1. Do you agree with HubSpot that the “rules of marketing” have changed? If so,
how? Is the inbound marketing the answer? Why or why not?
2. Is HubSpot finding and serving the right customers? Should it widen its focus to
serve any customer that comes its way? Or narrow their target, by focusing
exclusively on either Owner Ollies or Marketer Marys? Or by focusing
exclusively on either B2B or B2C customers?
3. Should HubSpot differentiate more? Should its pricing strategy change? Does the
software-as-a-service pricing model work for both Owner Ollies or Marketer
Marys? Should HubSpot try to immediately capture more value for either of these
customers?
4. Should they also do any outbound marketing?
5. Halligan and Shah want HubSpot to be to marketing, what salesforce.com is to
sales. What would your plan of action be to make this happen? What are the risks
associated with your proposed plan of action?
