Short-form video is revolutionizing the way that businesses approach primary lead generation. But do you know why — and how to apply it to your marketing strategy?

When HubSpot started growing back in the early 2000s, the core strategy for primary lead generation was organic search optimization. It worked incredibly well for HubSpot (and many other businesses), helping us grow into the company we are today. But times have changed.

AI advancements and the resulting shifts in Google's algorithm have significantly disrupted SEO, making the competition for keywords fiercer than ever — and making it more difficult and expensive to rank and drive traffic. Yet many new businesses still turn to this strategy to drive growth in 2024, without looking at other avenues — which Kieran and I believe is a huge mistake.

As discussed in a recent episode of Marketing Against the Grain, we see the future of primary lead generation shifting to short-form video — and the data backs us up. Short-form video was reported as having the highest ROI of any social media marketing strategy in 2024, with over 84% of marketers saying that video has helped them increase traffic to their website.

But what are the advantages to short-form video and how can you integrate it into your marketing plan?

Advantages of Short-form Video as a Lead Generation Tool

Short-form video — like YouTube Shorts, TikTok, and Instagram reels — offers companies significant advantages over traditional lead-generation strategies. While the specific perks will vary depending on your product and business model, three that Kieran and I find particularly compelling are:

Scaled distribution: video platforms give businesses access to massive audiences, which is especially valuable for newer companies that are looking to grow their customer base. For example, the number of daily YouTube Shorts views reached 70 billion in 2023.


AI defensibility: video content is inherently more personality-driven than information-driven, meaning it’s harder to replicate with AI, ensuring your content remains unique and engaging


Differentiation: with so many businesses still relying on traditional SEO, embracing short-form video sets you apart from the competition and enables you to quickly gain traction in less-crowded spaces

Three Tips for Using Video for Lead Generation

Learn how to test and incorporate video into your marketing workflow by accessing HubSpot’s Video Marketing Starter Pack and considering the ideas below:

1. Lean into storytelling.

“Most brand marketing is boring,” says Kieran. “Instead, try approaching your brand like you’re writing a TV series.”

For example, rather than developing traditional, short-term video campaigns, consider long-term series with recurring characters and plotlines. This storytelling approach establishes a deeper connection with the audience, making your brand memorable.

Also, never underestimate the power of humor. “One of the outlandish things I think someone could do is hire a comedy writer for developing a company’s brand campaign,” Kieran says. Humor again makes your video content memorable while further differentiating you from competitors.

2. Recycle existing content.

Especially for teams with limited budgets and resources, repurposing existing video content is an efficient way to expand your short-form content portfolio.

For example, recycle long-form videos by cutting them into smaller, more digestible clips. Turn webinars into video ads, or customer interviews into testimonials. This approach maximizes the shelf-life of your existing content and enables it to reach a broader audience.

Also, don‘t be afraid to lean into AI. As Kieran explains during the episode: AI tools now enable you to take the text from a blog post and generate a two-minute educational video that perfectly summarizes the blog’s key points. Add AI-generated audio, embed the video back into the blog, and distribute it on other platforms to drive traffic. Instantly, you've created a multimodal blog post that engages readers in new ways.

3. Partner with influencers.

Collaborating with influencers allows brands to reach targeted demographics with less effort. For example, I would look for people who have really successful YouTube channels and TikTok accounts with very specific audiences — and then partner with them for sponsored video content or embed my product into their content.

Associating your brand videos with (carefully chosen) creators increases your credibility, as they already have established trust with their followers. Furthermore, value and brand-aligned influencers increase authenticity and ensure your message resonates with a receptive audience.

To watch our entire discussion about the future of lead generation, check out the full episode of Marketing Against the Grain below:

This blog series is in partnership with Marketing Against the Grain, the video podcast. It digs deeper into ideas shared by marketing leaders Kipp Bodnar (HubSpot’s CMO) and Kieran Flanagan (SVP, Marketing at HubSpot) as they unpack growth strategies and learn from standout founders and peers.