Why Product Market  Fit Doesn’t Matter@dcancel
I’m David Cancel@dcancel
On the internets @dcancel@dcancel
I love building things@dcancel
But building these is way@dcancel
I work at HubSpot@dcancel
This is my timeline@dcancel
Really excited to be here@dcancel
@dcancel
Product Market Fit@dcancel
Professor Blank@dcancel
Professor Ries@dcancel
16 years of searching...@dcancel
for Product Marketing Fit@dcancel
1. Way too fucking early@dcancel
1. Way too fucking early@dcancel
1. Way too fucking early@dcancel
2. Way too early@dcancel
2. Way too early@dcancel
2. Way too early@dcancel
3. Too early@dcancel
3. Too early@dcancel
3. Too early@dcancel
4. Close to perfect@dcancel
4. Close to perfect@dcancel
4. Close to perfect@dcancel
Good news:           I am less dumb today@dcancel
16 years of starting@dcancel
1000s of product@dcancel
Trying to find Product@dcancel
Lots of pain and@dcancel
@dcancel
Chief Product Officer@dcancel
World domination@dcancel
Passionate people@dcancel
Raving fans@dcancel
Playing for keeps@dcancel
6000           5000           4000           3000           2000           1000              0                  Explosive ...
60 Apps   2,000,000                              Marketers                                                   70,000       ...
I learned a secret@dcancel
Mind blown@dcancel
You’re going to love this@dcancel
Finding fit is really hard@dcancel
Building is the hardest part@dcancel
So much time and money@dcancel
Too hard@dcancel
You don’t need afucking product
6000           5000           4000           3000           2000           1000              0                  No Product...
The promise@dcancel
The dream@dcancel
Amazing execution@dcancel
Today@dcancel
Future@dcancel
Lessons learned@dcancel
Timing matters. Duh.@dcancel
Force Multiplier@dcancel
Solution !== product@dcancel
Listen@dcancel
Good luck@dcancel
Thank You  David Cancel
Thank You  David Cancel
Thank You  David Cancel
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GROW2012 - Why Product Doesn't Matter - Sales and Marketing Do - David Cancel Hubspot

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David is currently the Chief Product Officer for HubSpot. Before HubSpot acquired Performable, David was the CEO of Performable, a next-generation marketing automation software platform. Prior to Performable, David was the co-founder and CTO of Lookery, the founder and CTO of Compete, which was acquired by WPP, and the CTO of BuyerZone, which was acquired by Reed Elsevier.

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  • Let’s get started\n
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  • Bolt - Community Media Property on the Web, 1996, Facebook before Facebook, 10 years too early\n
  • Bolt - Community Media Property on the Web, 1996, Facebook before Facebook, 10 years too early\n
  • Bolt - Community Media Property on the Web, 1996, Facebook before Facebook, 10 years too early\n
  • Compete - Predictive Analytics based on Consumer Intention Data, 5 years too early\n
  • Compete - Predictive Analytics based on Consumer Intention Data, 5 years too early\n
  • Compete - Predictive Analytics based on Consumer Intention Data, 5 years too early\n
  • Lookery - Realtime Social Media Data Exchange for Ad Networks, ?? too early\n
  • Lookery - Realtime Social Media Data Exchange for Ad Networks, ?? too early\n
  • Lookery - Realtime Social Media Data Exchange for Ad Networks, ?? too early\n
  • Performable, Turn visitors into customers, about perfectly timed\n
  • Performable, Turn visitors into customers, about perfectly timed\n
  • Performable, Turn visitors into customers, about perfectly timed\n
  • Upside is I've gotten less dumb, still not smart, just not dumb enough to repeat painful lessons. \n
  • 16 years of startups, 1000s of product iterations trying to get to Product Market Fit, lots of PAIN\n
  • 16 years of startups, 1000s of product iterations trying to get to Product Market Fit, lots of PAIN\n
  • 16 years of startups, 1000s of product iterations trying to get to Product Market Fit, lots of PAIN\n
  • 16 years of startups, 1000s of product iterations trying to get to Product Market Fit, lots of PAIN\n
  • But I finally learned a secret. I learned this secret at HubSpot\n
  • For the first time I stayed on after my company was acquired, this time by HubSpot\n
  • Common mission, world domination, build something our grandkids will be proud of, build a giant company in Boston (Technically the Republic of Cambridge)\n
  • Common mission, world domination, build something our grandkids will be proud of, build a giant company in Boston (Technically the Republic of Cambridge)\n
  • 1000s of raving Fans\n
  • Common mission, world domination, build something our grandkids will be proud of, build a giant company in Boston (Technically the Republic of Cambridge)\n
  • Over 7500 customers (yes they pay us MONEY)\n
  • Marketing and Sales MACHINE\n
  • But I learned a secret and I'm going to share it with you\n
  • When I learned this I was blown away\n
  • [Raise your hand if you don't code] Congratulations because you are going to love this secret.\n
  • What's the hardest, most expensive thing about getting to Product Market Fit? \n
  • Building the Product is the hardest part, the part that takes the longest.\n
  • You spend so much time finding engineers, building the product, dealing with and retaining PITA engineers like me.\n
  • Building the Product is the hardest part, the part that takes the longest.\n
  • \n
  • Customer growth despite the product not matching the promise\n
  • Sold largely on the promise of a solution, sold on the dream\n
  • Sold largely on the promise of a solution, sold on the dream\n
  • Amazing sales & marketing execution\n
  • 6 years later we've rebuilt the entire Engineering, Product, and UX teams. We've rebuilt or should I say finally built about 75% of the product/dream. \n
  • Over the next year we'll finish the last 25% and expand from there.\n
  • Lessons I've learned from this experience:\n\n
  • Timing matters a FUCKING lot (duh!) \n\n
  • Riding market momentum is a mighty force multiplier (warp speed anyone) \n\n
  • Product / Market fit is about finding the solution to a market problem, not necessarily building that solution in advance and hoping you nailed it (no matter how fast you iteration cycles).\n
  • Lock your developers down, stop coding stupid, start listening.\n\n
  • Go out there and find a solution to a real fucking problem first before worrying about building anything. \n\n\n
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  • GROW2012 - Why Product Doesn't Matter - Sales and Marketing Do - David Cancel Hubspot

    1. 1. Why Product Market Fit Doesn’t Matter@dcancel
    2. 2. I’m David Cancel@dcancel
    3. 3. On the internets @dcancel@dcancel
    4. 4. I love building things@dcancel
    5. 5. But building these is way@dcancel
    6. 6. I work at HubSpot@dcancel
    7. 7. This is my timeline@dcancel
    8. 8. Really excited to be here@dcancel
    9. 9. @dcancel
    10. 10. Product Market Fit@dcancel
    11. 11. Professor Blank@dcancel
    12. 12. Professor Ries@dcancel
    13. 13. 16 years of searching...@dcancel
    14. 14. for Product Marketing Fit@dcancel
    15. 15. 1. Way too fucking early@dcancel
    16. 16. 1. Way too fucking early@dcancel
    17. 17. 1. Way too fucking early@dcancel
    18. 18. 2. Way too early@dcancel
    19. 19. 2. Way too early@dcancel
    20. 20. 2. Way too early@dcancel
    21. 21. 3. Too early@dcancel
    22. 22. 3. Too early@dcancel
    23. 23. 3. Too early@dcancel
    24. 24. 4. Close to perfect@dcancel
    25. 25. 4. Close to perfect@dcancel
    26. 26. 4. Close to perfect@dcancel
    27. 27. Good news: I am less dumb today@dcancel
    28. 28. 16 years of starting@dcancel
    29. 29. 1000s of product@dcancel
    30. 30. Trying to find Product@dcancel
    31. 31. Lots of pain and@dcancel
    32. 32. @dcancel
    33. 33. Chief Product Officer@dcancel
    34. 34. World domination@dcancel
    35. 35. Passionate people@dcancel
    36. 36. Raving fans@dcancel
    37. 37. Playing for keeps@dcancel
    38. 38. 6000 5000 4000 3000 2000 1000 0 Explosive growth@dcancel
    39. 39. 60 Apps 2,000,000 Marketers 70,000 Users70 ServiceProviders 700 VAR 220,000 followers 176,000 fans 80,000 members IMU 30,000 4,100 Grads subscribers
    40. 40. I learned a secret@dcancel
    41. 41. Mind blown@dcancel
    42. 42. You’re going to love this@dcancel
    43. 43. Finding fit is really hard@dcancel
    44. 44. Building is the hardest part@dcancel
    45. 45. So much time and money@dcancel
    46. 46. Too hard@dcancel
    47. 47. You don’t need afucking product
    48. 48. 6000 5000 4000 3000 2000 1000 0 No Product@dcancel
    49. 49. The promise@dcancel
    50. 50. The dream@dcancel
    51. 51. Amazing execution@dcancel
    52. 52. Today@dcancel
    53. 53. Future@dcancel
    54. 54. Lessons learned@dcancel
    55. 55. Timing matters. Duh.@dcancel
    56. 56. Force Multiplier@dcancel
    57. 57. Solution !== product@dcancel
    58. 58. Listen@dcancel
    59. 59. Good luck@dcancel
    60. 60. Thank You David Cancel
    61. 61. Thank You David Cancel
    62. 62. Thank You David Cancel

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