Jeetu Mahtani

I would say the stage you should start thinking about a partner program is when you have clarity on what role partners can play with your product. If you're a very transactional product, you're probably not going to get partners to like bundle services on top of HubSpot because the way they make money is through retainers and services they offer to their clients.

In the case of HubSpot, it worked really well because we needed partners to help customers create content, landing pages, do analytics. And the same thing has played out in all the other hubs that HubSpot has offered over the last many years. Think about it when you're clear that there is a need for other people to help your customers succeed.

In the case of HubSpot, it worked really well because we needed partners to help customers create content, landing pages, do analytics. And the same thing has played out in all the other hubs that HubSpot has offered over the last many years. Think about it when you're clear that there is a need for other people to help your customers succeed.

In the case of HubSpot, it worked really well because we needed partners to help customers create content, landing pages, do analytics. And the same thing has played out in all the other hubs that HubSpot has offered over the last many years. Think about it when you're clear that there is a need for other people to help your customers succeed.

And other people could be just not like service providers. It could be app partners. It could be ecosystem partners. So that's probably the stage that I would start thinking about partners.

And other people could be just not like service providers. It could be app partners. It could be ecosystem partners. So that's probably the stage that I would start thinking about partners.

And other people could be just not like service providers. It could be app partners. It could be ecosystem partners. So that's probably the stage that I would start thinking about partners.

I would say you do need someone to think about like partner acquisition and partner enablement. I also think founders should not make it super complicated because just like when you're selling to prospects by creating content, your content is going to get found by partners also, right? And that's what happened with HubSpot is all the content we were creating was getting found by partners, right?

I would say you do need someone to think about like partner acquisition and partner enablement. I also think founders should not make it super complicated because just like when you're selling to prospects by creating content, your content is going to get found by partners also, right? And that's what happened with HubSpot is all the content we were creating was getting found by partners, right?

I would say you do need someone to think about like partner acquisition and partner enablement. I also think founders should not make it super complicated because just like when you're selling to prospects by creating content, your content is going to get found by partners also, right? And that's what happened with HubSpot is all the content we were creating was getting found by partners, right?

And they would call in saying, hey, we found you through your content. And I actually want to offer services on top of HubSpot to my end customers. Peter Caputa, who I would consider as the founder of HubSpot's partner program, connected the dots. And he was like, we need someone to help our customers.

And they would call in saying, hey, we found you through your content. And I actually want to offer services on top of HubSpot to my end customers. Peter Caputa, who I would consider as the founder of HubSpot's partner program, connected the dots. And he was like, we need someone to help our customers.

And they would call in saying, hey, we found you through your content. And I actually want to offer services on top of HubSpot to my end customers. Peter Caputa, who I would consider as the founder of HubSpot's partner program, connected the dots. And he was like, we need someone to help our customers.

We have these hundreds of partners over there who are calling and saying, we would like to offer services on top of your product. We were like, all right, like, how do we enable these partners? How do we teach them what services they should offer? How do you price those services? How do you sell those services? So I would go back to you need someone to help you think about partner enablement.

We have these hundreds of partners over there who are calling and saying, we would like to offer services on top of your product. We were like, all right, like, how do we enable these partners? How do we teach them what services they should offer? How do you price those services? How do you sell those services? So I would go back to you need someone to help you think about partner enablement.

We have these hundreds of partners over there who are calling and saying, we would like to offer services on top of your product. We were like, all right, like, how do we enable these partners? How do we teach them what services they should offer? How do you price those services? How do you sell those services? So I would go back to you need someone to help you think about partner enablement.

By the way, I'd push back a little bit. I don't know if every company would need that help from partners because sometimes companies are building products that are purely PLG driven all the way from being acquired to renewing. It could be very SMB. Maybe Dropbox is an example. I don't think partners play a big role in that type of a product.

By the way, I'd push back a little bit. I don't know if every company would need that help from partners because sometimes companies are building products that are purely PLG driven all the way from being acquired to renewing. It could be very SMB. Maybe Dropbox is an example. I don't think partners play a big role in that type of a product.

By the way, I'd push back a little bit. I don't know if every company would need that help from partners because sometimes companies are building products that are purely PLG driven all the way from being acquired to renewing. It could be very SMB. Maybe Dropbox is an example. I don't think partners play a big role in that type of a product.

But when you do need services help and you don't need it to be just your team providing those services help, And you have to keep in mind, partners will just not say, yeah, we're just going to do what you want us to do. They're like, how do I make money? How do I like create more cash flow in my business? How do I make my business more attractive to outside investors?