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Hi. • John Manoogian III • @jm3

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Hi. An unusual background Code leadership design CTO * * *

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The Awesome Truth About Pivots! @JM3

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Confession: I have pivoted more than anyone I know in my career and in my startup.

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Show of hands... Who here *wants* their startup to fail? “But… but!”

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My condolences in advance.

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? $ $ $how of Hand$ #2 Who here wants to build a billion dollar company?

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STARTUPS ARE A RACE AGAINST BROKE Since most startups who succeed undergo pivots, an unhealthy aversion to pivots can reduce your chances.

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Most Successful Startups pivot Let’s play, “name their original business model…”

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Flickr Heroku Instagram Paypal Twitter Youtube Awe$ome companies pivot chat w photos in-browser coding location-based checkins beam money to Palm Pilots podcast directory video dating site

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140 Proof!

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Different pivots unlock different weapons and abilities, like power-ups.

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analytics ➤ recommendations long-tail ➤ mad.ave self-serve ➤ full-serve 140 Proof’s pivot evolution:

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Pivoting is tough Admitting we’re wrong is painful. Doing field surgery on our babies is terrifying.

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We pivoted to an investor free zone Pivoting our company’s revenue mechanism from self-serve to full- serve coated us in kryptonite. (luckily, it all worked out in the end ;)

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A taxonomy of pivot types. 4. customer need 5. zoom in / zoom out 6. growth lever 3. revenue model 2. market 1. technology stack

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(winding down)

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how do you know when you have made a great pivot?

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• Pivots are positive. Great companies pivot. You can pivot anything. Pivot one thing at a time. Get them beating down your door. (Get those iPhones out.) @JM3

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Billion dollar founders are no different from you. They pivoted.

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Thanks! @jm3