YouSaid · the spoken record

Yamini Rangan

lines on the record
54
first
2025-03-18
most recent
2025-03-18
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

  1. “The number of times I get asked that question. So there's a bit of a myth that the only way to grow, the only way to serve millions of customers, the only way to become a very large company is by going up market. And I wished someone would ask, why do you have deep conviction in mid-market? And we would say, look, there is an enterprise market that's very large. There's a market for SMBs. We want to define a category of mid-market software. And five years from now, ten years from now, when you have guests in your podcast, I want you to ask them, hey, are you like Salesforce? Are you like HubSpot serving mid-market or are you like into it serving SMB? And that is a question that I'd love to dig into.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “I think you have to have good practices for yourself to ground. And for me, it's been meditation for a very long time. Meditation and yoga. So there are things that ground me and that is important to me and centers me. And so, yeah, there's a lot of volatility. There's a lot of uncertainty in the role every year feels very, very different than the previous one, but you got to ground yourself.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “A roller coaster ride every year, you know, there's some new challenge and you don't know what the challenge is going to be, and it's a roller coaster ride.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “I'm going to leave it there. I really like it. I read a stat recently that gender parity at the rate that we are improving it is going to take 134 more years. It's going to take 134 more years to get to gender parity just across broad health, longevity, the kinds of work that we do, the pay, all of that. That's a really long time.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “Hey, we just actually made a change from unlimited vacation times to flexible time off. That is something that we have moved the culture around. Now, a lot of what you talked about happened in 2020-2021. And those were times that as a humanity, we were going through pandemic for the first time and people were losing their lives, livelihoods, parents were trying to figure out how to work from home. And so I think it was a time where there was support that was necessary. We've now really refocused the company in terms of customer outcomes, mission orientation. We just made this change into flexible time off. Don't ask me how it goes.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “Definitely more patient lead I have two teens, and a lot of times what I go through with my teens is exactly what I'm going through at HubSpot. We also happen to be in teenage.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  7. “What have you changed your mind? Okay, I have a personal story. So my son is applying to universities I wanted him to be in California. That's where we live. I'm like, you got to stay here. There are like plenty of great schools. He's just like really focused on East Coast. And we went there. We looked at the colleges. He fell in love, you know, with East Coast. And I changed my mind. I saw him there. He felt really at ease in a completely different part of the country and very supportive. He's going to university on the East Coast.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  8. “The CEO of Anthropic, I think he is just phenomenal. Deep research, exceptionally well thought out process for safe AI. Just a researcher, you know, of incredible caliber.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  9. “Pricing strategy should not be to chase revenue, but it should be to attract revenue. Most people think that pricing is a way to maximize revenue, and that's why you get all these questions of AI, how are you going to monetize it? And what's the next big thing that you're going to do? We always look at how do we provide value for customers first. And we've consistently actually lowered pricing to increase the value that we provide and the compelling value that we provide attracts more customers. A lot of people think that pricing is to maximize every dollar and therefore get to revenue maximization. We actually think about it as market share maximization, which means you'll approach pricing very differently.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  10. “Way we think about it is where are our customers. It used to be the customers just visited our website, but today they are on YouTube. They're on Instagram. They're on other TikTok and they're on LinkedIn. And you need to be where your customers are, not just expect them to come to where you are, which is your digital presence, which is what SEO helped us do, which means it's a much more customer centric marketing strategy, which I love.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  11. “It's just distribution. It's like top of funnel. I don't think that there is one user who's just going to listen to podcast and immediately buy a product, but the awareness building, how do you think about brand overall, the level of awareness of your brand and the level of multiple touches it takes for someone to look at your brand and then continue the process of being even more curious about the brand and then getting converted into sales. That's a multi-touch attribution model. I don't think like we look at it on single property basis. It's the how is our overall awareness increasing across these multiple channels.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  12. “Exactly. So I think there is a whole process that's going to happen. I don't think that this is surprising to us. We've been really looking at diversifying our content strategy for the last three to four years, even before AI came in. That's a process of expanding to podcasts. We actually brought a podcast network and we get like millions of users listening to our podcast. We've actually bought a couple of email newsletters, old style email newsletters, and those get like daily coverage and provide us another way to expand kind of our distribution and do all of that.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  13. “Well, it has been something that has been happening for a few years, right? If you look at the SEO traffic, especially after AI overviews and what perplexity in some of these sources actually provide, the big shift that has happened, Harry, is search engines used to provide blue links that you can click and then reach someone's website. Now they're providing answers, which means you no longer need to click. And I think that's a shift that's going to continue for a while.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  14. “It is one session Sunday afternoon probably three hours to four hours, and it's much more about what is the clear narrative you want to provide. Now I have a thought partner and a reasoning partner and a creative partner for doing it. I used to do it all by myself. I'm like, get me through the Sunday afternoon. Now I'm actually enjoying it because I'm like, did I get this message across in this paragraph? Analyzes it. No, you could probably say it this other way. And so I think it really helps with being a partner in terms of some of this process. And it's, you know, I actually enjoy it. As much as I say, it's a lot of work. I really enjoy it because it is a time for me to reflect on the past quarter or reflect on the year and think through where did we make progress, what has worked.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  15. “It's basically all of the docs of the last 16 earnings script I've fed it into projects, and when I'm about to write the next one, I give it, you know, here's the parameter of the story that I want to say, use the approach that I've taken in the past 16 and help me write and think through it. It will think through it, and then I'll ask prompts of if I needed to make sure that I communicate this message, can you improve it? And so reasoning, thinking, sorting, analyzing, and then writing super useful. And it's actually, you know, really shortened the time. I write every one of the earning scripts and I now use combination of Claude and a couple of the models. I do the same thing, which is I'll try a couple of different outputs with the same prompts and see which one I like better. And that has helped me refine my thinking.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  16. “In certain cases, yes. And I will tell you that I have a project for earning script writing. And I've literally fed it with the last 16 quarters of earning script. Now,”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  17. “You're talking about like sourcing and citation, which is really important in certain use cases. I'll tell you, I use it to write my LinkedIn pose. I use it to”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  18. “You have in using AI every single day, the more conviction you'll have in educating customers and getting customers on AI.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  19. “I think it is speed and cross functional decision making that needs to get faster. We talked a lot about alignment in a company like HubSpot, getting work done is getting cross-functional work done. And getting cross-functional work done is who's making the decision, is there clear accountability for the decision? What happens if the project goes south or if it hits a pothole? How are we going to solve for it? That is the speed that we're trying to get people to rethink. And I also think it's about the fluency of what AI can do for us internally as a company as well as for our customers. And so part of driving that urgency is are you AI fluent? Are you getting better at writing prompts? Are you getting better at use cases within your function? And the more conviction.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  20. “Companies with speed will win. It doesn't matter whether you're a startup or a scale up or a grown up like HubSpot, anybody who operates with speed who can innovate will win. And at this point, HubSpot is operating like a startup. We have the speed, the agility, the focus, the urgency like a startup. And that's what it takes. No, this is a pretty big shift in our culture as soon as we really pivoted the organization towards building an AI first platform and building all the features for AI, we also said that we needed to become agile. We needed to move with urgency. And so it's a cultural feature.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  21. “First of all, model costs and cost of inferences come down pretty significantly. You know, you look at it in 2023 to where we are now, it's come down significantly. I think cost curve is going to continue to decline. I wish we had a margin problem. That means the usage is going to be really high. I think we're still in the early parts of getting the features out, getting people to use it on a daily basis. So I don't think that there is margin degradation. I continue to believe that the cost of inference is going to continue to come down, that we won't see that. There will be a lot more value that we can generate for our customers.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  22. “Think about this from an end user perspective. When a product is kind of like neat to novel, they're going to use it for one day, and then they're probably going to check it out again once every two weeks, or maybe they're not going to, and then they churn out. It's really the difference between neat and necessary. And necessary means you're using it every single day. You cannot get your job done without it. And so the best way to think about leveraging AI and building it into your product is, can that feature go from meat to necessary? And can it become like essential as part of the workflow of your end user that they cannot live without it? Don't you think this is the time where you got a dream big and you have to iterate small and you got to like start with a couple of use cases and continue to build patterns in terms of customer usage?”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  23. “Look, I think support is a very clear signal. We have agents that are customer agent that we have. We have 1,500 customers. And within weeks, we saw 42 to 45% of tickets being deflected by AI. And that's a handful of weeks, right? Internally, we've been using AI to resolve tickets. 35% in year one, and now we'll be on to 50%. So very, very clear signal in terms of leveraging AI in order to scale support. I would say the same thing in terms of marketing. We've used marketing to drive conversion by having more personalized emails. That has driven conversion rates and that has helped us scale marketing. And so it's early, but at this point in the technology, we're looking for signals.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  24. “I mean, look, I think this is why the North Star for Us has always been customer value. We talked a little earlier about companies slapping an AI skew and pricing it, and then you begin to see there's churn. And one of the things that we're focused on is let's build great product and let's make sure that there is repeat usage, repeat value with customers. And when we see it, then we can scale it and then we can price it and then we can do all kinds of things with it. And so to your point, it's early, but we are seeing clear signals in terms of agents.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  25. “Is the title fifty percent of companies that get started fail within the first five years. Starting is hard, but scaling a company is absolutely brutal. And if you think about why is scaling so hard, especially for small, medium businesses, they operate under constraints, and particularly three constraints. They are headcount constraint. They cannot add the next headcount. They are capital constraint. They don't have big budgets. They are expertise constrained. They don't have an army of consultants and resources to kind of like bank upon. So they operate under constraints but yet have grand ambitions. And when I said that AI is a equalizer for SMBs, it removes each one of those constraints. So think about headcount. You know, if you're using AI for support, you may not need to hire the next support person for a bit longer.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  26. “If we really had to make a choice, it would be product first. The more you can invest in the product for it to be intuitive, unified, the easier it is to get the sales and marketing engine going.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  27. “The products easy, and that's not what customer platforms and B2B applications have been. And so part of what we have been doing is to train the market, train our customers that Easy is a really important attribute.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  28. “I always respect and learn from competitors. The best competitors make you better. Salesforce does a really good job of marketing and telling the story and creating the narrative. And we look at that and it's like, you know, we're very impressed and we learn from it.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  29. “Probably are like, yeah, we have a whole space enterprise. And okay, there's some overlap there. So, yeah, are we competitive in one portion of the segment? Yes, but we also focus on really delivering for that entire SMB, which is the 2 to 2000 space we've been talking about”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  30. “Look, it's a very large market. B2B apps are not winner take-all markets. It's different than consumer apps. You know, consumer apps, you see one use case. There's an app that comes in, and then it's like 90% of the market is just like one provider. That's not been the case. Almost any of B2B apps, whether you look at like HR or finance or recruiting or you look at like CRM, they all have multiple players. And I think the way we look at it is for the two to 2000 segment, we have a great product and we have a great go-to-market fit. And so we're really good at that. And then Salesforce has got like this amazing enterprise segment that they're really good at. And so yes, is there an overlap in the upper end of our up market, 2,000 person companies? Sure, we see them. And they...”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  31. “815. When the complexity of the buying process on behalf of the customer goes from I'm making decisions, I got the budget to I have a committee of people that now need to make the decisions that includes IT, that includes procurement, that includes security, that includes maybe the board, then it probably gets a little bit more different. And that's where we had to upskill our sales team. How do you sell to a committee versus an individual owner or a sold proprietor or a VP of marketing? How do you make sure that you're driving a process that makes sense, that works for customers up market, right? So I think there is an organic way of upskilling that you can do to make sure that your team is enrolled in the process, the skills are getting And then you begin to set that flywheel in motion.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  32. “Person company and then taking it up to thousand and taking it up to 2000. That is a much better way of scaling up market and we've been able to bring along our reps by upscaling them. We've been able to bring along our partner ecosystem by upscaling them. We've been able to continuously drive innovation in the product as we go upmarket.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  33. “No, I don't think it is that different, especially if you think about how we went about doing it, is we were already serving companies with 200 employees. And then we started serving companies with 500 employees. And then we started serving companies with thousands. So I think like there is a myth that there's a completely different motion and you got to go and hire all these enterprise class reps to come and sell. And in fact, if you do that, that will break the system and that will break the culture. But if you think about more incremental approach of getting the product to be perfect fit for the next higher segment. So going from 200 to 500 and then looking at the kind of sales and support organization that you need and up leveling them incrementally the next year to make sure that they can serve 500.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  34. “That's a great question. I'll tell you then when I joined HubSpot, this is January 2020, I looked at how we were running the company, how we were running marketing sales and service, and we were running HubSpot on HubSpot. And guess what? At that time, we were 4,500 person company. So well out of our target segment zone and our ICP. It was working beautifully and we were customer number zero for HubSpot. So product was absolutely ready. Then the question is, you know, can you get”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  35. “Speed and speed of execution, and I found that when you spend the time providing the context to your team, when you ask more questions so that they can get to answers, when you enroll them in what you want to accomplish as a whole organization, then you go far. And sometimes you optimize for speed and you turn around and you're the only one there. And so what I've learned is that there is a ton of context building when you are making a pivot or when you're changing a direction of something, you have to provide the context, you have to provide the why behind the what you're asking to do. And that is a process of slowing down in order to go far.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  36. “You know, I laugh, Harry, because. So I've been getting performance reviews forever and ever. Yes, exactly. And the consistent theme across now 25 plus years of my performance reviews is go slow because I have, you know, my natural mode is really going super fast. Very early on, I was in sales. I had just gotten promoted to a sales manager role. That was the first time I got that feedback. Go slow because your team is not behind you. You need to like explain things to them. You need to ask questions rather than give answers. And I have a sticky that is probably a decade old, and I can't take that sticky off my computer because it says slow down and ask questions. I smiled and laughed because this is a lesson in the making. My mode of operation is always forced.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  37. “That's completely different when you need to enroll everybody in your strategy. You're doing roundtables. You're getting everybody to align on what the priorities are. And the mode of execution is really different. You got to do both. And sometimes you got to change the mode in a year or maybe even a given quarter.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  38. “Oh, nice Yeah, are there different modes, you know, that a CEO needs to operate in? Maybe the modes optimize for different things. You know, when you are maybe in a wartime or a hard time, you are optimizing for speed of execution. And when you are maybe in peacetime, you are optimizing for getting a consensus around what you're trying to do. And those modes are completely different. And you do have to operate. And the question is, should you be good at one or the other? The answer is you got to be good at both and many other modes of operating. You know, there are years where you get into the year and you're like, this is go, go, go, go. You are optimizing for speed, which means we are going to be very clear in terms of what we want to accomplish this year. We got to get people just follow there. That's the North Star for this year. We're just going to go and it's optimizing for speed of execution.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  39. “In what period of time do we know what the goals are? And if something does not work well, is there clarity in who takes accountability to get the right outcomes? And that's the job. And, you know, once you set that up, you begin to see that flywheel work.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  40. “Now, I gave you an example of our strategy earlier, which is we want our product to be easy, fast, and unified. Now that's not just the product's job, it is the job of marketing to communicate that value proposition to our customers. It's the value of sales to be able to demo to that and help our customers understand that. It is the job of customer success to make sure that we're delivering based on that, right? Those are very, very cross-functional priorities. Now, if I go to our team and we say the number one priority for HubSpot today is to make our product easy, fast, and unified, that aligns the entire set of subfunctions to optimize for that outcome that we want to drive based on that strategy. In most organizations, it's not just about resource allocation. Is it when you allocate the resources? Is there duplicate work? Is there clarity in what the resources are going to accomplish?”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  41. “Think about this, Harry, you have a sales organization that's optimizing for this quarter. You might have a customer success organization that's optimizing for the segment of customers staying and not churning. And those two are not always the same. And then you might have a product organization that's trying to launch a product. And how do you align every one of these functions that are trying to do what they think is right? They are trying to optimize for subsystems. How do you get them to align on the system? And the way to think about this is most of the work that gets done in a larger organization is cross-functional in nature. They're not functional in nature. Most organizations grow up with a functional mindset. What am I doing in my team? What am I doing in my function? How do I optimize? And so really the alignment is can we be clearer on what moves the needle for the car?”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  42. “But you were right, and that is Look, one of the biggest changes when you go from any position into a CEO, the number of stakeholders that you have is massive. You now have the board, you have investors, you have founders, and you have like a broader employee population across a lot of teams. And so it's like the number of key stakeholders that judge you, that focus on what you're doing and look at you is just broad, right? So that's number one. What I got comfortable with is that no matter how hard I try, I'm not going to perfectly hit the approval of all of those stakeholders. At some point, I'm going to do something which is super beneficial to customers. At some point, I'm going to do something that employees are happy about. At some point, I'm going to do something that board members are satisfied with and maybe investors are not. So you're never going to hit that perfect equilibrium where you're”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  43. “Become, you do have people who like the comfort of, you know, I've done this before, and I've done it a certain way. I know how to do it and I'm very comfortable doing it the way that I have done it before.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  44. “I mean people love the comfort of what they have done every single day. Look at AI which is coming and one of the things that we're talking to the whole company about is can we become AI first ourselves? Can we learn how to do prompts? Can we start using AI every single day? Well the answer is not everybody wants to do that because they're comfortable. Some of us are comfortable doing whatever we've been doing for, you know, the last decade. And so I think growth mindset, the alternate is comfort in how you do what you do. And maybe even comfort in the expert level that you have based on what you have done for a long period of time, asking questions, being curious, learning, adapting, that is not a given in any company or that's not even a given in the mindset. And I think in the larger you”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  45. “Of what strategy is. So, the strategy is threefold, Harry. Super simple. Focus and obsess on our customer. Everything starts with the customer. Second, make our product easy, fast, and unified. And third is have a growth mindset and become grow-getters ourselves. That structure of going from strategy to priorities to outcome is something that you need as you scale and you become even bigger and distributed. I can't see Brian is awesome. He probably would have done a lot of things. I don't know if you would have put a framework like that with the process that we have driven.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  46. “Doing this year, and are you accountable for that outcome? And this strategy to priority to outcome is something that I've obsessed about for the last couple of years.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  47. “Okay, let's go Describe Look, I think we are going from a scale up to a grown up stage. And one of the things that HubSpot that I heard when I took on is that we don't like process. Process is a four-letter bad word. We don't want to talk about process. And you need a certain amount of process as you grow and you become a bigger company distributed company across multiple offices. So one of the things that I've done is really focused on tying strategy to priorities to outcome. And when you run a large grown-up company, the clarity of what is important is really needed. So strategy is just that what's the most important work that we do as an organization? Then the second part of it is priority. Of that strategy, what are you going to do this year? That's a priority. And then the third part of it is what do you commit as outcomes based on the work that you're doing?”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  48. “Hub spot is Yeah, we believe that in the fullness of time, we will have hybrid pricing. We'll have some seed based pricing and some usage-based pricing. I think it's really hard to think about outcomes for exactly the same reason that you're talking about, right? Which is how can you validate an outcome? And especially if you offer a platform which on one spot can resolve a ticket, on the other can help you set up a meeting. On the other write a blog or a social post for you, the outcomes are so different. How are you going to validate all of it? The simpler way, at least for SMB, our customer base to think about it is results. And it's more of usage. Are you using a certain credit? You know, are you using something in our AI platform? It's a credit-based mechanism rather than outcome-based mechanism. So that's how I think it's going to evolve.”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  49. “I mean, I think there was a lot of swirl on its seeds, are seeds going to completely go away? Is it outcome? Is it some form of consumption and credit?”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source

  50. “A couple of things come to mind, I would say pricing. When AI came on the scene in twenty twenty two, November, we fairly immediately moved into products, you know, product building, and we changed our roadmap. We actually stopped our roadmap, changed the roadmap, and started building product. And since that day, they're like, how are you going to monetize it? You know, what are you going to do?”

    2025-03-18 · The Twenty Minute VC · 20VC: HubSpot CEO on Where Value Accrues in SaaS AI | How HubSpot Competes Against Salesforce | Why B2B Is Not a Winner Take All Market | How to Go From SMB to Enterprise an Win | How SEO Dying Changes HubSpot's Business with Yamini Rangan · IDENTIFIED FROM THE TRANSCRIPT · source