Brian Halligan

The way people are buying is changing a lot.

We need to help them figure out how to sell better and build a modern platform to enable modern selling.

And so we started with a Skunk Works little startup inside of HubSpot that I was part of and built our CRM product or sales product.

And we zigged and zagged and zigged and zagged.

And my God, that second line of business is going insanely well.

And so I described the process we're going through now as moving from an apps company to more of a suite company.

This year, first half of this year, we'll come out with a customer service product.

So we'll have a marketing product, a sales product, and a service product.

So we're a company in transition.

That transition is non-trivial.

It's a really tricky transition to go from a one-product company to a multi-product company.

And we struggled for a while.

And this is the year we really kind of unlocked it and it really took off.

It's very tricky.

We made a decision.

Our marketing product, the average revenue per customer, is around $1,000, right?

Yeah, monthly.

Okay.

And our sales cycle was, it was inbound.

We would get leads, trial requests, stuff like that.