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Jeetu Mahtani

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57
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2024-09-27
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2024-09-27
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  1. “In our world, and I still think it's true, is maybe 10 years ago to do international, like, boy, it's a huge investment. I don't think it's that type of an investment today because you've got much more efficient go-to-market motions like PLG, Freeman, and also with digital CS, like you can acquire global customers and be able to service them in a really efficient manner.”

    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

  2. “Couple of things we did that I think were really key to our success. One is when we opened Dublin, it was an expensive investment. And we were like, all right, it's expensive, but it's a big bet for us. So when we opened the Picking the right market, we're hiring with great quality and we're going to give them the right resources. So if it fails, it's not because we didn't do everything we could control. We did everything we could control. So that was one thing we did is just simply like overinvest in the early days to get the right team on the ground with the right”

    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

  3. “I would say it was higher in the earlier years and then plateaued or flattened after we got enough of brand recognition. It actually did go up in the earlier years.”

    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

  4. “What I would say is I would look at something like LT to the CAC. Like, have you figured out how to acquire customers at reasonable CAC and then keep them around through great service? So you have great LTV to CAC. In 2012, our LTV to CAC was probably for every dollar we would put in, we would get two to three dollars back. But we got it closer to four, five, six over time. And I think that was like, all right. We have great product market fit, not just with acquiring customers, but we can keep them around. That's when we decided to pull the plug or, you know, go in an open 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

  5. “I think the one that I would always keep in mind is international is a huge opportunity for any company. If you look at the S&P 500, which is the 500 largest companies in the US by market cap, half of their revenue comes from outside the US. So I would be thinking about international like this huge leg of growth, which I think any serious company that's going to be multi-billion someday should be thinking seriously about. Advice I would give you, and because we went through this, is we were going to open Dublin in 2012. We shelved the idea because our retention metrics were not great Gross retention was like low 70s. Essentially, the economics were not ready to make that big investment to open an international presence.”

    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

  6. “No, we don't need your company, but we'll give you jobs. So he looks at Peter and he's asking Peter, what do you want to do? Pete's like, I want to be in sales. So he looks at Mark and he tells Mark, Mark, why don't you go write up Peter's sales contract? And Mark's like, we don't have sales contracts. And Brian's like, just download one and give him a sales contract since we're hiring Peter as a sales rep. And he looks at me and he's like, Gita, what do you want to do? And in those days, Harry, my background is in computer science. I was the product person who generated all the code with Peter in our startup. So it was like, Brian, I want to be a product manager. And Brian goes again like this. And he's like, nope, MHUPSTOT's product manager. We don't have a job for you. So while Peter's writing his contract with Mark getting his sales role, I'm kind of like standing at the entryway of this 100 square feet office wondering, what the heck do I do now? You know, two years later, Brian and the recruitment team reached out and I”

    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

  7. “Oh wow, I joke that I was fired even before I started at HubSpot. Back in the day, my business partner and I, Peter Caputa, who was a former HubSpotter, ran a business together. So Pete and I ran this event registration business that was a mix of Eventbrite and Facebook in those days. You know, we made some good progress, but eventually we got to a point where we were like, we need to sell the business and go get real jobs. So we drove to one Broadway in Cambridge. We walk into this office, Harry. It's probably 100 square feet. There are four people in the office, Brian in one corner, Darmesh in the other corner, MacroBurge, who was HubSpot's first VPF sales you've had him on the show, and Patrick Fitzimmons. We walk in and realize, Brian, we're here to sell you our company. And, you know, Brian goes like, you know, he just like rocks on his chair. He's like,”

    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