Brian Halligan

So I tweeted that because it's kind of aspirational for me.

Everywhere is the real answer.

Of course, landing page and all those growth hacking methods, but...

sort of, we have a direct channel and we have an agency channel.

How do we experiment with the shape of the organization and the commission plans and the structures to try to get much better alignment between our customers and our agency partners and our direct sales reps and our agency reps?

And a lot of the problem as you get bigger is you do these annual planning cycles.

And once a year you make big decisions and you may change your go-to-market or change your setup.

And it's just too slow.

So what we try to do

is break up little teams and let them innovate.

Often we do this in Australia, actually, because they speak English and it's sort of an isolated place to experiment.

And we try to learn things from them, and if they work, then we apply them to the whole company.

But really we want to experiment everywhere.

So yes, it was the way they're using our own products, our chat products on the website, our chat products used on our free users.

So we give our free users free chat and support basically.

And a bunch of experiments around our partner channel and how we align our partner channel and our direct organization to maximize the benefits for everybody.

So there were three or four over there that worked out really well.

Okay, roughly 60% of our revenue comes from people buying directly from us and we train them and they go off and they use HubSpot for marketing and selling.

Roughly 40% buy HubSpot through an agency partner, marketing agency, sales coach or whatever.

And that sales coach or that marketing agency really goes in and helps them implement it and helps them run HubSpot and helps them do marketing and selling.