How to Make the Inc 500 List
43
INSIDER SECRETS: HOW TO MAKE THE INC 500 LIST Tips from the #33 Inc 500 company.
Transcript of How to Make the Inc 500 List
INSIDER SECRETS: HOW TO MAKE THE INC 500 LIST
Tips from the #33
Inc 500 company.
I’m Mike Volpe. Nice to meet you. @mvolpe #OptimizeWS
700,000 Inbound Leads
120,000 Twitter
Followers
Top 10 Blog
5,000 Customers
3.7 million Free
Users 1,500,000 Slideshare
Views CMO @ HubSpot
How the Inc 500 Works + Tips to Win
Using Scalable Marketing for Growth
How to Hire for Hyper-Growth
Using Growth to Drive More Growth
1
2
3
4
Agenda
HOW THE INC 500 WORKS
1
Why the Inc 500 is Cool
• List of top growing companies
• Big honor to be selected
• Get some PR in Inc Magazine
– Target audience of executives at other growing
companies
• Employee morale – recognize their efforts
How the Inc 500 Works
• Top US private companies
• Ranked by 3 year revenue growth %
– (e.g. 2007 to 2010) for
• Announced in August
• Apply starting in January - www.Inc500.com
How to Win
• Have the highest 3 year revenue growth %
• Key is first year revenue being a low number
• Inc 500 claims a $100K minimum, but…
How to Win - Example
• 400% Growth (did not make top 500)
– $10 million in 2010 revenue
– $2 million in 2007 revenue
• 9900% Growth (top 15 winner)
– $10 million in 2010 revenue
– $100K in 2007 revenue
• 4900% Growth (top 50 winner)
– $10 million in 2010 revenue
– $200K in 2007 revenue
SCALABLE MARKETING FOR MORE GROWTH
2
IT’S TIME TO RETHINK MARKETING
Inbound
marketing is a fundamental shift in how we relate to
potential customers
RECYCLE/TRASH
SAY ‘DO NOT CALL’
SKIP ADS
UNSUBSCRIBE
STOP PUSHING advertising messages in the hopes that one will get through.
START ATTRACTING leads through relevant, useful, easy-to-find
content when they need it.
STOP FORCING leads through your decision process.
START RESPONDING to how they make
decisions.
Readiness
to buy…
PUSH
PAID
RENT
INTERRUPT
INVENTORY
VS.
17
PULL
EARNED
OWN
ATTRACT
ASSET
Make
marketing people love
$
$
Inbound Marketing
19
Social Media
Marketing
Search Engine
Marketing
Content
Marketing
Conversion Marketing
Lead Nurturing
Sales Support
VS.
20
VS.
21
Building Marketing Assets
Paid Marketing Inbound Marketing
Leads
from this
Month
Leads
from Past
Marketing
Cost
this
Month
Leads
from this
Month
Leads
from Past
Marketing
Cost
this
Month
Month 1 50 0 $1,000 10 0 $1,000
Month 2 50 0 $1,000 10 10 $1,000
Month 3 50 0 $1,000 10 20 $1,000
Month 4 50 0 $1,000 10 30 $1,000
… … … … … …
Month 24 50 0 $1,000 10 230 $1,000
Two Year
Total 1,200 $24,000 2,760 $24,000
Paid Marketing vs. Inbound Marketing
HIRING FOR HYPER-GROWTH
3
D
A
R
C
Digital
Analytical
Reach
Content Creator
The Press Release Hire
Push
Rent
Interrupt
Outbound
26
80% of my team had under 12 months
experience in “marketing” when hired.
GSD
Sharp
D A R C : Analytical
D A R C : Reach
D A R C : Content
Organizing the New Marketing Team
Marketing
TOFU Team
Blogs
Videos
Webinars
Presentations
Promotion of Free Tools
MOFU Team
Lead Nurturing
Lead Scoring
Landing Page
Optimization
Paid Lead Generation
Dev Team
Free Tools
Internal Tools
Product Marketing
Sales Support & Training
Demo Videos
Product Info
USING GROWTH FOR MORE GROWTH
4
WHAT DO THESE COMPANIES HAVE IN COMMON?
35
$92B
$50B
$8B
$10B
$150B
$12B
36
Users & Growth
37
Better Personalization
Better Value Better Conversion
More Users
Even if You are Not Facebook…
• PR – Tell everyone you have the most
customers
• Publish tons of Customer Case Studies
• Use reference selling – show customers on
maps, industry lists, logo charts, etc.
• Social media – leverage your customers to
promote you in social media
How the Inc 500 Works + Tips to Win
Using Scalable Marketing for Growth
How to Hire for Hyper-Growth
Using Growth to Drive More Growth
1
2
3
4
Summary
SO, WHAT IS HUBSPOT ANYWAY?
Complicated & Confusing
Easy & Integrated
New Strategic Investment
$32M
Mike Volpe
Twitter.com/mvolpe Facebook.com/mvolpe
Linkedin.com/in/mikevolpe [email protected]
www.HubSpot.com
THANK YOU
