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Pivot to Win

Avatar for dcancel dcancel
March 12, 2011
Business
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2.1k

Pivot to Win

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

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dcancel

March 12, 2011
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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!