Let's Unbox HubSpot: Intent Data with Justin Tsang
- Chris CarolanHost
- Justin TsangGuest
January 29, 2026
Justin Tsang, who came to HubSpot with Clearbit and rebuilt its intent tools inside HubSpot, unboxes buyer intent with Chris, a self-described former intent hater: visitor and research intent, signals that arrive as events a workflow can act on, and automatic tracking for accounts you care about.
Key takeaways
Intent now lives inside HubSpot, next to revenue and customer data, so signals feed segments, workflows, scoring and reports without leaving the CRM [04:33][06:11].
Visitor intent is the hottest signal. Research intent widens the field to companies looking into what you help with that don't know you yet [16:32][17:07].
Signals arrive as events with rich detail, so a workflow can tell the account owner the moment a product launch or funding round is detected [10:16][10:48].
Track the accounts you care about, not everyone. Tracking can start automatically when a company becomes a target account, reaches a lifecycle stage or joins a segment [30:37][32:55].
A signal is a reason to say something useful. Pair it with content the moment calls for, and put the same accounts in marketing's ad audiences [34:46][36:25].
Intent isn't a magic bullet. It helps teams prioritize and personalize, and leaves questions about capacity and content for people to answer [37:06][37:39].
Let AI turn a pile of signals into a short story a rep can act on [45:53].
Set credit limits up front, then automate. Limits are there so teams feel safe turning automation on [49:04][49:35].
Transcript
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The guest
Justin Tsang
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