Former HubSpot CRO on the Math Nobody Uses to Scale | Mark Roberge
3/25/20261 hr 12 min
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Your retention problem isn't product. It's not customer success. It's sales.
Mark Roberge was the 4th employee at HubSpot and took them from $0 to IPO as their founding CRO. Now he's a Harvard Business School professor, co-founder of Stage 2 Capital, and author of The Science of Scaling.
In this conversation, Mark and I break down why most founders get the scaling question wrong, how to build compensation plans...
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First 90 secondsSpeaker 00:00
When I found out I was gonna be a parent, I immediately felt a lot of anxiety and worry, so I went on to BetterHelp to try to look for a therapist to help me with that.
Speaker 10:08
My relationship with my family and with my boyfriend and with myself were suffering. I really needed help.
Speaker 20:15
I was ruminating a lot. Really getting those thoughts out to a therapist and getting feedback was just life-changing.
Speaker 30:23
[laughs] Discover what BetterHelp online therapy can do for you. Visit betterhelp.com today.
Mark Roberge· Guest0:28
Half the entrepreneurs I meet are d- going too slow, half the entrepreneurs I meet are going too fast. It's just go at the right pacing. The root cause of that is sales. People think that the root cause of a retention issue is product or the account manager post-sale. No. It's sales. It's who you chose to sell to and the expectations you set along the way.
Ryan Hanley· Host0:52
Hello, everyone, and welcome back to the show. Today's guest is a true unicorn in the world of building companies. Mark Roberge is the founding CRO of HubSpot, where he took the company from zero to a billion-dollar-plus IPO by treating sales not as an art, but as a science. After teaching the next generation of leaders at Harvard Business School, he's now the managing partner at Stage 2 Capital and the author of the book The Science of Scaling. He's here today to challenge the growth at all costs mantra and give us a data-driven playbook