HubSpot Growth Playbook
Inbound marketing platform.
Inbound
Coined
Strategy
Content
The Spark
Dharmesh Shah and Brian Halligan realized that traditional 'Outbound' marketing (interruptive ads, cold calls) was failing as customers became better at blocking noise.
The Growth Engine
The 'Inbound' Category Design & The 'Free-Tool' SEO Flywheel: HubSpot tacticaly won by inventing the movement they wanted to lead. Their growth engine is 'The Educational Content Trap'—publishing thousands of guides, templates, and certifications that define the 'Inbound' methodology. By launching 'The Website Grader'—a free tool that analyzed your site's SEO—they captured millions of high-intent leads for $0. Their expansion relies on 'The All-in-One CRM' ecosystem, where they lure customers in with a free 'lite' version and then upsell them into a high-margin, integrated marketing, sales, and service hub.