CRM

“This idea that like, I'm going to go onto my CRM system and fire up a hundred cold emails and I'm going to close business. Like that works when capital is cheap and everyone's buying everything and every rep hits quota and every company's growing, et cetera. T…”

“I mean, I always almost see them as orthogonal, like, you know, with HubSpot, you know, HubSpot had this narrative around inbound, you know, it used to be just outbound. So now we're going to have inbound. And that, that wasn't really a category. There's still…”

“When we went from one product to multi product at HubSpot, we seeded multiple bets at once. And only like a couple of them ended up making it through the filter, which ended up being the CRM and the sales tool as part of that. And then there was projects we en…”

“And IT doesn't really care about the value of your CRM, but they do care. Does it meet the security requirements? It doesn't integrate with the stuff we already have and how much of a pain is this thing going to be to manage? And so we're not actually pitching…”

“Yeah, we did not intend to build CRM, but what is a CRM? It's a relational database. That's why we give people that break. That's a relational database and they can build CRM themselves.”

“We started as a marketing software company and we pivoted, we had Salesforce kind of came into our market and we pivoted into CRM.”

“Those are buckets to understand how to understand a weighted forecast, right? Like a proposal or something mid funnel might be weighted at 50% of the deal value for the for the pipeline. Something in contracting might be weighted at 80% and something in intro …”