Halligan: Winning in SMB SaaS requires low CAC and 100% net retention
Brian Halligan · 962 Why Hubspot Spent 1000's+ Hours On Pricing · Mar 13, 2018 · at 14:15
HubSpot CEO Brian Halligan shares the core operating criteria needed for a profitable small and medium business (SMB) software model.
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“Now the key is you can now build an SMB business, but you have to do two things. One, you need to keep your costs to acquire a customer under control. You can't acquire customers through Google AdWords and TV ads and stuff like that because the math just blows up. Two, you need your retention rates to be at a hundred percent.”
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