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HubSpot

includes HubSpot CRM, HubSpot Academy, HubSpot Sales Hub, HubSpot AI, HubSpot Marketing Hub, HubSpot App Marketplace, HubSpot Copilot, HubSpot Sales CRM, HubSpot Service Hub, HubSpot For Startups

172 statements across 51 episodes · 87 bullish · 21 bearish · 16 people on the record · first statement May 13, 2017 by Christina Shen · said 701 times in 110 episodes since 2017 · across every show →

Mentions by year, the whole family

brought up most by Jason Lemkin (449), Brian Halligan (81), Michelle Benfer (16), Yamini Rangan (14), Mark Roberge (14), Dharmesh Shah (14), Danny Herzberg (14), Katie Burke (13)

tap a year for its mentions
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013252017201820192020202120222023202420252026episodes it came up in
00101320252017201820192020202120222023202420252026episodesmentions per episode
2026 51 mentions in 14 episodes 4 per episode
2025 144 mentions in 25 episodes 6 per episode
2024 103 mentions in 19 episodes 5 per episode
2023 52 mentions in 17 episodes 3 per episode
2022 110 mentions in 8 episodes 14 per episode
2021 95 mentions in 14 episodes 7 per episode
2020 56 mentions in 3 episodes 19 per episode
2019 58 mentions in 6 episodes 10 per episode
2018 28 mentions in 2 episodes 14 per episode
2017 4 mentions in 2 episodes 2 per episode

every mention, scene by scene, with the transcript →

Everything said about HubSpot, oldest first

May 13, 2017 positive
Insight
Shen: Top SaaS companies scale from $1M to $10M in two years
“If you are a good company, you got from one to ten million in AR in just four years. That means you did a little better than a double, double, double, double, and you're on the same growth trajectories as companies like Cornerstone and Mindbody. If you're in t…”
Christina Shen May 13, 2017 ▶ 10:09 Bessemer Venture Partners: The State of the Cloud, 2017-2018 Edition
Jul 26, 2017 positive
Assertion Supported
Roberge: HubSpot Reorganized Cross-Functional Seating Around Buyer Personas
“So what we essentially did was reorganize the company by our buyer persona. So we destroyed the marketing team, sales team, services team seating, and sat people by small businesses, mid-market, and enterprise.”
Mark Roberge Jul 26, 2017 ▶ 18:54 Sales Mistakes that Can Kill Your SaaS Business & How to Avoid Them
Jul 26, 2017 positive
Assertion Supported
Roberge: HubSpot Churn Dropped 70% After Restructuring Sales Compensation
“And churn dropped by like 70% in six months.”
Mark Roberge Jul 26, 2017 ▶ 16:07 Sales Mistakes that Can Kill Your SaaS Business & How to Avoid Them
Jul 26, 2017 negative
Assertion Not checkable as stated
Roberge: HubSpot Suffered an 8% Monthly Churn Rate at $2.5M ARR
“Eight months later, it was looking good. We probably were doing two and a half million at that point. We had, you know 10, 12 reps. But churn was eight percent a month.”
Mark Roberge Jul 26, 2017 ▶ 13:18 Sales Mistakes that Can Kill Your SaaS Business & How to Avoid Them
Jul 26, 2017 negative
Insight
Roberge: Functional Silos Create Divergent Definitions of Ideal Customers
“And as we grew to this stage, I found that the definition of an ideal customer was changing Depending on the group that you are in. Like the marketing team, like, oh yeah, the people we love to sell to, they're the people that are easy to get to fill out a lan…”
Mark Roberge Jul 26, 2017 ▶ 18:11 Sales Mistakes that Can Kill Your SaaS Business & How to Avoid Them
Jul 26, 2017
Insight
Roberge: Sequence Customer Success and Unit Economics Before Scaling Growth
“So, I really challenge folks, and I wish we thought about this at HubSpot in the early days, to think about customer success, then unit economics, and then growth.”
Mark Roberge Jul 26, 2017 ▶ 4:40 Sales Mistakes that Can Kill Your SaaS Business & How to Avoid Them
Jan 24, 2018
Disclosure
Roberge: HubSpot tracked cohort usage across 17 product features for accountability
“We were just as data oriented with how we measured the product team. And so, in the same way that we had the analysis of how our sales reps were performing and their leads and their opportunity creation and their closes, We had the 17 features in the HubSpot p…”
Mark Roberge Jan 24, 2018 ▶ 3:28 Sales AMA: Your Burning Questions Answered
Jan 24, 2018 positive
Assertion Not checkable as stated
Roberge: HubSpot held monthly executive 'mini boards' to review team retention
“On a monthly basis, we had a full day meeting where each one of those leadership teams came in for an hour and presented to the mini board. And the mini board was our CEO, our CFO, our head of sales, our CMO, you know, and we were the ones asking them, hey, wh…”
Mark Roberge Jan 24, 2018 ▶ 17:47 Sales AMA: Your Burning Questions Answered
Jan 24, 2018
Insight
Roberge: Tenured rep performance isolates hiring flaws from product or market issues
“Because if they continued to perform, but the business was falling apart, that's gonna rule out you know mark shifts in the market, probably shifts in the product, shifts in the competitive landscape, and it's gonna tell me, and probably even lead quality, and…”
Mark Roberge Jan 24, 2018 ▶ 2:54 Sales AMA: Your Burning Questions Answered
Oct 5, 2018
Insight
Shah: Early culture decks should define hiring profiles, not lofty values
“So the V one is not like, oh, here are lofty kind of vision goals or whatever. It's like, here are the kinds of people that tend to work out well that we tend to enjoy working with or whatever, and figure that out first. And that's much easier than coming up w…”
Dharmesh Shah Oct 5, 2018 ▶ 40:18 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018 positive
Insight
Shah: Treat recurring workplace culture issues as product bugs
“Every issue that comes in, essentially is a product bug in our cultures. Like there's something wrong. Right now, you wouldn't fix every issue that came through, like if a customer reported, But if you see a pattern, it's like seven people said this was a prob…”
Dharmesh Shah Oct 5, 2018 ▶ 36:38 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018
Assertion Not checkable as stated
Burke: HubSpot's wiki once declared it would never hire a CPO
“We actually have a storied wiki post at HubSpot that actually made a declaration that we would never, ever, ever in the history of the company have a chief people officer.”
Katie Burke Oct 5, 2018 ▶ 19:33 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018 positive
Insight
Burke: Differentiate harassment patterns from insensitive learning moments
“I think we need to draw a hard line between making a comment or an action that harasses someone categorically unhelpful. Each one of us at some point, no one's going to cop to it now in this environment, but each one of us at some point has said something that…”
Katie Burke Oct 5, 2018 ▶ 28:04 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018
Disclosure
Burke: HubSpot runs women-only coding workshops to aid interview candidates
“As it relates to gender equality in engineering, we often saw that women were not building web apps on the side, and so when they came to talk about their real life experience in a technical interview, they were disadvantaged compared to their male peers, and …”
Katie Burke Oct 5, 2018 ▶ 33:37 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018 negative
Insight
Burke: Keeping scaled-out or unhappy early employees is a major mistake
“One of the biggest mistakes company can make is holding on to those people and going, we just have to find a place for this person. We have to, it is not good for those people to stick around if they don't love the company and your mission any longer, and it's…”
Katie Burke Oct 5, 2018 ▶ 24:25 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018 negative
Opinion
Burke: Employees exhibiting harassment or blatant disregard must be fired
“If it's blatant disregard, if it's harassment, if it's a pattern of behavior against a particular group or individual, that behavior is incredibly hard to fix, and I'm sick and tired of companies making excuses for not fixing and addressing it. It's unacceptab…”
Katie Burke Oct 5, 2018 ▶ 26:58 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018
Disclosure
Burke: HubSpot publishes raw employee survey data to its internal wiki
“We do an anonymous quarterly survey of all of our employees. We never assume that our culture is working. We always assume that we can do better. So we feel that every single quarter anonymously, globally, and we get huge participation and we get a whole lot o…”
Katie Burke Oct 5, 2018 ▶ 7:41 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018 positive
Insight
Shah: Treat company culture as an evolving product
“I think we should think about culture as a product, and the team, the people, the employees, as the customers of that product. And so all the things that apply in building a product, you would never build a product without talking to customers. Unheard of. You…”
Dharmesh Shah Oct 5, 2018 ▶ 5:03 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018
Insight
Burke: Company values must differentiate and filter out mismatched candidates
“Your value should uniquely position you in the same way that your value proposition for your customers distinguishes you from your competitors. Your culture has to do the same thing, and so if your entire culture is motherhood and apple pie, you're doing it wr…”
Katie Burke Oct 5, 2018 ▶ 39:17 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018
Insight
Shah: Leaders must communicate culture incessantly despite employee fatigue
“The first rule of Cultural Club, you do talk about culture. Second rule of culture club. You talk about culture incessantly. You can't stop talking about culture. It's going to be painful. It's going to be painful. If your team yells, it's like, stop. We get i…”
Dharmesh Shah Oct 5, 2018 ▶ 17:50 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018 positive
Insight
Shah: Publicizing company culture drives candidate self-selection
“Actually putting your culture out there has been immensely valuable for us, and the reason is, ah, you have a great culture, But by the act of publicizing it, we got a bunch of, like, positive self-selection. People read the deck, and either they said, oh, the…”
Dharmesh Shah Oct 5, 2018 ▶ 4:28 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Oct 5, 2018 neutral
Opinion
Shah: Gender diversity is more straightforward than other D&I vectors
“Gender diversity is much more straightforward than, ah, than other things that you can try and so we started there.”
Dharmesh Shah Oct 5, 2018 ▶ 31:33 How to Build Happier Employees - Founder & CTO and Chief People Officer at HubSpot
Jan 8, 2019
Assertion Not checkable as stated
Cohen: I have zero direct reports at WP Engine, like HubSpot's Dharmesh
“And now I have zero direct reports, just like Dharmesh at HubSpot.”
Jason Cohen Jan 8, 2019 ▶ 26:18 From Burn-Out to $100M in ARR with Jason Cohen, Founder of WP Engine
Mar 7, 2019
Assertion Not checkable as stated
Halligan: Every software purchase at HubSpot starts with bottom-up employee adoption
“Everything we buy, our CIO buys at HubSpot, starts with a little project at the edge of the organization. Some developers tinkering with something, couple salespeople, couple marketers, and then it ends up on the CIO's desk is, boy, we're using this stuff, we …”
Brian Halligan Mar 7, 2019 ▶ 10:37 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Mar 7, 2019
Assertion Not checkable as stated
Halligan: HubSpot averages a 5:1 LTV-to-CAC across small, mid-market, and enterprise
“Approximately, on the two to 20 employees, it's about a thousand dollars to acquire a new customer, and it's about 5000 dollars in value we get over time from that. In the mid-market, the 20 to 200 employees, I'm gonna guess again, it's this rough, it's probab…”
Brian Halligan Mar 7, 2019 ▶ 19:07 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Mar 7, 2019 positive
Insight
Halligan: Software flywheels should reduce human touches from 80% to 20%
“If today, 80% of the touches inside your business, inside your flywheel, are human-based touches and handoffs, In the future, I think it should be more like 20%. Automation, bots should do more and more of that work for your prospects and customers.”
Brian Halligan Mar 7, 2019 ▶ 23:58 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Mar 7, 2019
Disclosure
Halligan: HubSpot merged its chat and coaching teams to cut customer handoffs
“We had an ISC organization. That ISC organization was the organization that responded to chats on the website, Inbound phone calls. Of which, of both, there's a lot. And then we had a coaching organization. What the coaching organization did is if you're a fre…”
Brian Halligan Mar 7, 2019 ▶ 25:16 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Mar 7, 2019 positive
Assertion Not checkable as stated
Halligan: More than half of HubSpot's revenue comes from its freemium tier
“More than half our revenue is freemium these days, and so the product and the growth team within product really owns a lot of that”
Brian Halligan Mar 7, 2019 ▶ 20:44 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Mar 7, 2019 positive
Disclosure
Halligan: HubSpot made its CRM free forever to compete with Salesforce
“When we go to market in the same market, we can't just build a me too product. We need to build a lighter product more consumer grade in the front end, enterprise grade in the back end. And we need to have an innovative go to market model. So when we built our…”
Brian Halligan Mar 7, 2019 ▶ 16:36 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Mar 7, 2019
Assertion Contradicted
Halligan: HubSpot's revenue splits evenly across small, mid-market, and enterprise tiers
“We have three segments at HubSpot. Small, which is two to 20 employees. Medium, 20 to 200 employees. And large, 200 to 2000 employees. And the revenue split about even across the three.”
Brian Halligan Mar 7, 2019 ▶ 17:47 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Mar 7, 2019 positive
Insight
Halligan: Customer experience and GTM advantages are more sustainable than product moats
“You want to build a great company today, you've got to have a customer experience that's 10 times better than the competition. It turns out on the product side, it's harder and harder to create a moat, a competitive advantage. It's so easy, relatively today, t…”
Brian Halligan Mar 7, 2019 ▶ 11:21 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Mar 7, 2019 positive
Insight
Halligan: Product carries the heaviest GTM lift and should have a quota
“Products job, they have the heaviest lift in the go-to-market these days. Products should have a quota inside your company. Product is what really convinces people to buy”
Brian Halligan Mar 7, 2019 ▶ 12:52 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Mar 7, 2019 positive
Assertion Supported
Koplow-McAdams: HubSpot hit $500M revenue, $6B market cap, and 52,000 customers
“Five hundred million, six billion dollar market cap, and probably most importantly, 52,000 happy, delighted, Intrigued customers.”
Hilary Koplow-McAdams Mar 7, 2019 ▶ 2:21 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Mar 7, 2019 bullish
Insight
Halligan: HubSpot's leverage remains in product, not sales and marketing
“The leverage inside of HubSpot, even today, all these years in, like, I always thought it'd be at some point where the product will be built and the leverage is in sales and marketing. The leverage is still in product.”
Brian Halligan Mar 7, 2019 ▶ 21:44 The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan
Jul 1, 2019 neutral
Assertion Supported
HubSpot required new sales reps to build websites before pitching products
“Literally every sales rep spent two full weeks in a classroom building their own website, understanding what it feels like to be in a small business owner's shoes, and then the sales process would take three, four, up to five calls before you connect the dots …”
Danny Herzberg Jul 1, 2019 ▶ 10:18 From Freemium to Enterprise with Slack
Oct 8, 2020
Assertion Not checkable as stated
Shah: 60% of early HubSpot customers used spreadsheets instead of CRMs
“Well, exactly. And in terms of if you just count companies using CRMs, the other 60% were not using what would be designated an actual CRM. They were using Google spreadsheets or something else or they just didn't do it.”
Dharmesh Shah Oct 8, 2020 ▶ 5:22 On Launching a Second Product with Dharmesh Shah, CTO / Co-Founder HubSpot
Oct 8, 2020
Insight
Shah: SaaS companies must track user career trajectories across multiple employers
“I think one of the things that will make for successful SaaS companies in the future, this is what we're working on, is this kind of connected ecosystem. Like, we should know not just which companies have bought from us, which people have bought from us and tr…”
Dharmesh Shah Oct 8, 2020 ▶ 28:40 On Launching a Second Product with Dharmesh Shah, CTO / Co-Founder HubSpot
Oct 8, 2020
Insight
Shah: Higher CAC is justified by the option value of unreleased products
“There is a non-zero value for those customers beyond the LTV around what other things that we don't exist yet in the product portfolio that we will be able to sell them once we have them as customers. And I think that makes the math more interesting in terms o…”
Dharmesh Shah Oct 8, 2020 ▶ 26:28 On Launching a Second Product with Dharmesh Shah, CTO / Co-Founder HubSpot
Oct 8, 2020
Insight
Shah: Fortune 1000 buyers tolerate poor usability via expensive consultant armies
“Now, in the Fortune 1000 market, that's not that big a deal. Usability, yeah, people like it, It's not a huge deal because they have armies of consultants that can do implementations. They have the budget, they have pain tolerance, which an SMB just does not h…”
Dharmesh Shah Oct 8, 2020 ▶ 14:01 On Launching a Second Product with Dharmesh Shah, CTO / Co-Founder HubSpot
Oct 8, 2020 positive
Disclosure
Shah: 80% to 85% of new HubSpot products reuse core platform code
“When we launch new products, I'll say 80, 85%, if we do it correctly, is based on that core code base and getting reused out of things we already have around reporting, around security, around just”
Dharmesh Shah Oct 8, 2020 ▶ 15:52 On Launching a Second Product with Dharmesh Shah, CTO / Co-Founder HubSpot
Oct 8, 2020 negative
Opinion
Shah: Launching HubSpot CRM completely free was a major strategic mistake
“So on the list of I'll call it a mistake because I think it was one. And there's a debate within HubSpot, but When we did HubSpot, we don't think we did it right. Because I think the point you're bringing out is exactly, and we're kind of still fighting this p…”
Dharmesh Shah Oct 8, 2020 ▶ 7:52 On Launching a Second Product with Dharmesh Shah, CTO / Co-Founder HubSpot
Oct 8, 2020 neutral
Disclosure
Shah: Pitching a multi-product platform sacrifices some near-term deal closures
“There are trade-offs. There are sacrifices that will be made In terms of near term sales, maybe a few deals won't close as a result of us being perceived as a as a CRM platform”
Dharmesh Shah Oct 8, 2020 ▶ 12:10 On Launching a Second Product with Dharmesh Shah, CTO / Co-Founder HubSpot
Oct 8, 2020 positive
Disclosure
Shah: HubSpot launched its CRM for free to maximize initial adoption
“When we launched RCR, we're like, okay, well, if we're going to solve the market problem, the customer problem, we want to make it easier, as easy as we possibly know how, so the fear of implementation is not high. Oh, and by the way, we'll make it free, right…”
Dharmesh Shah Oct 8, 2020 ▶ 6:35 On Launching a Second Product with Dharmesh Shah, CTO / Co-Founder HubSpot
Oct 8, 2020 negative
Assertion Not checkable as stated
Shah: Surveys still mislabel HubSpot as marketing software five years post-CRM
“So we're five plus years in the launch of HubSpot CRM. And to this day, when we do unaided surveys and we talk to people, it's like, oh, what do you think HubSpot is? A troubling number of times, the answer still comes back as, oh, a marketing software company…”
Dharmesh Shah Oct 8, 2020 ▶ 9:07 On Launching a Second Product with Dharmesh Shah, CTO / Co-Founder HubSpot
Oct 9, 2020
Assertion Supported
Lemkin: HubSpot took five years to build sales CRM awareness
“He was talking about how it took him five years to build awareness for their sales CRM.”
Jason Lemkin Oct 9, 2020 ▶ 2:41 Where Product Development is Going in 2021 with Nick Mehta, CEO of Gainsight
Feb 8, 2021 neutral
Disclosure
Bonnici: Whereby will not target enterprise to compete with Zoom
“We don't want to go after the enterprise for zoom, right? Like we're not going to do that. That's not our game. I think we want to do what HubSpot did for the SMBs for companies using video conferencing and make like an amazing, easy to use experience that the…”
Ryan Bonnici Feb 8, 2021 ▶ 35:10 How to Market at Mass Scale | Harry Stebbings, The Twenty Minute VC & Whereby CMO Ryan Bonnici
Feb 8, 2021 neutral
Assertion Contradicted
Bonnici: HubSpot launched its Japan blog 3 years before hiring sales
“When I was looking at APAC marketing for HubSpot, I think about three years before we started, before we hired a salesperson for Japan, we launched the Japanese HubSpot blog.”
Ryan Bonnici Feb 8, 2021 ▶ 4:05 How to Market at Mass Scale | Harry Stebbings, The Twenty Minute VC & Whereby CMO Ryan Bonnici
Feb 18, 2021 positive
Assertion Not checkable as stated
HubSpot's channel partner customer retention beats its direct sales retention
“In fact, the retention rate of our customers that come through our channel is a little bit better than the retention rate of our customers that come through the direct channel.”
Brian Halligan Feb 18, 2021 ▶ 13:02 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021 positive
Assertion Not checkable as stated
The vast majority of HubSpot's agency partners sell HubSpot exclusively
“The vast majority are selling. They're not selling Salesforce and dynamics in Adobe. They're selling HubSpot and servicing HubSpot, but you know, I'd say 10% of them and some of the bigger ones support all of them.”
Brian Halligan Feb 18, 2021 ▶ 19:15 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021 neutral
Assertion Not checkable as stated
HubSpot's ARPU remained largely unchanged over its first 14 years
“Having said that, the ARPU of HubSpot hasn't changed that much over our 14 years.”
Brian Halligan Feb 18, 2021 ▶ 1:30 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021 positive
Assertion Partly supported
Half of HubSpot customers purchase through its 5,000 agency partners
“50% of them need a bunch of help and they'll buy through an agency partner or a CRM implementer. We have like 5000 of these partners.”
Brian Halligan Feb 18, 2021 ▶ 12:40 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021 negative
Opinion
Legacy CRM competitors cannot offer freemium due to software complexity
“Like if one of those companies wanted to do freemium, it would fall down on itself because it's hard to stand that darn thing up. It's really hard to use really hard to set up.”
Brian Halligan Feb 18, 2021 ▶ 33:10 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021 positive
Assertion Supported
Lemkin: HubSpot crossed $1B ARR and 100,000 paying customers
“HubSpot just crossed one billion in AR and a hundred thousand paying customers.”
Jason Lemkin Feb 18, 2021 ▶ 0:18 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021 neutral
Assertion Partly supported
Slack generated over half its revenue from enterprise at $1B ARR
“Slack. We know the majority of the revenue is they crossed a billion hub spots at a billion, right? As they crossed a billion, more than half their revenue became enterprise.”
Jason Lemkin Feb 18, 2021 ▶ 5:39 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021 positive
Assertion Supported
HubSpot's partner ecosystem generates $5B alongside its $1B software revenue
“So our channel, like we do a billion in revenue, our channels by, if you add in the partners, it's five billion.”
Brian Halligan Feb 18, 2021 ▶ 13:16 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021 bullish
Assertion Not checkable as stated
Customers spend $2 on ecosystem software for every $1 spent on HubSpot
“So, you know, when we look at that, we look at the five to one. It's like two to one on other software products plugged into HubSpot.”
Brian Halligan Feb 18, 2021 ▶ 22:05 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021 positive
Assertion Not checkable as stated
HubSpot's revenue re-accelerated due to an internal platform build, not M&A
“And the reason we're accelerating today, as you mentioned, our revenue is accelerating. It's that we made a bet two and a half years ago that we were going to build and we did a bunch of stuff at the platform level and we're getting the return on it today. Tha…”
Brian Halligan Feb 18, 2021 ▶ 35:07 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021 bullish
Insight
Inbound marketing and freemium make SMB software customer acquisition viable
“Our thesis was really obvious in retrospect that you could dramatically drop tack by using consumer-like marketing techniques, inbound marketing, content marketing, freemium to get to these people.”
Brian Halligan Feb 18, 2021 ▶ 4:30 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021
Assertion Contradicted
HubSpot was the only CRM provider offering freemium in 2014
“No one else was doing freemium in the CRM space.”
Brian Halligan Feb 18, 2021 ▶ 10:41 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Feb 18, 2021
Assertion Not checkable as stated
Mid-market HubSpot customers integrate roughly 20 other software applications
“Most of our HubSpot customers now, decent sized customers, will have about 20 other applications plugged into HubSpot.”
Brian Halligan Feb 18, 2021 ▶ 20:41 Brian Halligan, CEO and Co-Founder at HubSpot: The Secrets to $1B ARR ... And Beyond!
Nov 19, 2021 negative
Insight
Roberge: Top sales reps usually make poor sales managers
“The better they are on the team, the higher rank they are as a sales rep, the worse manager they are. We've known this forever. Your top rep does not make your top manager. It does not always make a good manager. In fact, the stats show it mostly fails.”
Mark Roberge Nov 19, 2021 ▶ 11:29 The Most Common SaaS Sales Potholes and How to Avoid Them with Mark Roberge, HubSpot's ex-CRO
Nov 19, 2021 positive
Assertion Not checkable as stated
HubSpot's retention jumped from 50% to 97% with five feature adoptions
“HubSpot. We caught this late at like ten million in revenue. Our churn was not good, and we ran 50 permutations and found out that if our customers use five or more features in the platform in the first two months, the retention rate is like 97%, and if they d…”
Mark Roberge Nov 19, 2021 ▶ 18:48 The Most Common SaaS Sales Potholes and How to Avoid Them with Mark Roberge, HubSpot's ex-CRO
Nov 19, 2021 positive
Disclosure
HubSpot paid reps 20% more for expansion seats than new ones
“When I rolled this out at HubSpot, when we were doing the CRM, I told the reps, I said, hey folks, ah, I'm gonna pay you 20% more for expansion seats than for new seats.”
Mark Roberge Nov 19, 2021 ▶ 3:13 The Most Common SaaS Sales Potholes and How to Avoid Them with Mark Roberge, HubSpot's ex-CRO
Dec 9, 2021
Assertion Supported
Lemkin: HubSpot took a long time to reach 100% NRR
“HubSpot is an iconic company for larger SMBs, right? Iconic, right? But it took them quite a while to get to a hundred percent NRR, ok? It took them quite a while.”
Jason Lemkin Dec 9, 2021 ▶ 8:37 Ask Me Anything About Customer Success with SaaStr CEO Jason Lemkin and ChurnZero CEO You Mon Tsang
Dec 30, 2021 positive
Insight
Benfer: BDR teams should sit within sales, not marketing
“I'm a firm believer of the center of excellence that should live within sales. Nothing against my friends in marketing, but I do think there is a sales culture and a level of repetition that I think is beneficial to keep the BDR organization in sales.”
Michelle Benfer Dec 30, 2021 ▶ 28:36 How to Scale Outbound Sales with the CROs of Outreach, Malwarebytes, HubSpot, Seismic
Dec 30, 2021 positive
Disclosure
Benfer: HubSpot holds forums for employees who beat PIPs to boost retention
“We also highlight for lack of a better word, the losers, but the people who have been on performance plans, and they've beat them, and they've gone on to succeed and become managers or directors, so we do these forums of people that were very close to being le…”
Michelle Benfer Dec 30, 2021 ▶ 25:27 How to Scale Outbound Sales with the CROs of Outreach, Malwarebytes, HubSpot, Seismic
Dec 30, 2021 negative
Disclosure
Benfer: Refuses to open sales emails unless they are personalized
“I get so much Robotic email every single day, and you can just tell it is a sequence that they copy, paste, pump out, and I don't open anything unless it's personalized.”
Michelle Benfer Dec 30, 2021 ▶ 3:26 How to Scale Outbound Sales with the CROs of Outreach, Malwarebytes, HubSpot, Seismic
Mar 24, 2022
Insight
Shrivastav: Prioritize Hiring for Culture and Values Over Raw Intellect
“Hiring, specifically relevant in the crazy market we are in right now, but hiring for culture and values over smartness and raw intellect.”
Poorvi Shrivastav Mar 24, 2022 ▶ 1:58 Top 5 Mistakes Building & Scaling Global Product Teams | HubSpot GM & VP, Products Poorvi Shrivastav
Mar 24, 2022
Insight
Shrivastav: Growth Requires Balancing Promotions, Dismissals, and Successor Coaching
“Growth is two dimensional. One needs to constantly evaluate promoting, but also letting go of people and in the middle is coaching to have a successor.”
Poorvi Shrivastav Mar 24, 2022 ▶ 5:19 Top 5 Mistakes Building & Scaling Global Product Teams | HubSpot GM & VP, Products Poorvi Shrivastav
Sep 16, 2022 neutral
Assertion Supported
Lemkin: HubSpot survived 75% NRR up to $30M ARR
“They had low NRR all the way until 30. They were aware of it, but, you know, startups that I work with closely are invested in. If they got all the way to twenty-five million with 75% NRR, I would tell them to quit today, right?”
Jason Lemkin Sep 16, 2022 ▶ 2:34 Live from SaaStr Annual 2022: AMA with SaaStr's CEO
Sep 27, 2022
Assertion Not checkable as stated
Roberge: HubSpot Cut Free CRM User Acquisition Cost From $120 to $12
“I remember when we were doing this at HubSpot for the CRM product, we looked at it and we're like, oh my gosh, to acquire a free user for our CRM, it cost us a 120 dollars each user. For a free product. So we focused on that, and we did 17 experiments in a mon…”
Mark Roberge Sep 27, 2022 ▶ 6:33 Optimizing GTM for PLG with Stage 2 Capital Co-Founder and Managing Director Mark Roberge
Oct 18, 2022
Assertion Not checkable as stated
Halligan: HubSpot took 10 years to refine its wide-surface product
“We focused on, like, a very wide, like, huge surface area, and we absolutely sucked at all of it, and then over time we just got better and better and better and better. It took about 10 years before, okay.”
Brian Halligan Oct 18, 2022 ▶ 15:10 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 positive
Insight
Shah: SMB software combines enterprise monetization with consumer market scale
“Beauty of SMB is that you have the kind of old fashionedness of enterprise, which is you can charge money for software, but you have the scale of consumer where there's millions of them out there to be served.”
Dharmesh Shah Oct 18, 2022 ▶ 5:55 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022
Insight
Shah: Adding a second product increases business complexity exponentially
“Shifting from being a kind of marketing apps company and going from product N equals one to product kind of N equals two. That's a dimensional change in complexity of the business. Everything gets kind of not Linearly harder, but exponentially harder.”
Dharmesh Shah Oct 18, 2022 ▶ 3:42 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 positive
Assertion Supported
Halligan: HubSpot improved its net dollar retention from 75% to 110%
“Like if you look at HubSpot back maybe in 2012 when you wrote that article, like our customer dollar retention was probably 70%, and our upsell was maybe five, so we were 75% total. And now that seventy's gone to plus or -90%, and so the customers are much hap…”
Brian Halligan Oct 18, 2022 ▶ 8:42 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022
Insight
Halligan: Scaling SMB SaaS requires ultra-low CAC and multi-product expansion
“You, there are two tricks to it. You need to keep your CAC low, which is a hard thing to do, and you can't do that with like Major advertising budgets. Yeah, you need some sort of viral marketing, freemium motion, product like growth. You need to really get go…”
Brian Halligan Oct 18, 2022 ▶ 8:16 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 bullish
Assertion Not checkable as stated
Shah: HubSpot web properties receive 30 million visitors per month
“Just the blog, you know, thirty million across all the web properties that we have.”
Dharmesh Shah Oct 18, 2022 ▶ 31:50 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 positive
Insight
Shah: Word-of-mouth growth depends on total happy users, not wallet share
“The reality is word of mouth is not a function of how much revenue you're making from a customer. Word of mouth is based on how many people love your product that are out there in the world. And it's much easier to do that and get that mind share versus, so lo…”
Dharmesh Shah Oct 18, 2022 ▶ 46:24 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 bullish
Insight
Halligan: The mid-market software segment remains massive and underserved
“There's a huge, huge market in the M and the M think of it like 10 employees to 2000 employees. They have money. They have pain. The small business products don't solve it. The enterprise companies don't solve. It's too expensive, too hard to put in.”
Brian Halligan Oct 18, 2022 ▶ 18:19 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 positive
Insight
Shah: Serving upmarket and low-end customers creates synergistic product advantages
“The investment we make on our upper market, 202,000 segment, we have these features that we add that we can kind of subside. We're making money. Yes. And then over time, our MO is we pull those down to lower tiers all the way down to the free tier. And so it b…”
Dharmesh Shah Oct 18, 2022 ▶ 20:45 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022
Assertion Supported
Halligan: HubSpot generates half of its revenue through agency partners
“We got about half her business through partners”
Brian Halligan Oct 18, 2022 ▶ 43:29 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 positive
Insight
Shah: Multi-product expansion requires total strategic commitment, not casual experiments
“We decided we were going to do CRM. It was not an experiment. We're like, I don't care if it takes us three years or five years or seven years or eternity. We're going to make this work. And so that, like, then the universe kind of lines in your interest, like…”
Dharmesh Shah Oct 18, 2022 ▶ 50:08 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 positive
Assertion Supported
Lemkin: HubSpot reached a $1.7 billion revenue run rate in 2022
“And then fast forward today, we're at 1.7 billion dollar run rate last quarter.”
Jason Lemkin Oct 18, 2022 ▶ 2:21 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 positive
Assertion Contradicted
Halligan: Over half of HubSpot's leadership and board are female
“Half of HubSpot's leadership team, more than half are female, and more than half of the board is females”
Brian Halligan Oct 18, 2022 ▶ 44:08 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 positive
Assertion Supported
Lemkin: HubSpot's revenue growth accelerated after passing $1 billion
“And actually HubSpot has accelerated after a billion in revenue, which is pretty, if you think about where we were, it's pretty crazy.”
Jason Lemkin Oct 18, 2022 ▶ 2:35 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 positive
Assertion Not checkable as stated
Halligan: HubSpot's $50 COVID starter bundle drove massive customer influx
“The first week of COVID, we have, we had a starter edition. It was kind of expensive. And then we said, you could now buy, it was maybe 253 hundred bucks. I can't remember. But we said, we're going to lower the price. If you buy the whole suite, sales, marketi…”
Brian Halligan Oct 18, 2022 ▶ 23:09 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022
Disclosure
Shah: HubSpot founders debated exit and burnout scenarios before launching
“The week before we actually officially found the company, we went through this kind of series of really hard questions that we kind of asked each other. It's like, okay, so what do we want out of this? What if next year someone comes offering fifty million, a …”
Dharmesh Shah Oct 18, 2022 ▶ 24:38 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 bullish
Assertion Not checkable as stated
Halligan: HubSpot's podcast network receives 9 million monthly downloads
“The new one is our podcast. That's nine million downloads a month.”
Brian Halligan Oct 18, 2022 ▶ 32:16 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022
Insight
Halligan: Co-founders use a 'lay on the tracks' rule for disagreements
“If we both agree on a given topic, of course we do it. If one of us feels really strongly and is willing to lay on the tracks on a topic and the other person's like, I kind of disagree with you, but you feel strongly. We go with the lay on the track person. If…”
Brian Halligan Oct 18, 2022 ▶ 28:45 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 neutral
Assertion Not yet assessed · timeframe Oct 2022
Halligan: HubSpot only holds roughly 4% market share in CRM
“And we feel like we're really early, like our market share is like four percent.”
Brian Halligan Oct 18, 2022 ▶ 50:53 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 negative
Insight
Shah: Standard SaaS LTV calculations underestimate long-term multi-product customer value
“The one thing we miss is that LTV as it's currently measured is based on our current churn rate and current market dynamics. Here's what a customer is worth that we sold right now. But if you've been out for a little while and you're like, oh, maybe we might a…”
Dharmesh Shah Oct 18, 2022 ▶ 47:03 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Oct 18, 2022 positive
Assertion Not checkable as stated
Shah: HubSpot won through an all-in-one suite, not a killer feature
“There was no killer app. Everything that we had in our product existed. There were better products with great companies behind them. The value that we brought was the fact that we made it simple for these SMBs to actually get into the internet, get in the game…”
Dharmesh Shah Oct 18, 2022 ▶ 15:33 The Secrets to Scaling with HubSpot's Founders Dharmesh Shah and Brian Halligan and SaaStr's CEO
Dec 8, 2022 positive
Assertion Supported
Rangan: HubSpot's content attracts 30 million website visitors
“Because we have thirty million visitors to our website reading our content.”
Yamini Rangan Dec 8, 2022 ▶ 22:50 Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin
Dec 8, 2022 positive
Assertion Contradicted
Lemkin: HubSpot's Service Hub reached $100M ARR growing at 50%
“Service hub, you've got a hundred million dollar business growing 50%, right?”
Jason Lemkin Dec 8, 2022 ▶ 51:16 Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin
Dec 8, 2022 negative
Assertion Not checkable as stated
Rangan: Mid-market software purchases now often require CEO or board approval
“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…”
Yamini Rangan Dec 8, 2022 ▶ 12:35 Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin
Dec 8, 2022 positive
Assertion Not publicly verifiable
Rangan: 60% of HubSpot's paying customers originate from a free tier
“And that is what, you know, leads to the 60% of customers trying the free product and then buying a paid product.”
Yamini Rangan Dec 8, 2022 ▶ 23:31 Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin
Dec 8, 2022 bullish
Assertion Supported
Rangan: Every dollar spent on HubSpot generates $6 in ecosystem revenue
“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…”
Yamini Rangan Dec 8, 2022 ▶ 37:59 Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin
Dec 8, 2022
Disclosure
Rangan: HubSpot Focuses on Companies With 1 to 2,000 Employees
“The market that we are focused on is our companies with one to 2000 employees, right? That is the market that we're focused on.”
Yamini Rangan Dec 8, 2022 ▶ 12:15 Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin
Dec 8, 2022 positive
Assertion Supported
Lemkin: HubSpot's Sales Hub reached a $500M annual run rate
“Sales hub is, Is a half a billion dollars in run rate growing as fast as anything, right?”
Jason Lemkin Dec 8, 2022 ▶ 50:58 Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin
Dec 8, 2022 positive
Insight
Rangan: Direct sales alone cannot build a SaaS moat without partners
“And you cannot build a moat by just having direct sales. You really have to have a thriving partner ecosystem.”
Yamini Rangan Dec 8, 2022 ▶ 45:08 Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin
Dec 8, 2022 positive
Assertion Contradicted
HubSpot CRM Has 1 Million Weekly Active Users
“We have right now one million weekly active users of our CRM.”
Yamini Rangan Dec 8, 2022 ▶ 23:22 Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin
Dec 8, 2022 bullish
Assertion Supported
Lemkin: HubSpot is approaching $2B in ARR
“Hubspot is coming up on two billion dollars in ARR growing at an incredible rate.”
Jason Lemkin Dec 8, 2022 ▶ 0:23 Secrets to SMB at Scale with HubSpot CEO Yamini Rangan and SaaStr CEO Jason Lemkin
Mar 10, 2023 neutral
Assertion Supported
Lemkin: HubSpot had horrific 75% NRR at $30M revenue
“HubSpot had horrific NRR for a long time. It was 75% at thirty million in revenue. Horrific. Horrific. And eventually they got it up to a hundred and then finally to a 110% after the IPO.”
Jason Lemkin Mar 10, 2023 ▶ 24:36 SaaStr APAC AMA with Jason Lemkin, SaaStr CEO
Jun 16, 2023 neutral
Insight
Lemkin: SaaS Revenue in Tight Markets Requires Stealing Vendor Budgets
“CIOs, small businesses do not have unlimited money. There's a fixed amount, and if you disrupt something, if you do something better than Salesforce or Zoom or HubSpot or Slack or even UiPath, if you do something that is 10 times better, you will get money, bu…”
Jason Lemkin Jun 16, 2023 ▶ 9:50 Why The Era of Efficient Growth is Now: The State of the Market with SaaStr CEO Jason Lemkin
Jun 16, 2023 neutral
Assertion Partly supported
Lemkin: HubSpot and Box IPO'd Under $1 Billion Valuation
“When HubSpot IPO'd, it was worth eight hundred million. When Box IPO'd, it was worth nine hundred million. Public companies weren't even unicorns, ok, back then.”
Jason Lemkin Jun 16, 2023 ▶ 5:03 Why The Era of Efficient Growth is Now: The State of the Market with SaaStr CEO Jason Lemkin
Aug 3, 2023 neutral
Assertion Not checkable as stated
Lemkin: No single-product SMB SaaS company has ever exceeded 100% NRR
“There may be an exception or two out there, but from my knowledge, for folks that sell to SMBs, I do not believe anyone got past a hundred that is single product, right? And HubSpot's the biggest example. HubSpot was stuck at 85% through 40 or fifty million, a…”
Jason Lemkin Aug 3, 2023 ▶ 46:41 The Most Important SaaS Metrics with Monday.com Co-Founders and SaaStr Founder Jason Lemkin
Aug 21, 2023 positive
Assertion Supported
Adding Freemium Tiers Accelerated Growth For Atlassian, HubSpot, And MailChimp
“And in fact, we are seeing more and more companies add freemium additions at lastly and adding free HubSpot, adding free MailChimp, adding free as Three mature examples actually allowed their business to accelerate.”
Jason Lemkin Aug 21, 2023 ▶ 7:47 The Top 10 Worst Pieces of SaaS Advice with SaaStr Founder Jason Lemkin
Sep 27, 2023 positive
Opinion
Incumbent SaaS Giants Are Adopting AI Rapidly, Avoiding Dinosaur Fate
“The learning is that the bigger SaaS companies are pretty fast to embrace AI, so it's not like they are the dinosaurs from the on-premise world that didn't manage to move to the cloud. If you look at what Intercom, HubSpot, Notion, Zendesk, and others are doin…”
Christoph Janz Sep 27, 2023 ▶ 21:43 What it Takes to Raise Capital with Christoph Janz of Point Nine
Dec 28, 2023 bullish
Prediction Not checkable as stated
Lemkin: Klaviyo Will Eclipse MailChimp and May Pass HubSpot Marketing
“It's gonna eclipse MailChimp, right? And it may even pass HubSpot as a, HubSpot's marketing piece because it's so valuable in e-commerce, right? Because you're so close to revenue.”
Jason Lemkin Dec 28, 2023 ▶ 8:34 Is AI the Only Thing in SaaS that Anyone Cares About Anymore? AMA Part 1 w/ SaaStr CEO Jason Lemkin
May 3, 2024 positive
Assertion Supported
Lemkin: HubSpot has 205,000 customers and grows customer count 23%
“HubSpot has 205,000 customers and is still growing its new customer account, 23%.”
Jason Lemkin May 3, 2024 ▶ 4:32 The 3 SaaS Metrics That Matter in 2024 with SaaStr CEO and Founder Jason Lemkin
Jul 5, 2024 negative
Assertion Partly supported
Lemkin: Slack And HubSpot Recently Executed Their First Historical Price Increases
“Slack did its first price increase in history at eight months ago. I did a blog post. Every single leader in SAS that hadn't done a price increase did it. HubSpot did too.”
Jason Lemkin Jul 5, 2024 ▶ 46:51 Top 10 Go To Market Mistakes Founders Make Again … and Again with SaaStr’s Jason Lemkin
Jul 10, 2024 positive
Assertion Not publicly verifiable
Lemkin: HubSpot's CRM is a $700M business
“Sometimes HubSpot was right to do CRM when everyone said it was silly because your customers are in marketing. That's a seven hundred million dollar business today.”
Jason Lemkin Jul 10, 2024 ▶ 9:06 Fundraising from VCs and Hiring VPs in 2025: AMA with Jason Lemkin SaaStr CEO
Sep 6, 2024 neutral
Assertion Supported
Lemkin: HubSpot's NRR was under 80% until it hit $25M ARR
“HubSpot's NRR was like less than 80% up until 25 or thirty million in ARR, right?”
Jason Lemkin Sep 6, 2024 ▶ 17:56 Why Vertical SaaS is Booming, And How to Get 110% NRR from SMBs, with Jason Lemkin + Mangomint's CEO
Oct 15, 2024
Assertion Not publicly verifiable
Lemkin: HubSpot CRM is now bigger than its core marketing product
“CRM is bigger for HubSpot today than marketing automation, if you don't know this. CRM, which didn't exist a decade ago, it is now bigger than the core HubSpot product marketing.”
Jason Lemkin Oct 15, 2024 ▶ 13:05 The Era of HyperFunctional SaaS is Here l SaaStr CEO and Founder Jason Lemkin
Oct 18, 2024 positive
What-if
Lemkin: HubSpot would be stuck at $1B growing single digits without CRM
“Where would it be without CRM? Where would it be? Right? This would be a niche product at a billion and something growing single digits.”
Jason Lemkin Oct 18, 2024 ▶ 12:20 The Future of AI and Sales in SaaS with Henry Schuck, CEO of ZoomInfo and SaaStr CEO Jason Lemkin
Dec 13, 2024 positive
Disclosure
Lemkin: HubSpot's Dharmesh Shah alone offered to fund SaaStr's inclusion program
“I asked about 20 CEOs and founders and CTOs in tech to help us with the inclusion program this year. Okay. You know how many offered to help one Dharmesh Shah. From HubSpot said he would fund the entire thing next year.”
Jason Lemkin Dec 13, 2024 ▶ 8:02 From Outbound to Channel Partnerships: Your Burning Sales Questions Answered by Jason Lemkin
Dec 13, 2024 positive
Assertion Supported
Lemkin: Over 40% of HubSpot revenue comes from partner agencies
“HubSpot over 40% of the revenue comes from partners. Agencies that deploy HubSpot.”
Jason Lemkin Dec 13, 2024 ▶ 25:55 From Outbound to Channel Partnerships: Your Burning Sales Questions Answered by Jason Lemkin
Dec 18, 2024 positive
Assertion Supported
Lemkin: HubSpot Saw Word-of-Mouth as Top Customer Source Up to $1B
“Word of mouth is ultimately the only way you can build a great product in SaaS. HubSpot had a slide they used to put in their investor decks until a million, a billion in revenue. Go to an older SaaS store post for five interesting learnings for HubSpot to a b…”
Jason Lemkin Dec 18, 2024 ▶ 15:33 How to Think About Product-Led Growth, Bootstrapping vs VC, and Early Exits with Jason Lemkin
Dec 20, 2024 neutral
Assertion Partly supported
Benfer: HubSpot modeled company targets assuming individual reps would reach 110% quota
“The standard I see for SaaS reps, 50% salary, 50%, variable, and some companies have it where if the rep hits a 110%, the company hits a hundred, that's the HubSpot model.”
Michelle Benfer Dec 20, 2024 ▶ 35:10 How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL’s Head of Sales Michelle Benfer
Dec 20, 2024 positive
Disclosure
Benfer: HubSpot used automatic promotions tied directly to performance numbers
“And that's one of the things I did love about my time at HubSpot is we had automatic promotions. And so people were gunning to hit the numbers that they needed to hit in order to get promoted.”
Michelle Benfer Dec 20, 2024 ▶ 19:13 How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL’s Head of Sales Michelle Benfer
Dec 20, 2024 positive
Assertion Not checkable as stated
Benfer: HubSpot required every revenue executive to pass a rigorous pitch certification
“When we did, I went through we did a transition of what our pitch was at HubSpot and everyone in the company on the revenue side, head of sales, every SVP had to record themselves giving the new pitch and you needed to be certified and you had a panel who list…”
Michelle Benfer Dec 20, 2024 ▶ 21:56 How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL’s Head of Sales Michelle Benfer
Dec 20, 2024 positive
Insight
Benfer: The ideal, albeit expensive, sales rep-to-manager ratio is seven to one
“Sweet spot is always seven reps to one manager based on where I'd work. I found, by the way, that's expensive. That's an expensive model.”
Michelle Benfer Dec 20, 2024 ▶ 38:26 How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL’s Head of Sales Michelle Benfer
Dec 20, 2024 positive
Assertion Not checkable as stated
Benfer: HubSpot managers with the highest Gong engagement maximized team quota attainment
“We actually did an analysis when I was at HubSpot and we saw that the managers who engaged most in Gong had the highest attainment.”
Michelle Benfer Dec 20, 2024 ▶ 27:11 How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL’s Head of Sales Michelle Benfer
Dec 27, 2024 neutral
Disclosure
Halligan: HubSpot uses Agency AI internally for CSMs managing 1,000 accounts
“And by the way, on all these functions, like support, CSM, whatever, we're using his product inside of HubSpot. And we're using it in the group where it's like very, what ECF has a thousand accounts.”
Brian Halligan Dec 27, 2024 ▶ 40:45 HubSpot Co-Founder and Chair Brian Halligan on AI and SaaS, Board Meetings, and When Incumbents Win
Dec 27, 2024
Disclosure
Halligan: Spent maximum two days per quarter on public markets as CEO
“So All in, maybe maximum two days a quarter thinking about public.”
Brian Halligan Dec 27, 2024 ▶ 14:18 HubSpot Co-Founder and Chair Brian Halligan on AI and SaaS, Board Meetings, and When Incumbents Win
Dec 27, 2024 positive
Insight
Halligan: Companies should conduct annual 360-degree board reviews
“We do annual three, 60 reviews of the board members and whatnot. And they're really good. They're really effective. And I recommend everyone do that.”
Brian Halligan Dec 27, 2024 ▶ 18:47 HubSpot Co-Founder and Chair Brian Halligan on AI and SaaS, Board Meetings, and When Incumbents Win
Dec 27, 2024 bullish
Assertion Not checkable as stated
Halligan: The SaaS market recession ended in Q3 2024
“Sass was in a downturn. There's a Sass. And it started, I don't know when it started, but I think it ended in Q three. If you look at the SaaS company's numbers, see it through Sequoia, see it through all my HubSpot dashboards where I see our customers. It fel…”
Brian Halligan Dec 27, 2024 ▶ 23:41 HubSpot Co-Founder and Chair Brian Halligan on AI and SaaS, Board Meetings, and When Incumbents Win
Dec 27, 2024 neutral
Disclosure
Halligan: HubSpot has not started charging for AI features yet
“We haven't charted, started charging. We're talking about it.”
Brian Halligan Dec 27, 2024 ▶ 35:04 HubSpot Co-Founder and Chair Brian Halligan on AI and SaaS, Board Meetings, and When Incumbents Win
Dec 27, 2024 positive
Disclosure
Halligan: HubSpot board meetings target 50% speaking time for board members
“The other change between me is that a typical ward meeting, 90% of the words that come out of people's mouths are coming out of the CEO and the management team. And 10% from board members. We have really smart board members that work hard to recruit and they'r…”
Brian Halligan Dec 27, 2024 ▶ 16:57 HubSpot Co-Founder and Chair Brian Halligan on AI and SaaS, Board Meetings, and When Incumbents Win
Jan 3, 2025 positive
Disclosure
Halligan: HubSpot Required New Sales Reps to Build a Real Website
“One of the things we did, I don't even know if we still did it at HubSpot, is when we hired a new rep, their training, what's in sales training, then training wise, okay, you gotta learn HubSpot. Pick, start your own small business, buy the main, build a websi…”
Brian Halligan Jan 3, 2025 ▶ 19:03 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 neutral
Disclosure
Halligan: Salesforce Never Made a Serious Acquisition Offer for HubSpot
“Salesforce never made it serious. Acquisition offer. No. And there was all this rumors. Google was acquiring HubSpot.”
Brian Halligan Jan 3, 2025 ▶ 25:43 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025
Disclosure
Halligan: HubSpot Avoids Hiring Executives Without Insider Back-Channel References
“And we almost never hire somebody where we don't know somebody on the inside that we can really check it.”
Brian Halligan Jan 3, 2025 ▶ 7:16 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 neutral
Disclosure
Halligan Sent Salesforce Quarterly Decks for Years to Nurture Strategic Ties
“After we met Denny Off and everybody in there once a quarter, I put together a backbed, a PowerPoint deck of It was going on HubSpot, four or five slides, you know, economics, hockey stick, and I'd send it to him. Just keep in touch. Things are going well. Her…”
Brian Halligan Jan 3, 2025 ▶ 31:14 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 neutral
Insight
Halligan: HubSpot Evaluates Target Startup CEOs Like VP Hires During M&A
“In the cases, those three acquisitions are decent sized acquisitions. That's why the CEO, the founder and the CEO mattered. And we wanted to keep and retain that founder CEO. Like interviewing a VP. It's very similar to that. Is it a culture of fit? We think w…”
Brian Halligan Jan 3, 2025 ▶ 34:57 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 positive
Disclosure
Halligan: HubSpot Specifically Models Its Internal Organization After Apple
“We'd model ourselves. The one company we model after is Apple. We're no Apple. They'd be like to pick the R and we try to copy them.”
Brian Halligan Jan 3, 2025 ▶ 12:36 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 positive
Insight
Halligan: Hire Spiky Executives Instead of Candidates Lacking Weaknesses
“And my lesson is, and he didn't work out for a lot of reasons, but one of the reasons is we hired for a lack of strength. Not for, we hired for Lois Tomlin in our area. We didn't hire for someone who's spiky and I think you should hire for somebody spiky.”
Brian Halligan Jan 3, 2025 ▶ 3:26 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 positive
Opinion
Halligan: Modern Tech Founders Work Harder and Longer Than Past Generations
“Founders today are tireless. There are a hundred, a lot of them are like, well, spend about 20 hours a week. I know I don't have any life, like they, and it's, and I think it's a lot of it's Elon. And he's like a new template for how you do this kind of thing.…”
Brian Halligan Jan 3, 2025 ▶ 23:18 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 positive
Opinion
Lemkin: AI Must Bail Startups Out of Declining Employee Work Intensity
“I think AI has to bail us out. I think AI isn't just, I think it's the solution. We have to get, especially on the, we have to get sales and marketing and support so good from AI that we're not reliant on the fifty-hour work person that spends two months learn…”
Jason Lemkin Jan 3, 2025 ▶ 22:26 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 negative
Disclosure
Halligan: HubSpot Avoids Hiring Executives From Google and Microsoft
“The other hack that helped us is we just don't hire anyone from Google or Microsoft or a giant company that it's like a different level of abstraction from where we're at. It was used to having, you know, a lot of staff and a lot of help around that maybe we'r…”
Brian Halligan Jan 3, 2025 ▶ 4:43 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 positive
Assertion Partly supported
Halligan: HubSpot's Management Team Is Almost Entirely 10-Year Homegrown Veterans
“You go to HubSpot's management team now, It's different. Everybody's been there at least 10 years. They grew up in their career with us, our head of product, our head of engineering, like pretty much everybody.”
Brian Halligan Jan 3, 2025 ▶ 9:41 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 negative
Insight
Lemkin: Veteran SaaS Executives Fail When Relying on Playbooks Without Learning Product
“All, so many veterans that work 10 years, wherever, they don't really learn the product before they start. I'm just, I just, I'm just gonna use the HubSpot playbook. I'm just gonna use the whatever playbook. And people are tired and they just want a job and th…”
Jason Lemkin Jan 3, 2025 ▶ 18:21 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 3, 2025 negative
Assertion Not checkable as stated
Halligan: Salesforce Buying ExactTarget Slowed HubSpot's Growth
“Salesforce went from being like our best friend to, we, they were a formidable competitor in the part of the software space. It slowed our growth down.”
Brian Halligan Jan 3, 2025 ▶ 27:23 HubSpot Co-Founder Brian Halligan on How to Hire Great VPs and How M&A Really Works
Jan 24, 2025
Assertion Contradicted
Lemkin: HubSpot now sells more CRM than marketing software
“They now sell more CRM than marketing.”
Jason Lemkin Jan 24, 2025 ▶ 13:47 9 Things You Can Do to Grow Faster This Year with SaaStr CEO and Founder Jason Lemkin
Jan 24, 2025
Assertion Partly supported
Lemkin: HubSpot, Asana, and Monday Generate Roughly 50% of Revenue Outside US
“50% of many cloud leaders revenue is outside of the U S more than 50% of HubSpot's revenue is outside of the U S almost. Asana's revenue about 50% of Monday's revenue is outside the U S”
Jason Lemkin Jan 24, 2025 ▶ 29:36 9 Things You Can Do to Grow Faster This Year with SaaStr CEO and Founder Jason Lemkin
Jan 31, 2025 neutral
Assertion Supported
Lemkin: HubSpot is currently not charging customers for AI agents
“When I talked with Brian Halligan the other day, I didn't realize Dharmesh right now HubSpot isn't charging for their agents.”
Jason Lemkin Jan 31, 2025 ▶ 15:54 The Future of AI in B2B SaaS: Insights from Synthesia and Theory Ventures. Hosted by Jason Lemkin
Feb 21, 2025 positive
What-if
Choi: HubSpot generated $11B in market cap from post-IPO new products
“And they had added essentially eleven billion dollars of additional market cap value that wouldn't exist if it weren't for these new products.”
Kathy Choi Feb 21, 2025 ▶ 14:46 The Real Data on What it Takes to Go Big and Eventually IPO with Meritech Capital
Feb 28, 2025
Assertion Not checkable as stated
Zinman: HubSpot captured the SMB market because Salesforce moved upmarket
“Eventually you abandon the mid-market SMB segment, and then you have this huge vacuum. You leave a huge vacuum in the market. I think to some extent, I'm not an expert, but that will happen with Salesforce and HubSpot. Salesforce moved up market in a way. HubS…”
Eran Zinman Feb 28, 2025 ▶ 10:43 AI at Scale: 8 Learnings from monday.com Co-Founder and Co-Ceo Eran Zinman
Jun 4, 2025 neutral
Disclosure
Rangan: Support AI users frequently ask pricing and marketing questions
“We launched our customer agent and we were Specifically thinking about the support use case. And we're obsessively watching, like, how are customers using this agent and what is the daily usage patterns? And what is interesting is that they're not only, you kn…”
Yamini Rangan Jun 4, 2025 ▶ 29:51 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 positive
Disclosure
Rangan: 70% of HubSpot partners focus specifically on HubSpot
“70% of our partners are focused very specifically on HubSpot.”
Yamini Rangan Jun 4, 2025 ▶ 43:41 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 neutral
Disclosure
Rangan: HubSpot has roughly 7,000 ecosystem partners
“Most of our partners, we have about 7000 partners, and most of them started as agencies, marketing agencies, building websites, and it was great.”
Yamini Rangan Jun 4, 2025 ▶ 41:31 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 bullish
Assertion Not checkable as stated
HubSpot completely scrapped its 2023 roadmap in January 2023 for AI
“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.”
Yamini Rangan Jun 4, 2025 ▶ 4:46 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 positive
Assertion Supported
Rangan: 40% of HubSpot's ARR is consistently influenced by partners
“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…”
Yamini Rangan Jun 4, 2025 ▶ 40:47 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 positive
Opinion
Rangan: Modern software products must have embedded AI, not separate SKUs
“There were a lot of folks building an AI skew with an AI price and like a separate thing that you would do. And I think for us it is, did anybody buy black and white TV after a color TV came out? The answer is no. So you, when after AI, there is no product tha…”
Yamini Rangan Jun 4, 2025 ▶ 22:09 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 bullish
Assertion Not checkable as stated
Rangan: 95% of HubSpot engineers use agentic code generation daily
“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.”
Yamini Rangan Jun 4, 2025 ▶ 8:49 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 negative
Insight
Rangan: Segmented personalization no longer works; outreach must be truly personal
“It better be personal, not personalized. We've been talking about personalization for a very long time, which is You segment your customers. You take your customers, and you personalize your data, and send it to everybody in that segment. That doesn't cut it a…”
Yamini Rangan Jun 4, 2025 ▶ 16:38 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 positive
Assertion Not checkable as stated
Rangan: HubSpot resolves nearly 45% of internal support tickets with AI
“And internally, we've gotten close to 45% solved with AI.”
Yamini Rangan Jun 4, 2025 ▶ 11:14 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 bullish
Assertion Not checkable as stated
Rangan: HubSpot Customer Agent has 2,500+ users and 52% average resolution
“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.”
Yamini Rangan Jun 4, 2025 ▶ 11:27 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 positive
Disclosure
Rangan sends weekly five-minute videos to HubSpot demoing AI use
“I do a five minute video for our entire company. We call it a weekly wrap. And I send it out every Friday and I'm demoing what, how I'm using AI and I'm demoing how our teams are using AI.”
Yamini Rangan Jun 4, 2025 ▶ 6:53 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 bearish
Prediction Not checkable as stated
Rangan: Point AI agents will lose the race to unified platforms
“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.”
Yamini Rangan Jun 4, 2025 ▶ 30:58 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 neutral
Disclosure
Rangan: HubSpot will not move its focus upmarket to the enterprise
“HubSpot runs on HubSpot. We're an 8500% company, but that doesn't mean that we want to take our product all the way up to the enterprise. We really want to focus on serving scaling companies really well.”
Yamini Rangan Jun 4, 2025 ▶ 48:50 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Jun 4, 2025 positive
Insight
Rangan: AI agents require onboarding and unified context just like employees
“An agent needs to be onboarded just like your employee needs to be onboarded. When your employee joins your company, what do you do in the first week for that employee? You provide your products, your ideal customer profile, your brand voice, your tone, your c…”
Yamini Rangan Jun 4, 2025 ▶ 33:26 AI and The Future of Sales, Marketing & CS with HubSpot CEO Yamini Rangan
Aug 27, 2025 neutral
Assertion Partly supported
Lemkin: Box, HubSpot, and Shopify IPO'd at roughly $800M valuations
“When Rory invested in box with Aaron, when Rory's invested in HubSpot, those are pretty good ones. Shopify. These guys all IPO'd around a hundred million in revenue growing really fast off in 50, 60, 80% at like eight hundred million valuations.”
Jason Lemkin Aug 27, 2025 ▶ 7:02 What Happens When AI Kills Your SaaS Growth? Live Q&A with SaaStr CEO and Founder Jason Lemkin
Aug 27, 2025 positive
Assertion Not checkable as stated
Jason Lemkin: B2B companies get most leads from word of mouth
“Whatever data you look at in B to B and HubSpot used to publish this. I put it on Saster. Everyone gets most of their leads from word of mouth at scale.”
Jason Lemkin Aug 27, 2025 ▶ 45:18 What Happens When AI Kills Your SaaS Growth? Live Q&A with SaaStr CEO and Founder Jason Lemkin
Sep 12, 2025 negative
Opinion
Lemkin: Vibe coding apps like Salesforce in 10 minutes is dangerous bologna
“There's a lot of stuff on social media about, Hey, you can just vibe code your own HubSpot or Salesforce. You can vibe code your own notion. It will take. 10 minutes. That's Sony baloney. And it is almost dangerous Sony baloney because it's not just startups t…”
Jason Lemkin Sep 12, 2025 ▶ 2:55 The Complete Guide to Vibe Coding without a Developer with SaaStr CEO and Founder Jason Lemkin
Nov 26, 2025 positive
Prediction Not checkable as stated
Lemkin: Sales and marketing software tools will converge next year
“That's a hack today. It feels like a hack, but it won't be a hack next year. These will Converge.”
Jason Lemkin Nov 26, 2025 ▶ 42:28 How We Use 20+ AI Agents for Marketing & Go-to-Market with SaaStr's CEO and Chief AI Officer
Dec 17, 2025
Assertion Not checkable as stated
Lemkin: HubSpot CEO Yamini Rangan reads her cold outbound emails daily
“I asked Yamini at Sastranial this year, do you read your cold e-bound? She's like, I read them every day.”
Jason Lemkin Dec 17, 2025 ▶ 48:28 AI and the Death of the 2021 Sales Playbook with SaaStr CEO and Founder Jason Lemkin
Jan 2, 2026 positive
Assertion Contradicted
Lemkin: Revenue Per Employee Up 2.6x at HubSpot Since 2021
“Since 2021, this is their efficiency ratio, their revenue per employee. HubSpot up 2.6 X, even Salesforce up 2.2 X.”
Jason Lemkin Jan 2, 2026 ▶ 53:25 AI + B2B in 2026: Find the Tailwinds or Get Left Behind | Jason Lemkin
Jan 21, 2026 negative
Opinion
Lemkin: Half of HubSpot's Partner Agencies Are Obsolete
“And HubSpot hasn't figured this out with his AI training. That's why I'd like basically half of HubSpot's agencies are obsolete.”
Jason Lemkin Jan 21, 2026 ▶ 26:40 The Present and Future of AI in Sales and GTM with SaaStr's CEO and Owner's CRO
May 6, 2026 bearish
Opinion
Lemkin: HubSpot API Is Too Rate-Limited for High-Volume AI Agents
“If you go to HubSpot, it will say it has pretty good APIs, but they're rate limited and have other issues. And so not only will it give a grade, but if you scroll down a little bit, it will tell you why and when it's a good choice for an agentic product, right…”
Jason Lemkin May 6, 2026 ▶ 23:59 Why Your Next Hire Should Report to an AI, Tragedy Apps, and Too Many AI SDRs? | The Agents #004
Jun 16, 2026 positive
Assertion Not checkable as stated
Lemkin: Salesforce Migrated SaaStr in Weeks via LLMs vs. HubSpot's One-Year Quote
“As we're trying to figure out what to do when we leave our worst at Marketo, you know, Salesforce migrated us in a matter of weeks too. It was very simple, right? Versus, you know, a couple, you know, a year and a half ago, we got a quote from HubSpot. It woul…”
Jason Lemkin Jun 16, 2026 ▶ 38:47 Our Agent Negotiated a Vendor Renewal, Became a CFO and a Better SDR .. but has too many guardrails
Jul 17, 2026 negative
Assertion Not checkable as stated
Lemkin: Agency Quoted $100K and One Year to Migrate From Marketo
“A HubSpot agency wanted a 100,000 dollars from little saster to migrate our data and a year. And we had to run and we would have had to pay for Marketo for a year because it would take them a year to do the migra.”
Jason Lemkin Jul 17, 2026 ▶ 22:32 How Agents Will Steal Your Customers. Plus: The $10K App Our Agent Replaced and the $14 Migration
Aug 14, 2026 positive
Assertion Partly supported
Lemkin: Klaviyo captured approximately 80% market share in e-commerce marketing
“That's a brutal oversimplification, but if HubSpot, there's a parallel universe for me to be in e-commerce and Klaviyo had like, 80% market share.”
Jason Lemkin Aug 14, 2026 ▶ 1:35 Agents Are Your New Power Users: How Klaviyo CEO Andrew Bialecki Is Remaking a $1.4B Business
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