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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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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CULTURE
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PRODUCT = PEOPLE
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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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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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WE DO NOT HAVE A GLOBALLY SCALABLE PRODUCT
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WHAT I’VE LEARNED ABOUT TEAM MATURITY
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HOW TO BUILD FULL STACK TEAMS
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‘OUR ENGINEERS FAIL TO BUILD A PRODUCT THAT INSPIRES OUR CUSTOMERS & OUR PRODUCT
MANAGERS FAIL TO INSPIRE OUR ENGINEERS” - @KAARMANN
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PRODUCT MANAGERS CANNOT TELL ENGINEERS WHAT TO DO
FEAR &
EGO
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FEAR OF GETTING FOUND OUT
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I DON’T KNOW WHAT TO DO
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MAKE SOMETHING UP AND SAY IT WITH CONVICTION
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PRODUCT MANAGERS TELL ENGINEERS WHAT TO DO
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MANAGE STAKEHOLDERS
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6 MONTHS LATER REALISE WE’RE NOT SOLVING CUSTOMERS PROBLEMS
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5 WAYS TO HELP TEAMS FORM FASTER
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1. DESTROY THE HERO CULTURE OF PRODUCT MANAGEMENT
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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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2. TALK TO CUSTOMERS
(OR GIVE THEM A BUBBLE BATH)
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3 LET THE DATA DO THE TALKING
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4. PROMOTE TALKING ABOUT LEARNINGS RATHER THAN SHIPPING
OR KPIS
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5. HIRE ESTONIANS
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ONCE THE TEAM IS FORMED - WHAT’S NEXT ?
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WHAT IS THE PROBLEM THAT YOU ARE TRYING TO SOLVE ?
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OUR CUSTOMERS CALL US BECAUSE THEY ARE WORRIED
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WHAT IS THE PROBLEM YOU ARE TRYING TO SOLVE ? WHAT IS THE CURRENT SOLUTION ?
HOW MUCH VALUE ARE YOU GOING TO CREATE FOR OUR CUSTOMERS THROUGH SOLVING THIS PROBLEM ? HOW DO YOU KNOW THAT IF WE SOLVE THIS PROBLEM
WE WILL CREATE SO MUCH VALUE CUSTOMERS WILL SWITCH TO TRANSFERWISE ?
HOW DO YOU KNOW IF YOU ARE CREATING ENOUGH VALUE FOR OUR CUSTOMERS TO TELL THEIR FRIENDS ?
WHY SHOULD WE SOLVE THIS PROBLEM ?
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ONCE YOU’VE FIGURED OUT PROBLEM YOU ARE SOLVING - WHAT’S NEXT ?
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MOVING KPIS
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MOVING A KPI IS HARD
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MATURITY
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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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WE GROW AT THE RATE AT WHICH WE HIRE TALENT AND IT HAS AN IMPACT
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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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ONWARDS@nilanp