This presentation discusses HubSpot, an inbound marketing and sales SaaS company. It provides an overview of the company's mission to transform how companies market and sell through its inbound methodology. The methodology focuses on attracting and engaging customers through helpful content rather than interruptive ads. The presentation highlights HubSpot's financial performance, with over 50% annual revenue growth and improving operating margins. It also outlines the company's opportunities for continued growth through international expansion, cross-selling products, and increasing its average revenue per customer.
Business Development Frameworks & Tips for AgenciesLeslie Bradshaw
Seasoned agency leaders Barbara Yolles and Leslie Bradshaw share a few of their successful frameworks to grow an agency through strategic business development. Originally taught as a two-day course at the Society of Digital Agencies "Academy" in October 2015. Some slides redacted.
Business Development Frameworks & Tips for AgenciesLeslie Bradshaw
Seasoned agency leaders Barbara Yolles and Leslie Bradshaw share a few of their successful frameworks to grow an agency through strategic business development. Originally taught as a two-day course at the Society of Digital Agencies "Academy" in October 2015. Some slides redacted.
Apache Provisionr (incubating) - Bucharest JUG 10Andrei Savu
My slides on Apache Provisionr (incubating) - a service that can be used to create and manage pools of virtual machines on multiple clouds.
http://provisionr.incubator.apache.org/
Slides from my talk at 2016 Apache: Big Data conference.
Resource managers like Apache YARN and Mesos have emerged as a critical layer in the cloud computing system stack, but the developer abstractions for leasing cluster resources and instantiating application logic are very low-level. We present Apache REEF, a powerful yet simple framework that helps developers of big data systems to retain fine-grained control over the cloud resources and address common problems of fault-tolerance, task scheduling and coordination, caching, interprocess communication, and bulk-data transfers. We will guide the developers through a simple REEF application and discuss current state of Apache REEF project and its place in the Hadoop ecosystem.
The investor presentation we used to raise 2 million dollarsMikael Cho
The investor presentation we used to raise 2 million dollars for ooomf.com (now pickcrew.com)
View the online version here: https://pickcrew.com/investors/
Аналитика инструментов на сайтах интернет-магазинов 2015InSales
Популярность счетчиков, товарных рекомендаций, систем A/B-тестирования, CPA-сетей и онлайн-консультантов среди сайтов интернет-магазинов в Рунете в 2015 году в сравнении с 2014 годом. Подготовлено аналитическим подразделением InSales.ru (платформы для интернет-магазинов).
From Startup to IPO: Lessons from the pricing trenches - Brad Coffey of HubSpotPrice Intelligently
Brad Coffey went from an MBA intern at the startup HubSpot to the Chief Strategy Officer of the Public Company HubSpot. While he used a lot of his talents to make this climb, one particularly important project that helped Coffey show his skills was taking on HubSpot's pricing. By making pricing strategy a core competency, Coffey learned an immense amount about business strategy and was able to propel HubSpot's revenue by picking the right customer. Here's his take on the lessons he learned over the years in the pricing trenches, presented at Price Intelligently's SaaSFest 2016.
Insight from more than 3,500 business Professionals.
The 2014-2015 State of Inbound is Here!
Click here to download.In the sixth annual comprehensive overview of the industry, this report explains how companies around the globe have shifted the way they do marketing and sales. More than 3,500 businesses were surveyed to uncover how they convert strangers visiting their website into leads and then into delighted customers.
Download the Report Now from http://offers.hubspot.com/2014-state-of-inbound
In the report you'll find important takeaways -- for example, companies that blog are 13x more likely to generate a positive marketing ROI. The report also answers questions such as:
What do the highest performing inbound marketers have in common?
What's the relationship between "inbound marketing" and "content marketing"?
What you can do today to generate more budget for next year?
The 2017 State of B2B Digital Marketing ReportDemandWave
Get a sneak peek of our sixth annual State of B2B Digital Marketing Report where nearly 200 B2B marketing leaders weighed in on the top goals and challenges of 2017.
Thinking of upgrading from Pardot Standard to Pardot Pro? This presentation will walk you through features and benefits of Pardot professional as well as Engage Alerts and our new analytics platform Wave.
Features we will cover:
- AB Testing
- Dynamic Content
- Multivariate Testing
- Google AdWords Pardot Integration
- Social Media Profile Lookups
- Chat Support
- Engage Alerts
- Pardot Wave (Salesforce business analytics tool)
The Problems at Small Marketing Agencies & How to Fix ThemPeter Caputa
How small and mid sized agencies can fix common problems like acquiring new clients, cash flow, revenue per client, proving ROI, client retention, client upselling and profitability.
Inside look at the org charts, KPIs, acquisition channels and more from the top startup marketing teams in Chicago.
In conjunction with Northwestern's Kellogg MBA program, this deck shares the results of a survey with the most promising startup marketing leaders in Chicago. The deck talks about some of the trends around startup marketing leader profiles, goes in-depth on various org charts, and highlights the KPIs, top acquisition channels, and more that Chicago's startup marketing leaders focus on.
Are you a B2B marketer that struggles to keep the pipeline fully stocked with a steady flow of high-quality leads? Have no fear! Regardless of your company’s size or industry, you can generate better leads, nurture them through the pipeline, and close deals faster.
Join us to learn how adding marketing automation to your CRM strategy will change the way you do business—and keep your sales funnel forever flowing.
2021 Salary Guide for Creative & Marketing | North America
While the information provided can certainly vary, Robert Half has staffed millions of roles, and they are certainly in the position to know. | The Creative Group is owned by them, the difference being that RH staffs for full-time roles, and TCG staffs for temporary and contractor positions.
2. 2
Safe Harbor
This presentation includes certain “forward-looking statements" within the meaning of the Private Securities Litigation Reform Act
of 1995, including statements concerning our cash flow and margin improvement expectations, our position to execute on our
growth strategy in the mid-market, and our ability to expand our leadership position and market opportunity for our inbound
platform. These forward-looking statements include, but are not limited to, plans, objectives, expectations and intentions and other
statements contained in this press release that are not historical facts and statements identified by words such as "expects,"
"anticipates," "intends," "plans," "believes," "seeks," "estimates" or words of similar meaning. These forward-looking statements
reflect our current views about our plans, intentions, expectations, strategies and prospects, which are based on the information
currently available to us and on assumptions we have made. Although we believe that our plans, intentions, expectations,
strategies and prospects as reflected in or suggested by those forward-looking statements are reasonable, we can give no
assurance that the plans, intentions, expectations or strategies will be attained or achieved. Furthermore, actual results may differ
materially from those described in the forward-looking statements and will be affected by a variety of risks and factors that are
beyond our control including, without limitation, our history of losses, our ability to retain existing customers and add new
customers, the continued growth of the market for an inbound platform; our ability to differentiate our platform from competing
products and technologies; our ability to manage our growth effectively to maintain our high level of service; our ability to maintain
and expand relationships with our marketing agency partners; our ability to successfully recruit and retain highly-qualified
personnel; the price volatility of our common stock, and other risks set forth under the caption "Risk Factors" in our Annual Report
on Form 10-K filed on February 16, 2017 and our other SEC filings. We assume no obligation to update any forward-looking
statements contained in this document as a result of new information, future events or otherwise.
3. $30.4 M
$34.2 M
$38.2 M
$42.9 M
$47.7 M
$53.1 M
$59.0 M
$65.0 M
$70.6 M
$76.4 M
Q3'14 Q4'14 Q1'15 Q2'15 Q3'15 Q4'15 Q1'16 Q2'16 Q3'16 Q4'16
RevenueCustomers by Country
An Inbound Marketing & Sales SaaS Company
23,226 marketing customers, 90+ countries, 6 locations worldwide
Cambridge, MA | Portsmouth, NH | Dublin, Ireland | Sydney, Australia | Singapore | Tokyo, Japan
51% Y/Y
53% Y/Y
58% Y/Y
58% Y/Y
57% Y/Y
56% Y/Y
54% Y/Y
3
51% Y/Y
48% Y/Y
44% Y/Y
6. 94%
skip TV ads
94%
unsubscribe
from email
27%
direct mail is
never opened
50%
(Over 200M)
are on do-not-call lists
Base: Varied bases, minimum 598 global digital consumers
Source: HubSpot Global Interruptive Ads Survey, Q4 2015 – Q1 2016.
The old marketing and sales playbook is broken.
(Because the way people shop for and buy things has changed)
6
8. Skip
commercials
Screen calls Delete spam
Ignore print
Straight in
the bin
Pop-up
blockers
Blocking Out the Noise
It’s easier than ever
for customers to
block out the noise
8
9. So how do you reach a consumer
who doesn’t want to be bothered?
Be helpful.
9
12. Inbound is about the size of your brain,
not the width of your wallet
Helpful | Human | Personal | Transformational | Empowering | Educational
12
13. How Does Inbound Work?
Aggressively pushes
content at innocent
bystanders, interrupting
their life
Inbound pulls in prospects
by offering helpful content
and experience when
they need it
VS.
Outbound Inbound
SEO | Blogs | SocialCold Calling | Spam | Interruptive Ads
13
16. The Inbound Value Proposition:
Simply put, it’s about growing an asset vs. renting one.
1 2 3
Predictable Measurable Proven ROI
Icon Source: http://thenounproject.com via Gregor Cresnar 16
17. Did you know: More than 90% of
HubSpot’s new leads each month
come from “Old Content”?
92% Leads
from Old Posts
8% Leads from
New Posts
In other words, if HubSpot’s blogging team took
next month off,
we’d still generate 92% of leads
as if we’d continued to publish new content.
Source: Historical Blog Post Optimization Project (learn more here: http://blog.hubspot.com/marketing/historical-blog-seo-conversion-optimization)
Predictable
17
18. This post was written by HubSpot CEO
Brian Halligan in July 2010. In 2015, it:
● Still ranks #1 in Google searches
● Received 17,854 views
● Generated 117 leads
5 Years later, still moving the needle.
What Does an Inbound Asset Look Like?
Article ranks #1 for “inbound marketing vs outbound marketing”
18
19. In a digital world,
track everything
from clicks to
conversions to
revenue
Measurable
19
20. No matter the size of your
marketing budget, inbound
can bring you ROI.
This is the real deal.
From big marketing budget to small, a
significant number of businesses saw
higher returns from inbound marketing
than from outbound.
0%
10%
20%
30%
40%
50%
60%
$25K or less $25,001 to
$100K
$100,001 to
$500K
$500,001 to
$1M
$1M to $5M More than
$5M
We see higher ROI using inbound
marketing
We see higher ROI using outbound
marketing
42%
Inbound vs. Outbound ROI by Marketing Spend
Big budget or small – everyone gets big returns from inbound
8%
47%
52%
44%
48%
52%
14%
11%
18%
14%
18%
Proven ROI
Source: HubSpot’s 2015 State of Inbound Report; survey of approximately 4,000 respondents; majority of respondents are marketers at B2Bs; approx one-third of respondents have
an affiliation with HubSpot; approx ½ of respondents generate revenue under $1M
20
21. 0% 10% 20% 30% 40% 50% 60% 70% 80%
0 to 25 employees
26 to 200 employees
201 or more employees
As it turns out,
ROI matters.
A lot.
Proving the ROI of
our marketing activities
Securing
enough budget
Managing
our website
Identifying the right
technologies for my needs
Training our team
Targeting content for
an international audience
Hiring top talent
Finding an
executive sponsor
42%
57%
71%
32%
32%
51%
32%
31%
31%
31%
22%
29%
23%
24%
26%
23%
23%
24%
19%
25%
22%
9%
5%
8%
Top Challenges by Company Size
Proving ROI and subsequently securing more budget are marketers’ biggest roadblocks
Source: HubSpot’s 2015 State of Inbound Report; survey of approximately 4,000 respondents; majority of respondents are marketers at B2Bs; approx one-third of respondents have an affiliation with HubSpot; approx ½ of respondents generate revenue under $1M
21
22. We are an inbound marketing & sales SaaS company.
Our mission is to transform how companies market and sell.
Our vision is a world where business is inbound.
22
24. 170,000+
Members
Where the inbound
movement grows the
other 360 days of the
year
19,000+ Registered
Attendees
Where the inbound movement
grows every year
● 37% more registered
attendees than 2015
● 250+ speakers; hundreds
of hours of content
3,500+ Partners
HubSpot provides training and support
to our marketing agency partners,
working together to sell our products.
60,000+
Certifications
HubSpot’s one-stop-shop
for free education on all
things inbound
49,000+
Linking Domains
The number of websites linking
back to HubSpot, providing us
with both authority in search
engines and recognition among
industry professionals
The Inbound Community
24
26. HubSpot Marketing Pricing
Upgrade based on
contact database
size.
Upgrade based on features.
Cross sell new
products into both
marketing and
sales customers
26
27. Company Awards
Glassdoor: #4 Workplace
Fortune & Great Place to Work: Top Workplace for Camaraderie, Best Small &
Medium Workplace, Top Workplace for Women
Entrepreneur: Top Company Culture
The Boston Globe: Top Place to Work
Product and Service Awards
Zapier’s Fastest Growing Apps in 2016 (Marketing and CRM)
CMS Critic Awards: #1 CRM
GetApp’s 2016 Q3 report: Named #1 Marketing Automation Software, Content
Marketing App
What do these accolades mean? In combination with HubSpot’s close
proximity to Boston’s top-tier schools, we attract top talent.
HubSpot, in the words of others.
27
28. Customer Case Study: VeriFirst Background Screening
• Low organic traffic
• Poor web presence
• Multiple point solutions
• Inefficient sales funnel
• Poor lead nurturing
• Poor S&M alignment
• Slow sales onboarding
Problem Solution Tools
• Blog
• Sites
• SEO
• Email templates
• Email tracking
• Sequences
• Contact timeline
• Prospects
• Tasks
6X
increase in
monthly customers
12X
increase in
monthly traffic
11X
increase in monthly
contacts generated
Three Year
Results:
Source: Customer data; Note: “Three Year Results” compare the 6-month trailing averages of visits, contacts, and customers in August 2012 to the same values in May 2016.
28
29. HubSpot, in short…
Growth opportunity with multiple drivers
- Large, diversified and expanding global addressable market
- Drive new customer growth, cross sell existing products and grow internationally
Efficient and scalable customer acquisition model
- We expect to be free cash flow positive for CY17 and to reach non-GAAP operating profit
break-even in 4Q17.
29
31. GROWTH DRIVERS: Domestic | International | Cross Sell Opportunity
REVENUE MARKETING CUSTOMERS
ASRPC 31
$34.2 M
$38.2 M
$42.9 M
$47.7 M
$53.1 M
$59.0 M
$65.0 M
$70.6 M
$76.4 M
Q4'14 Q1'15 Q2'15 Q3'15 Q4'15 Q1'16 Q2'16 Q3'16 Q4'16
53% Y/Y
58% Y/Y
58% Y/Y
57% Y/Y
56% Y/Y
54% Y/Y
51% Y/Y
48% Y/Y
44% Y/Y
13.6 K
14.7 K
15.8 K
16.9 K
18.1 K
19.3 K
20.4 K
21.7 K
23.2 K
Q4'14 Q1'15 Q2'15 Q3'15 Q4'15 Q1'16 Q2'16 Q3'16 Q4'16
35% Y/Y
35% Y/Y
36% Y/Y
35% Y/Y
33% Y/Y
31% Y/Y
29% Y/Y
29% Y/Y
28% Y/Y
$9.5 K $9.7 K
$10.1 K
$10.6 K
$11.1 K $11.5 K
$12.0 K $12.3 K $12.6 K
Q4'14 Q1'15 Q2'15 Q3'15 Q4'15 Q1'16 Q2'16 Q3'16 Q4'16
14% Y/Y 15% Y/Y
15% Y/Y
16% Y/Y
17% Y/Y
18% Y/Y
18% Y/Y
16% Y/Y 13% Y/Y
32. Steady Progress in Gross and Operating Margin Trajectory
32All percentages for historical period are non-GAAP and exclude expenses associated with stock based compensation and amortization of acquired intangibles. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures.
*This removes the impact of Inbound in 2016.
Operating Margin (Non-GAAP) Gross Margin (Non-GAAP)
~670 basis points
operating margin
improvement*
-34% -26% -32% -21% -16% -13% -18% -8% -6% -4% -2% -6%
69% 70% 70% 72% 73% 75% 75% 75% 77% 78% 78% 79%
Q1’14 Q2’14 Q3’14 Q4’14 Q1’15 Q2’15 Q3’15 Q4’15 Q1’16 Q2’16 Q3’16 Q4’16
33. Framework for Growth and Profitability
33
Revenue Growth
Operating Margin %
Operating Cash Flow
<30%
3-4%
increase per year
Moderate Growth
>30%
1-2%
increase per year
≈ Revenue Growth
High Growth
~30%
2-3%
increase per year
Growth
34. Key Financial Metrics
Key Financial
Metrics
(% of Revenue)
2012 2013 2014 2015 2016 Q1’16 Q2’16 Q3’16 Q4’16
Gross Margin 70% 65% 70% 75% 78% 77% 78% 78% 79%
R&D 19% 18% 17% 14% 14% 14% 14% 14% 14%
S&M 66% 67% 63% 58% 55% 56% 55% 53% 56%
G&A 16% 19% 18% 16% 14% 14% 13% 13% 15%
Operating (Loss)
/ Income %
(31%) (39%) (28%) (14%) (4%) (6%) (4%) (2%) (6%)
*CFFO (11%) (26%) (11%) (0.2%) 7% 5% 13% 7% 3%
All percentages for historical period are non-GAAP (other than CFFO) and exclude expenses associated with stock based compensation
and amortization of acquired intangibles. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures.
34