Brian Halligan

They had looked, they look at it and they said, well, Intuit was a good company, but who else?

Good point.

You know, there hasn't been a lot.

It doesn't work.

Now, the key is you can now build an SMB business, but you have to do two things.

One, you need to keep your cost to acquire a customer under control.

You can't acquire customers through Google AdWords and TV ads and stuff like that because the math just blows up.

Two, you need your retention rates to be at 100%.

So at HubSpot, let's say we lose 17 customers a year.

Let's say you start with 100 customers, you lose 17.

Your pricing model has got to be set up such that the 83 left,

pay you $17 more, so your net retention is 100%.

If you can do those two things, my God, is there opportunity in SMB.

All the competitions up in the enterprise,

SMB is where I think the next big, giant companies are going to be.

Shopify is killing it.

Alphabet's doing pretty well.

Xero.

There's a bunch of these companies who are starting to figure out the new way to get at that SMB market.

I'm super excited about that.