HubSpot, the Boston firm that made its name by helping to define the in-bound marketing concept, sees a pandemic landscape that’s changing the way companies sell, forcing more inside sales. Today, the company announced the HubSpot Sales Hub Enterprise at Inbound, their annual conference being held virtually this year.
While the company has been offering a CRM tool for five years now, where they feel they have addressed ease-of-use issues for salespeople, the new tool is about bringing a new end-to-end approach addressing not only the needs of sales people, but management and system admins, as well, says Lou Orfanos, GM and VP of Sales Hub at HubSpot.
“So, this is about [providing customers with a more powerful set of tools] and also just making sure that you can run your sales process end-to-end in our platform. We feel really good about being able to offer that out of the box natively and being able to do everything you need to do [in one tool], which is, I think, pretty unique given the state of the market and having to [cobble] a bunch of things together yourself,” Orfanos explained.
While the previous product was aimed more at smaller businesses, Chief Customer Officer Yamini Rangan, who previously worked at Dropbox, Workday and SAP, says this product is aimed more at midmarket companies with more complex sales workflows.
“What we find is that the customer experience for a 500-person company or for a 1,000-person company is quite different and their expectations are quite different than a 10-person small business. What the Sales Hub Enterprise specifically brings is the ease of use, as well as the powerful features [ … ] to a larger midmarket organization,” Rangan said.
HubSpot specifically sees larger companies in this space, like Adobe, Salesforce and SAP, acquiring different pieces of the stack, then incorporating them into a solution, or customers pulling together different pieces of the stack themselves. The company believes that by building a single integrated solution themselves, it’s going to be naturally easier to use.
“We also find that that’s the size of the company where the tech stack, the sales stack and the marketing stack gets super complex, and they’re spending a lot of time trying to integrate a lot of different point solutions and what we find is having all of this — marketing, CMS, sales underlined by a CRM platform — that gives them visibility that they need to run their entire go-to-market operations,” she said.
While the lower end of the market where HubSpot is targeting probably won’t interest larger competitors, especially Salesforce, as they move up in that market to larger companies, they expect to compete with those companies. Rangan says that she believes by providing this new offering, they are giving customers options they didn’t have before.
But she also sees this as a way into companies as they grow, and if HubSpot can catch them earlier in their evolution, they can grow with them and become their vendor of choice, rather than the usual suspects.
“What we find is that companies will start as a 100-person company and grow to become a 500- or a 1,000-person company, and as they grow up on HubSpot we become their growth suite and we become the core platform of record for them to continue to grow,” she said.