YouSaid · the spoken record

Jeetu Mahtani

lines on the record: 57
first: 2024-09-27
most recent: 2024-09-27
sittings or episodes: 1
sources: podcast

Every line below is reproduced as it was said and linked to the record it came from. Nothing here is summarised or generated. Directory · Search · Corrections

“Pleasure, Harry. Love the conversation and I appreciated the back and forth we went and hopefully no one's too upset with me”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“It's not a perfect example, Harry, but I do think with the way digital and AI are going, I think Amazon's a great example of how selling is going to evolve. Like, for example, I had a problem with the product the other day. I went to my account. I was like, I have a problem with this product. Like they gave me a list of resources based on my problem. Very next action was like, did it solve your problem? And no, all right, we're launching a chatbot. So you can speak with the human. Had a chat with an AI chatbot. It got me pretty far, but it didn't give me the actual answer. They're like, all right, hold tight. We're calling you. So someone called me and I spoke with the human on the phone. I just think that customer experience, which is like almost like digital-led human in the Lou Saleswep in the Lou is where the world is going. And I think AI is just going to make it possible and actually accelerate that customer experience.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“It's partly the founders, and I think this is where founders have it in them. They don't know what they don't know. And this is where if I'm a founder, I mean, there are great resources to go and learn. Like, you know, how do you run a reasonable sales process? It's not rocket science. I think the challenge founders will”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“There were so many, I would say, besides the discounting that we talked about earlier is no one gives a crap about your product or its features, like stop talking about your product and its features when you connect with the prospect. Spend your time understanding the customer, understanding the buyer, what matters to them, their industry, what are they trying to get to, and you will get to your product, but too many sales reps out there still spend way too much time just like spitting a lot of their product and their features out very early in the sales process.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I think some form of discovery where you would spend two hours of discovery, part of that discovery can actually happen through some form of AI engine where customers are going to be able to like almost like self-discover their challenges and also almost like get pointed to like, this is the direction you need to go with this solution, but you will have a direction, but you still need someone at the other end to help you dig further to make sure you're making the right choice.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Know, I had some doubts, Harry, on the AI thing and whether AI can truly replace a large part of selling. And from what I'm saying in the last six to 12 months, oh boy, I think a large part of selling is going to get automated with the AI type bots or AI type engines. And I don't think it's going to completely replace salespeople, but it's going to raise the bar. So you as a salespeople need to be even better with the way you're advising your prospects.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Founders often are math and science driven. They weigh data heavily in their decision making. So if I was a founder, I would not see it as someone else's responsibility to be selling or opening your product is going to find revenue on its own when it's just not. You need to get on calls with a sales trip or on your own. Make that call, send that email and believe that customers or prospects will love talking to founders and founders will be great at selling.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, I told you that it was like we brought five expats, we hired five in Dublin. We were sitting in an office that had a little wall kind of like in the center, Harry. And culture is really important to me. And I was like, we need to make sure everyone's learning from each other. It's an open layout. So I call Ken Papa, our facilities guy. And he was like, what do you want me to do? I was like, can you bring the wall down? So he sent someone with the drill and the guy's like drilling the wall and I have a picture of all of us with yellow hats on calls while this person behind us is like drilling on walls. So that's maybe I think why you were asked to bring up that question.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I believe sales experience is overrated. When you are a highly 10-year rep, I think some people believe that it should be weighted the most when hiring a sales rep. I don't think that is true. There are other characteristics that I would weigh over sales experience.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I don't believe in it. And I just think you are mixing too many variables when your focus should be on Does the customer really need? Like, what is their pain? Connect their pain to a solution. Why are you diluting your value as a sales rep by throwing in testimonials and discounting? And again, you can get to a discount down the road if you do need it to close a gap in budget, but don't play games is a way I think about it. Like if your buyers don't value you as an advisor and value the solution you're recommending through a fairly exhaustive sales process, then I would question whether that buyer is a good fit customer and whether they will do everything they need to do to succeed with your platform.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, I hate that. I hate that. And I do not like discounting. I do not like to lead with discounting. And it is a disservice to the customer and to the company and to you as a rep to lead with discounting. There is a place for discounting, but it should not be so prominent in your sales process unless you have gotten to a point where clearly there's a need. they need to solve that need, but they have a gap in their budget and you structure the discount to help them get maybe the first year, but the discount goes away in the second year. Maybe other sales leaders believe in discounting, but I am very opposed to discounting.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“That or they would put you on a performance improvement plan, right? Like what would happen if you're on a performance improvement plan, Harry? When you're speaking to a customer, I just think sales reps just shy away from passing the tough questions. Why can't you ask personal goals? Why can't you ask about what would life look like as a customer if you did not have the solution? Because I think this is where a lot of Salesforce just sit on the surface that I call level one. You got to get to level two, level three. And of course, you don't dive right into level three like you build rapport, you're an advisor, you're trusted as a sales rep, and you got to be in a situation where it's not like a game talking tennis. One player against the other player, it's a doubles match. You and your team are together. Your prospect and you are together. And if you are together, you should be comfortable challenging each other because you want each other to win at the end of the day.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, there isn't. I think many leaders will maybe disagree with me, but I don't think you can create urgency. Like you can't create fake urgency. And if you have urgency to hit your number, that's not the urgency your prospect has. So this is where I would be as a sales manager.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“What did you uncover in the sales process that got you to determine urgency or they really needed the solution versus something that would be nice to have long-term?”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, let's just pause for a moment, Harry. Walk me through your sales qualification that led you to putting this deal in almost like closable for the quarter.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“You can do that through digital scaled emotions, whether it's a chatbot, it could be an academy, it could be help content. So do a lot of that. I would probably as founder, you know, like try and get your first CS rep so you can get the structure and the process and right, but then don't keep investing in CS reps until you get a foundation of like self-help and knowledge and content in play.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Just like founders are going to play a role in selling, they do think founders play a role in the really early days with like CS type activities. Like they need to learn what it's going to take for a customer to see results and stick around for a long haul. In terms of like the actual hiring of your first second CS, Harry, I will think about it in two ways. One is like, how many customers do you have right now and think about, you know, like to provide engagement to those customers? Like, do you need a CS rep or not? The other is like at what speed are you acquiring customers? Because if you see customer count getting to a certain point, you should start planning in advance that you do need a CS rep. What I will add that I think is changing now quite dramatically is like you don't need CS type human engagements all the time. You can do that through self-search.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Perfect. Excellent. So I'm a tennis buff too. And the woman semi-final, one of the players had a hub spot logo on her sleeve. That's brand marketing. I don't know how much was paid over there, but I got so many pains like, wow, like, you know, you guys are all over the place at Wimbledon. I mean, it makes a difference. Like, I think it helps create awareness. And you could still get there, but it will take you so much more effort.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, yeah, yeah. No, I get where you're coming from. And I would say in the early days, I would be like, yeah, Harry's right. Like, forget spending on brand, like put more content out there and prospects will find the content. It's a lot more predictable. We can attribute it better. But I think with brand marketing, it gets harder with attribution on what that investment is actually resulting in. But I think it does make a difference depending on where you are as a company and what geographies you are going into, what segments you're trying to break into. Because I do think like if you're an enterprise large company CIO looking to a solution, I just don't think you're always going to find the product through content. You're going to probably pay attention to the presence of that brand in different places. I'll give you a simple example. Do you watch Wimbledon? Do you watch tennis?”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“The way you would do that is having an incentive structure that measures on whether the customer is successful. If they buy a second or third product, are they actually using the product and getting usage out of it? And if they don't, then you know that it was oversold or the CSRP did not do a great job of positioning the right product to the customer.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I believe they should. If you have the sales team that is getting rewarded for acquiring customers and you have the CS team that's only being recognized for driving usage but not getting any recognition in the expansion of the customer over time, you're going to get CS reps who are like, well, I was the one who helped the customer get the next product or expand into the platform. So I do think when you think about complans, you want to be clear about like what role do you want your CS team to play? If your CS team is a pure account management team, maybe there isn't something on the recognition like sales. But if you CS team is a revenue producing team, which is I believe every CS team should be a revenue producing team, you want to structure their comp plan in the form of some kind of a basic variable.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Big lessons would be at the end of the day, I would say a sales comp plan just drives behaviors at the end of the day. Like if you don't get the comp plan right, you're just going to end up with like bad customers, bad behavior, bad culture. I would also add when you think about sales comp plan, think about like what phase of growth you are in as a business. Like if you're an early stage founder, early stage company, velocity matters. Like you might have a sales comp plan that is a bit more indexed towards like simply raw acquisition. But as you grow bigger, you're going to start like thinking about retention, cross-selling, upselling. So think about how does your comp plan also evolve as the company and its phase of growth also evolve.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“You do need to be money motivated if you want to be in sales or in any revenue producing team. The reality of the role. You also need to figure out like at the end of the day, the coins only keep coming and keep growing when your customers are succeeding. If you are coin operated and you're just acquiring customers for the sake of acquisition and they don't stick around and you have a leaky, that's not going to work for you long term, Mr. or Miss Sales.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I always say like revenue and customer acquisition, customer delight solves most problems. Like you just got to figure out how to create that momentum.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“It's a good question, and I'm sure many or some will not agree with me. My school will be stop chasing elephants. If you are a mid-market company, you have a big addressable market, sure, a large marquee logo is expressing interest. Engage with them, but don't count on them as your answer to hitting your target. You want to still be prospecting into good fit companies who have reasonable sales cycle, which will help you build a predictable pipeline to get to your target. I think the risk is with marquee logos is people just get attracted to the sexiness of a marquee logo. And then you show up in the last day of the quarter only to realize the marquee logo sales or buying process and buying cycle doesn't match with your sales process. Don't go all into marquee logos if you're a mid-market company, figure out how to diversify your point.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Hearing about prospects and what challenges they're dealing with. So you can create that feedback loop back into the product of”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I do strongly believe that founders need to play an active role in the creation or the co-creation of the sales playbook. And I would also encourage all founders early stages, I don't know, until you get to 100 or more customers, you need to be on every sales call. One is you're not filled with dozens of sales reps. You have maybe in the early days couple, maybe two, three sales reps. And there's some magic in the early days when a prospect hears from a founder on why they built the product, what is the vision of the product. Prospects know like you are a no-brand company. You're in the early days of speaking directly with the founder. So I think it helps win in those early days. The other is, I don't think founders get everything right on day one. HubSpot didn't get everything right on day one. We made several tweaks, edits over time. You do need to create that feedback loop. And founders, what better way than to be on a live call?”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I would not fully agree with it. I would partly It's not the most efficient go to market when you have pure cold calling with BDR. But when you get much more sophisticated, you think about your target market, you think about your target lists, you think about the first party and third party signals that you can get today when buyers are researching solutions like yours. So you're not doing a pure outbound, pure cold call. What we would call like almost like all bound, Harry. It's a mix of inbound and outbound whereby you're knocking on doors, but it's the right doors when you speak with them, you know they have some pain. And this is where it comes back to, like, how do you enable your BDRs and AEs to be able to have those type of conversations when they don't know your brand, but we know there is a pain that they're trying to solve.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I would say in today's world it's a mix of if you're investing in marketing well let's get an ROI on marketing but we also have to appreciate that marketing can be responsible for like the full number there's a percent of that number that needs to come from AE's own activities working with BDRs through other non-marketing type effort”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“The way I would think about it is why would you have Salesforps showing up at an expensive office with no leads and purely cold calling? Like that's not the most efficient way to set up your team for success”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Japan, it was really hard. Germany was hard, but we knew what we had to do, which is what I mentioned earlier. It's like if you're thinking about a non-English country, think about your demand even before you go and open an office. Like I would almost hire a marketer before you actually hire your first sales rep, maybe 18 to 24 months in advance so they can get the work.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Countries. So, what we decided to do over time is like, we're going to take a portfolio strategy, which is like there are 150 countries, but which are the countries we want to be number one or number two? Not number three, number one or number two. So we call them like accelerated growth countries. And there were only seven countries that made up that accelerated group. And then there was a second bucket that we called steady growth that would get like what we would call run rate investments. And then a third bucket that was more like partner-led efficient group. So we did that in a later stage where we were like, we can't keep operating like this. We only have finite budgets and we need to think of it as a portfolio where there is a small group of stocks and countries that we gotta like win and be number one or number two. So that happened over time.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“There are a couple I'll give you. One is, interestingly, there are markets like Brazil, India that are starting to get pretty attractive. But to succeed in those markets, you need to think about like local talent. You need to think about currencies. And now we're starting to get more serious about those markets. Like, you know, we have a bunch of great activity happening in India. So that would be one that I wish we started a little earlier is thinking about like countries and the entity strategy. The other one that I wish we started sooner is there was a point, Harry, that we were getting MRR from 150 countries. It was nuts. Like there was revenue coming from every country. And it got really hard from a investment standpoint to prioritize like, hey, how do we like keep growing when we have MRR and demands from all these countries?”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“There are a couple that come to mind, Harry. Like, if I just maybe use international as an example, one of the things we saw when we went to Germany is our English content that we were creating. Half of our elites coming in from Germany, prospects in Germany, were reading our English content. That was actually really cool because we were able to get a fair amount of demand just from English content and even before we started localizing into German. So that helped us like, all right, we can get a sales team going, but we also knew we needed to invest in German content to fill the funnel with more leads that will get found by our German content and just not to our English content. Where it did break is we underestimated that effort in Japan because in Japan, only 1% of Japanese prospects were getting found by our English content. I think we overestimated the speed at which we could get that”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“If you want to become a partner, you need to buy HubSpot. You need to learn the product. You need to learn how to generate leads using HubSpot. So it's almost like you're being treated like a customer. You prove yourself out and at the right time you can become a member of HubSpot's partner.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“By the way, I push back a little bit. I don't know if every company would need that help from partners because sometimes companies are building products that are purely PLG driven all the way from being acquired to renewing. It could be very S&B, maybe Dropbox is an example. I don't think partners play a big role in like that type of a product. But when you do need services help and you don't need it to be just your team providing those services help and you have to keep in mind partners will just not say, yeah, we're just going to do what you want us to do. They're like, how do I make money? How do I create more cash flow in my business? How do I make my business more attractive to outside investors? So this is where like you need to think about like, well, what are the services partners can offer? You do make an interesting point, which is it is expensive. And I wouldn't say you have to always do this, but one of the things HubSpot did in the early days into some later stages too is”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I would say you do need someone to think about like partner acquisition and partner enablement. I also think Foundo should not make it super complicated because just like when you're selling to prospects by creating content, your content is going to get found by partners also, right? And that's what happened with HubSpot is all the content we were creating was getting found by partners. And they would call in saying, hey, we found you through your content. And I actually want to offer services on top of HubSpot to my end customers. Peter Caputo, who outcomes her as the founder of HubSpot's partner program, connected the dots. And he was like, we need someone to help our customers. We have these hundreds of partners over there who are calling and saying we would like to offer services on top of your product. We were like, all right, like how do we enable these partners? How do we teach them what services they should offer? How do you price those services?”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I would say the stage you should start thinking about a partner program is when you have clarity on what role partners can play with your product. If you're a very transactional product, you're probably not going to get partners to like bundle services on top of HubSpot because the way they make money is through retainers and services they offer to their clients. In the case of HubSpot, it worked really well because we needed partners to create help customers create content, landing pages, do analytics. And the same thing has played out in all the other hubs that HubSpot has offered over the last many years. Think about it when you're clear that there is a need for other people to help your customers succeed. And other people could be just not like service providers. It could be app partners. It could be eco.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I still think it's something you have to do 10 years or 15 years ago, it was easy with SEO because the formula was like, you got to create content, you got to create blogs, you got to think about your conversion ads. But I do think distribution is hotter these days. Like you got to think about social. You got to think about, you know, your presence on LinkedIn. Are your founders and execs creating content on LinkedIn? Philosophy is still the same, which is it's all about content. But I think the way you think about content, the way you distribute it has gotten really layered. There's just many more layers you need to think about when it comes to like SEO and content and where do you spread it to get your leads and customers.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“With hiring great sales reps, onboarding them, coaching them, and making them productive. So that whole approach we took of like acquiring talent and making them productive was another reason why it worked so well. I think the other one that I think many companies interestingly still don't think about today is a partner ecosystem. I still see so many SaaS companies not digging into how do I get like efficient growth, not just through my talent, but through a partner ecosystem. And HubSpot has about half of its revenue coming through the partner ecosystem. It's big. It's a huge part of HubSpot being driven by these amazing partners.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I would say the inbound engine with like we were creating tons of content that was resulting in leads like that became a machine Harry it's still a machine I really think when I think about moats that HubSpot has it's like that inbound engine it's blog it's website the blog still gets about 10 million visitors even today each month all of HubSpot gets like I think 30 million the traffic and the inbound engine made it really easy to instrument demand going like this hiring to service that demand going like this so it became very much like you know running a calculation to figure out like if demand is going like this let's continue hiring to service that demand and the ARR just kept going up and to the right the other one that I would say is what we would call like this predictable and scalable approach to growth like we got really good”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I would say as we expanded globally, Harry, you know, we use this framework that we would call operational complexity and the size of the market. You can almost think of like, all right, I pick a country and I say, is it easy or difficult to do business in it? I would call it the operational complexity. Then I would say, okay, for that country, what is my TAM or addressable market? So we graded every country on complexity versus TAM. And you can almost like look at a series of bubbles on the left, the US, Big TAM, blue in color because it is low complexity. On the other end,”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Yep, it was largely up to 500 employees, like small and mid-market companies. I think what you're getting to is like the economics are hard when you are in that ACB and that is true. But as we added more products, as retention got better, the reps could cross sell and upsell other products like rep PPR started to increase. So the economics worked over time. But in the early days, yeah, like it was an investment, it was LT to CACO, one is to four, one is to five. And over time, depending on the segment and geography, became one is to seven, one is to eight.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“If you are sort of like midmarket, like hub spots, sweet spot, which we would define as 25 to 500 employees, you need an ACV of somewhere between 10 to 12K ACV to make it work from a return on rep investment.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“The ramp time is somewhere between six to nine months. Can be a little bumpy, but once you get to that six to nine month mark, you can start seeing like a fairly consistent trajectory as they ramp to greater productivity.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Did vary by geography. And what I would say is the countries that were similar to the US, UK, Netherlands, like the ramp time was comparable. In fact, the economics were actually even better for some of those countries in Europe.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I think it was a playbook that worked for us really, really well. The idea is like you bring this, what I would call a tiger team, a tiger team coming from Boston is going to be in Dublin paired one-on-one or in a really nice ratio. They help hire on board, help these early teams succeed. And over time, you figure out how to fire yourself and you leave that team and leave it to local leadership. The Tiger team tends to be there between six to 12 months. In my case, for example, like there's this whole idea of like you need to get a local leader. I was the local leader in Dublin. While I was in Dublin, I took one of the members of the Tiger team. His name was Sam Schulman. And Sam moved to Sydney to open our Australia operation and be part of the landing team. So this playbook of sending an expat team, the open one office, they stay six to 12 months. They figure out that region, then they get shipped to another office so they can go and open that.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I think time zone is a big one. You do get leverage by hiring talent in different geographies at different price points. So remember LTV to CAC, like the other way you can influence that ratio is getting talent at a better price point in other countries. I would also say partners matter. I think partners want to see that you're committing to the market by having talent in their country. Customers care about like if you're selling and servicing Germany, you can get buy to a certain extent, but at certain point they want to actually see your brand in Germany.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“Because they wanted to get home at 2 p.m. to be with their kids. And we were like, let's validate that demand. So we were selling early in the morning from Cambridge calling into the UK. And we proved out that pieces that we can acquire and retain them before we actually ended up opening Dublin in 2013.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source
“I would, as long as your core market has good economics. If your core market doesn't, then hold off. Like you're not ready to go and go into a completely different region. I would also add when you go international, you're going to get some signals, Harry, like the markets pull you in. It's not like, you know, you wake up one morning and you're like, all right, it's time to go international. So for example, in our case, in those days, we had signals with like partners in the UK who were doing great. We were getting inbound leads just not from the US, but from lots of English-speaking Europe. So in some ways, almost like with the work we were doing in the US, it was resonating in other parts of the globe and the market was pulling us in. So the market was pulling us in. And what we ended up doing is like, all right, before we open the office, I ended up hiring a bunch of young dads who would show up at 4 a.m. in Cambridge.”
2024-09-27 · The Twenty Minute VC · 20Sales: Scaling Hubspot from $3M to $1BN in ARR | How to Hire and Ramp Sales Teams | How to Scale Customer Success Successfully | How and When to Go International and Crush It with Jeetu Mahtani · IDENTIFIED FROM THE TRANSCRIPT · source