1. HubSpot
2011
Year in Review
1

2. 2011
Year in Review
Introduction.......................3
Milestones.........................5
Growth..............................10
Product.............................16
Revenue...........................26
Predictions for 2012......28
2

3. Introduction

4. When Dharmesh and I started HubSpot in 2006, we knew two things:
1. The marketing playbook used by most companies was broken, and;
2. We wanted to reinvent that playbook and enable companies everywhere to implement it.
We had no idea, however, that the HubSpot community would take off with the speed and
passion that it has. Every day we are humbled by the success that our customers and
partners achieve, and this past year is no exception.
2011 was the best year in our short history. The HubSpot community broke new records by
generating over 12.5 million leads, tracking 2.4 BILLION page views, and creating over
100,000 new landing pages. We welcomed over 100 new employees and 2000 new
customers, gained $32 million in funding, acquired two remarkable companies, and took
home 15 industry awards. The same year, we launched the HubSpot App Marketplace,
opening the HubSpot API up to the entire world, and making it possible for everyone to
customize and extend HubSpot’s all-in-one software to meet the needs of every marketing
person in every industry at every size company. We even managed to take home a Guinness
World Record for the Largest Online Seminar, with nearly 11,000 people attending.
I won’t deny that I’m proud of what we collectively accomplished in 2011. But it’s not pride that
helps me bound out of bed in the morning—it’s excitement about the milestones we have yet
to reach and appreciation for the opportunity we have to make marketing simpler, better, more
measurable—and infinitely more lovable—than it has been for decades past.
It’s with gratitude and joy that I share this overview of HubSpot’s best year to date. Thanks to
everyone in the HubSpot community—customers, employees, partners, investors, fans,
journalists, competitors, and critics—for your part in making 2011 another record year in our
mission to transform marketing.
Here’s to a remarkable 2012.
Sincerely,
Brian Halligan
Co-Founder & CEO
HubSpot, Inc.
4

5. Milestones

6. Mar 8 May 19 Jul 12 Sep 15 Nov 30
Mike Volpe HubSpot App 1,000 HubSpot America’s 20 Most
named CMO. Marketplace customers & Promising
launches. partners attend Companies by
HUGS, the 2011 Forbes.
HubSpot User
May 20 Group Summit.
names Co-Founder
& CTO Dharmesh
Shah the Top
Innovator in High
Tech.
Jun 9 Aug 18 Oct 19 Dec 6
HubSpot wins BBJ’s HubSpot acquires #8 Fastest Growing HubSpot Launches
Company in North Free Marketing
2011
Top Places to Work
Award, 2nd year in America. Grader tool to
a row. Replace Website
Aug 23 Grader.
Jun 16 #2 Fastest Growing
Software Company
HubSpot HubSpot acquires & #33 Fastest
Growing Company
overall.
Milestones Jun 17 Aug 24
CEO Brian Halligan HubSpot sets the
named Ernst & world record for
Young Entrepreneur Largest Online
of the Year. Marketing Seminar
with 10,899
attendees.

7. HubSpot Customers
generated an average of
34,000 new leads
PER DAY
in 2011.
7

8. HubSpot Customers
see an average of a
32%
increase in leads
per month.
Leads
Jan2011 Dec2011
8

9. 85%
of customers
recommend
I recommend
!
HubSpot
9

10. Growth

11. Custome
r
Growth
2006 - 2011
+55% 5961
3855
customers
1150
317
48
3
2006 2007 2008 2009 2010 2011
2011
Year in Review

12. International
Growth = new HubSpot customer in 20
= new HubSpot customer in 2011
89%
of HubSpot’s
customers are
based in the
US
HubSpot’s global footprint
43 countries
grew to
2011 by YE2011.
Year in Review
12

13. Team Growth 2011
# of Employees Year in Review
YE2006 - YE2011
304
+73%
176
96
42
15
3
2006 2007 2008 2009 2010 2011

14. Usage Growth 2011
Total # of Leads Generated Year in Review
by Customers Using HubSpot
2009 - 2011
+202%
1. 12.4
4.1
millio
millio
2009 2010 2011 14

15. HubSpot
User
Group
(HUGs)
Growth
2011
Year in Review
15

16. Product

17. Marketing
Dashboar
PRODUCT Monthly
d goal
tracking
2011
Year in Review
17

18. Analytics Create an A/
& A/BPRODUCT
B test in
seconds
Testing
2011
Year in Review
18

19. Fully
Email integrated
Marketing
PRODUCT email
capabilities
exclude message
2011
Year in Review
19

20. Lead More data,
Managemen more
t PRODUCT flexibility
2011
Year in Review
20

21. Enterprise Create highly-
Lead PRODUCT targeted email
Nurturing campaigns in
seconds
2011
Year in Review
21

22. Custom A lead score
Lead PRODUCT
Grader that anyone
can
customize
New
Features
Custom
Lead Grader
2011
Year in Review
22

23. Mobile
Optimizatio
PRODUCT
n
of email & Open Navigation
CMS pages
2011
Year in Review
23

24. HubSpot
App
Marketplace
46Apps
Available
22,329 Installs
65% of Customers
Have Installed
an App
2011
Year in Review

25. HubSpot
Service
Marketplace
59Service
Providers
3390 Transactions
$ 4.4 m Total
Transaction
Value
2011
Year in Review

26. Revenue

27. Revenue 2011
Year in Review
+81% $29,000,000
$16,000,000
2010 2011

28. Predictions
for
2012

29. 8 PREDICTIONS
for Marketers
1. INTEGRATION,
NOT
in
2012
4. CONVERSATIONS
WILL TRUMP
BROADCASTS.
Email Blasts
will die.
Conversations
5. Inbound
will be the new
BLACK
"Inbound Marketing"—aka marketing people
love—will go mainstream. Even the Big Kids in
the business will finally "get it." Just look at
P&G.
6. SOCIAL MEDIA
ISOLATION.
Marketers will see the value of connecting ALL OF
WILL HIT PAID SEARCH
WHERE IT HURTS.
THE TOOLS they use for marketing together. There
will be a push toward integration with APIs, apps, Advertising on social media will grow at the expense
of paid-search. Google's rate of growth will slow for
2. 3. MARKETING 7. MARKETING Marketing pros will strive to deepen their
GOING ‘AUTOMATION’
understanding of how prospects &
ANALYTICS
customers interact with their brand across
STEADY
GETS MORE channels and use that information to have
highly relevant & personalized
finally PERSONAL. conversations using not just email, but also
WILL BECOME “GROW UP.”
the social web.
MORE
8. Closing
Marketing
will put more POPULAR Website analytics As more marketers realize that you can
muscle
THAN
LOOP.
will give way to measure the revenue & customer impact
behind of marketing (without brain surgery), the
THE ONE-
fully integrated
customer trend toward closed-loop marketing will
retention &
NIGHT
marketing
the
the customer
lifecycle.

30. www.HubSpot.c
1

31. 31