HubSpot ft. Brian Halligan & Dharmesh Shah - How an underdog helped invent modern marketing, and then took on Goliath
Crucible Moments
Grow Together: The Power of Dual Pricing Strategies
Salesforce's dual-axis pricing strategy enhances customer success by aligning costs with features and growth. As users expand their CRM usage and generate more business, Salesforce can increase charges based on success. In contrast, HubSpot took time to establish its pricing model, finally choosing to charge based on the number of contacts in a database. This ensures that as businesses grow and acquire more contacts, HubSpot also benefits, creating a symbiotic relationship. The introduction of this second pricing axis leads to improved customer relationships and higher upgrade rates, allowing both the service provider and customer to flourish together.
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