Brian Halligan

And we're just pouring new customers in.

at this lower price point, and then we're able to upsell them the marketing product.

So this has really worked out quite well for us.

Okay.

A couple of thoughts on that.

One mistake I think entrepreneurs make and investors make is they don't try to maximize the supply and demand curve.

They just keep trying to drive those price points up.

I mean, really map it.

So there's some people out there that would spend a dollar for HubSpot.

And there's some people out there that would spend $10,000 for HubSpot.

Everyone just rushes to the 10, right?

That's just the knee jerk.

How do we maximize ARPU?

They end up going up market.

And historically, that's been the move because you couldn't really get at the low end of the market.

But the internet kind of allows you to explore that low, fat, large, low end of the supply and demand curve.

And so we went counterintuitively, you know, we explored both sides and we went down that supply and demand curve and we came out with our second product and

we got.

And then we can start cross-selling them.

And so that's the first comment I would make is we had a hell of a time convincing venture investors that SMB was a good place to make money.