Jeetu Mahtani

So I was not able to send that expat leader to Japan like I was able to do in Dublin and Sydney. So I had to hire from day zero, day one, a local. It was hard to do that tiger team approach. And some of our early hires in Japan, they sounded like me. They sounded like the Westerners. And I fell into that pothole because I was hiring like I was hiring in the US or in the UK. And that was a mistake.

So I was not able to send that expat leader to Japan like I was able to do in Dublin and Sydney. So I had to hire from day zero, day one, a local. It was hard to do that tiger team approach. And some of our early hires in Japan, they sounded like me. They sounded like the Westerners. And I fell into that pothole because I was hiring like I was hiring in the US or in the UK. And that was a mistake.

Because if you want to sell into Japan, you really need to love Japan. You really need to understand the business culture and the way business gets done over there. So I had a mistake with the hiring in the early days of Japan. The other one I would say is that operational complexity, Harry. Low complexity to high complexity. The color of the bubble tells you, is it red, high complex, blue, easy?

Because if you want to sell into Japan, you really need to love Japan. You really need to understand the business culture and the way business gets done over there. So I had a mistake with the hiring in the early days of Japan. The other one I would say is that operational complexity, Harry. Low complexity to high complexity. The color of the bubble tells you, is it red, high complex, blue, easy?

Because if you want to sell into Japan, you really need to love Japan. You really need to understand the business culture and the way business gets done over there. So I had a mistake with the hiring in the early days of Japan. The other one I would say is that operational complexity, Harry. Low complexity to high complexity. The color of the bubble tells you, is it red, high complex, blue, easy?

And the size of the bubble tells you how big the market is. If you think about your go-to market and you are going into one of those complex countries, like say Japan, for example, it's more on the right side, more complex. I will be thoughtful about your go-to market on being direct or going through partners and our reseller ecosystem. We tried to do both.

And the size of the bubble tells you how big the market is. If you think about your go-to market and you are going into one of those complex countries, like say Japan, for example, it's more on the right side, more complex. I will be thoughtful about your go-to market on being direct or going through partners and our reseller ecosystem. We tried to do both.

And the size of the bubble tells you how big the market is. If you think about your go-to market and you are going into one of those complex countries, like say Japan, for example, it's more on the right side, more complex. I will be thoughtful about your go-to market on being direct or going through partners and our reseller ecosystem. We tried to do both.

We had a direct team in Japan and also a reseller team. My learning from that experience is when you have a complex country and a product that needs help, HubSpot Pro or Enterprise does need implementation help. You are better off in those complex countries going through a partner ecosystem as opposed to going all in with the direct sales and CST.

We had a direct team in Japan and also a reseller team. My learning from that experience is when you have a complex country and a product that needs help, HubSpot Pro or Enterprise does need implementation help. You are better off in those complex countries going through a partner ecosystem as opposed to going all in with the direct sales and CST.

We had a direct team in Japan and also a reseller team. My learning from that experience is when you have a complex country and a product that needs help, HubSpot Pro or Enterprise does need implementation help. You are better off in those complex countries going through a partner ecosystem as opposed to going all in with the direct sales and CST.

So that was the other lesson we learned is match your go-to-market to your product complexity and your country complexity. Don't try and do like a one size fits all go-to-market in every country.

So that was the other lesson we learned is match your go-to-market to your product complexity and your country complexity. Don't try and do like a one size fits all go-to-market in every country.

So that was the other lesson we learned is match your go-to-market to your product complexity and your country complexity. Don't try and do like a one size fits all go-to-market in every country.

You got to think about the country dynamics, the country complexity, the help customers need when they need to implement your product, and then match that with the go-to-market that will service them the best way.

You got to think about the country dynamics, the country complexity, the help customers need when they need to implement your product, and then match that with the go-to-market that will service them the best way.

You got to think about the country dynamics, the country complexity, the help customers need when they need to implement your product, and then match that with the go-to-market that will service them the best way.

I would say the inbound engine with like we were creating tons of content that was resulting in leads like that became a machine, Harry. It's still a machine. I really think when I think about moats that HubSpot has, it's like that inbound engine, its blog, its website. The blog still gets about 10 million visitors even today each month. All of HubSpot gets like, I think, 30 million.

I would say the inbound engine with like we were creating tons of content that was resulting in leads like that became a machine, Harry. It's still a machine. I really think when I think about moats that HubSpot has, it's like that inbound engine, its blog, its website. The blog still gets about 10 million visitors even today each month. All of HubSpot gets like, I think, 30 million.

I would say the inbound engine with like we were creating tons of content that was resulting in leads like that became a machine, Harry. It's still a machine. I really think when I think about moats that HubSpot has, it's like that inbound engine, its blog, its website. The blog still gets about 10 million visitors even today each month. All of HubSpot gets like, I think, 30 million.