Skip to main content

$2 million to $4 million in 1 year: Thinking long-term in marketing

A year back (march 2017), Hubstaff had just crossed $2 million ARR and I had shared some lessons here on our journey from $0 to $2 million ARR.

A year later, Hubstaff just crossed $4 million ARR (june 2018).

Interestingly, we added the same revenue in last 1 year v/s in the previous 5 years.

So I wrote up some of my own lessons from our growth journey in the last 1 year. It’s a mixed bag of lessons touching marketing operations, strategy, culture etc. I’d love to hear your thoughts on these lessons.

You can read them here.

How direct sales helped us grow from $287,000 to $883,000 revenue in <1 year

Up until August last year, the Hubstaff team didn’t place much focus on direct sales. We assumed there wouldn’t be enough ROI since our product cost is pretty low at $5/user. Instead, we focused on inbound marketing because it’s the kind of channel that got us great results. I feel that this is often the case; direct sales are underrated and take a backseat to online marketing.

Nathan Barry of ConvertKit wrote a post on how he prioritized direct sales as a channel to acquire customers over his content marketing and other tactics. With direct sales, ConvertKit saw a whopping growth of 2605% in the last 12 months. That post inspired us to start allocating some time in direct sales as a growth channel for us.

Here are the steps we took, which ultimately contributed to our more than 200% revenue growth in the past 12 months. Read More