Gemma Price, CEO of HubGem, shares the history of HubGem and the path that led her towards specialization around the education space. We talk about the benefits of niche alignment for her team, her clients, and for the relationships she’s cultivated within HubSpot’s sales organization. Gemma also shares the risk partners face when making the decision to niche and the important considerations for after the fact—like hiring and training employees and resourcing accounts, to prospecting, sales conversations, and GTM strategies. Gemma also provides her perspective on the differences between “picking a niche” and “deep niche alignment” and what that looks like for HubGem. We wrap with Gemma's approach around HubSpot configuration for an industry that doesn’t have a traditional “sales” function you would envision adopting HubSpot—including some of the cool things she’s been able to build for her clients.