HubSpot CEO and Cofounder Brian Halligan with Wufoo Cofounder Kevin Hale

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Brian Halligan is the CEO and cofounder of HubSpot. HubSpot builds software for marketing, sales, and customer service.

Kevin Hale is a Partner at YC and cofounder of Wufoo.

The YC podcast is hosted by Craig Cannon.

Y Combinator invests a small amount of money ($150k) in a large number of startups (recently 200), twice a year.

Learn more about YC and apply for funding here:



00:00 – Brian’s an introvert that likes to work from home. He also runs a public company. How does he do both?

1:45 – How does he manage his calendar as an introvert?

3:45 – How Brian met his cofounder Dharmesh

5:45 – The first project they worked on together

7:00 – What was their unique insight when starting HubSpot?

8:25 – Pricing in the early days

9:00 – How would he have priced HubSpot differently knowing what he knows now?

10:00 – HubSpot’s first customer

12:00 – Important early features

14:20 – At what point did they shift entirely away from consulting?

15:05 – Providing advice as content vs in the product

16:00 – SEO is underrated

16:45 – Trends in B2B and marketing

21:30 – Inbound marketing and audience building advice

26:25 – How did Brian know that his cofounder was right for him?

27:45 – The internet disproportionately benefiting small businesses over big ones

28:45 – Keeping your company hungry when you’re big

29:15 – Building assets for your company

30:20 – Freemium

34:00 – Structural pieces of HubSpot Brian would have changed if he did it again

37:00 – Creating the voice of your company

39:30 – Early metrics they tracked

40:05 – Having a coach and reviews

41:30 – How Brian’s changed as a CEO from the beginning

42:24 – What was the hardest thing to give up as CEO?

43:30 – Humility

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