Value-First AI Daily - Mar 26, 2026

[00:03] **Introduction** Chris Carolan: Good morning Hubspot Nation. It's time to wake up customer platform with your unofficial Hubspot updates Morning show where we help you discover the platform value you already own.

[00:20] **Guest Introduction** Chris Carolan: I'm Chris Carolan, joined by my co-host, Casey Hawkins and George B. Thomas. we're here every weekday morning to make sure you're not sleeping on Hubspot's true capabilities. If you're joining live, drop a hello in the comments and let us know what you're building in Hubspot. Today, happy Thursday, March 26th of 2026. Chris Carolan: What are we building in Hubspot today? George and Casey.

[00:56] **Common Room Integration** Casey Hawkins: Um I'm still working on my to-do list from last week. Um but some things I have are mostly integration work, actually. Common room is an integration. I've been working with a lot lately. I'm not sure if either of you have heard of that one specifically. Um Chris, you might find this one interesting. It's um the tracks like people's participation in uh communities. So like in theory, it would track the your my participation in the SprocketEar Slack community. Um things like that. Chris Carolan: Awesome. I love when I can have a good idea of what the thing is just by the name of it. George B. Thomas: Yeah. Chris Carolan: Yeah, it's good naming right there. George B. Thomas: Indeed. What about you George?

[02:06] **Workflow Automation** George B. Thomas: [inaudible] for me to talk about I mean let's be honest. But um if I were to pick one, uh I'd say that I'm in workflow land a lot today. Chris Carolan: Mm-hmm. George B. Thomas: Multiple clients uh not necessarily me uh personally or my portal but uh it seems to be a workflow heavy uh day today.

[02:40] **Line Items Conversation** Chris Carolan: Okay. Uh well I just had a great conversation uh about um line items everywhere uh and where are we going to put them and how are we going to manage them and inventory requirements and all sorts of stuff uh with some friends in the UK. Uh George B. Thomas: Nice. Chris Carolan: So we've been thinking about uh you know, end-to-end man business management in Hubspot. Uh it's been fun to build this out. Um and every time we think we're going to get away with less complexity like building in the system, like we've got to uh got to add more more in so that we can simplify it for for our users. Chris Carolan: Um uh and I want to highlight George as I bring up the screen here. We've only got five updates. But uh on the walk this morning, I got to listen to this week's episode of Hub Heroes. George B. Thomas: Mhm. Chris Carolan: Uh part two. And if you need to understand how loot marketing works, folks and how agile you need to be, uh I guarantee the day that uh yeah, day that George gets back from vacation, finds out about a new uh a a couple new updates George B. Thomas: Yep. Chris Carolan: related to the conversations he's having on the podcast with record uh customization and uh the first day that he understands uh agent um agent cards. Agent cards on a record is a thing. They have a conversation about it. George B. Thomas: Yeah. Chris Carolan: Uh that's agility and and what marketing is designed help you do. Chris Carolan: So uh by the way, you know, not to mention you will go learn a bunch of stuff at the same time if you listen to that episode. Super interesting to hear you guys from your different perspectives talk about especially Max. Like Max man, his his experience from Hubspot and the positions he had there to to AppsetHappily like George B. Thomas: Yeah. Chris Carolan: man, he's got so much insight. George B. Thomas: A lot in that brain. A lot in that brain. Chris Carolan: Yeah. Uh the concept of unpacking like the workflows, mindset and how do we get you know, change how we how we view. Casey Hawkins: See now people got to go listen because they're like wait what? Chris Carolan: Yeah. Yeah. Go listen to the episode. Max say, I need to think about workflows last. Chris Carolan: That's just just go listen to see how that could be a thing. Chris Carolan: So, five updates today. Uh Chrome extension now supports calling. Uh what's changed? Now supports select third-party calling users in addition to first-party users, expanding availability beyond previous limitation. What is it? Hubspot calling users can now manage their calling connection through the Hubspot Chrome extension. This removes the need to keep a separate browser window open. Casey Hawkins: Why does it matter? Previously, users needed to keep a separate calling window open to receive inbound calls or make outbound calls using the dialer. This update removes that friction by maintaining the calling connection seamlessly in the background through the Chrome extension. George B. Thomas: Very nice. Chris Carolan: Have you guys run into this much yet? calling using calling features in Hubspot? George B. Thomas: I mean you got to call humans first. So I have not. Chris Carolan: Right. Yeah. George B. Thomas: I mean, humans call me, don't get me wrong. But I don't like sit around and like go and externally call people. From and when I do it, it's from my mobile phone because it's my mom. Like hi mom, how you doing? Like I don't call her from Hubspot. Chris Carolan: Yeah. Well, if you're watching this and you know like the the foremost person in the ecosystem that has been building this out for people and uh I would love to to chat with them because we we had a had a question yesterday. You know, should we consider Hubspot calling? Right. And then I asked them what that like what that means to them and it's like basically what I understand how how savvy it is. That's like, okay, well, we have to define what you mean by the word savvy then. But I'm pretty sure at this point there's just not any catches. Like they're run we're running out of catches and it's a full-fledged calling system like inside of Hubspot. George B. Thomas: Without a doubt. Chris Carolan: Right. So I'm getting more comfortable with with bringing people in but I still it's that layer that has just never existed before and now it's here and like helping business understand how and why they should jump into that. Um I'd love to talk to somebody about that. Chris Carolan: Uh number two today, new operators for conditional property logic. Always excited to see updates related to conditional stuff in Hubspot uh in private beta. What is it? We're expanding the flexibility of conditional property logic. You can now use operators like is known, any of, not equal to and is none of. Casey Hawkins: Why does it matter? Until now, conditional property logic was limited to is equal to checks. This made it challenging to enforce CRM data quality at scale, especially for teams managing complex workflows. With this update, you can build smarter, more flexible rules that capture more accurate data and speed up rep workflows. For example, if renewal date is known, require renewal owner. If region is any of UK, Ireland, France, show EU compliance info. If customer type is not equal to partner, show billing info. Casey Hawkins: Um I've really been liking the conditional properties um it's come up more and more um which is really exciting to now have expanded um capabilities there because it just makes it easier to deploy. Chris Carolan: This feels like a major update, George. George B. Thomas: I mean it does feel like it but they didn't give us a they didn't give us a little thing for it but Chris Carolan: I know. George B. Thomas: Should be a major update. Okay, there we go. We'll give them that. Chris Carolan: Yeah. Um man, especially as we think about how we manage record views uh like for folks. Yeah, these these extra um operators are are going to be very powerful. Um so check those out. Chris Carolan: Easily set custom chat flow priority in public beta. What is it? You can now easily assign a custom priority to your chat flows without using drag and drop. Previously reordering chat flows meant dragging and dropping them into place. And while this works for smaller setups, it becomes increasingly difficult to manage as the number of chat flows grows especially when they span across multiple pages. With custom priority, you can simply set the exact order you want. This gives you a faster, more precise way to control how your chat flows are prioritized. Casey Hawkins: Why does it matter? Managing chat flows at scale should feel simple, not frustrating. If you have many chat flows, reordering them used to be time-consuming and sometimes impossible across pages. Now, you can instantly adjust properties without worrying about pagination or manual reordering. This means you can make changes faster, maintain better control over which chat flows appear first, scale your chat flow strategy without adding complexity. In short, you get more flexibility and reliable way to manage chat flow priority, no matter how many you have. Chris Carolan: I I like it. Uh Get that beta. And while I'm not uh I don't have any immediate you know, massive list of chat flows uh use cases that come to mind, I can think of some other spots in Hubspot where stuff like this would be amazing. Um because all we can do is click and drag to reorder stuff. Um so uh I like seeing precedence like this that that might make its way into the rest of the system. Chris Carolan: Contact enrichment coverage expanded for EU countries. What is it? Our contact enrichment coverage for contacts in EU countries is getting a significant boost. Customers will see improved match rates for EU contacts. Casey Hawkins: Here you go. Um why does this matter? Our customers have complained about how low match rates for EU-based contacts. Uh this update brings EU coverage closer to North American coverage levels. Chris Carolan: Nice. I just want to know how it works. Casey Hawkins: Yeah I know I was like that's what I was reading through too. I was like what is the power why or I don't know. Chris Carolan: But that's the thing like enrichment, why does it have to be such a black box about how enrichment works? I think I know why. But it's not the stuff that people want to hear. Uh so I guess yeah, I get go see see your match rates. George B. Thomas: I mean listen. Chris Carolan: Um when you have XYZ companies and you have all the data that you can enrich almost anything. I'm anyway I'll stop I'll stop. Chris Carolan: Yeah. Uh Alright so enjoy your your improved match rates. Chris Carolan: Enjoy. Chris Carolan: Number five. George B. Thomas: Just let us know what you do with those. That would be cool. Like if you see an improvement in your match rates, you know, Chris Carolan: Share a comment, DM, let us know what that that means for you. Chris Carolan: Number five, set a default tax rate in the tax rates library. is in private beta. Uh did you know there was a tax rates library in Hubspot? Uh what is it? You can now define a default tax rate in the tax rate library. Once set, this default rate will automatically refill when a new line item is added across all commerce tools including deals, quotes, payment links, subscriptions, invoices and credit memos. Casey Hawkins: Why does it matter? Previously, teams had to manually assign a tax rate to every line item, a repetitive task that was easy to overlook and prone to error. This update ensures tax is applied consistently and automatically, helping you work faster and more accurately. It's it's especially impactful in VAT regions where tax rates are uniform and for teams using manual tax configuration without automated integrations. The result is smoother operations, improved tax compliance and less room for costly mistakes. George B. Thomas: Nobody wants that. Chris Carolan: Yeah. This is another spot where I think it can be really it's looking like it's such a better experience than it has been in traditional systems. Chris Carolan: But it's such a thing that such a different thing than people are used to doing in Hubspot. Uh if anybody's having these conversations where we're moving sales tax management inside of a business from somewhere else inside Hubspot, I I would love to uh pick your brain a little bit on this one. Um Chris Carolan: Very cool that uh Hubspot is making that easier for us. Um uh and in case you missed it yesterday, we had a great uh Hubspot Helpline show uh which is every Wednesday at 10:15 a.m. Central on LinkedIn Live, three of us with Rob Jones and Kyle Jepson. Um had some fun yesterday uh and one thing to reiterate, if you're interested in being an inbound correspondent uh those applications just went out this week. Um yeah, anything else going on that we think uh the audience needs to be aware of in Hubspotland. Casey Hawkins: I think that's it. George B. Thomas: Yeah, I don't think that's it. Chris Carolan: Coming up. I like it. Remember folks, you probably already own the solution you're looking for in Hubspot. Chris Carolan: Sometimes you just need to wake up to it. Join us tomorrow morning live at 7:30 a.m. Central or catch us anytime on Spotify and Apple Music. Drop your biggest takeaway in the comments and let us know what capabilities you want to wake up to next. Until then, I'm Chris Carolan. Casey Hawkins: I'm Casey Hawkins. George B. Thomas: And I'm George V. Thomas. Chris Carolan: And this has been Wake up Customer Platform. Now go build something amazing. Great day everybody.