SaaStr 616: Secrets to SMB at Scale with Hubspot CEO Yamini Rangan and SaaStr Founder & CEO Jason Lemkin
The Official SaaStr Podcast: SaaS | Founders | Investors
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The Not So Secret Sauce Behind HubSpot's Growth
Brian Darmesh: For the first eight to nine years of our growth was just a single or two motions, which is like sales direct sales and partner sales. At some point in 2016 to 17, Brian Darmesh made this really counterintuitive bet that they were going to go from a sales led motion to a product led motion. Most companies don't do that. We have right now, 1 million weekly active users of our CRM. And that is what, you know, leads to the 60% of customers trying the free product and then buying a paid product.
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