My keynote at Dataweek 2013 in San Francisco about lean startup and engines of growth.

1. Test Driven Business
October 2013
@davidjbland

2. Intro to Neo
Neo is a global product innovation company. We create compelling mobile and Web products for our
clients, with a focus on creating customer value and business success. Our clients include large
enterprises, startups, and governments. Founded by Joi Ito (director of the MIT Media Lab) and Ian
McFarland (ex-CTO of Pivotal Labs) we count Eric Ries (author of “The Lean Startup”) among our
partners. We are dedicated to Lean Startup rigor and the close collaboration of business, technology and
design.
2
Lean Innovation
Our team of thought leaders has
literally written the manuals for
lean startup, lean UX and lean
product management. At
Neo, we put these ideas into
practice every day. We obsess
about value creation, as well as
shipping great code. We treat our
clients' products like our own.
Agile Development
We make great software, with
deep expertise in Ruby on Rails
and iOS development. We've
been doing agile for years, and
continue to lead the field. With
Neo, you get the best industry
talent, the very highest code
quality, and unparalleled
excellence in software
strategy, scalability, and
sustainability.
Education
We want to help you become
successful, and part of that is
teaching best practices. In our
lean and agile projects, we often
apprentice client staff. We also
run focused workshops for our
clients, run conferences on
technology and design, and
support the community through
open source software and
organizing meetups.

3. David J Bland
3
Principal Advisor @Neo
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4. 1999
4

5. 5

6. 6
- Hits
We Measured…

7. Lots of VC money later…
7

8. 8

9. 9
- Transactions
- New
- Pending
- Submitted
- Under Review
- Approved
- Time to Approval
- API calls
- Authentication
- License & Appointment
- Brokerage Account
- Funds Availability
- Users
- By Role
- Last Activity
- Commission
- NIGO Rate…
We Measured…

10. 10
B2C to B2B Customer Segment
Pivot
.ASP to XML Platform Pivot
App + Tools to App Zoom-In Pivot

11. 11
“ The pivot used to be called the f&$@ up”
- Marc Andreessen
Lean Startup Conference 2012

12. 12
Important!
The Lean Startup – Eric Ries

13. 13
“Now we are drowning in data”

14. 14
“Metrics are people, too”
- Eric Ries

15. 15
Are your customers…
Aware of problem?
Actively seeking a solution?
Hacking together a solution?
Have $$$ for your solution?
Adapted from Steve Blank – 4 Steps to the Epiphany

16. 16

17. 17
What do you
measure here?

18. 18

19. 19
Acquisition
Activation
Retention
Referral
Revenue
Pirate Metrics – Dave McClure 500 Startups

20. 20
Aware
Hopeful
Satisfied
Passionate
Lean Entrepreneur – Brant Cooper & Patrick Vlaskovits

21. 21
Aware
Hopeful
Satisfied
Passionate
Acquisition
Activation
Retention
Referral

22. 22
Questions?

23. Thank You!
@davidjbland
david.bland@neo.com