Brian Halligan

I was like, don't touch them.

And like once a month he would come to me and he's like, dude, you're really, you're all wet here.

We ought to call on these leads.

Why don't you run an experiment and on your nights and weekends, call on those leads and see if you can turn them into something.

Within two months, he was our number one sales rep.

Well, we worked on some of that together, the commission rates and all that stuff.

But he basically ran an experiment to try to figure out how to sell HubSpot through agency partner programs.

He ran it for two, three months.

And we're like, well, this works and let's formalize it.

And, you know, 10 years later, it's 40% of our business.

So he did a fabulous job.

But that was one of our early experiments that just worked.

This is one of the reasons I like experiments.

I think we have like 3,500 or so.

Okay.

When I think about HubSpot inside my head, I think of it as kind of in these chapters.

In the first eight years of HubSpot was chapter one, we were an apps company.

We built a marketing app.

It was a really good app and marketing departments would buy it and enjoy it.

Around three years ago, we said, you know, we ought to get into the sales business.