Sid Kumar

Head of GTM Strategy & Planning @ Databricks | ex. HubSpot, AWS

[Sid Kumar @SidKumar]

@businessbarista AI-native

[Ali Ghodsi @alighodsi]

I now constantly get questions about the SAAS meltdown, role of AI, system of records etc. I don't have an answer to all these.

But I do know that we saw an acceleration in our business in Q2, Q3, and now finished the year with accelerating Q4.

The question is, why?

Short answer: AI. But the underlying reason is subtle. We are growing fast because we are finally removing the biggest bottleneck in data: the technical barrier to entry.

For years, if you didn’t know SQL, Python, you were locked out of the value chain. That has changed fundamentally with the 𝐆𝐞𝐧𝐢𝐞 𝐟𝐚𝐦𝐢𝐥𝐲, and it is the "secret sauce" behind our recent momentum:
• 𝐆𝐞𝐧𝐢𝐞: Analysts can query data without any SQL. I use this every day myself.
• 𝐃𝐚𝐭𝐚 𝐒𝐜𝐢𝐞𝐧𝐜𝐞 𝐆𝐞𝐧𝐢𝐞: Builds end-to-end AI models for you, similar to Cursor for ML on your data.
• 𝐃𝐚𝐭𝐚 𝐄𝐧𝐠𝐢𝐧𝐞𝐞𝐫 𝐆𝐞𝐧𝐢𝐞: Write Spark pipelines, does plumbing, troubleshooting.

We've been talking about DATA + AI democratization, but generative AI finally enabled it in a way that wasn't possible before. That's why we're seeing a market response.

Take 𝐋𝐚𝐤𝐞𝐛𝐚𝐬𝐞 𝐏𝐨𝐬𝐭𝐠𝐫𝐞𝐬. We launched this serverless engine for agents and apps recently. At 8 months into its journey, its revenue is already 2x what our Data Warehouse product was at the same stage.

All this taken together, we ended up with the following stats for Q4:
🚀 $5.4B Revenue Run-Rate, growing >65% YoY
🚀 $1.4B AI Revenue Run-Rate
🚀 FCF Positive for the year
🚀 NRR >>140%

https://t.co/yq3riYyr8r

[Sid Kumar @SidKumar]

@businessbarista Claude

[Sid Kumar @SidKumar]

Who's ready for INBOUND 2023??!! Excited to share that the official @INBOUND 2023 Main Stage lineup is now LIVE with 180+ sessions led by 200+ industry icons 🔥 ... #INBOUND23 will offer the connections, knowledge, and inspiration needed for building a fu…https://t.co/BCKB6i8pE3

[Sid Kumar @SidKumar]

Looking forward to this discussion tomorrow with @ARoseLVNY (CMO, Automation Anywhere) and Robert Zimmermann (CRO, Qualified) at the Spring '23 Pipeline Summit! We’re going to dive into how to drive alignment and collaboration across go-to-market teams to…https://t.co/ql8GawMfvM

[Sid Kumar @SidKumar]

Absolutely loved this conversation with @abhijeetvv on customer retention and the role that RevOps plays in helping go-to-market teams stay focused on delivering value at every step of the customer journey ... key takeaways and insights below along with t…https://t.co/LeDxne8PYD

[Sid Kumar @SidKumar]

This is a high impact role on our Customer Success Strategy & Operations team working with amazing leaders including @jmahtani and Sowmya Srinivasan! If you are interested in learning more, check out the details at the link below...

#hubspot #customersuc…https://t.co/oOkuLejeeQ

[Sid Kumar @SidKumar]

This is a highly impactful role working on a GREAT team at HubSpot ... you'll play a key role in developing and building our strategy and operating plan to scale our Customer Success organization and continue delivering exceptional value for our customers…https://t.co/LvvC0nPciF

[Sid Kumar @SidKumar]

Happy International Women’s Day to all the amazing women that I am blessed with in my life and that I have the good fortune to work with everyday at HubSpot! I am really proud of the progress that we’re making at HubSpot to create…https://t.co/UmsiaLpjUk https://t.co/0LiIWQX3AJ

[Sid Kumar @SidKumar]

I am thrilled to join the new RevGenius executive community RevRoom with @jaredwill10x as a Founding Member! Excited to learn from the amazing b2b revenue leaders in this community ...

#CommunityLedLearning #FutureOfCommunity #RevRoom #RevGenius https://t.co/Q4YRLHiUgz

[Sid Kumar @SidKumar]

It’s amazing to see how far RevOps has come in such a short period of time. Earlier this month, LinkedIn reported that RevOps was the fastest growing job in the U.S. over the past five years. I strongly believe that this has a lot…https://t.co/eCYAfkz9uz https://t.co/7W1WTVvWwS

[Sid Kumar @SidKumar]

We just launched a new global brand campaign HubSpot and it is WILD! Check out how the most successful outlaw business in the Wild West is using HubSpot CRM to generate leads, close deals, and help customers in this latest campaign…https://t.co/Aao5uLFKKg https://t.co/WLzXlcXlxa

[Sid Kumar @SidKumar]

Can't wait for this conversation with Mona Akmal on connected go-to-market!

#connectedgtm https://t.co/3fY9ZZ9NQH

[Sid Kumar @SidKumar]

Enjoyed talking all things RevOps with you, @ianfaison! Thanks for having me on the show!

#hubspot #revops #connectedgtm

https://t.co/wM7VogJ9Vp https://t.co/ReFLn173bq

[Sid Kumar @SidKumar]

What a great way to end the year...HubSpot is ranked #1 for Culture in 2022 and @yaminirangan is ranked the #1 CEO! As I wrap up my first year at HubSpot, I can attest to how well-deserved both of these awards truly are ... this is…https://t.co/S5tzPxGros https://t.co/S8957z3Rx2

[Sid Kumar @SidKumar]

Excited to have this conversation with @hastyle48, Chief GTM Officer at Rev! Registration link here if interested in joining: https://t.co/3qKq1JLGbJ

#revops https://t.co/D6Yog949MS

[Sid Kumar @SidKumar]

Check out this great role working with Katie Burke and our world-class People Operations team! Encourage you to apply if you have what we're looking for!

https://t.co/vjqvxAbivl https://t.co/5IXKp3RuvE

[Sid Kumar @SidKumar]

Amazing role working for one of the best sales leaders in tech! If you have the background that Christian Kinnear is looking for, I would highly encourage you to apply...

https://t.co/4ZgHQikrDf https://t.co/qPsW7bDCoY

[Sid Kumar @SidKumar]

I’m very excited to share that we are looking for a VP, Sales Strategy & Operations to join our team here at HubSpot! This high impact role will function as the COO of Sales and be the key business partner to our amazing Chief Sale…https://t.co/6tIMWqG7qI https://t.co/xGZKpX9q5C

[Sid Kumar @SidKumar]

I am truly honored to be named as a Top 100 Revenue Operations Leader of 2022 ... special thank you to my amazing team at HubSpot for all that you do and your unwavering commitment to excellence! Full list is here: https://t.co/cWfZBmHRjv

#hubspot #revo…https://t.co/vpVCqmfdh3