HubSpot

“Even though we're like six months or like seven months old company, we actually built so many things. We had like, you know, Twitter, we had like a Salesforce integration. We have like HubSpot integration, like many other things that we never like released.”

“We really had to support outbound selling to build a viable and big business on that side.”

“When the sales product for HubSpot did work, it really worked. Like, it grew faster and was more profitable than the original marketing business.”

“In most disruptions, I think the rebels have the advantage. I don't think that's the case here. Like we have so much data over so many years about so many customers and That's what makes this stuff really sing. And as a brand new startup in the space, you gott…”

“And then we have, you know, 12,000 people live, a couple 100,000 people listen.”

“You know, we got to two billion in revenue. I really didn't think the road from two billion to twenty billion was my forte. I didn't know a lot about that. Maybe a little less passionate about that part of the journey.”

“We diluted a lot more than we would have if we just went to the enterprise like Marketo did.”

“We actually closed around with Sequoia and some of the proceeds we're going to use. We're going to acquire a company in what we call most of the middle of the funnel, the database size, segmentation, drip marketing, all that stuff. We made a bid for par dot. C…”

“I went out to Marketo CEO and proposed Marspot to merge the company's merger of equals. I offered them the CEO gig. They weren't interested in the time.”

“We had our second product in the market on the IPO roadshow. It was super awkward because, you know, we have whatever, two hundred million dollar marketing business, and we have this like one million dollar sales business, and it was like the last slide, and e…”

“We flipped that and we said every, every employee, the terminology is a little different, but basically every employee at HubSpot, frontline support person, anyone, they're all officers. So they all have the same access to information. Everyone's locked into c…”

“Some of the things we did that seemed to resonate was there was an enemy outbound, and I think it always helps to have an enemy.”

“They bought four marketing companies in one year and we went from being their best partner to kind of an enemy.”

“The second we saw ChatGPT, we tried to invest in, in OpenAI. Dharmesh had got early looks at it, and we tried to get in the round with Microsoft, and had a bunch of discussions with them, and they bought, at the end of the day, they wouldn't let us in, which i…”

“HR people are tricky to hire because in HR you've got recruiting people, you get compensation people, you've got culture people, you get DNI people, you get benefits people. And, you know, if you've got a person who runs HR, they likely grew up through one of …”

“And it took us a good two and a half years to get a half decent sales product out there and a half decent PLG motion.”

“Now I feel like people are both building great products as well as bundling them, but also they're much more aggressive about saying it can be 80% as good. It could be 50% as good, but I'm going to have a bundle and that's HubSpot and that's Rippling and they …”

“When Brian Halligan came to me and bought my company, Performable, so he's like, our goal is to take it public in the next year or two. I had no clue what taking a company public meant. I mean, we had thirty million in revenue, 200 employees when he said those…”

“We go public, a billion dollar company, three years, everything was great. We went from 30 to a hundred and thirty million.”