How to Make the Inc 500 List

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View this webinar with HubSpot's Chief Marketing Officer, Mike Volpe, to find out how you can learn from what HubSpot did and get your company onto a future Inc 500 list and become one of the fastest growing companies: http://www.hubspot.com/how-to-make-the-inc-500-list/

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How to Make the Inc 500 List

  1. INSIDER SECRETS:HOW TO MAKE THE INC 500 LISTTips from the #33Inc 500 company.
  2. I’m Mike Volpe.Nice to meet you. Top 10@mvolpe 700,000 Blog#OptimizeWS Inbound Leads 120,000 Twitter 5,000 Followers Customers 3.7 million 1,500,000 Free Slideshare Users CMO @ Views HubSpot
  3. Agenda1 How the Inc 500 Works + Tips to Win2 Using Scalable Marketing for Growth3 How to Hire for Hyper-Growth4 Using Growth to Drive More Growth
  4. 1 HOW THE INC 500 WORKS
  5. Why the Inc 500 is Cool• List of top growing companies• Big honor to be selected• Get some PR in Inc Magazine – Target audience of executives at other growing companies• Employee morale – recognize their efforts
  6. How the Inc 500 Works• Top US private companies• Ranked by 3 year revenue growth % – (e.g. 2007 to 2010) for• Announced in August• Apply starting in January - www.Inc500.com
  7. How to Win• Have the highest 3 year revenue growth %• Key is first year revenue being a low number• Inc 500 claims a $100K minimum, but…
  8. How to Win - Example• 400% Growth (did not make top 500) – $10 million in 2010 revenue – $2 million in 2007 revenue• 9900% Growth (top 15 winner) – $10 million in 2010 revenue – $100K in 2007 revenue• 4900% Growth (top 50 winner) – $10 million in 2010 revenue – $200K in 2007 revenue
  9. SCALABLE2 MARKETING FOR MORE GROWTH
  10. IT’S TIMETO RETHINKMARKETING
  11. Inbound marketing is afundamental shiftin how we relate to potential customers
  12. STOP PUSHING advertising messagesin the hopes that one will get through. SKIP ADS UNSUBSCRIBE RECYCLE/TRASH SAY ‘DO NOT CALL’
  13. START ATTRACTING leads through relevant, useful, easy-to-find content when they need it.
  14. STOP FORCING leads throughyour decision process.
  15. Readiness to buy…START RESPONDING to how they make decisions.
  16. PULL EARNED OWN ATTRACT ASSET VS. Email PUSH PAID RENTINTERRUPTINVENTORY 17
  17. Make marketingpeople love
  18. Inbound Marketing Social Media Search Engine Marketing Marketing Content Marketing$ Conversion Marketing Lead Nurturing $ Sales Support 19
  19. VS. 20
  20. VS. 21
  21. Building Marketing Assets Paid Marketing Inbound Marketing Leads Leads Cost Leads Leads Cost from this from Past this from this from Past this Month Marketing Month Month Marketing MonthMonth 1 50 0 $1,000 10 0 $1,000Month 2 50 0 $1,000 10 10 $1,000Month 3 50 0 $1,000 10 20 $1,000Month 4 50 0 $1,000 10 30 $1,000 … … … … … …Month 24 50 0 $1,000 10 230 $1,000Two Year 1,200 $24,000 2,760 $24,000 Total
  22. Paid Marketing vs. Inbound Marketing
  23. 3 HIRING FOR HYPER- GROWTH
  24. DigitalDAnalyticalAReachRContent CreatorC
  25. The Press Release Hire Rent Interrupt Push Outbound 26
  26. 80% of my team had under 12 monthsexperience in “marketing” when hired.
  27. GSD Sharp
  28. D A R C : Digital
  29. D A R C : Analytical
  30. D A R C : Reach
  31. D A R C : Content
  32. Organizing the New Marketing Team Marketing Product TOFU Team MOFU Team Dev Team Marketing Blogs Lead Nurturing Sales Support Free Tools Videos Lead Scoring & Training Webinars Landing Page Demo Videos Internal Tools Presentations Optimization Product Info Promotion of Paid Lead Free Tools Generation
  33. 4 USING GROWTH FOR MORE GROWTH
  34. WHAT DOTHESECOMPANIESHAVE INCOMMON? 35
  35. $150B $92B $50B $12B $10B $8B 36
  36. Users & Growth Better More Users PersonalizationBetter Conversion Better Value 37
  37. Even if You are Not Facebook…• PR – Tell everyone you have the most customers• Publish tons of Customer Case Studies• Use reference selling – show customers on maps, industry lists, logo charts, etc.• Social media – leverage your customers to promote you in social media
  38. Summary1 How the Inc 500 Works + Tips to Win2 Using Scalable Marketing for Growth3 How to Hire for Hyper-Growth4 Using Growth to Drive More Growth
  39. SO, WHAT ISHUBSPOTANYWAY?
  40. Complicated Easy & Integrated& Confusing
  41. New Strategic Investment $32M
  42. THANK YOU Mike Volpe Twitter.com/mvolpe Facebook.com/mvolpe Linkedin.com/in/mikevolpe mvolpe@HubSpot.com www.HubSpot.com

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