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Pivot to Win
David Cancel
The Lean Startup @ SXSWi - March 12, 2011
Performable Case Study
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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
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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”
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First Product Iteration
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First Iteration: What We Learned
★ Automatic optimization didn’t matter
★ Marketers want to customize
★ WYSIWYG experience not gratifying
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Pivot #1
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Pivot #1: What We Learned
★ Supporting customization is hard
★ SMB customers require education
★ Landing pages were “nice-to-have”
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Metrics-Driven Marketers
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Metrics-Driven Marketers
★ Appreciated our platform
★ Willing to pay up-front for solution
★ Heavy daily users of our software
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Pivot #2
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Startup Pivot Lessons Learned
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Customers = Paid
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Search Hard For Patterns
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Move Ghetto Fast
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Solve Customer Problems
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The Real Competition is
Indifference NOT Startups
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[email protected]
http://twitter.com/dcancel
http://www.performable.com/
:-) Thank You!