Marketing Strategy Analysis: HubSpot Case Study and Recommendations

This assignment provides a comprehensive case study analysis of HubSpot's marketing strategies, focusing on key challenges and potential solutions. The analysis begins with identifying the core marketing issues faced by HubSpot, including customer segmentation and cost-effectiveness. The solution explores two alternative approaches, assessing their pros and cons concerning target customer segments, lead generation, and website performance. Quantitative and qualitative solutions are presented, including the use of customer lifetime value calculations and content template creation. The implementation plan is based on the SMART framework, with a focus on lead generation, credibility building, and pricing strategy testing during the first year. Subsequent phases involve developing training materials, enhancing lead scoring, and upselling to existing customers. The case study references relevant academic sources to support its analysis and recommendations.

Marketing Management – Assignment Solution
Solution 1. The key marketing challenges that the organization HubSpot was facing pertained
to the determination of the consumer segments which could turn to be fruitful for the
organization (Steenburgh et al., 2009). The cost effectiveness strategy for HubSpot was
crucial too and a challenge to be maintained as it was the growth stage for the organization.
The consumer segment for the organization was diverse. The strategic planning difficulty was
closely related to the challenges it faced.
Solution 2. a. The pros and cons pertaining to the first alternative solution in order to address
these marketing issues is linked to the consideration of the advice which was provisioned by
the venture partners of the organization to well consider the medium sized businesses. As
these businesses formed 73% of the customer base of HubSpot, the target could bring in
greater success (Menon et al., 2015). The driving of brand awareness and generation of leads
would be beneficial too. The cons linked to the alternative was the cost involved in the
acquisition of this customer base. The cost was $1000 whereas the charges that the clients
while for consulting to be $500 and $250 for each month that was ongoing.
Solution 2. b. The pros and cons pertaining to the second alternative solution in order to
address these marketing issues is with respect to the benefit with the performance of websites
and the strength pertaining to the social media. This enhanced basis the web analytics linked
to the organization. There are disadvantages too with the consideration of alternative. While
focusing on the segment, the working relations with respect to the outside agencies to carry

out marketing is prevalent (Menon et al., 2015). The opportunity to generate the leads can be
very much seasonal.
Solution 3. a. The best quantitative alternative solution is the calculations need to be done in
an orderly manner (Steenburgh et al., 2009). With respect to the Average Customer Life
Time Value per segment, the estimation can be done for the amount that the company will
gain while doing business with a particular segment.
Solution 3. B. The best qualitative solution would be the content templates being developed
and the grader tools with respect to the website needs to be created too. The maintaining of
quality standards and the utilization of effective pricing strategy can yield results.
Solution 4.
The specific implementation of the plan needs to be based on the SMART framework. The
first year needs to have the focus on the lead generation and to well build the credibility
among the Owner Ollies (Steenburgh et al., 2009). The expertise has to be generated with
respect to the tutorials and videos too. The testing would need to be conducted for the pricing
plan being adopted. The continuance of the lead generation tool in order to help with the
leads would be beneficial.
With respect to the period of eighteen months post the first year, the development of training
material and the enhancement of the strategies linked to lead scoring and measurement of
analysis would work to be an effective approach. It would be beneficial that this period is
also accompanies with the upsell for the existing customers of organization.

References
Menon, A., Bharadwaj, S. G., Adidam, P. T., & Edison, S. W. (2015). Effective Marketing
Strategy-Making: Antecedents and Consequences. In Proceedings of the 1997 Academy of
Marketing Science (AMS) Annual Conference (pp. 224-224). Springer, Cham.
Steenburgh, T. J., Avery, J., & Dahod, N. (2009). HubSpot: Inbound marketing and web 2.0.