Oct. 7, 2020
Jeetu Mahtani, SVP Sales and Managing Director, International for Hubspot on How to Expand Globally: Framework for Evaluating your Next Geography; Playbook for Launching a New Geo; Using LTV to CAC metric
All startups have to expand beyond their native country at some point. In this episode, I sat down to talk to an expert on this topic. Jeetu grew Hubspot’s operation to 7 countries which contributes to 40% of overall company revenues. So he is a pro at
- [1:12] - What are you responsible for at Hubspot?
- [2:08] - Why did they choose you to lead international expansion?
- [4:30] - What are the criteria Hubspot considered to determine the timing for expansion?
- [6:45] - How did you think about mapping and prioritizing different countries in Europe?
- [11:24] - What is the playbook for launching into a new country?
- [24:58] - How does hiring differ across Europe, Asia, Australia?
- [29:03] - How did sales differ from geo to geo?
- [31:39] - Advice to CEOs on international expansion and metrics to evaluate the progress.
- [37:59] - How did you budget for each new geo you went into?
- [45:27] - What would you do differently today? Will you change your strategy today because inbound and content creation is not novel anymore
- [53:05] - Determining pricing and packaging for different markets
- [54:28] - How have you handled Asia?
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