Upgrade to Pro — share decks privately, control downloads, hide ads and more …

Pivot to Win

Avatar for dcancel dcancel
March 12, 2011
Business
0
2.1k

Pivot to Win

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

dcancel

March 12, 2011
Tweet

More Decks by dcancel

See All by dcancel
Ideas are Worthless
Avatar for dcancel dcancel
1
93
Why Product Market Fit Doesn’t Matter
Avatar for dcancel dcancel
1
83
Creating a Data-Driven Business
Avatar for dcancel dcancel
3
9.4k
Creating a Data-Driven Startup
Avatar for dcancel dcancel
3
2.2k
Data-Driven Startups
Avatar for dcancel dcancel
4
4.6k

Other Decks in Business

See All in Business
Things - Company Deck
Avatar for Things things2109
0
780
株式会社BALLAS 会社案内
Avatar for 株式会社BALLAS ballas_inc
0
20k
Introduction of Elastic Infra Inc.
Avatar for Elastic Infra elasticinfra
0
700
株式会社カウシェ Company Deck
Avatar for 株式会社カウシェ kauche
2
200k
FERMENSTATION Recruitment
Avatar for FERMENSTATION fermenstation
0
360
株式会社ファンコミュニケーションズ｜会社説明資料 / Company Deck
Avatar for ファンコミュニケーションズ採用 fancomi_career
0
120
大AI時代を長く活躍するための 「コンフォート・ゾーン」の新解釈
Avatar for みきてぃ / きたはら (mkitahara) mkitahara01985
0
940
【DearOne】Dear Newest Member
Avatar for DearOne hrm
2
10k
Sales Marker Culture book
Avatar for Sales Marker salesmarker
PRO
35
57k
【Progmat】Monthly-ST-Market-Report-2025-Jun.
Avatar for progmat progmat
0
250
5年勤めた印刷屋から ITエンジニアに転職した話
Avatar for Masahiro Uegaki ichigats
0
150
ベタートラップと夏
Avatar for mosa mosa_siru
8
3.3k

Featured

See All Featured
Chrome DevTools: State of the Union 2024 - Debugging React & Beyond
Avatar for Addy Osmani addyosmani
7
730
Balancing Empowerment & Direction
Avatar for Lara Hogan lara
1
420
Large-scale JavaScript Application Architecture
Avatar for Addy Osmani addyosmani
512
110k
I Don’t Have Time: Getting Over the Fear to Launch Your Podcast
Avatar for Joe Casabona jcasabona
32
2.4k
Thoughts on Productivity
Avatar for Jon Yablonski jonyablonski
69
4.7k
The Cult of Friendly URLs
Avatar for Andy Hume andyhume
79
6.5k
For a Future-Friendly Web
Avatar for Brad Frost brad_frost
179
9.8k
Why You Should Never Use an ORM
Avatar for John Nunemaker jnunemaker
PRO
58
9.4k
Statistics for Hackers
Avatar for Jake VanderPlas jakevdp
799
220k
Into the Great Unknown - MozCon
Avatar for Noah Learner thekraken
39
1.9k
Performance Is Good for Brains [We Love Speed 2024]
Avatar for Tammy Everts tammyeverts
10
950
Mobile First: as difficult as doing things right
Avatar for Swwweet swwweet
223
9.7k

Transcript

  1. Pivot to Win David Cancel The Lean Startup @ SXSWi

    - March 12, 2011 Performable Case Study
  2. None

  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”
  5. None
  6. None

  7. First Product Iteration

  8. First Iteration: What We Learned ★ Automatic optimization didn’t matter

    ★ Marketers want to customize ★ WYSIWYG experience not gratifying
  9. None
  10. None

  11. Pivot #1

  12. Pivot #1: What We Learned ★ Supporting customization is hard

    ★ SMB customers require education ★ Landing pages were “nice-to-have”
  13. None
  14. None

  15. Metrics-Driven Marketers

  16. Metrics-Driven Marketers ★ Appreciated our platform ★ Willing to pay

    up-front for solution ★ Heavy daily users of our software
  17. None
  18. None

  19. Pivot #2

  20. None

  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. [email protected] http://twitter.com/dcancel http://www.performable.com/ :-) Thank You!