Recently, the focus has rightfully been on Facebook and the algorithm change which is surely going to affect marketers. Although, Facebook isn't the only thing that's changing. HubSpot has also seen big changes from more than just a marketing platform perspective. So we're asking the question, just what is HubSpot now?

In episode 30 of Inbound After Hours, we're looking at some of the big changes HubSpot has made in recent times and what we think of them. There's also a discussion about HubSpot's out of office generator, the release of Conversations by HubSpot as well as what we thought was initially going to be unveiled at INBOUND 18.

Finally, the likes of Donald Trump, Snoop Dogg, pogo sticks and more feature in the second edition of "Bruce's Price Is Right (but for search volumes)."

Inbound After Hours 30

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Full transcript:

- Hello, and welcome to Inbound After Hours, a relaxed podcast by Digital 22 for inbound marketers. My name's Mark Byrne, I'm the director at Digital 22. We have Rikki also a director at Digital 22. We have Andrew our head of Inbound. And Paul Mortimer, who is our content manager, how you doing guys?

- Good.

- Spot on mate.

- You alright, good stuff. Well today we'll be chatting about what is HubSpot now.

- Awesome.

- Let's kick it off and find out what everyone's been up to this week. Have we got any news, any stories, Rikki do you wanna go first?

- Yeah, sure, I think well big news for most of us here, is the release of conversations by HubSpot. It's got quite a lot of press and traction over the last couple of days since it's been launched. If anyone doesn't know, it's a free edition to the HubSpot platform, for live chat, bots and a single inbox, for teams to communicate from. And quite exciting for us.

- [Paul] Teens?

- For teens, yeah. Teams, yeah wrong tiger mark.

- Okay, we're going small detail on that later, Andrew, anything from you?

- It's that really this week, that's really what we've been focusing on, but yeah.

- Okay.

- Hard to say.

- Main news for everybody, to be fair.

- I've got loads of questions on that later, on the conversation side of things, so.

- Okay Paul, anything from you?

- No I think all three of us researched the same stuff. When we thought what have we seen in the news this week. And then, or what we've been working on, and that's kind of been dominating everything this week.

- Okay, well I knew you'd all say that, so I thought I'd research something slightly different. So HubSpot brought out a out of office generator, have you seen it?

- Oh, I saw that.

- You type in when you're leaving, what you're gonna be doing, and where you're going, and it comes up with some wacky replies and messages to add to your out of office. I'm sure we all get frustrated putting that together.

- Have you played with it?

- I've played with it yeah, it gives you two scenarios and one of em's out there, and one of 'em's quite sensible.

- How out there?

- Very out there, I've got a couple screen shots I can show you after this. I'll actually put it in the show notes. I put I was going surfing in Bridlington, on the 18th of October. And I'll show you later, okay.

- Paul are pretty good at those anyway, to be.

- Well, yeah, I said when Louise sent this through. I thought not done it for a while, 'cause it depends on how busy we are with clients. Or how many new clients.

- Have you got now where to craft an office procedure with a suitable GIF.

- Yeah, and yeah. How many clients speak to me at the minute that are new and wouldn't get what I'm doing.

- Mine are pretty boring. Come back this date, talk to Mark. Yeah, I probably need to use that generator a little bit.

- Okay, then guys, so what is HubSpot now, the last couple of episodes we talked about Facebook how they've changed things and we need to obviously talk about our HubSpot as as well. Not only just a marketing platform, there's a lot more, do you wanna go into some more detail of what they are now?

- The news we all talked about, the chat is straight in everyone's inbox. That was nice last year Inbound, wasn't it?

- No.

- What was that with the hub and the chat stream, in the contact record.

- That will subserve this one.

- [Paul] Right.

- So that's like the ticket and system, and stuff. It's a split off of that, but it's being made into a separate product line now. But they did show us parts of it, because parts of it are in the professional version of the service hub. So the conversations allows you to get all your stuff into one place. The service hubs takes out and allows you to convert those chats into tickets, and into other sort of objects in the service side of things whereas the hub itself is just bringing stuff together. It's kind of too on the line, got things going on at the same time, we're expanding numbers of platforms. We've got one platform but the numbers and modules are marked in sales and service. But then you've got these sort of common things that go across all three products, which is CRM and conversations. So kind of expand the two ways, it does create quite a lot of confusion in terms of what's a module, what's a paid for thing, what's free, what's part of the overall experience. And I think this is a bit of the identity crisis HubSpot's going through at the moment really.

- Broken tradition from the way they introduced all the other tools, and (mumbles) gone free. I wonder whether Inbound will bring in something on the enterprise side for conversations, which is a little bit better, or something that they've not released yet.

- What could that mean?

- It seems like the up sale definitely service, because if you're in the free version, I was demoing to a client earlier today, if you're in the free version, down the right hand side, it's trying to get you to make a ticket, it's trying to get you to MPS score the conversation. So it's trying to make you do things things, obviously when you click them it says, you need to pay.

- It's probably like the lead flow is becoming free and the starter, but you want to sort of send some emails off you need to upgrade. And we've got the lower price version now, but it sounds like it's a good, hot topic chat, balance so everyone can have a go and get used to them, and get used to the
way HubSpot's doing it. And then, they dominate that entry level, everyone's learning about it, it's still quite new, the whole conversation, marketing thing. If they can go in, free tool and take over that space, then when people want to start using it for new generation properly, they can stay with HubSpot. And again it's probably one of the things, a lot of people were having add ons or plugging in, or using Zapier or something to make that work. So they're probably just thinking, well let's take that bridge away, keep them in the ecosystem, which we always, what they do very well.

- I think one of the things you touched on there, which is another quite interesting point, and it's really (mumbles) that pulling down previously paid tools into the free version. So live chats, for example you used to have to pay for sales pro it was called at the time. And it's called sale start now, but you used to have to pay for that. That's being dragged into the free version. And there's quite a lot of that going on, which makes it sort of, the first tier HubSpot, a bit weird, because you don't get that much more of the free in a lot of them. It creates a really weird ecosystem at the bottom end of the product I feel. I know we don't get involved too much in that end. So we're not seeing it as other people.

- Traditionally we've always thought it was a little like that with enterprise and probe at times, where there was the contacts discount that made sense for people who were involved in that type of things. But feature set wise, there use to be A B testing, and then that's come down to pro. So it's all this drip down, so I presume Inbound in September they're gonna have to step up the enterprise in some way.

- Yeah, and that's definitely the plan, isn't it?

- Yeah, some really shiny new features to make everyone still get the value.

- And want to upgrade.

- Yeah, want to upgrade, and the people that are already paying are just sigh and to think, yes that was worth it.

- So I think it's a bit much out there, that there's enterprise, but more enterprise product going into the market but also enterprise version of the sales and of the CRM going out. So they're really at Inbound really pushing the enterprise version, but all the build up to it's being at the bottom, it's been free stuff, it's been the marketing and start thing which I think we touched on one of the previous episodes. The (mumbles) sort of, they've always for me been a middle marker company. So they call themselves a mid marker, up to 2000 employees sort of thing. Now, they're pushing enterprise now they're pushing free, it's everyone which is an odd move.

- And to lob some things so close to Inbound sort of surprised me a little bit. I thought they'd hold it back and launch at Inbound and get everyone to blog about it, like they used to do. Now they let us know maybe a couple weeks before, we'd have a sneak peek and everyone would pitch a blog title and launch it, and everyone would get this boost, and that's their old approach. They may still do that, but they seem to just be.

- They've just got so much going out. I think they're just cracking it out.

- Got to fit it in, yeah.

- And you can only assume they've got enough left for Inbound, so the keynote's worth it. Otherwise, you've just released everything running up to it.

- I'm thinking the same, I think they've got something big planned for Inbound. Get this one out of the way, the biggie. They've got to have a back up plan.

- The tool is getting big now, it's not just marketing, they've got, once a year they used to have a big day at Inbound and that was it really for six to twelve months, and then you've got something else big. And it was typically adding on by sales. Now they've got the full fly wheel, they're probably gonna have
more interactive quality. Decent sized stuff, and the team, HubSpot's probably developed since last year, or something so they've got more hands on deck they're requiring the AI companies and least at the other set, they're cracking under them, aren't they, it's getting a bit like, it's getting huge.

- They've got a challenge through, because the complexity of it's getting quite large now. So for example when conversations came out, there's an agency page version of it, and one of it's like a matrix of how this works, so if you've got conversations and you've got this level of product, this is what you get. If you've got this level of product, this is what you get. But it was 12 row across, by 12 rows down. Now start with a client today, you're trying to say right, you're paying for market and enterprise. So what do you get in conversations? And I have to use a matrix now to work it out. And if you actually go on HubSpot's pricing now, there's five tubs, three or four side tubs each. It's a job picking the right package for the right tools for what you need. It's not just, I want HubSpot anymore. It's much more complicated to pick the right package, enough to let you on.

- I think it's a bit of a double edged sword. HubSpot like giving things new names and creating ways of doing things, like Inbound.

- Like a brand in a way.

- Yeah, branding certain terms and things so it's conversation marks.

- It's like a space isn't it?

- You have to create a new space. And I think, personally I think a lot of this stuff could have been just put into the marketing tool, and just made the marketing, and still have marketing and sales. Also they could have re badged it as the new marketing is look after your customers. Which is what they're saying, but they're creating all these new streams, and it sounds good to launch with a new thing. And own a new sort of conversation, but it makes it hard for us to then go, you've got these six channels you need to do now. And people think marketing, that still is a lot of stuff.

- I think they're aware of that, I think that's why they're using a flywheel approach, to try and simplify it all, from the early days.

- They're doing a good job with that absolutely, it's just.

- It does illustrate nicely the old rely on each other in terms of our user, our customer, interact with you. It does sort of simply show that.

- Does it follow approach or worse than approach, it's getting very complicated now as Rikki said. I quite like the flywheel approach, it's just how many layers can you have?

- Yeah and it's pushing the CRM massively because that's HubSpot's big in now, is the CRM at the centre of the flywheel, everything else is an add on. It makes sense, because everything does go into the CRM. But it just shows how far that's come, because when that launched it was a little side product sort of thing. This'll do if you've never had a CRM before. If you've got five people now, now it's the centre of HubSpot CRM big time.

- A step detached from clients and you two, maybe Rikki most, when you're talking to perspective clients who have just bought HubSpot or are new to it, what is their understanding of what HubSpot is, what are they trying to get out of it, because when I was working the clients more closely, it was, for marketing, and sometimes for CRM.

- Yeah, it's I guess again, still the bias is probably for marketing agency predominantly. So a lot of the conversation's I'm having are marketing related. So they're buying marketing and then going oh, wouldn't it be nice if our sales was here as well, wouldn't it be nice if our service was here as well. And then we can create that one contact record that the game HubSpot talk about. You've got it all in one place, so most of the people we talk to are coming from that perspective really. We do get an increase
in the amount of people who are coming to us for sales first now. We wanna get sales right, we wanna get CRM right. And then we'll think about marketing later. I think that the sales tools and CRM in particular has overtaken the marketing base now with the number of people using it. So I can imagine that conversation's only getting more frequent. Sales first, we'll work out marketing later.

- Seems to be more of sales coming to Inbound.

- Big time.

- Yeah, there's at least one sales talk in every slot wasn't there?

- You can think about it, how many marketers do you know that in a company, an handful, there's a scale but then you typically have a sales team. A lot of people on the road, using apps and, it sounds like they're still quite unorganised the sales industry, or you've got your Salesforce, which we're seeing a lot of people who've got sales sorted, but it's Salesforce, it's really complicated. It's been added on forever and people just wanna simplify it and they have the marketing bit maybe ticking away or people that we speak to, I use HubSpot for marketing but sales I haven't touched it, and got all that interconnected benefit which marketers are a bit more aware of it now. Most digital marketers should be expecting an experience like HubSpot, I think. Most digital marketers get it, have heard of it, understand the bio journey, even if they don't call on it. I mean to sound, content marketing and all this funnel as it used to be. Whereas sales is still, a bit.

- Look at it from HubSpot's investors perspective, they've got to mark a cap of about three billion with marketing. And where do you go next, not really gonna push that much higher than that, just through doing marketing products. They look at Salesforce, one of the most highly valued software companies in the world doing sales, you just think, I want a bit of that. Even if I get 10% of that I've done pretty well.

- Absolutely.

- And it'll massively eclipse anything you could achieve in the marketing world.

- (mumbles) and people like that go and do the same.

- Have you noticed anything different when prospecting leads lately?

- Yeah, there is that conversation when someone rings up and says, I'm on HubSpot and you have to go right, well, what you got, what level and how are you using it, it's not, the phone used to ring three years ago, we've gone HubSpot pretty much guarantee you're on the pro version of the marketing one, give or take. Now it is, what you use now, what you doing? 'Cause there was that time, people were the same on HubSpot when the CRM sales stuff just started kicking off and we'd start talking about marketing and 10 minutes into the call, you're like, they haven't got the marketing product have they? I'm talking a different language to this guy, so. We've had to definitely add that into the conversation.

- Well yous two guys, you implement a lot, have you noticed any differences in obviously these new bolt ons, add ons and services you've got a lot to keep up with now. You've got a lot of implement has it been any differences in your roles over the last six months.

- More for me, I think a lot now are coming towards Inboard as I said before, a lot have already got HubSpot they've been using for six to 12 months, maybe not getting the results they're looking for. So we'll come in and, do a bit of a health check and reset things and start a little bit from scratch. But people who've already got reporting add ons, really nice dashboards set up, they're already using integrations and they've already gone and done their own bits. And they're a bit more educated
now which is great for us You're not sort of, running against a brick wall, trying to convince people to use things, they're already using it. But what I'm enjoying is things like conversations, people are already using other tools that are quite similar. Maybe a little bit more advanced like drifting, intercom, but they're already doing that. Most, a lot of people have got live chats on the side, they're using it to generate conversations already, so whilst we're not, it's early days for this tool, and we're gonna see and get our heads around it, and build it into what we do. It's great that we've got people who are already using and getting the benefits of tools like that, so that it's gonna be quite an easy transition.

- I mean you mentioned bots and messenger, Rikki or Paul do you want to chat about knowledge base ticket and MPS integration there?

- Yeah, I think what's worth now, and obviously you talk about things like service and stuff, but all of the new tools under it, that it opens up, you look at any of these products now, and it's not just five or six things, you've suddenly got tools set up, like 30, 40, 50. And the ones you just mentioned there, knowledge based, ticket and MPS, that's just in the service hub. The marketing one they've moved into e-commerce and stuff like that. You've got in the conversations bots and live chats. There's so many little tools coming out, that aren't just the significant tools as well.

- And also how they're gonna link up is quite exciting. So Chatbot plus knowledge base, delivering blogs and content to people are going to be self serving on your home page, to be getting content, Inbound landing page is off, just questions are asking and you're not gonna have to touch that. That's what excites me, how all this stuff, as HubSpot's doing very well liking all that together. And you'd be effectively building the right asset, solving the paying points and worrying a little bit less about the amplification, more general topic based, traffic to the side, but people are gonna be solving their own problems 24/7 and you're gonna rely less on maybe timed or well planned automation from a work flow perspective and just let people do it on their own time. Which is the next step of automation, really isn't it?

- There's no coincidence that the word of this year is platform for HubSpot, everything's platform, platform, platform and that's how they're selling it, it's the benefit of all of this. That do they have the best bot builder in the world, do they have the best ticketing system in the world? Probably not, but if you've got 80-90% of the product that's best in the market lead, but it's in one platform, you win, 'cause everything's connected, all data syncs up and that's what they're really pushing, that we're not a marketing tool, we're not sales, we're a platform for your business and everything ties together.

- Probably simplified the way they sell it is very clever, and it's we're not the best yet, but it's good enough. And they always launch with something that works, and marketers have got hundreds of tools they don't wanna be logging into them. And yeah, people think actually, do I really need the 100% feature list, or I'm a little bit lazy. Yeah, it works and this is a great project to simplify it, and you know you package it as Salesforce is too complicated let's simplify it, and in HubSpot and you can see that
working for conversations.

- I think what's gonna be the word of next year is integrations, HubSpot mark that 2019 is their integration year. So this year is platform, let's build the platform, next year, it's integrations how many can we get connect in. And it's in the thousands already of things that connect into HubSpot but they've already marked off the next year. And again no coincidence that companies like Zero have just smashed people like Sage out of the water, who were more desktop software, and we're not changing.

- A couple of grands.

- Zero come in and say, we'll integrate with everything that you do, and Shopify has done exactly the same. HubSpot's next year is just gonna go that exact same way, and it's exciting, but it's good from a
business end of view point. When I was talking to our HR software company the other day. They asked for some feedback and I gave them some. Which I never do, I knew I shouldn't have done it, but I did, so he was on the phone straight away. But my feedback was, your professional service side's really good, the sort of advice you give, your consultancy's amazing, but you're software shy, and it doesn't integrate with anything. So can we just take that and get rid of that, 'cause now when we look at software, if it doesn't integrate, I don't want it. Even if it's better I don't want it.

- It creates another job. So now someone's gotta retype something out. And we're so used to stuff
talking to each other. With HubSpot.

- It's completely. The holidays, it's a thing going on they're trying to solve at the moment, someone books a holiday on the system that's not connected to anything. Okay, now someone else has got to go and type it into our PM software, someone's gotta go and type it into our accountant software, someone's gotta, and it's just so alien these days, I think that's gonna become the norm for everything in a couple of years. If it doesn't connect, I can't see people buying it.

- You gotta remember to book your holiday as well in the first place.

- Yeah, verbal one's aren't enough these days.

- We did a lot of research on that as well, and that was one of the best HR platforms out there. So it shows you some industries are really quite far behind. Just integrate that to Google Calendar. Save the day, we put that request in a year ago, nothing.

- I remember when we got it through, we were all like, oh that's good innit, we were all really impressed with it.

- That was up from where we were,but suddenly realised this has got do do other things with other systems.

- So you've done some guess work there about what could be coming out next year. You talked integrations, anyone else like to have a guess, have a pop at what could be released at Inbound 2019, any ideas?

- I think they'll be pushing the top tier of stuff. That they're covering after the free stuff, I think they'll have to show some improvements on that side. I think a lot of it will be fleshing out conversations more, 'cause we're only a few weeks away, I think we'll spend a bit of time on that. But other than that, who knows.

- I wanna know more about HubSpot video. I was grilling Steven in the car on the way to the airport. And he wasn't giving much away.

- [Rikki] No?

- But there's so much more they could do with video, and video on to social.

- Definitely, I think really there'll be some good marketing stuff this year. Because with the new sort of enterprise offering, I think there'll be some good stuff like that. I'm really hoping that it's a good year for the marketing side of the software, 'cause it's obviously walking about the most.

- I'm with you, I want to see some video, see the integrations a push on that. Last three years all they did was talk about Inbound video, but nothing really been done yet.

- Not been a change on the platform, has there?

- I'd like to see that some more on the flywheel. Okay, let's talk about learnings from this week, we'll just go round, everyone see what you've learned, and the value you can add to listeners, Rikki do you wanna start?

- Yeah sure, so main sort of side task I've been working on this week, is picking what I'm gonna go and hear at Inbound, and what I'm gonna learn at Inbound. I'm getting ninjaed and supercharged and all of these, hacked all of these words that every title seems to have in it.

- I'm totally pumped. This is my totally pumped face.

- There are hidden words from you.

- So yeah, had a spreadsheet 5-600 lines and try to pick what I'm going to. I've narrowed it down, so happy with that.

- Andrew, what have you been up to?

- So, been just continuously reviewing our internal processes at the moment. We've got a lot of new starters, we're about 31 now, so every time a new starter comes and it's their first week we show them our processes and we talk through it, and every time you do it, you think, that could be a little bit better, and you get a new client and it's always your best one. So specifically around the campaign planning, and sort of brain storming process internally here. I've been trying to make that as good as it can be really. And yeah, I think we got two new starters next week, so we'll have to do it again.

- Good. And if you're not improving in this industry.

- Absolutely yeah, sort of a monthly task anyway, but, yeah. That's it really.

- Thank you, Paul.

- Speaking at the HUG, was the big thing for me this week. I enjoyed it, I spoke with Steven who talked about bots. And had a few clients asking about how to plan blog titles recently, 'cause they've been blogging themselves whilst working with us. So we did a bit of a chat about that. And they enjoyed it.

- You did well on it, I think everyone enjoyed it. We got good feedback.

- Great feedback, full house again which is great, Steven thought his presentation was really good, a lot of animation in there.

- Yeah, good speaker.

- Yeah, we've got a video of that we'll put it in the show notes as well. And myself, just realigning GDD with Inbound, we've been doing it just over a year now, so we're just taking a look at the entire process. Figuring out what we can improve, what we can fix, and then just aligning with you guys, so everything's on target. It's been quite a long process, I think we're nearly there.

- Definitely.

- We're gonna get that rolled out in the next couple of weeks. And that's it, apparently Andrew has a game for us today.

- You weren't here for the last one.

- No I missed it.

- I'm not gonna lie, it's a bit ad hock fun.

- It is good?

- It's just awesome.

- Put that neater to myself now.

- I have to prepare this out of work time, so it takes a lot, so I hope you enjoy it.

- So what's the name of this show, segment again Andrew.

- The game.

- The game, I like that.

- Full stop.

- I thought that was a rapper.

- I'm trying not to tie down to this format so we can mix it up. The beautiful girls can bring games as well.

- Can they.

- Is Mark playing?

- No.

- Next week.
 
- Is it just still me beating Rikki?

- No, I think we should let Mark play.

- Yeah.

- Is this the screen?

- Mark, do you know the rules, do you need to recap for Mark's and the viewers benefit?

- Eh, that'll do.

- It's normally what people do in these sort of shows.

- You've got to subscribe and watch the one before.

- If you ever wanna know how the game works.

- We'll give Mark.

- Watch episode 28.

- I don't know if you remember Mark, we did this at a Christmas party, a while back, but anyway.

- Christmas party's are wild.

- Guess and search.

- Hey you're giving it away now, basically Bruce's Price is right,

- I remember.

- But higher or lower, we're thinking of search volumes, globally for certain terms.

- Right.

- So we'll go through there's a visual guide on the screen you can add. We'll start with something, and then we'll we'll work our way through it.

- And I guess David'll add these captions on the screen.

- Should be able to see everything and follow along from home, yeah.

- I'm one up in the series.

- Yeah, Paul's winning.

- Okay.

- Cool, so starting off with search for Chatbots, 246,000.

- 246,000 per month? So I start then?

- Well.

- You don't know what's next.

- We'll tell you what, and then you guess. Okay first one, pogo stick.

- So is pogo stick higher or lower than Chatbot that's your question.

- Oh, I think pogo stick is higher.

- I agree.

- Very sure. Do you agree?

- I don't agree.

- So we're going, two highers and a lower.

- Lower.

- It is lower.

- 74,000 not many pogo stickers going on.

- They're staying up. Okay, so 74,000, moving on. Snoop Dogg's Height, not how high is Snoop Dogg, Snoop Dogg's Height.

- Who goes first?

- Lower.

- Lower.

- Lower?

- It's got to be lower.

- Got below the 24? It is, there you go.

- Two, one.

- I'm surprise that more search now.

- 18,000 people a month.

- That reminds me of an earlier podcast.

- Donald Trump's height.

- Okay, 18,100. Next up Dharmesh Shah.

- 18,000, 20,000 guns inbound.

- Mark, last week Les Dennis had 40,000 searches.

- That's context for you, I'm going lower.

- Lower than 18.

- Lower.

- I'm gonna go lower as well.

- Correct, lower 2,400. Okey dokey, all doing quite well.

- Thanks Andrew.

- Cheers mate. I'm not sure what happens next.

- That's right it's the bonus round.

- Okay, so it's winner takes all in this isn't it?

- Closes gets.

- I'm winning.

- Yeah, but this is worth two points.

- Oh, okay.

- So closest gets a pint in exchange.

- Closest gets a pint and two points.

- Points mean prizes, pints, word work well. Okay, so what we on, Paul's two.

- Three.

- Paul's on three, we're both on two.

- You can talk David.

- Don't talk.

- So winner takes all again.

- Okay so this is not higher or lower, this is just the closest number of searches. Conversational Marketing. Not Chatbots.

- Conversational Marketing.

- So now.

- You have to guess the number of searches, closest to it. So it's not higher or lower, it's just the number of searches per month, globally.

- Doesn't the person with the most points thus far have to go first?

- I think that's a new rule.

- I think I read it, in official rule book.

- Okay.

- Do you wanna go first?

- I think Paul can have a crack.

- Conversational Marketing. I'm gonna go 750.

- 750.

- What are you thinking Mark?

- 750,000.

- No, 750.

- I think Conversational Marketing, I'm gonna go for 6,400.

- Nice.

- I will go 749.

- I hate people that do that. I hate that.

- I went really massive last week and lost so, playing safe.

- So 750, 749, around.

- 6,400.

- 6,400.

- Oh.

- Oh.

- Rikki Lear.

- And off the block.

- 590.

- Good.

- There you go everyone, hope you enjoyed it.

- It is fantastic game.

- Thank you Andrew, thanks for putting that together.

- Same board, next week.

- That's the way to upgrade the game isn't it.

- We'll see, yeah. I'll let you know in a couple on your side.

- See how we get on. Just before we finish off and wrap up Rikki do you wanna explain about our new Facebook group?

- Yeah, so a couple of weeks ago we launched a Facebook group called Inbound After Hours.

- That rings a bell.

- Yeah, it's the name of the show I think as well, so we couldn't come up with a new name, so we name it the same.

- We're all named out.

- We're all named out. We do that for clients all day, so I just got Inbound After Hours. And it's a place for people who are interested in Inbound, HubSpot, other alternatives to HubSpot, and to chat.

- We find lots of people.

- We post lot of stuff on there. We chat on there quite a bit, so yeah, please come and join us, just go on Facebook search Inbound After Hours and you'll find it.

- We said, when we set it up. Let us know when people are joining, and we'll post some stuff. People are joining, okay.

- So there's loads of stuff on there, awesome.

- Okay, thanks gents, thanks again Andrew for setting the game up, and take care and we'll
see you again next week.

- Cheers guys.

- Bye guys. 

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