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Dharmesh | BoS USA 2022

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Dharmesh | BoS USA 2022

  1. 1. @dharmesh Mistakes Made IN 30 YEARS OF SOFTWARE BUSINESSES Lessons Learned Business of Software 2022 &
  2. 2. I’m @dharmesh.
  3. 3. Business Software Things I Love
  4. 4. Business Software Things I Love
  5. 5. BEWARE EXTRAPOLATIONS FROM LIMITED SAMPLE SIZE
  6. 6. Ask questions. (please)
  7. 7. Partnering with big companies can be great. Until it’s not.
  8. 8. Even before Product Market Fit, you need Founder Market Fit.
  9. 9. Me Brian Halligan
  10. 10. Alignment Amplifies Strategy
  11. 11. Do ONE thing very, very well.
  12. 12. Fortune favors the
  13. 13. You should be able to describe what your company does in a .
  14. 14. You should be able to describe what your company does.
  15. 15. Me: People: What is HubSpot?
  16. 16. HubSpot helps small and medium sized companies with 2-2000 employees grow better by attracting, engaging and delighting customers with a connected CRM platform.
  17. 17. Pricing/packaging is hard to get right, but harmful if you get it wrong.
  18. 18. We (initially) got it wrong.
  19. 19. Beware the no man’s land of pricing. Too expensive to sell on a website. Too cheap to afford inside sales.
  20. 20. Your pricing model is as important as the actual price.
  21. 21. Pick your poison. Longer sales cycle OR Lower average price
  22. 22. Reward early customers by “locking in” their price. But not forever. (Forever is a long time)
  23. 23. Don’t be a prisoner to your packaging.
  24. 24. Increase LTV* *We’ve been undercalculating it.
  25. 25. Breathe.
  26. 26. CULTURE
  27. 27. The Best To Talk About Culture Is t=0
  28. 28. We are building two products. One for our customers. One for our people. Culture is the product we build for ourselves. {
  29. 29. HubSpot’s Hierarchy Solve for customers first, and the company right after.
  30. 30. Energy spent on a decision should be proportional to the cost of getting it wrong. COST TO CHANGE ENERGY
  31. 31. FORTUNE FAVORS THE
  32. 32. 51 Write content to help customers understand the problem. Write code to help solve it. You need both.
  33. 33. GROWTH
  34. 34. Community Led Growth Connection The Evolution Of Value Led Growth Marketing Led Growth Product Led Growth Sales Led Growth Content Code Consultation
  35. 35. Software = Success as a Service
  36. 36. Software Content Community
  37. 37. Software Content Community
  38. 38. Software Content Community
  39. 39. 59 At scale, software companies aren’t just building products, they’re building economies.
  40. 40. BONUS TOPICS
  41. 41. A software business is a business.
  42. 42. A software business involves software.
  43. 43. 64
  44. 44. Dream Iterate small big
  45. 45. Read-Only WEB 1 Read + Write WEB 2 Read + Write + Own WEB 3
  46. 46. Predicting the future is about seeing in the present
  47. 47. THANK YOU , @dharmesh
  48. 48. Build with and build leverage over time.
  49. 49. Jim Collins True greatness requires a series of good decisions, supremely well executed over a long period of time.
  50. 50. Building things is a of love
  51. 51. You can’t connect the dots looking forward; you can only connect them looking backwards. So you have to trust that the dots will somehow connect in your future.” “ Steve Jobs 1955–2011
  52. 52. In Person at Business Of Software 2022
  53. 53. In Person at Business Of Software 2022 In Pajamas

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