guys make that choice? Ammar Khan | 50:50 Yes, initially, when we were starting off, we were really trying to figure things out. At that point, we basically built integrations for Salesforce, for HubSpot, for PipeDrive, for Zoho, for so many places, and we wanted to see where organic traction would come initially, and just without us initially noticing. At first, HubSpot started to take off. Not a little, a lot like everything else combined, wasn't comparable to Absorb. That's when we started to realize we started to double-take on why it was happening. We realized that for a lot of it was an underserved market like major competitors really boil for sophisticated revenue teams like qualified or Krisp. We were focused more so on Salesforce than anything else. As for... Had come out with their own native solutions, which are great for team starting off. But when you get to a certain level of sophistication, you have more requirements. When we saw that was an underserved market, we were like, "Okay, that's really double down." At this stage, 80-90% of our growth comes from just that nation. We're very excited about the internally we are internally Upsport users as well. You see words that trigger warnings when we bring up Salesforce. Chris Carolan | 52:26 Man, yeah, I mean, that's we see a lot of people making that choice right now. And like if you're aligned with the whole Agenta customer platform and creating a platform where AI and humans can work together, I mean, they're doing. I mean, it feels like they chose that route before anybody else did. And obviously, if we're in the ecosystem, we've seen this progression, you know, since GPT came out, that they've always been impressive from an organizational perspective of how quickly they can just put full effort into something like that. And I remember in 2022 that Inbound Darmesh was talking about like, you know, community and how that was going to be the next. And then a I came out. It's like just completely switch gears as an organization. But I just want to highlight something here. So as I was brought back in, you know, I'm clicking around, setting up the HubSpot integration. Like I click on conversations and I can see the microsite that was generated during the chat. And that is so. And I can confirm like clicks. So this is like a key way, like a quality assurance mechanism. Yeah, it's, I mean, that's why a lot of people, you know, love it. Ammar Khan | 54:00 I want to make one more comment on the aspect. Initially, we had different developers working on different integrations with CMS working with Hub. But I still remember the engineer we had working on our Salesforce integration, and he was like, "I hate this thing." It was a completely different thing. So as has really made itself a very welcoming ecosystem. Chris Carolan | 54:33 It's definitely different ecosystem than anything else I've experienced. Again, just for the record, I click on "Improve," and then I can change and update the response to similar questions in the future. If you look at integrations here, it brings us back to HubSpot. Alright. So I'm just going to ask directly. So you guys had opened the pages up for me, so this allows for up to fifty pages. Ammar Khan | 55:24 Yeah. Vinay | 55:24 In the free plan, yes. Ammar Khan | 55:25 But... Vinay | 55:27 I think the first step is you have the business plan. Chris Carolan | 55:28 I didn't... Okay, yeah, let me just... Here we go, here's the business guy. Vinay | 55:29 So if you log out and log in the entire page' get refreshed. Yeah. You. Ammar Khan | 55:33 Can. You can do a thousand in your PA. Yeah. Chris Carolan | 55:42 Alright, it's training materials. I'm confusing everything now. Alright? Yep. Let's just start from square one and... Should just go long. How long is the rest of your workday? It could be here for a couple of hours, I think. An... Yeah. So what I would love to do right now is just bring in as much of the website as I can. Is that just putting in the base here? Alright, so I'll go back. Find all pages, seriously, select all. Thank you, my hundred for pages. Ammar Khan | 57:00 If you have more pages in your HubSpot knowledge space, we alternatively integrate with that. You want to get... Chris Carolan | 57:13 Seeing... What's we here? I mean the speed. I was expecting it to take a little bit of time, and it didn't to just see the complete sitemap. We've got Q&A here. We can add that images, and it brings in YouTube as well. Wow. Okay, right, I'm just going to be impressed on this page. Ammar Khan | 57:45 FI you welcome to navigate to other pages while this is loading. It won't disrupt. Chris Carolan | 57:53 I don't need to go anywhere else, just... So good, and I will be testing this for sure. But congrats, fellows, this product is really something else. I've done maybe twenty to thirty unboxings over the past year and a half, and it's easy to get excited about HubSpot stuff because they're always moving forward, but I cannot say I've experienced this level of enjoyment and excitement for a new product, and I think that's not that easy to do right now. So I think so much so that I'd never end a show like this. You get... I hope you guys are proud of what you have built here, because you really should be, and I look forward to putting it through its paces. We mentioned there's a new partner program. We mentioned that on Thursday. So if you're a spot partner out there, please reach out to Vane, and the team will get you synced up. You just saw how easy it was to start and plug up. I guarantee, I think I can guarantee there is no easier app that has a faster time to value for any HubSpot client around. I mean, it's just so easy to set up and to be able to generate content in that way, generate that experience in that way. Really impressive. Well done, fellows. Ammar Khan | 59:41 She traced up... I feel all warm and fuzzy on the inside. Chris Carolan | 59:48 Well, hey, we're all doing our jobs here. So thanks so much. Vane, Shavang, and Amar. Vinay | 59:55 And I was. I was so glad to see more like a lot of jaw dropping expression from you again. That was. Yeah, that. Chris Carolan | 01:00:03 Yeah. If you know me, I'm not a performative person. I only do that stuff if it's actually happening. It can be hard to get me excited sometimes, but you guys did it. So I look forward to watching the journey, and you definitely have a spot here anytime you guys are coming out with something new, and we'll look forward to it. Forward to next time. Thanks so much. See you, everybody. Have a wonderful week. Speaker 3 | 01:00:36 Thanks. Chris Carolan | 01:00:43 Ever. We're out. Ammar Khan | 01:00:45 Beautiful. I don't know why these guys dropped off. I think they come back on the seat. We're still talking women. Chris Carolan | 01:00:49 Yeah, unless I say it. Unless I say not to, most people do. Ammar Khan | 01:01:04 Thank you so much for that. It's just... It's a very unusual thing to feel so warm. Yeah, it hit me like... When I usually talk to people, it's especially in a business context. It's very fast-paced, but it's like... Yeah, chit-chat. Enjoy the tea. Chris Carolan | 01:01:24 Yeah, it's so transactional. The word that you're looking for is "transactional." That's what the Value-first team is about. When I first started creating the Value-first framework, it was with Claude, and it was like, "We're never going to get past... If we can't break out of these silos of marketing and sales and compensation concerns and misalignment." Organizations are not built for this moment right now. So I was like, "How would you build an organization like throw out all the departments?" It came back with this constellation explanation, which I didn't understand. I was like, "All I know is we're getting somewhere because I have no idea what you're talking about right now." But it's all about just getting out of the way of value flow, right? Everything we do to measure conversions... I'm not doing more unboxings because HubSpot can't do it without KPIs, right? They have a massive... Everybody agrees they have a massive awareness problem with people understanding commerce hub, content hub, data hub, and service hub. You have a huge product organization that if you just took 1% of their time and did stuff like this, all of a sudden, the awareness gap starts going away, and instead, they're asking me, "What other features should they add?" I'm like, "You guys don't have to do anything different. Like, manufacturing is not using your product because they don't know what your product can do. They still think it's a lead generator. It helps with leads, right? Meanwhile, it can handle orders and commerce. Payment links are probably an easy win for most of the user base right now, but you have to be able to have a conversation with finance to make that work, right? Ammar Khan | 01:03:37 Great. And. Drink. Chris Carolan | 01:03:44 When I first did it in 2021, it was... Because I imagine I would want to do that here. If I could invite somebody to a commerce or to an office hour seat once a month for $295, I would want them to check out right from that chat, if possible. Right, well, that's where it becomes a back office, and you got to talk to the CFO. When I was doing things like that in 2021, I had to have the conversation with the CFO. Look, every sales rep is begging for this right now. They spend hours... They all tell us we're losing money on these low-dollar products because they spend more time on them because they quote it the same way as they quote 200,000 dollars for 600 parts, right? Ammar Khan | 01:04:42 Right. Chris Carolan | 01:04:43 That they all know they lose money. They talk about it every single time they can. So here's what we're going to do. We're going to use this payment link. But guess what? It's not going to go into the bank account that your team is used to reconciling. So what does that mean? At the end of the month, your lead accountant's going to have to spend 10 minutes reconciling that account. 10 minutes to save tens of hours and make the sales team happier, right? Vinay | 01:05:15 He. Chris Carolan | 01:05:15 Most people in the ecosystem are not capable of having that value prop conversation, and it's like, "We're going to have to get approvals to get the bank account and we use this kind of payment, right?" Meanwhile, almost every business could just immediately take payments easier than they are right now. Right? Ammar Khan | 01:05:37 I see what you mean. Sometimes I listen to these conversations and it's like... We're a wall for my head. Vinay | 01:05:42 Like... Chris Carolan | 01:05:45 That's alr like no, this is super special. And the challenge is like, can we get people aware, like of how to use this stuff? Like, people don't even think of their websites as sales process mechanisms in a lot of the lot, a lot of cases, right? Like, they're like, we just want to jump on a call. Like, it's like, not. I don't want to do that. So if you're not gonna tell me what I want to know, I'm gonna go to a different website. Ammar Khan | 01:06:22 It's especially now with people finding out all of these long-tail websites using AI tools like charging PT and all... It's just like the opportunity for high intent coming to your website is crazy. Chris Carolan | 01:06:36 Yeah. I mean, that. Helpspoot study like where they lost 80% of their traffic, right? Vinay | 01:06:42 Yeah, exactly. Chris Carolan | 01:06:43 Surprise, the 20% that's left has a higher conversion rate. No shit. Ammar Khan | 01:06:44 Yeah. Chris Carolan | 01:06:52 So maybe we didn't need that 80% ever, but you just taught the whole industry how to do that for fifteen years, and now all that stuff, right? I am anti that so much that now your product can fill in that gap. The only way that I would love to... I was trying to build it myself. That's how much I want to do it, right? Can we make it a value-first experience everywhere you look? If it's just a chat that's just trying to qualify you to get to a booking link, that's so hard to do from a value-first perspective, right? If you're not focused on conversion and commissions like, in which case, if you are, then a bunch of people are gonna miss that, like. So I appreciate the opportunity to do this, and, yeah, I look forward to trying it out more, and I mean, I'm gonna. Yeah, I want to tell everybody about this product like. Ammar Khan | 01:08:20 I want to. Vinay | 01:08:22 Take the scode you gave, you know, the best app you have tried so far. I want to plaster it on our website. You know, dining itself. Can I do that? Chris Carolan | 01:08:31 Yeah, please. I'll make sure... So let me get the YouTube link because that's generally easier. So, I don't know if you guys can see it on your side, but I'll put it in the chat over here. There's the YouTube link. I try to get clips, articles, and stuff, but that doesn't always happen. But I'm more motivated to do it this time, for sure. Yeah, let's... Since I asked, before you guys go, let's see what Claude said. Vinay | 01:09:21 Yeah. Chris Carolan | 01:09:22 As far as... Vinay | 01:09:22 Did it give you the moonshot ideas? Chris Carolan | 01:09:24 Yeah, ten moonshots. Value path stage detection engine. Train the AI agent on the eight value path stages so it can identify where a visitor is in the journey in real time based on the questions I ask and the pages they visit. Feed that stage classification directly into as contact properties via the integration. So there's already a layer of HubSpot integration across the whole site. That actually came up when I was building with a report. Vinay | 01:10:01 Uhmm. Chris Carolan | 01:10:02 I was like, "If I'm going to use this in a customer context, the next time I come and chat, I want you to know about the conversation. We had yesterday. And you guys are going to have to integrate with HubSpot effectively to be able to capture that. And I ended up making it. You know, it ended up getting easier because I had built this out. So they just gave me the code. And then now my tech stack is now the home for it. And I'll be doing a case study with them. It's just with that, it's so, like, hard to. Like, all the use cases are kind of like. That's cool, but do you really need, like, an avatar? Like, talking to you, like, most of the time, you just like you just want to read, right? Even voice like, as cool as it is, it's still not there yet. Completely right. But in that but voice chat just became active here. 12 traps. Diagnostic conversation. Build a playbook where the agent runs visitors through an interactive complexity trap assessment conversationally. Yeah. General Web content multiplication flywheel. The gen web script is already loaded. Every visitor question becomes a programmatic SEO page targeting the exact language real bliers use. This is. Vinay | 01:11:43 This is something... The microsite you can use it for? Chris Carolan | 01:11:50 Visitors literally create the content that attracts more visitors. Connect the knowledge gap detection feature to VS content pipeline. Ammar Khan | 01:11:55 Yes. Chris Carolan | 01:11:59 So unanswered questions become article topics office hours, concierge, visitor D-nomination. Vinay | 01:12:03 Yep. That's something am built knowledge yap. Chris Carolan | 01:12:14 As you guys might imagine, I'm not a huge fan of this. But I do want to create records. But they're not a mess until they decide not to be. Yeah. The signal data like this is where the combination of all these things is. So I see the agents being able to generate the experience that creates the signals that everybody wants, right? Where they're not willing to show up where they need to show up like LinkedIn and in conversational scenarios to create the signals. So they just pay for signals that are meaningless. Practitioner-specific sales agents for the collective when the collective launches practitioners, each practitioner could get their own trained AI agent on their profile page. Yep. That reminds me. If I were to ask the agent to book a meeting with me, do I have to set that up in the back end? Or if he sees the page where that can happen, will he automatically bring it in? Ammar Khan | 01:13:39 So that's something exciting. Often websites have multiple CDS, and so which CD should the agent direct to? That's an ambiguous question. So we allow setups of playbooks for that. What that looks like in practice is something you might really enjoy as well. I that great. Chris Carolan | 01:14:05 I'm almost there, I just checked. Ammar Khan | 01:14:11 Can you help me book sometime? It took a guess. Let's hope it's the right word. Chris Carolan | 01:14:24 Yeah, no, it's the right one. So tell me, if I book... Let's just try. See, I need to think of a source. Yeah, I'm going to test that in a minute. Right, let me do this. It was about... Is my wife? So I'm interested in how that shows up in HubSpot as a source. Vinay | 01:15:48 Let's check your calendar y. Chris Carolan | 01:15:55 By the way, you can have agents in CRM cards now, like on a contact record. Just whatever agent you want to fire. Vinay | 01:16:08 Nice. Chris Carolan | 01:16:12 I just came today. Alright? Ammar Khan | 01:16:15 Wow, it's really following a Dophin route. They read something similar. It's a really exciting direction. Chris Carolan | 01:16:22 Yeah. Ammar Khan | 01:16:29 Meeting... Spoke here. It will now have a new conversation history. It'll have an expertise there. I call them as well now. So you can use that as a trigger for workflows based on meeting bookings from within the... Then if this speeding later on turns into pipeline, we can pull that data in from the deals and say, "Okay, how?" What was the pipeline impact? Only the agent made from doing the work it did. Chris Carolan | 01:17:07 When you say expertise column, what do you mean? Ammar Khan | 01:17:12 So if you go to Contacts... Yeah, on the ED columns, let's click "Added columns." Search for expertise. Chris Carolan | 01:17:17 Okay. Yeah. Ammar Khan | 01:17:36 The second one is "Apply." Let's do it. See it reengaged. What this means is that this contact existed in your CRM before, and now they reengaged by having a conversation. They got into the CRM for the first time because of the wizard. Then it would say the word "fresh." Chris Carolan | 01:18:11 That's awesome. Ammar Khan | 01:18:12 Yes, and I'm sure now you can see the potential through that for different workflows, and people get pretty creative with stuff like that. Chris Carolan | 01:18:17 Yeah, definitely. Alright, so tell me what's here... There's no way, but we're going to test it, and then I can let you guys go. Ammar Khan | 01:18:49 Chris, as you're typing that question out, how often does it retrain? Chris Carolan | 01:18:55 Ten. On YouTube. Like there's no, there's not. Ammar Khan | 01:19:13 Tough? Let's see. Vinay | 01:19:16 Yeah. Ammar Khan | 01:19:38 Is this accurate? Or is this one of those answers that needs polishing? Chris Carolan | 01:19:47 It's accurate. It's pulling from my website page, though, that talks about how often we go live, and I interrupted it. So I didn't finish making the content. Ammar Khan | 01:20:05 Chris, we've put together a version one here, but I wanted to schedule at least 20 more minutes, maybe 30, if you can spread them so that Vide can meet you and help you polish up the finer details. Yeah, in that meeting, I wanted to introduce you to Tommy. After I leave expertise, he's the person that I've transferred a lot of engineering context to, among other things. As you work with the clients that you do, I wanted you to have a direct relationship with somebody where if only this existed, you could say that, and it could become a reality very quickly. So having that relationship with Tommy would give you that opportunity? Chris Carolan | 01:20:55 Okay, yeah, I love to. Ammar Khan | 01:20:58 Yes, I appreciate Chris. Chris Carolan | 01:21:03 Wow, yeah, let's go fell, let's, sell the shit out of this thing, yeah. Like, is there not a company that would not get value out of this, like, immediately? Like, it's so rare to find a product like that. Yeah, all right, guys, I know. Thanks for going along and spending time with me today. Ammar Khan | 01:21:37 No. Chris Carolan | 01:21:38 I'll keep the feedback channel open. Happy to join any Slacks for feedback. Or we can just keep chatting on LinkedIn. Ammar Khan | 01:21:48 Now we will definitely get you into our Slack for that polishing Slack stuff and intro to Tommy. Does the same time tomorrow for 30 minutes work for you, Chris? Chris Carolan | 01:22:00 The same time as right now. Ammar Khan | 01:22:04 Well, the same time as we started the session it Eastern time. Chris Carolan | 01:22:07 No, unfortunately, it does not. Tomorrow is brutal for me. Actually, it's a lot of fun, but it's a busy day. Ammar Khan | 01:22:16 What time this week would be your preference? Maybe we can figure something out. Chris Carolan | 01:22:29 Do you still have my. My link, actually. Ammar Khan | 01:22:35 In fact, I have that on LinkedIn. That's all right. I'll use your link for NG, and I'll find it. Chris Carolan | 01:22:39 Okay, awesome, I'd appreciate that. Okay, indeed. Ammar Khan | 01:22:48 It was a real great dress, and I'm looking forward to the next one. Chris Carolan | 01:22:53 Thanks so much, fellas. Bye.