HubSpot

“If you're using HubSpot, you're not going to be a hobby user, right? So you're going, your base price is going to be higher. So you have to start out at a higher tier if you are higher level because they require more support. They require more effort and we're…”

“And I said, well, out of interest, what would that offer from Halligan now be worth given the increase in HubSpot stock? And he said it would be worth close to two hundred million dollars.”

“Rand has built SEO Moz, software, SaaS business, something around five, 5.4 if memory serves million dollars in ARR, annual recurring revenue. And Halligan says, look, you know, we want to buy your business. We're going to give you an offer of twenty five mill…”

“Dharmesh Shah did the same thing at HubSpot. I remember asking him, because, I mean, he and I met 1314 years ago. We were bloggers, and then I moved to Boston, and we were chatting at one point, and I'm like, you're going to go public. You know, someday, soon.…”

“I view it almost as inevitable that companies that are around that long and are not acquired by another company and swallowed up and absorbed, that those companies will inevitably slowly just merge towards the big markets, and the big markets always have compe…”

“When you look at companies that continue to grow year after year after year, it's almost never, especially in the B to B space, Pretty much never a single product. I think Slack might be one exception I can think of. Salesforce, they have a kajillion products.…”

“HubSpot did this with inbound marketing as an example, and I talked to Dharmesh at a business of software and he said, yeah, I estimate it took us five million dollars and I forget how many, it was many years to drive home this category, to like make this into…”

“If you let customers guide you, most of the time, they'll just have you rebuild MailChimp, or Basecamp, or HubSpot. They'll just have you replicate that, because that's what they've used, and that's what they know, and they'll just keep suggesting those featur…”

“And I think the biggest mindset change that I've observed repeatedly is people, once they get past about a million in ARR two or three, they get to the stage. They're like, oh, like my growth is stalling out now. Like what I was working, like my market saturat…”

“Dharmesh Shah, who's the co-founder of Hub, HubSpot was in Joel on software with us and kind of in our circles, right? And then he starts HubSpot and stole my spot. And so now, and now it's HubSpot and obviously like anytime I say HubSpot and HubSpot and peopl…”

“I talked to Dharmesh at one point. He said it took millions of dollars, it might even have been eight figures, and several years To kind of define that term, and it's expensive and it takes a long time.”

“The only SaaS company I ever have seen that actually split tested pricing was Zapier, and I'm sure someone else has done it, HubSpot maybe. I mean, there's a few, but as a rule, like bootstrappers, you don't test pricing. You take your best guess, and you make…”

“HubSpot, it was a website builder with Google analytics built into it. You know, it was very simple. And then they're like, now we're going to add SEO tools. Now we're going to add a CRM.”

“The reason we did is because I saw the ESP market, and I was like, MailChimp, and HubSpot, and whoever else, you know, Infusionsoft, and everybody charged per contact or subscriber. That's probably the way to do it. And I was aware of net negative churn and al…”

“Lightweight marketing automation that doesn't suck was the H-one of DREP for years. So what does that imply? That implies, and then I named, because I wrote the whole copy for that long form landing page, I named Crap. Who was it? It was Infusionsoft. It was M…”

“Like in and of itself, it is not driving demand.”

“I think when we become a Salesforce App Exchange partner, I think it will mean, it will move the needle more for us, just based on like how I'm seeing it.”

“We have not found success with traditional CRM partner shops. There's like, 7000 HubSpot partners, there's who knows how many Salesforce partners, and even though I consider us a HubSpot app, a Salesforce app, That has actually not at all been a successful age…”

“Don't build a media company if you're building a SaaS unless you're HubSpot or Zapier. Or one of these massive, massive, when you're doing nine figures of ARR or you've raised nine figures of funding, go ahead and build a media business. Until then, don't.”