Halligan: HubSpot lifted net revenue retention from 75% to 100%
Brian Halligan · 962 Why Hubspot Spent 1000's+ Hours On Pricing · Mar 13, 2018 · at 17:52
Brian Halligan, co-founder and CEO of HubSpot, explains how adopting a multi-axis pricing strategy transformed the company's customer and revenue retention metrics.
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“When we did our round with Sequoia, Our customer retention rate was something like 70%. What's that? Logo. Around 70. I don't remember exactly. Our revenue retention rate, including upsell, was maybe 75. Since then, our customer logo retention rate, you know, is in the low eighties, so that's improved, but our revenue retention rate's a hundred percent, and so the upsell went from five percent to 17%.”
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