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Money, Marketing
and Management
  d



   Brian Halligan
  Dharmesh Shah
  Dh       h Sh h
 Founders, HubSpot
Marketing software for SMB

   $33 illi ( ) in funding
   $ million(!) i f di


110 employees (14 from MIT)
HubSpot Customer Growth
22,000+ RSS subscribers
120,000 community members
   ,            y
 4th largest LinkedIn group
1. The Idea
2. People
3. Money
4.
4 Management
5.
5 Marketing
1. The Idea
Don’t burn time on
business plans.
The startup journey is
long and windy.
l      d i d
Outbound Marketing



 Write a blog,
            g,
    not a
  business
  b i
    plan.
    plan
Stealth mode
is f fighter jets,
i for fi h    j
not startups
    startups.
Outbound Marketing
             2.
             2 People
Convince
 C     i
really smart
people to do
 irrational
   things.
   things
age 17
Outbound Marketing

             3. Money
#1 Priority: Don’t run
Slide 19 of
              out of cash!
The
Th magic of convertible d b
      i f          ibl debt
Angels and Demons
F(vc) = ½ x ½ x ½ x ½ x ½ x ½ …. 
Outbound Marketing




       4. Management
Don’t wear rose-colored glasses.
   ’              l d l
In God We
  Trust.
  T t
 All others
bring data.
Old                     New
• P
  Pyramid Org Chart
         id O Ch        • Fl O
                          Flat Org
• Op...
Outbound Marketing




           5. Marketing
Outbound Marketing
Outbound Marketing Is Dead

          800-555-1234
          800 555 1234
          Annoying
          Salesperson
The Next 50 Years
•




Page 35
Make marketing about
                 g b
Outbound Marketing

   creativity not cash.


                vs.
              ...
Build a moat around
your business.
Further Reading
Inbound Marketing:
Get Found using Google,
Social Media and Blogs

 Top 10 Marketing Book
       on Amazon



InboundBook....
@bhalligan
@dharmesh


HubSpot.com
 Grader.com
    d
Money, Marketing, and Management with the HubSpot Founders
Money, Marketing, and Management with the HubSpot Founders
Money, Marketing, and Management with the HubSpot Founders
Money, Marketing, and Management with the HubSpot Founders
Money, Marketing, and Management with the HubSpot Founders
Money, Marketing, and Management with the HubSpot Founders
Money, Marketing, and Management with the HubSpot Founders
Money, Marketing, and Management with the HubSpot Founders
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Money, Marketing, and Management with the HubSpot Founders

The co-founders of HubSpot on the lessons they learned about money (funding), marketing, and management as the built the company to 120 employees and 2,000 customers in less than 3 years.

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Money, Marketing, and Management with the HubSpot Founders

  1. 1. Money, Marketing and Management d Brian Halligan Dharmesh Shah Dh h Sh h Founders, HubSpot
  2. 2. Marketing software for SMB $33 illi ( ) in funding $ million(!) i f di 110 employees (14 from MIT)
  3. 3. HubSpot Customer Growth
  4. 4. 22,000+ RSS subscribers 120,000 community members , y 4th largest LinkedIn group
  5. 5. 1. The Idea 2. People 3. Money 4. 4 Management 5. 5 Marketing
  6. 6. 1. The Idea
  7. 7. Don’t burn time on business plans.
  8. 8. The startup journey is long and windy. l d i d
  9. 9. Outbound Marketing Write a blog, g, not a business b i plan. plan
  10. 10. Stealth mode is f fighter jets, i for fi h j not startups startups.
  11. 11. Outbound Marketing 2. 2 People
  12. 12. Convince C i really smart people to do irrational things. things
  13. 13. age 17
  14. 14. Outbound Marketing 3. Money
  15. 15. #1 Priority: Don’t run Slide 19 of out of cash!
  16. 16. The Th magic of convertible d b i f ibl debt
  17. 17. Angels and Demons
  18. 18. F(vc) = ½ x ½ x ½ x ½ x ½ x ½ …. 
  19. 19. Outbound Marketing 4. Management
  20. 20. Don’t wear rose-colored glasses. ’ l d l
  21. 21. In God We Trust. T t All others bring data.
  22. 22. Old New • P Pyramid Org Chart id O Ch • Fl O Flat Org • Open Door Policy • No Door Policy • Vacation Policies • We Trust You • Command‐And‐Control Command And Control • Agile Scrum Agile Scrum • Knowledge Is Power • Transparency • S i t d Scripted • A th ti Authentic • Business Casual • Up To You
  23. 23. Outbound Marketing 5. Marketing
  24. 24. Outbound Marketing
  25. 25. Outbound Marketing Is Dead 800-555-1234 800 555 1234 Annoying Salesperson
  26. 26. The Next 50 Years
  27. 27. • Page 35
  28. 28. Make marketing about g b Outbound Marketing creativity not cash. vs. vs
  29. 29. Build a moat around your business.
  30. 30. Further Reading
  31. 31. Inbound Marketing: Get Found using Google, Social Media and Blogs Top 10 Marketing Book on Amazon InboundBook.com
  32. 32. @bhalligan @dharmesh HubSpot.com Grader.com d
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The co-founders of HubSpot on the lessons they learned about money (funding), marketing, and management as the built the company to 120 employees and 2,000 customers in less than 3 years.

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