As time progressed, we measured his VAR channel just like the rest of the business. For you SaaS experts out there, we measured LTV/CAC, payback period, salesperson productivity, customer retention, and a few other metrics. The results were phenomenal. Six years later, Pete oversaw a VAR-focused team of 100 cross-functional employees and was responsible for a significant amount of HubSpot's monthly new revenue generation.
