Crucible Moments
HubSpot ft. Brian Halligan & Dharmesh Shah - How an underdog helped invent modern marketing, and then took on Goliath
Oct 19, 2023
Founders of HubSpot, Brian Halligan and Dharmesh Shah, discuss how they revolutionized marketing with the concept of inbound marketing and turned their blog into a $20+ billion success. They share the story of founding HubSpot, focusing on small businesses, defying conventional wisdom, and their crucible moments in making key decisions for the company's growth and success.
33:08
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Quick takeaways
- HubSpot found success by focusing on serving small and medium-sized businesses (SMBs) instead of larger enterprises, recognizing that the internet leveled the playing field for SMBs and their success was now more about knowledge than budgets.
- In order to address challenges with churn and pricing, HubSpot introduced a two-axis pricing model based on the number of contacts in a customer's database, allowing them to be more aligned with customer needs and resulting in increased revenue growth.
Deep dives
HubSpot's Crucible Moments: Serving SMBs vs. Enterprises
HubSpot founders, Brian Halligan and Dharmesh Shah, defied advice and committed to serving small and medium-sized businesses (SMBs) instead of larger enterprises. They recognized that the internet had leveled the playing field for SMBs and that their success was now more about their knowledge than their budgets. Despite skepticism from venture capitalists, HubSpot stuck to their convictions, and their focus on SMBs paid off with rapid revenue growth. Their persistence and belief in the potential of the SMB market proved successful, establishing HubSpot as a leading marketing and customer relations software for SMBs.
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