From Startup to Scale-up: The HubSpot INBOUND17 Keynote

September 29, 2017 by Roopali Rawat

Brian Halligan and Dharmesh Shah. If you are on this page, then these two names need no introduction. The most awaited session of INBOUND17 was filled with information and lots of surprises.

Here we have put together some of the most important pieces of information that they shared.

Two fantastic leaders ready to transform the marketing world.

Brian shared how there’s never been a better time to start a company and how it has never been cheaper with inexpensive internet service. But once you are in business, the real challenge is to scale up.

Brian's talk was focussed on a few key elements that would help companies position themselves for spectacular and sustainable growth:

Avoid Overcommitting

Are you a YES man? Brian Halligan says that this trait certainly works in the startup mode but can horribly backfire when you have tons of projects to handle. And that is why startups are more likely to die because of over-commitment, which always leads to inefficiency.

So if you are a YES man, then you really need to follow the diet or as Brian said, MSPOT.

Concentrate on Culture

Next up was “culture”. To build a great company you need to hire a lot of people, but if you want to hire a lot of people, you need to build CULTURE!

If you build a great culture and it is valuable to your employees, they will choose to stay.

“Delight” is the Key

To scale up, you don’t need just product-market fit, but Product-Market Delight. Delighted customers market for you, and are a better marketing channel than your marketing team.

To transform your customer experience it is not in what you sell, but it’s how you sell. Great products last only till the next “great product” comes along, but great services are far most durable.

While Brian talked about how to position yourself for growth, and how to get the culture right, Dharmesh centered his talk around how do we produce growth and how do we grow better:

Align Right

The goal of every company is not just to hire the right kind of people but making sure that everyone is aligned with company goals and the customers’ wants and need.

Double Down on Content

Better content does better, focus on quality and not quantity.

It’s not just about writing content, but the value you are adding while writing. Quality, not quantity, is the key.

Manage the Show Better

Need better team management, security, automation or lead scoring? HubSpot brings you a grown-up CRM, HubSpot Sales Professional.

Available at All Times

Your business may not be open 24*7, but the internet is and that is where software comes in.

So that’s the long and short of Dharmesh Shah and Brian Halligan’s INBOUND17 keynote. In case you want to watch the entire keynote, here is the video:


So, to conclude the whole keynote in one or two sentences, the key to scaling up your startup is to believe in the people you work with, and understand that the key to being successful is to serve with love.

Meanwhile, don’t forget to check out our INBOUND17 coverage with some great session recaps and highlights.