product = people
TRANSCRIPT
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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