Final hubspot presentation

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  • 1. Anusha.G Saranya.B Section A, Second Year Section A, Second YearDepartment Of Management Studies Department Of Management Studies Pondicherry University Pondicherry University
  • 2. Type : PrivateIndustry : Internet Marketing Web Analytics Online MarketingFounded : June 2006Headquarters: Cambridge, MassachusettsKey people : Brian Halligan and Dharmesh Shah, CEO & Founder
  • 3. 3 skills for inbound marketing Compelling content Content distribution Engage CommunityBenefits of Inbound Marketing Attaining Marketing Efficiencies Sales + marketing = Smarketing Building Relationships B2B increased 37% inbound and 30% outbound
  • 4. What Hubspot provides? Content Management System Keyword Grader Templates Exposure Optimization SEO tools Link Grader Lead Tracking and Intelligence Marketing Intelligence analytics Sales Funnel
  • 6. COMPETITORS Filling the AREA & customer funnel MARKETPLACE 2009-1000 diverse customer Robust website -3,00,000 unique vistors in 2008 8000- Linkedin- Promarketers Hubspot TV Cold Calling is for Losers 35000 times Salesforce called on all leads
  • 7. Targeting Segments Owners Ollie-68% 1-25 Employees Objective: Generate More leads (SEO) Marketer Mary-31% 25-100 employees Web consultants Analytics and reports
  • 8. B2B vs B2C Interested Sophisticated only in Web 2.0 Complex basic users Business template HighlyModel due to performing longer websitesdecision cycle Business Business 2 2 High social SelectiveSales Force Business Customer media presence Derive greater value Have web 2.0 from the consultants lead qualification
  • 9. Hubspot Problem Statement1. Target segments? B2B B2C2. Revised pricing ?3. Are we missing anything? Marketer Owners Ollies Mary
  • 10. Problem 1: Which customers to serve
  • 11. Owner Ollies Marketer Mary Pros Cons Pros Cons Easier to Reach High churn rate- Lower Churn rate Harder to reach mainly concerned about SEO High Revenue per Longer Selling Low cost of Revenue generated customers Cycleacquisition - $1000 is less Longer relationship CMS usage is less Basic and simple Unstable business than 2% solutions model Usage of more Acquisition cost is Shorter Selling inbound tools of high - $5000 Cycle hubspot
  • 12. CUSTOMER LIFETIME VALUE OO MM Churn rate 4.3 3.2Average customer 23.36 31.25 life Acquisition Cost $1000 $5000 Initial amount $500 $500 Monthly Profit $250 $500Customer Life Time Value (CLTV) 5340 11125 Inference: Towards Marketer Mary
  • 13. New Customer Acquisition Business Type Sub-types Percentage of Customers (February 2008) B2B>25 6%New Owner Ollies B2B25 6% B2C25 41% B2B25 18% Plan to go public Pricing: Basic-$200/mo , Professional -$600/mo and for Enterprise -$1000/mo . No of Contacts in Database (pricing change as of September 1, 2011) Cost for Small/Medium Business: $3,000/yr Cost for Enterprise Business: $18,000/yr Comparative package based on features.
  • 30. THANK YOU