HubSpot report shows siloed data is hurting AI ROI

AI has become a pivotal part of any go-to-market team’s tech stack, with many sales teams using the function on a daily basis. A new report from HubSpot, however, highlights how teams need to make sure data isn’t siloed.

Fragmentation, manual efforts, and missed revenue affect many sales teams today, as AI tools frequently aren’t designed to work together. According to the report:

• 78% of revenue leaders say that data living in siloed systems is actively limiting their ability to make decisions.
• 72% report that AI tools don’t have access to the complete, accurate revenue data they need.
• 43% of teams spend between six to 10 hours per month reconciling revenue data across systems.
• 46% rely on spreadsheets for 25%–50% of their revenue workflows.
• 76% report that deals stall or go cold sometimes or very often because of quoting or contract delays.
• 76% of teams report missing renewal dates or expansion opportunities because the relevant data lives in a different system.

“Revenue data completes growth context and it’s what will power the next generation of hybrid revenue teams,” said Duncan Lennox, chief product and technology officer at HubSpot, in an email statement. “Both AI and people need the same complete picture of every customer. Right now, most don’t. What customers are paying, what they’ve bought, what’s coming up for renewal, all of that context lives somewhere else.”

Fixing the gap: HubSpot is aiming to fix this issue of siloed data with its new Revenue Hub, which brings together quoting, contracts, billing, and payments. It allows for AI agents to work under one platform without getting a representative involved so that sales teams can focus on “complex deals, at-risk renewals, and expansion conversations,” according to HubSpot.