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It takes a village to build a CRM

19 Mar 2025 · 1 min

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0:59

HubSpot's CRM success depends on an ecosystem of partners and developers, not just the platform itself. By 2013, the company recognized three distinct customers: end users, solution partners, and app developers. The speaker urges partners to make integrations low-friction and high-value.

Questions this video answers

March 19, 2025

Three (end customers, solution partners, application developers).

End customers; solution partners; application developers.

Chapters

It kind of takes a village to raise a kid. It takes a village to build a CRM. It takes more than just one vendor. It takes solution partners, it takes application vendors. You have to connect everything else to really make it sing. 20062013 we have one customer and it was our customer, the person who paid us. And then 2013 we actually have three customers now. We have our end customer, we have solutions partners that we wanted to light and we want to have a really strong value prop for. We have application developers that we wanted to light have a strong value prop. So we have three customers today. I sort of still see HubSpot as an early stage startup. Even though it's a good sized company now, I think HubSpot will be many times bigger in the future. I see us still quite early on the journey deeply investing and delighting those three constituents. We want to be very easy to do business with for partners. We want to be as low friction and high value as we possibly can and we, we want and all the partners who are listening today to double down on us.