Dec 5, 2018 Gerda Verbickaite
During his time on stage, he discussed the new, shifted dynamic of power between the consumers and the sellers, which has fundamentally transformed the sales funnel into a flywheel.
More people every day are putting up their own companies. It could be said that entrepreneurship is blooming hard. This makes the space cluttered and harder to break through. When Brian found Hubspot there were only 14 marketing software companies around the world, while nowadays there are over 6,000 companies with a similar business model.
The age of the Internet has also made it easy for customers to educate themselves before taking any offer.
Instead of being dependent on a sales agent to inform a buyer about the product, we now have an opportunity to go on Google and find the prices, specifications, and reviews by ourselves.
These changes are driving companies towards higher transparency, and instead of fighting against it, one must adapt to the change and place the customer at the center of the circular equation, instead of in a linear funnel.
It used to be that if you wanted to build a great product, your product had to be 10 times better. The new version of that is that your customer experience has to be 10 times better than your competition. The companies such as Uber, Dollar Shave Club, and Spotify had their breakthroughs because of their simple -and-smooth approach towards customers. They have created a whole new playbook on how to grow your startup and scaleup.
In the past a company would cold-call a potential lead and the prospect would ask things, the seller has all the power in the world, now the power is flipped. The customer no longer needs the sales representative, they have the power to research online or to talk about the product on Twitter, Facebook, blog. “It has become a world where instead of buyer beware, it’s a seller beware.”
During his fireside chat, Brian stated, that the attitude in employee activism has recently changed. The wall between the employer and employee has been broken, yet there is still a huge trust issue in many companies to be fixed. Brian advises companies to embrace the change, because the worst you can do is fight these trends. A lot of companies spend their time building the best, most unique product, in order to attract customers. In today’s day and age, you need to think about your company’s culture in a very similar way – to be valuable to your customers.
Who does Brian look up to? The CEO’s of Microsoft, Satya Nadella and Google’s Sundar Pichai. According to him they are great examples of modern management culture, in which they choose to spend more of their time with the company than the press.
Hubspot has a firm set of cultural values: every potential hire needs to resonate with them. They are transparent within the whole organisation about the way Hubspot feels regarding both customers and employees. “It helps to attract the right people and repel the others.”
As the discussion was nearing to its end, Brian shared one of the mistakes that he wish he knew back when he started Hubspot. Brian admitted wishing that he would have hired more people who were not his friends from school and who looked and sounded alike. Hiring people who are too similar to you creates a vicious circle in which it becomes harder and harder to reach talent which is different to you. Diversity helps in decision-making. And it helps the most when you make those decisions early on.
There has been growing interest in investing in emerging markets, especially in Southeast Asia. Our speakers, Kay-Mok Ku (Gobi), Soo Boon Koh (I-Globe), Kaspar Hadiyat (Koro Partners) were joined by Jorel Chan, who is the head of Investment Operations for Slush. Their discussion ranged from: personal insights, their experiences, as well as how Southeast Asia has […]
I am my Rival who Drives me Chika Terada, the co-founder and CEO of Sansan kicked off his speech proposing to disclose his own stories. Last year, he tried to come up with a profound lecture. But then he realized, he’s not in a position to lecture. This year, he told the audience that instead, […]
The day 1 at Dialogue Stage was a success. With having engaging speakers and the smooth-as-ever facilitation, some talks had really sought the core aspects of the entrepreneur mindset. Here, we will address three out of the seven dialogues. Cross Border Business Strategy: How to build your own brand in this society? Welcoming Techstars as […]
A dream isn’t something that is final, it’s something that should constantly be updated and thoroughly thought about with the aim to achieve it. Miku Hirano is the founder and CEO of Cinnamon, a company that is dedicated to “remove all unnecessary work from the world by using AI.” At a glance, Miku seems to […]
The winner of Slush Tokyo pitching contest has been announced – congrats, Clarity K.K.! Their matchmaking platform helps women who are returning to the realm of work after having kids. The work-life balance for women in Japan is a tricky issue, and Clarity K.K. tackles the challenges of traditional work arrangements by enabling women to identify the […]
Helen Tung, Emergent Tech advisor and MINERVA fellow at the EU, moderated the conversation between Takahiro Nakamura (Director and COO at ispace) and Kazuo Ishigame (Co-founder and COO at Infostellars) on how to make it in space. Welcome to the space age. These two will be your guides. Ispace aims to develop spacecraft technology to extend […]
Yat Siu is the founder and CEO of Outblaze , an award-winning digital services company specializing in things such as gaming, cloud, AI, and smartphone software. He sold Outblaze’s services to IBM ten years ago, pivoting the company to digital entertainment services. Siu is a bit of a tech legend, according to many: the online […]
Slush Tokyo 2019 Pitch Contest Semi-finalists Announced! It has been a great turn out at the Pitching Stage at this year’s Slush Tokyo. 40 contestants pitched in today’s contest. Not surprisingly, even greater ideas and concepts were presented in front of an eager and curious audience and judges. Contestants’ ideas and talks were diverse: from […]
Join the other 70,000 tech heads and subscribe to our newsletter to know about our ticket sales!
We collect cookies to make your experience here smoother.