Thread by @jasonlk

Hubspot is one of most interesting SaaS success stories

Fighting in one of most competitive spaces, in the toughest segment (SMB) .. it still has won. From IPO'ing at $750m to an $18B leader today!

What can we learn from when Hubspot crossed $1B in ARR?

5 Interesting Things:

#1. Even at $1B ARR, freemium and free trials remained the source of 60% of Hubspot's customers. This is especially interesting since they didn't star there.

Yes, freemium can scale.

#2. International revenues were 40% of Hubspot's revenue at $1B ARR and accelerating.

If you find pockets of growth outside the U.S. or your home market, embrace them.

#3. Hubspot still managed to grow 30% at $1B ARR, even with 100% NRR.

Getting NRR much past 100% with SMBs is tough. Even 100% can be tough.

So Hubspot had to bring its growth entirely through net new customers. Much harder than other leaders.

But it can be done.

#4. Hubspot kept its ACV fairly constant at $10k even through $1B in ARR.

Many of you will drive your ACV up over time, and that is a proven way to scale and hit the plan.

But SMBs are price-sensitive, so Hubspot kept its ACVs fairly constant.

More value for same $$$.

#5. 40% of Hubspot's revenue at $1B came from partners and the channel.

We same similar success here with RingCentral, Shopify, Atlassian and others.

Don't dismiss 3d parties as effective distribution channels in SaaS.

A bit more here:

saastr.com/5-interesting-…