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How Virtual Events Startup Hubilo Went From Zero To $10 Mn ARR Amid Covid Crisis

How Virtual Events Startup Hubilo Went From Zero To $10 Mn ARR Amid Covid Crisis

The curtains came ultimate down for the stay occasions enterprise at the start of the year, coupled with the lack of sales for the foreseeable destiny, which become most effective the start of the coronavirus outbreak. With many excessive-profile and smaller events either cancelled or postponed, extending to company, amusement, media and leisure, sports activities and retail segments, throughout the globe, event control corporations have been in grave chance.

San Francisco and Ahmedabad-based totally occasions startup Hubilo become additionally in a much comparable state of affairs —  its revenue plummeted to zero in a blink of a watch due to Covid — given physical occasions were the worst-hit, globally. The employer became hanging via a thread with a cash runway of four to five months, the founder told us. 

“We had two choices, either we could lay off 30 of our employees and pass on with life or pivot again into something significant that we had at the start idea of,” recalled Vaibhav Jain, founding father of Hubilo. 

Founded in 2015, Hubilo is a brainchild of Jain, Mayank Agarwal and John Peter. The agency started its adventure as a digital networking platform for attendees. Since the answer changed into ahead of its time and maximum of the customers have been willing toward physical events, its answer did not work for them and the employer struggled for nearly a year.

With time, Hubilo decided to pivot into an occasion control software solution organisation wherein it began growing equipment, executing and handling mid to huge-price tag length activities for enterprises. Cut to 2020, in March, with almost a hundred% of its activities getting cancelled or postponed because of Covid, Hubilo decided to use its existing solution to mark its re-entry into the digital events landscape (Hubilo Virtual). Fortunately, the timing turned into perfect, in which the organization now claims to be making $10 Mn ARR. 

The founder claimed that the Minimum Viable Product (MVP) turned into ready inside 20-25 days, with creative occasion manufacturing organisation Tessarakt Experiential turning into its first patron. At the time, it earned $250 for website hosting the webinars. Today, Hubilo has been catering to four hundred+ paid customers throughout the globe, wherein it often hosts 100K attendee occasions, which includes Inc42, YourStory, AWS, Siemens, Roche, Tech In Asia, United Nations and GITEX (one of the global’s biggest tech activities) among others, in the span of seven to eight months. 

Even The Product Summit 2020, one among India’s largest virtual product-centric activities, organised by using Inc42 and The Product Folks, become absolutely controlled thru Hubilo. The outcomes have been phenomenal, the virtual event witnessed beautiful responses from both product fanatics and Inc42 Plus contributors, noticed a participation of over 5K attendees and 42 speakers, stretched for 2 days. 


In phrases of pricing, on common, Hubilo’s digital occasions price about $2 to $3 in keeping with attendee in step with occasion. The employer, commonly, earns sales on a in line with-event foundation plus a subscription version for repeat and common clients, which become started in October this year. Sector-clever, forty% of Hubilo’s consumer base includes media and event control businesses, while 60% comes from corporation and associations. 

The founder stated that now 45% of the revenue comes from Europe and the Middle East, observed through the USA at 30-32%, and India contributing approximately 12%. Since it's far already GDPR-compliant, Hubilo has managed to get a variety of clients in Europe and the Middle East. “There are close to 10 distinctive functionalities that we provide to attendees from a privacy and data safety angle, which includes functions like showing/hiding profiles, messaging options, hiding on line fame etc,” he added. 

(L-R): John Peter (Product Lead), Vaibhav Jain (CEO), Mayank Agarwal (CTO)

Pivoting In The Times Of Crisis

“I nevertheless bear in mind sitting in my office and searching at our sales falling off a cliff and observing a hazy occasion pipeline,” recalled Jain.

The awareness turned to growing a digital activities platform. To begin with, it commenced out with a easy Zoom integration, alongside the value cutting throughout operations, together with unsubscribing to some of the software program equipment, systems and senior leadership roles taking 70% income reduce, and so forth. The agency clarified that it did not lay off its employees inside the procedure besides a earnings reduce for three to four months. 

While the value cutting is simply one manner of searching at matters, Hubilo stated that it also decreased its sprint (work) cycle from  weeks to 5 days. “It’s nonetheless five days so that we are able to turn out functions higher and faster than our different competitors that had been already available in the market,” Jain brought. 

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Hubilo at present competes with a slew of digital activities systems, kind of 134 structures that have emerged inside the area, inclusive of Hopin, Swapcard, OnZoom, Bigmarker, Airmeet amongst others. Sharing the differentiating element, Jain stated that they do not target the SMB marketplace as a big majority of companies hold moving to different structures and equipment and are very fee sensitive in nature, which again is difficult to construct a subscription model on pinnacle of that.

However, Hubilo said that it makes a speciality of mid-market organisations unlike different players in the B2B digital events panorama, and claimed that they have built a product that has better and faster functions. “We provide entire brand mobility inside our platform,” he added, explaining that the host or a consumer (attendees) has a complete liberty to attend any sessions as in step with their comfort, network with human beings, and engage target market via branding, customise the subject matter or skin of the virtual space, near 10+ skins.

Most importantly, Hubilo also said that it captures an great quantity of occasion-related intel via gamified chief-forums, networking, lead generation and marketing campaigns, which may be included to employer backends. In addition to this, the employer also claims to offer facts analytics that is needed in phrases of returns to organisers, exhibitors and sponsors. “We are constructing a ‘system of report’ for activities additionally referred to as ‘occasions stack,’” the founder claimed. 

“At the cease of the day, if an attendee is spending their time at a digital event, they don’t must be hooked on to a selected display, we have introduced a brand new enjoy where an attendee can play the video inside the background (Picture In Picture Mode),” added Jain. 

The company additionally said that its platform has the functionality of hybrid integration, which could fuse both offline and on line occasions and offer a much bright enjoy to organisations. 

Product Evolution Beyond Virtual Events 

In the span of 7 to eight months, Hubilo has pivoted from a simple Zoom and Vimeo integration platform to developing its own broadcasting studio, along with streaming skills, with different interactive setups like living room region, assembly rooms, etc, which mimics to blend some of the important thing revel in of bodily activities. 

But, the question is how had been they capable of create this sort of product in a brief span of time? To this, Jain stated that it become able to drag off everything the use of one product supervisor and a team of approximately seven developers. Recently, the agency additionally raised $four.5 Mn in funding from Lightspeed Venture Partners and angel investors, consisting of Freshworks CEO Girish Mathrubootham, former LinkedIn CEO Nishant Rao and Slideshare’s Jonathan Boutelle. 

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With this investment, the agency now seems to enlarge its team throughout geographies and beautify product improvement. Currently, the organization has about 44 builders, 5 product managers, and a devoted design group to paintings at the UI/UX of the platform. The enterprise said that the product roadmap is prepared for subsequent 365 days, and is splitting the groups thus. 

According to industry professionals, the virtual event market is poised to touch $400 Bn by means of 2027, developing at a compound annual growth rate (CAGR) of 27%. Out of which, 5% is going to be spent on fintech platforms, and the relaxation of the sales is stated to be from sponsorship, branding, attendee ticket sales and marketing. Jain said that the common purchaser acquisition (CAC) comes as much as $a hundred and twenty, including the complete group’s fee and everything together with it. 

In phrases of advertising activities, the organization stated that it is leveraging on word-of-mouth advertising, referrals, partnership version, performance advertising and concept leadership strategy. 

“At the stop of the day, digital activities are attended via attendees who are setting in their home in silos of their pyjamas and scratchpad, how do you're making it more fun for them, and at the identical time create greater integration on the way to offer intelligence for sponsors, exhibitors and promoters.”

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