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Dharmesh Shah

Slides from talk by Dharmesh Shah at the Business of Software conference on Oct 1, 2012 in Boston, MA

Negócios

Making Meaning,
Money and Magic
In The Business of
Software

Dharmesh Shah
Co-founder/CTO, HubSpot
Blogger, OnStartups.com

* I have strong opinions on things I don’t
fully understand.

HubSpot
provides the
toolbelt to
make
marketing
superheros
p.s. Kathy Sierra changed
my life. Thanks, Kathy!

Growth
HubSpot
Customer

-
1,000
2,000
3,000
4,000
5,000
7,000
8,000
9,000

6,000

Nov-06
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Your
company
should be
coming from
a place of
love.

Zynga’s motto is “do evil”.
It is one of the most evil places
I’ve run into from a culture
perspective and in its business
approach.

Before you gamify
your product,
you should
decrapify it.

Attention is finite,
problems are infinite.
Build companies
that solve problems.

Work on a problem you care
enough about that you’d be
happy even if someone else
solved it.
@dharmesh

Great!
So, how do I
increase the revenue
multiple?

Visibility: The further you can see,
the faster you can go.

The better your
brakes, the faster you
can go.

Build a moat around your castle.
~Warren Buffet

You don’t just want
customers. You want crazy
loyal fans.

Technical switching costs should be low.
Emotional switching costs should be high.

Porter’s Five Forces
Threat of Framework
Entrants

Supplier Buyer
Power Rivalry Power

Substitutes

Pick markets
where the
barrier to exit is
low.

Really?
I can build
my business
on your
platform?

Platform
partnerships
are awesome.
Until they’re
not.

Your early
culture sets
your future
destiny

How do I scale my team
without losing my culture?

Strive not just to build a great
startup.
Strive to build great
entrepreneurs.
@dharmesh

Daddy’s been stressed out
about this.
Hopefully he did OK.
Love,
Sohan

42

I love open
discussion
and debate
tweet: @dharmesh
OnStartups.com

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Bos2012 dharmesh-shah

1. Making Meaning, Money and Magic In The Business of Software Dharmesh Shah Co-founder/CTO, HubSpot Blogger, OnStartups.com

2. @dharmesh

3. * I have strong opinions on things I don’t fully understand.

6. HubSpot provides the toolbelt to make marketing superheros p.s. Kathy Sierra changed my life. Thanks, Kathy!

8. Growth HubSpot Customer - 1,000 2,000 3,000 4,000 5,000 7,000 8,000 9,000 6,000 Nov-06 Dec-06 Jan-07 Feb-07 Mar-07 Apr-07 May-07 Jun-07 Jul-07 Aug-07 Sep-07 Oct-07 Nov-07 Dec-07 Jan-08 Feb-08 Mar-08 Apr-08 May-08 Jun-08 Jul-08 Aug-08 Sep-08 Oct-08 Nov-08 Dec-08 Jan-09 Feb-09 Mar-09 Apr-09 May-09 Jun-09 Jul-09 Aug-09 Sep-09 Oct-09 Nov-09 Dec-09 Jan-10 Feb-10 Mar-10 Apr-10 May-10 Jun-10 Jul-10 Aug-10 Sep-10 Oct-10 Nov-10 Dec-10 Jan-11 Feb-11 Mar-11 Apr-11 May-11 Jun-11 Jul-11 Aug-11 Sep-11 Oct-11 Nov-11 Dec-11 Jan-12 Feb-12 Mar-12 Apr-12 May-12 Jun-12 Jul-12 Aug-12

9. Your company should be coming from a place of love.

10. Zynga’s motto is “do evil”. It is one of the most evil places I’ve run into from a culture perspective and in its business approach.

11.

12.

13. Before you gamify your product, you should decrapify it.

14. Go big great or go home.

15. Attention is finite, problems are infinite. Build companies that solve problems.

16. Work on a problem you care enough about that you’d be happy even if someone else solved it. @dharmesh

17. From: Software Equity Group, LLC

18.

19. =

20. Revenue? What about profits?!