Dharmesh Shah

Founder and CTO at HubSpot. Helping millions grow better.

Career startup guy.

Author of the book &quot;Inbound Marketing&quot; (http://InboundBook.com)

Specialties: Entrepreneurship, Software Development, internet marketing,SEO

Founder and CTO

Founder of HubSpot, a venture-backed software startup.  HubSpot offers the industry's first inbound marketing system for small businesses.  The software is available as a hosted service (SaaS).

"Why should companies pay for SaaS (HR/CRM/ERP/etc.) when they could just vibe code them?"

I get variations of this question or comment with some regularity (granted, it's sometimes just me talking to myself). 

Here are some biased (but hopefully, well-considered) thoughts:

1) I am a big proponent and user of vibe coding (what I call "agentic coding"). I do it every day, 7 days a week, including Sundays. It's amazing.

2) My company, HubSpot is a software company. We have hundreds of professional engineers -- just about all of them use AI for product development too. They are brilliant and know how to build production-grade products.

3) Even with this powerful army of talent, the number of internal, core SaaS applications that we have replaced with a vibe-coded variant is exactly ZERO. The number of applications we plan to replace is also exactly ZERO. 

4) It's not the absence of talent that keeps us from rolling our own SaaS apps, it's the presence of focus. It would be silly to try and replace our HR, team collaboration, expense tracking and 100+ other SaaS apps we use when we can just buy them. Just doesn't make sense.

5) That's us -- as a software company at some scale. If you're a non-software company it makes even less sense for you. Doesn't matter how good the AI coding tools get. Let's say you *could* vibe code a replacement for that SaaS app you're using, who's going to maintain it? Who's going to keep up with industry trends? What are you going to do when the 20-something genius that vibe coded it over a weekend leaves the company?  Who do you call when there's a major bug? 

6) If you're a Fortune 500 company at some scale, perhaps you could pull this off for some discrete use cases and the tradeoffs are worth it. You have an IT/Engineering department that is larger than the population of some countries.  You can take on the pain in return for the positives.

For the millions of others, my advice is:

Spend every calorie possible on creating value for your customers.

Never spend more time debating the priority of a product improvement than it would take to actually go ahead and do it. 

Small improvements add-up and they're morale boosters for both customers and the team.

In the early times at HubSpot we had something called "daily delights". Basically, every day, the product team would *ship* at least ONE small improvement to the product that was noticeable by customers (and hopefully delight a few of them).

We're bringing a variation of that idea back whereby we find and fix those minor annoyances in the HubSpot product and drive some customer delight. I'm thrilled. 

Sometimes companies have a tendency to overthink things and undervalue the compounding value of seemingly inconsequential improvements.

BREAKING:  OpenAI launches GPT 5.2 and boy is it smart.

I got immediate value out of it.

I was struggling with getting Codex CLI to work through a tricky coding (actually deployment) issue I was running into.  I was going back and forth with the coding agent for almost a dozen rounds -- to no avail.

Was even desperate enough to try Claude Code with Opus 4.5.  No luck.

Then, saw the news about GPT 5.2.  Switched to it.  It took a couple of more rounds of prompting -- but it solved the issue.

Look forward to digging in more tonight with a late-night coding session for a major overhaul of one of my popular agents. 

Thank you OpenAI!

I build a lot of AI agents for myself, which I increasingly also share with others. 

I don't build AI agents to make people unnecessary.

I build them to make people unstoppable.

The latest McKinsey State of AI 2025 report just dropped and I'll cautiously say it's pretty good. (Cautiously, because I'm a bit leery of reports from big management consulting companies -- they're often very mega-enterprise focused and I'm a startup/SMB guy.)

Some quick takes and insights:

1. Most companies are still “AI-curious,” not “AI-capable.”

Eighty-eight percent are using AI somewhere, but two-thirds are still stuck in pilot mode. Translation: lots of glitter, not much gold.

2. AI agents are the new interns.

Sixty-two percent of organizations are experimenting with agents, but only 10 percent have them doing real work at scale. Early days—but the ones that figure it out first will have an army of tireless digital doers.

3. High performers think beyond cost-cutting.

The top six percent of companies don’t just use AI to save money—they use it to reinvent workflows and drive innovation. They’re not trimming fat; they’re growing new muscle.

My advice:
Experiment and play with AI. That's how you learn.
But don't stop there.
Lean in and truly leverage it.
Even if it's for small, discrete tasks.

The next frontier isn’t “using AI.”
 It’s working with AI.

At HubSpot we're investing in helping millions of SMBs make this transition -- just like we've done in the past. Everything from our featured agents like Customer Agent and Prospecting Agent all the way down to simple, task-oriented agents on Agent.ai.  

We're not interested in high-falutin', performative AI.  We focus on the practical: What can AI actually *do* for you?

What's the difference between a company's mission and vision?

Here's how I think about it...

A mission states who the company is, what it is pursuing and why.  It's describes what is (hopefully) happening *today*.

A vision describes where the company is going, what direction it's moving and where it aspires to be in the *future*.

For example, HubSpot's mission is to "help millions grow better". So, everything we do can be connected back to that mission. The products we build, the underlying platform it uses, our partner ecosystem, HubSpot Academy, our free tools, Agent.ai, our INBOUND conference...everything. It's all in service of that core mission of helping millions grow better. 

So, what's our VISION? Candidly, we're currently iterating on it. With the advent of AI, we think we can be more aspirational and set a higher bar in terms of what we can accomplish.

GaggleAMP

Manager of Customer Success

Team Lead, Customer Success & Scaled Programs

End-to-end ownership and accountability for ensuring customer growth, delight, and retention.

Drive overall business growth by increasing renewal rates, reducing churn, and expanding revenue from cross-sell and up-sell opportunities.

Cultivate relationships with key decision makers to drive adoption and identify opportunities for customer growth.

Engage customers in training, coaching, and review meetings to derive maximum value from their investment in GaggleAMP.

Customer Success Manager

Gain Grow Retain

Member

Exit Five

#1 community for B2B Marketers, and it's DG - why wouldn't I be a Member!?

RevGenius

RevGenius is a group of revenue generating sales and marketing professionals brought together to learn, share, support, and grow.

PennsylvaniaGear

Developed our Pennsylvania P logo, and decided to start a fun little eComm store during the pandemic 

Responsible for all aspects of business operations.

Founder 

Jabmo

Jabmo is the international leader in Account-Based Marketing (ABM). Jabmo's unique combination of IP based technology platform and managed services enables companies to send personalized B2B advertising to their target accounts and measure the impact across all digital marketing channels.

Responsibilities:

Develop a proactive and strategic relationship with your customers to gain a deep understanding of their business objectives and provide strategic ABM advice.
Provide reports, analysis, and recommendations through reviews with the customer (Weekly, Monthly and/or Quarterly)
Manage day to day customer communication from pre-sales to renewal
Lead onboarding and implementation for new customers, providing strategic guidance and technical expertise around Jabmo ABM solutions to demonstrate value quickly.
Maintain a regular cadence of account reviews with key stakeholders to ensure expectations are being met and your customer is seeing successful results
Suggest additional use cases and target accounts to help bolster their ABM impact.
Plan customer display advertising campaigns and prepare boardroom-ready reports.
Coordinate campaign set up with our ad operations, creative and data teams.
Work collaboratively with our account executives to develop and broaden client relationships.
Develop compelling client-facing presentations, best practices and processes documents.
Work with our product team to build scalable processes and product

Team Lead, Customer Success - Enterprise 

The Douglas Stewart Company

Supervisor of Marketing Communications

Northwest Analytics

Advocate the effective use of manufacturing big data analytics to drive Industry 4.0 initiatives. 
Help manufacturers of all sizes, ranging from SMBs to some of the largest Fortune 1000 manufacturers realize the potential residing in their existing manufacturing databases.

Report directly to Vice President of Marketing

Sr. Marketing & Customer Success Strategist

MyBartender

Responsible team lead for upscale catering and beverage service for large
special occasions and corporate events.

Event Manager & Client Liaison 

Rockstar Modeling & Promotion

•Correspond with the company founder & managing director to maintain accounts, expenses and corporate budgets 
•Generate public interest & demand for designated brands 
•Formulate innovative marketing strategies to increase brand awareness
•Recruited and trained new promotional staff to implement interactive brand initiatives and events 
•Advertised company brands through social media, product sampling and giveaways at over 20 designated accounts in the sales territory
•Provide customer feedback regarding brands to management 
•Key Brands: Miller Lite, Coors Light, Blue Moon, Leinenkugel's, Molson, and all other MillerCoors related brands, Guinness, Lagunitas, Fireball whisky, Buffalo Trace bourbon, Eagle Rare bourbon, Dr. McGillicuddy's Shnapps and many more

Brand & Promotions Account Manager 

Team Lead, Customer Success & Scaled Programs at GaggleAMP

Here's my deal—I lead Customer Success in the B2B Marketing SaaS space and I'm a hands-on problem solver who loves turning big, complicated ideas into simple, workable plans. Give me a messy challenge, and I'll help make sense of it. I get excited about building new things and mastering tools along the way.

When I'm not at work, you'll probably find me testing out AI ideas or coming up with terrible dad jokes (What did the grape say when it got stepped on? Nothing, it just let out a little wine! 🍷).

Want to chat about...
👉 How to provide more value to your customers?
👉 Using AI in Customer Success and GTM motions?
👉 Swapping AI prompts and ideas?
👉 Trading awful puns and memes?

Let's connect! I'm always up for meeting new people and swapping ideas. 

Let's make something cool happen together.

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Dharmesh Shah

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The Battle

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Dharmesh Shah's LinkedIn Performance

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