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Harry Zhang With Kevin | Hubspot Ceo And Cofounder Brian Halligan - At Up-Tube.com

Harry Zhang with Kevin HubSpot CEO and Cofounder Brian Halligan 1 day ago   40:38

Y Combinator
Harry Zhang is the cofounder of Lob. Lob makes it possible for enterprises to programmatically send physical mail. They were in the Summer 2013 batch of YC.


Kevin Hale is a Partner at YC.


The YC podcast is hosted by Craig Cannon.




00:00 - Harry's intro

00:10 - What did Lob have when they applied to YC?

1:30 - Documentation as an API company

2:45 - Where did the insight to create Lob come from?

3:55 - Lob's first version and first customer

6:55 - Closing their first big customer then signing others

12:00 - Did Harry always know Lob would be an API company?

13:30 - How long did it take to work up to enterprise customers?

14:00 - Pricing

19:15 - Creating a product roadmap

20:55 - Tradeoffs when building product

21:50 - Competing for top engineers as an API company

24:00 - Options vs RSUs

27:30 - Sales mistakes

31:50 - Building out features for enterprise clients

33:45 - Why did Lob choose to not vertically integrate?

39:00 - How has Harry had to change as a founder over the life of Lob?

Comments 8 Comments

Andu Potorac
Kevin, your question about buying printers is similar to asking AirBnB if they would buy their hosts’ houses.
Thanks for sharing again guys! Good luck on everything..
Thought the answer to the question "how do you pitch top talent to your company?" was quite strange. He goes on to say most of his employees were inspired to join because of the company's "great culture". How can a job candidate make that determination without having even worked there? and no you can't tell a company's culture during the interview phase.....good interview though thus far....
It is often encouraged to "start with a problem." Have any material/videos that elaborates on this? Are there successful startups that have not began with this method as their foundation?
What is Kevin looking at?
Add Reply

HubSpot CEO and Cofounder Brian Halligan Harry Zhang with Kevin 1 day ago   46:10

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: https://www.ycombinator.com/apply/



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