HubSpot is now 14 years old. Brian Halligan, its CEO, considers that the company spent its first 6 7 years in “startup” mode, where it got through product/market fit and got its customer economics to work.

In the ensuing years, HubSpot had evolved into “scale up” mode, where it added fuel to the engine and grew fast in a great market with nice
barriers to entry.

It turns out that many of the skills Brian needed as the leader of a scale up were much different than the skills he needed as the leader of a startup. This interview attempts to lay out some of the skills and tools he needed to develop in the scale up phase.

You can view the complete PDF below:

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