HubSpot (HUBS) 2026 Evercore Global TMT Conference summary

Business performance and customer trends

• Achieved 18% growth in the quarter, with net customer adds above 10,000 and revenue and operating margin exceeding guidance.

• Continued trend of mid-market customers consolidating solutions to enable AI adoption, with multi-hub expansion and up-market movement.

• Emphasis on integrating marketing, sales, and service data to leverage AI effectively.

• Growth levers identified as core seats and credits, with consolidation and multi-hub adoption driving business.

Pricing, packaging, and sales motion evolution

• Shifted pricing model to a hybrid of seat-based and outcome/credit-based, reflecting AI's move from access to delivered work.

• Introduced outcome-based pricing for AI agents, cutting prices and tying fees to resolutions rather than conversations to reduce adoption friction.

• Short-term negative impact on net new ARR expected, but changes are designed for long-term adoption and value.

• Sales and customer success teams unified under one leader to streamline value-based sales and customer hand-offs.

AI adoption, customer segmentation, and data readiness

• Customers are segmented by AI readiness, with innovators and early adopters moving quickly, while late majority focus on data unification.

• Data readiness is critical for AI success; HubSpot’s unified data model accelerates implementation for new customers.

• Adoption cycle for AI is faster than previous technology shifts, with tailored roadmaps for agentic use cases.