Download - 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
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FIRST INTRODUCTIONS
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INTROS
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FAMOUS FOR…
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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
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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…
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HOW EXACTLY HAVE WE GROWN ?
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EVANGELISM IS THE BIGGEST DRIVER OF GROWTH
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WE BELIEVE WE CAN CREATE EVANGELICAL CUSTOMERS
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SO WHY DO PEOPLE RECOMMEND OUR PRODUCT ?
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RATIONALRATIONAL EMOTIONAL
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RATIONALPRODUCT BRAND
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RATIONALSPEED CONVENIENCE PRICE COVERAGE
BRAND
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TO ACHIEVE ADVOCACY YOUR PRODUCT NEEDS TO BE AN ORDER OF MAGNITUDE
BETTER THAN THE ALTERNATIVE
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BUT DON’T DO THIS AS “GROWTH HACK” DO IT BECAUSE THE WORLD
DESERVES IT
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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 !
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RATIONALSPEED CONVENIENCE PRICE COVERAGE
A MOVEMENT
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RATIONALSPEED CONVENIENCE PRICE COVERAGE
OWNERSHIP PRIDE
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HOW DOES THIS SCALE ?
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DEVOLVE DECISION MAKING TO TEAMS
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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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@nilanp@nilanp
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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
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TRADE OFFS & CHALLENGES
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TRADE OFFS
- Consistency
- Efficiency
- Singularity of vision
- Swiftness of collective decision making
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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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@nilanp
PRODUCT = PEOPLE
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ONWARDS@nilanp