The Ledger, every show

“We do think that's one of the reasons why platforms will continue to win. Point agents will not win in this whole race that we are in.”

“We have a deep conviction that there's one product, which is an AI product, and it's going to be inbuilt into every hub and every part of the platform. And that means Monetization is the entire platform”

“We believe that in the fullness of time, we will have hybrid pricing. We'll have some seed based pricing and some usage based pricing.”

“First of all, model costs and cost of inferences come down pretty significantly. You know, you look at it in 2023 to where we are now, it's come down significantly. I think cost curve is going to continue to, you know, decline. I wish we had a margin problem. …”

“Our model is very scalable, it's super efficient, and because of that, our overall sales and marketing spend, when we compare it to our next competitor, is about 50%.”

“We came into January, 20, 23, and we said, pivot. That entire roadmap that we just planned for the last three to four months is not going to be what we are building in 20, 23. And so we pivoted our entire company, you know, the beginning of January, 20, 23.”

“And internally, we've gotten close to 45% solved with AI.”

“And we have over 2500 customers now on Customer Agent, 52% average resolution rate with AI. And we have customers that have between 70 and 80% of their tickets getting resolved with AI.”

“And for HubSpot, 40% of our ARR Has been influenced by partners. That is, either they are bringing us leads or they are co-selling with our sales team and helping them close. Those two are what we call as influenced. And if there are HubSpot partners here, tha…”

“B to B apps are not winner take all markets. Whether you look at HR or finance, CRM, they all have multiple players.”

“I think, ah, companies with speed will win. It doesn't matter whether you're a startup or a scale-up or a grown-up like HubSpot, ah, anybody who operates with speed, who can innovate, will win, and at this point, HubSpot is operating like a startup. We, Have t…”

“We want to define a category of mid market software. And, you know, five years from now, 10 years from now, when you have guests in your podcast, I want you to ask them, hey, are you like Salesforce? Are you like HubSpot serving mid market? Or are you like Int…”

“The average number of business applications that a small, medium business has is 248.”

“And that is what, you know, leads to the 60% of customers trying the free product and then buying a paid product.”

“So we look at these four factors and you can have a list of 120 countries, but pretty quickly you'll get to 80% of your revenue comes from less than 10 countries and almost every SaaS company that I've been in.”

“One in 1500. That is the probability of SaaS companies to go from where you are today to more than a billion dollars in revenue.”

“One in 12, that is the probability of a startup that is growing at 20% right now to survive over the next decade.”

“90% of Dropbox revenue actually comes from high scoring accounts and high scoring opportunities.”

“So there's never going to be a time where there's one chat solution in an entire company. There's never going to be a time there's one collaboration solution in an entire company.”

“We track What percentage of our teams use AI every single day within engineering? It is 95% using one form of agentic code generation every single day.”

“The big shift that has happened, Harry, is search engines used to provide blue links that you can click and then reach someone's website. Now they're providing answers, which means you no longer need to click, and I think that's a shift that's going to continu…”

“Oh, Microsoft.”

“The rate that we are improving it is going to take 134 more years. It's going to take 134 more years to get to gender parity, just across broad, you know, health, longevity, the kinds of work that we do, the pay, all of that.”

“A thousand person company now has way more executives involved in the decision-making process, right? The thousand person company now has sometimes the board involved, definitely this CEO or the CFO involved in terms of the final decision-making. And that's ag…”

“We have right now one million weekly active users of our CRM.”

“For every dollar that a customer spends on HubSpot, there is six additional dollars spent in the ecosystem. And that is from, I see all in everything is six additional dollars, right? There's additional software. There is implementation. There is customization…”

“The enterprise sales playbook that I had used in other companies just did not work at Dropbox. The sales cycle times were too long. Sometimes nine months, sometimes 18 months. The sales cycles were very lumpy, and unfortunately, by the time we got to the CIOs,…”

“Nearly 80% of Dropbox free users bring us into the business for a collaboration use case, for something that they are sharing, In their business.”

“75% of Dropbox users link us to another application, a third-party application, and when they do, that improves our retention rate by nearly three times.”

“Because this number has been 25% to 35% for more than a couple of decades. We've not been able to move the time we spend in front of customers because we are trying to do all these administrative tasks.”

“Deep conviction in SMB. Deep conviction in building a platform and crafting the platform Deep conviction in having culture as a product. Like, those are decisions that I just loved, and I completely believed in.”

“They actually appreciate your conviction in your business. That's what they like to hear. And so when we, you know, talk to them about why we make These decisions, why we focus on the segments that we do, they get our story.”

“When I joined HubSpot, this is January, 2020 I looked at how we were running the company, how we were running marketing sales and service, and we were running HubSpot on HubSpot. And guess what? At that time, we were a 4500 person company.”

“We've been really looking at diversifying our content strategy for the last three to four years, even before AI came in. And that's a process of expanding to podcasts. We actually, you know, brought a podcast network and it's, you know, we get like millions of…”

“Because we have thirty million visitors to our website reading our content.”

“We started as a consumer company, we had a ton of viral adoption, and we grew to nearly five hundred million of freemium users, and a few years into our journey, we really wanted to expand to businesses, and our customers were pulling us there.”

“The average number of SaaS applications that every knowledge worker uses is 36, and on a given day, an average knowledge worker uses at least 10 applications.”