Pivot to Win

A casestudy of how Performable used the customer development and lean startup methodologies to win.

Transcript

1. Pivot to Win David Cancel The Lean Startup @ SXSWi - March 12, 2011 Performable Case Study
3. Our Vision for Performable ★ Combine Insights with Actions ★ Built for Marketers not Analysts ★ Powered by a Web-scale CRM ★ Software as a Service, No IT
4. Our Vision for Performable ★ Combine Insights with Actions ★ Built for Marketers not Analysts ★ Powered by a Web-scale CRM ★ Software as a Service, No IT “I want Performable to be the Salesforce.com of Internet Marketing”
7. First Product Iteration
8. First Iteration: What We Learned ★ Automatic optimization didn’t matter ★ Marketers want to customize ★ WYSIWYG experience not gratifying
11. Pivot #1
12. Pivot #1: What We Learned ★ Supporting customization is hard ★ SMB customers require education ★ Landing pages were “nice-to-have”
15. Metrics-Driven Marketers
16. Metrics-Driven Marketers ★ Appreciated our platform ★ Willing to pay up-front for solution ★ Heavy daily users of our software
19. Pivot #2
21. Startup Pivot Lessons Learned
22. Customers = Paid
23. Search Hard For Patterns
24. Move Ghetto Fast
25. Solve Customer Problems
26. The Real Competition is Indifference NOT Startups
27. dcancel@performable.com http://twitter.com/dcancel http://www.performable.com/ :-) Thank You!