How Arrows Is Redefining Sales Rooms and Customer Onboarding in the HubSpot Ecosystem
Daniel Zarick on Momentum, Ecosystem Bets, and the Future of Collaborative Selling
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Daniel Zarick on Momentum, Ecosystem Bets, and the Future of Collaborative Selling
In this episode of Knocking to 10, Daniel Zarick, cofounder and CEO of Arrows, shares how his team is transforming the way modern sales and onboarding teams operate by building deeply within the HubSpot ecosystem and focusing on customer momentum. Drawing from his journey at Twilio, where he helped close Uber as a client, to leading Arrows, Daniel explains why sales rooms matter, how onboarding is really a momentum problem, and what it takes to win by betting on a single platform.
🔑 5 Key Takeaways from Daniel Zarick
1. Customer Momentum Starts at the Handoff
“The first week or two is really critical. People who do the things you want them to do in that first week or two are the people who stick around.”
Daniel explains that onboarding is not just about checklists. It is about carrying the excitement and clarity from sales into activation. The best customers are those who get moving right away, and the right onboarding process makes that possible.
2. Sales Rooms Should Be Collaborative, Not Just Another Portal
“Nobody wants a sales room. Nobody wants another thing to log into… We see a vision for this being a truly worthwhile collaborative space where buyers and sellers work together.”
Daniel acknowledges the skepticism around “sales rooms” as a category, but believes the future is a shared space where both sides can align, share context, and move deals forward without adding friction.
3. Deep Ecosystem Focus Beats Shallow Integrations
“We chose HubSpot because we could be the obvious choice in one ecosystem, learn faster, and build deeper integrations.”
Rather than spreading thin across multiple CRMs, Arrows went all in on HubSpot. This focus has led to strategic partnerships, early access to APIs, and a defensible position as a top app in the ecosystem.
4. Content and Community Drive Go-to-Market
“We’ve gotten a lot of traction with deep-dive content that people rely on. A lot of HubSpot CSMs actually share our content with their customers.”
Arrows’ growth is fueled by educational content and community engagement, not just marketplace listings. By solving real problems for HubSpot users, they have become a trusted resource for both customers and partners.
5. Happy Customers Are the Ultimate Metric
“We have companies coming to us all the time that go to a competitor, get locked into an annual contract, and are mis-sold something they could not do. We never want to be in the business of doing that.”
For Daniel, happy customers are the best sign of success. Arrows focuses on being easy to work with, delivering results quickly, and never locking customers into something that is not a fit.
💬 Best Quote
“Nobody wants a sales room. Nobody wants another thing to log into… We see a vision for this being a truly worthwhile collaborative space where buyers and sellers work together.”
🧠 Who This Episode Is For
This episode is a must-listen for:
📌 Final Thought
If you want to scale a sales org without losing your edge, Daniel Zarick offers a blueprint that blends momentum, focus, and customer happiness into a repeatable system.
