Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Aligning Vectors: What Elon Musk Taught Me About Growing A Business

86,437 views

Published on

Slides to accompany live keynote given by Dharmesh Shah (@dharmesh) at HubSpot's annual INBOUND 17 event to a live audience of 20,000+.

Published in: Business
  • Meetings for sex in your area are there: https://bit.ly/2TQ8UAY
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Hi there! Essay Help For Students | Discount 10% for your first order! - Check our website! https://vk.cc/80SakO
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Very useful material! And I'd like to share an amazing free online meeting software for marketers and sales- ezTalks:Free for up to 100 Participants,Group Video/Audio/IM Chat, Screen Sharing, Whiteboard and Record,etc.(https://www.eztalks.com)
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Nice Job!.... STARTUPS get funding...Send your pitchdeck to over 5700 of VC's and Angel's with just 1 click. Visit: Angelvisioninvestors.com
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Nice !! Download 100 % Free Ebooks, PPts, Study Notes, Novels, etc @ https://www.ThesisScientist.com
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

Aligning Vectors: What Elon Musk Taught Me About Growing A Business

  1. 1. What Elon Musk Taught Me About Growing A Business
  2. 2. These slides are from a live keynote by Dharmesh Shah (@dharmesh) at INBOUND 2017 Full Video: aligningvectors.com
  3. 3. Sequoia Capital to Brian, me legendary founders Brian & Dharmesh, Buried deep in the hills between our Menlo Park office gathering of our most and the Pacific Ocean, we’re hosting a small (n=100) (both current & alumni) on May 13-14, 2016. We’d be honored if you could join us. 10/12/15
  4. 4. Sequoia Capital to Brian, me legendary founders Brian & Dharmesh, Buried deep in the hills between our Menlo Park office gathering of our most and the Pacific Ocean, we’re hosting a small (n=100) (both current & alumni) on May 13-14, 2016. We’d be honored if you could join us. 10/12/15
  5. 5. indoorsy
  6. 6. hosting a small (n=100) Buried deep in the hills between our Menlo Park office legendary foundersgathering of our most and the Pacific Ocean, we’re (both current & alumni) on May 13-14, 2016. We’d be honored if you could join us. Sequoia Capital to Brian, me 10/12/15 Brian & Dharmesh,
  7. 7. indoorsy introverted
  8. 8. Sequoia Capital to Brian, me and the Pacific Ocean, we’re hosting a Buried deep in the hills between our Menlo Park office legendary foundersgathering of our most small (n=100) (both current & alumni) on May 13-14, 2016. We’d be honored if you could join us. 10/12/15 Brian & Dharmesh,
  9. 9. indoorsy + introverted + insecure
  10. 10. indoorsy = intimidated + introverted + insecure
  11. 11. Dharmesh Shah to Sequoia Capital 2:17 AM I’m honored to be invited, but unfortunately I can’t make it. Thanks. -Dharmesh
  12. 12. Sequoia Capital to me 1:23 PM Oh, and by the way, Elon Musk will be joining us.
  13. 13. CRAP!
  14. 14. Daddy, tell Elon I can help him draw cars. Oh, and please get 
 a selfie with him.
  15. 15. Outdoorsy extrovert
  16. 16. How do you work towards solving such big problems?
  17. 17. Let’s say your company is trying to get from Point BPoint A to
  18. 18. Your progress is determined by the sum of all vectors. Every person on the team is a vector.
  19. 19. Vector: A quantity having both magnitude and direction.
  20. 20. impact = 9/10
  21. 21. 9
  22. 22. 9 99 9
  23. 23. 9 9 9 9 Total Impact = 0
  24. 24. Sub-optimal impact 9 9 9 9
  25. 25. vectors aligned = maximum impact 999 9
  26. 26. A W E S O M E I N B O U N D E R September 26, 2017 In honor of outstanding awakeness during V E C T O R A L I G N M E N T C L A S S we present with this certificate of recognition
  27. 27. Why did Dharmesh just give us a micro class on linear algebra?
  28. 28. MAKESMAKES E A S I E RE A S I E R A G R E ATA G R E AT CultureCulture RECRUITINGRECRUITING
  29. 29. SCALINGSCALING ExperienceExperience E A S I E RE A S I E R MAKES A G R E ATA G R E AT MAKESMAKES E A S I E RE A S I E R A G R E ATA G R E AT CultureCulture RECRUITINGRECRUITING
  30. 30. WARNINGF-BOMB
  31. 31. Attract Engage Delight
  32. 32. They look like tiny funnels!
  33. 33. Attra ct Engage Marketing T eam SalesTeam Delight D Customer Team The Virtuous Cycle Of Growth
  34. 34. Attra ct Engage Marketing T eam SalesTeam Delight D Customer Team Platform The Virtuous Cycle Of Growth
  35. 35. Market ing Sales Customers Platform
  36. 36. Inbound Marketing Attract, Engage, and Delight Customers Online
  37. 37. Key Point: add value by creating content
  38. 38. Good news: People listened.
  39. 39. Not-so-good news: add value by creating content Some folks obsessed over this
  40. 40. Not-so-good news: add value by creating content Instead of obsessing over this
  41. 41. The Pareto Principle 80% of the effects come from 20% of the causes. - Vilfredo Pareto
  42. 42. Analyzed 3,146 posts Other 80%Top 20% (629 posts)
  43. 43. 20% of posts = 93% of leads from top 20% 93% 7% From other 80%
  44. 44. Posts DOWN, views per post UP. Cut Blog Volume by 50% Aug Sept Oct Nov Dec Jan Feb Mar Apr May June July ViewsperPost
  45. 45. C O N T E N T / C O N T E N T / C O N T T / C O N T E N T / C O N T E N T / C O N N T / C O N T E N T / C O N T E N T / C O T E N T / C O N T E N T / C O N T E N T / N T E N T / C O N T E N T / C O N T E N O N T E N T / C O N T E N T / C O N T E / C O N T E N T / C O N T E N T / C O N N T / C O N T E N T / C O N T E N T / C O T E N T / C O N T E N T / C O N T E N T / N T E N T / C O N T E N T / C O N T E N O N T E N T / C O N T E N T / C O N T E / C O N T E N T / C O N T E N T / C O N N T / C O N T E N T / C O N T E N T / C O T E N T / C O N T E N T / C O N T E N T / N T E N T / C O N T E N T / C O N T E N C N T E N T DOUBLEDOWNon
  46. 46. C O N T E N T / C O N T E N T / C O N T T / C O N T E N T / C O N T E N T / C O N N T / C O N T E N T / C O N T E N T / C O T E N T / C O N T E N T / C O N T E N T / N T E N T / C O N T E N T / C O N T E N O N T E N T / C O N T E N T / C O N T E / C O N T E N T / C O N T E N T / C O N N T / C O N T E N T / C O N T E N T / C O T E N T / C O N T E N T / C O N T E N T / N T E N T / C O N T E N T / C O N T E N O N T E N T / C O N T E N T / C O N T E / C O N T E N T / C O N T E N T / C O N N T / C O N T E N T / C O N T E N T / C O T E N T / C O N T E N T / C O N T E N T / N T E N T / C O N T E N T / C O N T E N quality not quantity C N T E N T DOUBLEDOWNon
  47. 47. We have a 10% bigger marketing budget for next year. How should we spend it?
  48. 48. textual content email PR visual content messaging social Align Budget With Shifts In Human Behavior
  49. 49. Market ing Sales Customers Platform
  50. 50. I’m not going to learn anything new.
  51. 51. I’m not going to learn anything new. I’m not going to need this stuff anytime soon.
  52. 52. Some people are not great at selling, but really good at getting sales.
  53. 53. hustling helping
  54. 54. Provide Value To Prospect 82% The Seller-Buyer Misalignment
  55. 55. Provide Value To Prospect 82% 34% The Seller-Buyer Misalignment
  56. 56. DOUBLEDOWNon S A L E S C O N V E R S A T C O N V E R S A T I O N SC O N V E R S A T I O N SC O N V E R S A T I O N S C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
  57. 57. DOUBLEDOWNon S A L E S C O N V E R S A T C O N V E R S A T I O N SC O N V E R S A T I O N SC O N V E R S A T I O N S C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A quality not quantity
  58. 58. Biased Views Strong Opinions AND CONTAIN SP SP PARTS OF REMAINING PROGRAM RATED SO BV
  59. 59. SP
  60. 60. INBOUND 2014: HubSpot CRM and SalesSP
  61. 61. SALES PRO You have to be this tall to ride
  62. 62. SALES PROFESSIONAL You have to be this tall to ride
  63. 63. SALES PROFESSIONAL ALL GROWN-UP AND STILL GROWING $400/mo TEAMS UP TO 5 USERS COMING TO THE SALES HUB ON November 1st SP
  64. 64. Market ing Sales Customers Platform SP
  65. 65. What Sources of Information Do You Rely On When Making Purchase Decisions? Source: 2017 State of Inbound C-level executive (CEO, CMO) Word-of-mouth referrals Customer references Vendor-authored materials Analyst reports Salesperson 59% 49% 43% 33% 18%
  66. 66. ¯_(ツ)_/¯ HELPHELPC U S T O M E R SC U S T O M E R S HOWEVERHOWEVER WHENEVERWHENEVER WHATEVERWHATEVERtheytheyW A N TW A N T W I T HW I T H theytheyW A N TW A N T theytheyW A N TW A N T
  67. 67. HELPHELPC U S T O M E R SC U S T O M E R S HOWEVERHOWEVERtheytheyW A N TW A N T
  68. 68. “Hello Mr. Shah. We are calling regarding the message you sent us…”
  69. 69. I hate phone calls.hate
  70. 70. I hate phone calls.hate
  71. 71. If I tweet you, tweet me back.
  72. 72. If I tweet you, tweet me back. If I message you on Facebook, message me back.
  73. 73. If I tweet you, tweet me back. If I message you on Facebook, message me back. If I call you on the phone, send help, there’s something wrong with me.
  74. 74. BILLIONBILLIONpeoplepeople D O A N Y T H I N G , 
 I T ’ S T I M E T O PAY AT T E N T I O N W H E N E V E R A
  75. 75. I T ’ S : “ T H E Y A R E A L R E A D Y H E R E A N D THEYWANTTOCHAT.” “Build it and they will come” T H I S I S N O T :
  76. 76. HubSpot Meetings App 13% Conversion Rate To Customer Gated Content (Form) .7% HubSpot Messages App 20% Source: HubSpot Original Data
  77. 77. 40 years ago: phone presence 20 years ago: web presence today: messaging presence
  78. 78. HELPHELPC U S T O M E R SC U S T O M E R S WHENEVERWHENEVERtheytheyW A N TW A N T
  79. 79. Try again during normal hours, you weirdo.
  80. 80. I like chat bots
  81. 81. I like chat bots and I cannot lie
  82. 82. The chatbot for marketing and sales growthbot.org
  83. 83. Send Message: “help me align vectors”
  84. 84. website content management system Engineers Required Mere Mortals Allowed
  85. 85. smart email marketing automation website content management system Engineers Required Mere Mortals Allowed
  86. 86. smart email marketing automation bots bot building platform Engineers Required Mere Mortals Allowed website content management system
  87. 87. BETTING BIG ON BOTS:
  88. 88. ¯_(ツ)_/¯ HELPHELPC U S T O M E R SC U S T O M E R S WHATEVERWHATEVERtheytheyW A N TW A N T W I T HW I T H
  89. 89. Chat With Support
  90. 90. ¯_(ツ)_/¯ HELPHELPC U S T O M E R SC U S T O M E R S HOWEVERHOWEVER WHENEVERWHENEVER WHATEVERWHATEVERtheytheyW A N TW A N T W I T HW I T H theytheyW A N TW A N T theytheyW A N TW A N T
  91. 91. CONVERSATIONS Marketing Hub - Sales Hub - Customer Hub COMING IN 2018 SP
  92. 92. Market ing Sales Customers Platform SP
  93. 93. Platform Point Products
  94. 94. “None of the platforms gives 
 me everything I need.”
  95. 95. open platform > closed platform
  96. 96. FRI ENDLY ADVICE : Start with a core platform and then plug in the gaps. SP
  97. 97. breed.Result: Best of
  98. 98. both worlds.Result: Best of
  99. 99. Con nect Marketi ng Hub Sales Hub Something’s missing here PLATFORM
  100. 100. Con nect Custom erHub Marketi ng Hub Sales Hub PLATFORM
  101. 101. CUSTOMER HUB COMING IN 2018 INTRODUCING
  102. 102. Marketi ng Hub Sales Hub Conn ect Custom erHub Com m unity Conver sations Con tent Cont acts Helps you deliver an amazing, end-to-end customer experience SP
  103. 103. Hear all the juicy details: PRODUCT SPOTLIGHT with Christopher O’Donnell VP Product, HubSpot at 4:15pm SP
  104. 104. breathe.
  105. 105. Niranjana Shah 1948 - 2017
  106. 106. believe,believe, dodo say,say, W H A T Y O UW H A T Y O U W H A T Y O UW H A T Y O U W H A T Y O UW H A T Y O U W H E N A N D ALIGNMENTALIGNMENT A R E I NA R E I N GROWGROWbetterbetter Y O UY O U h/t: Gandhi
  107. 107. lovelove &&P E C EP E C E G R O W T HG R O W T H
  108. 108. Have questions/comments? Join the discussion: Website: aligningvectors.com

×