HubSpot(HUBS) - 2024 Q1 - Earnings Call Transcript

Now, as we mentioned in the prepared remarks, what surprised us is that we saw a higher percent of customers adopt seats in month one, compared to what we saw in the Pilot. So, we expected the ASP to go down, volume to go up and offset each other immediately. But, because more customers are adopting the model, weâre seeing a sharper decline in ASPs, and itâs going to take a couple of months for the volume of customer additions to catch up and offset that ASP decline. So, there is a short-term trade-off, but ...