product = people

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PRODUCT = PEOPLE

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HOW TO BUILD A CULTURE THAT BUILDS PRODUCT

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THAT GROWS ITSELF

FIRST INTRODUCTIONS

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INTROS

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FAMOUS FOR…

ESTONIAN FOUNDERS

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EVANGELICAL CUSTOMERS

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£500 MILLION IN TRANSFERS PER MONTH DOUBLING EVERY 3-4 MONTHS 1% OF ALL GLOBAL TRANSFERS HOPEFULLY SOONISH

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A COMMON THREAD ?

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CULTURE

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PRODUCT = PEOPLE

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AN EMERGENT WAY OF BUILDING PRODUCT

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HOW PRODUCT GETS BUILT AT BIG CO

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SHAREHOLDERS

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CEO

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CPO / VP GROWTH / VP SALES

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DOES A PLAN

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HIRES A TEAM

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ACCOUNTABILITY AND DECISION

MAKING AT THE TOP OF THE ORG

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CUSTOMERS

HOW PRODUCT GETS BUILT AT STARTUPS

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SHAREHOLDERS = FOUNDERS

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STARTUPS START WITH NO DATA

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STARTUPS START WITH CONVICTION

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FOUNDER HAS A VISION FROM GOD

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THEY THEN MICROMANAGE IT OUT

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LIKE WATCHING A MOUSE

GIVE BIRTH TO AN ELEPHANT@nilanp

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IF THEY ARE SUCCESSFUL

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CPO / VP GROWTH / VP SALES

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DOES A PLAN

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HIRES A TEAM

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ACCOUNTABILITY AND DECISION

MAKING AT THE TOP OF THE ORG

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CUSTOMERS

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ALTERNATIVE ?

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DEVOLVE DECISION MAKING TO TEAMS

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BUT FIRST…

HOW EXACTLY HAVE WE GROWN ?

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EVANGELISM IS THE BIGGEST DRIVER OF GROWTH

WE BELIEVE WE CAN CREATE EVANGELICAL CUSTOMERS

SO WHY DO PEOPLE RECOMMEND OUR PRODUCT ?

RATIONALRATIONAL EMOTIONAL

RATIONALPRODUCT BRAND

RATIONALSPEED CONVENIENCE PRICE COVERAGE

BRAND

TO ACHIEVE ADVOCACY YOUR PRODUCT NEEDS TO BE AN ORDER OF MAGNITUDE

BETTER THAN THE ALTERNATIVE

BUT DON’T DO THIS AS “GROWTH HACK” DO IT BECAUSE THE WORLD

DESERVES IT

RATIONALSPEED CONVENIENCE PRICE COVERAGE

BRAND

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PEOPLE DO NOT TALK ABOUT MONEY TRANSFER IN THE PUB

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GIVE YOUR CUSTOMERS STORIES TO TELL

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You can’t copy that !

RATIONALSPEED CONVENIENCE PRICE COVERAGE

A MOVEMENT

RATIONALSPEED CONVENIENCE PRICE COVERAGE

OWNERSHIP PRIDE

HOW DOES THIS SCALE ?

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DEVOLVE DECISION MAKING TO TEAMS

WE WORK IN AUTONOMOUS INDEPENDENT TEAMS THAT

FOCUS ON KPIS THAT MAKE A DIFFERENCE TO OUR CUSTOMERS

AND DRIVE OUR GROWTH

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THE CURRENCIES TEAM WORKS ON LAUNCHING NEW CURRENCIES

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IT IS AUTONOMOUS & INDEPENDENT

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Currencies Operations Verification Conversion Experience Virality Marketing

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HOW DOES CULTURE SUPPORT THIS ?

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WTF IS CULTURE ANYWAY ?

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VALUES, PROCESSES & BEHAVIOURS

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VALUES

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THATS JUST COMMON SENSE

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PROCESSES

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CADENCE@nilanp

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WEAK PRODUCT OWNERSHIP

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EVERY PART OF THE PRODUCT IS OWNED

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ANY TEAM CAN CHANGE ANY PART OF THE PRODUCT

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MARKETING

PRODUCT

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CROSS TEAM DISCIPLINES

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CROSS TEAM DISCIPLINES

- Design

- Engineering

- Product

- Data science

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WHAT ABOUT COUNTRY TEAMS ?

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WE DO NOT HAVE A GLOBALLY SCALABLE PRODUCT

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BEHAVIOURS

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PRODUCT MANAGERS AND THE EGO

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PRODUCT MANAGERS CANNOT TELL ENGINEERS WHAT TO DO

EGO

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PRODUCT MANAGERS CANNOT TELL ENGINEERS WHAT TO DO

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IF YOU FAIL TO INSPIRE AN ENGINEER

YOU WILL FAIL TO INSPIRE CUSTOMERS

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MATURITY

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TALENT

TRADE OFFS & CHALLENGES

TRADE OFFS

- Consistency

- Efficiency

- Singularity of vision

- Swiftness of collective decision making

CHALLENGES

- Accountability

- Failure

- Intervention

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WHY DO WE OPERATE THIS WAY ?

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60 TO 400+ TRANSFERWISERS IN 18 MONTHS

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THE PRIZE

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A BANK COULD HAVE STARTED TRANSFERWISE AT ANY POINT IN THE

LAST 100 YEARS

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REFOCUSSING AN INDUSTRY FROM SHAREHOLDER VALUE TO CUSTOMER

VALUE IS HARD

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PRODUCT = PEOPLE

ONWARDS@nilanp