Building Kick-Ass Products that Win!

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  • Goals:Let viewer know that Paul can solve the problems he has – help him meet his goals.Demonstrate Paul’s values and experience – provide framework for assessing values fit.
  • Building Kick-Ass Products that Win!

    1. 1. Building SaaSproducts that dominate their markets<br />Paul Philp<br />pjphilp@gmail.com<br /> (647) 927-8574<br />Kick-Ass Software<br />
    2. 2. You have:<br />Built a product<br />Built a team<br />Landed some customers<br />Attracted venture capital.<br />It’s time to grow the company - now what?<br />I am an experienced, passionate, market-focused product executive.<br />I have the experience and system to make your vision win.<br />You’re a Successful Entrepreneur<br />
    3. 3. Your goals are clear . . .<br />You have a vision to redefine your market or industry<br />You are committed to building the absolute best product in its class<br />You want your customers to be ecstatic, and passionate champions<br />You want to work with the best and smartest people in the business<br />You have aggressive revenue and profit growth targets<br />
    4. 4. . . . and there are problems.<br />Too many unhappy customers<br />Sales and marketing are blaming the product<br />Low conversion and retention rates<br />The board is demanding more growth, faster<br />Tug of war between satisfying existing customers and expanding the market<br />Engineers are complaining about changing requirements, unclear priorities<br />The product architecture just won’t scale<br />It seems like the competition doesn’t have any of these issues<br />They’re threatening to catch up to you<br />
    5. 5. How do I do that . . . ?<br />“Kick-Ass Software” ?<br />
    6. 6. Market focused<br />Great user Experience<br />Reality based<br />Results oriented<br />Inspired<br />Agile<br /> Building remarkable products<br /> that win<br />Kick-Ass Software<br />
    7. 7. Market Focused<br />Building remarkable products that people talk about starts with a laser focus on the market<br />Focus on business-critical customer pain points<br />Deliver compelling value propositions<br />Offer clear differentiation based on customer value<br />Building teams that continuously engage with customers, influencers, marketing, sales.<br />Marketfocused<br />Great Customer Experience<br />Reality based<br />Results oriented<br />Inspired<br />Agile<br />
    8. 8. GreatCustomerExperience<br />Easy to install<br />Easy to start using<br />Intuitive interface without instruction<br />Immediately rewarding<br />Value increases with use<br />Building products that act as their own best salesperson.<br />Market focused<br />Great Customer Experience<br />Reality based<br />Results oriented<br />Inspired<br />Agile<br />
    9. 9. Reality Based<br />The goal of software leadership is to absorb the sea of opinion and cut through to the facts<br />Measure everything that matters<br />Use metrics to shape behaviors<br />Say what you’re going to do, do what you say<br />Continually achieve engineering buy-in<br />No surprises<br />Factual reporting is rewarded <br />No ‘vanity status’ allowed!<br />Tough issues are faced up to and dealt with quickly<br />Relying on reports, conversations, metrics, external feedback and MBWA (Management by Walking Around).<br />Market focused<br />Great Customer Experience<br />Reality based<br />Results oriented<br />Inspired<br />Agile<br />
    10. 10. Results Oriented<br />Results orientation is the secret to power and effectiveness in Kick-Ass software companies<br />Accountability isn’t really the magic bullet – but it’s sure close!<br />A results-oriented company has:<br />Consistent and visible strategy<br />Clear goals<br />Unambiguous roles and territories<br />Simple, defined process and metrics<br />Regular, predictable reporting<br />Complaining, politics and ineffectiveness all have their root in a lack of focus on results<br />Holding leadership and everybody else accountable for their own results.<br />Market focused<br />Great Customer Experience<br />Reality based<br />Results oriented<br />Inspired<br />Agile<br />
    11. 11. Inspired<br />An aligned organization and an inspired team can move mountains<br />Risk-taking in software is not gambling<br />It is the vision and strategy that show which risks to take, and which to avoid<br />It’s the purpose and vision that engages people’s passions<br />Great people are inspired by being part of something that’s bigger than them<br />People love working on insanely great products<br />Committing to the CEO’s vision for the future, and ensuring that everybody is engaged and aligned.<br />Market focused<br />Great Customer Experience<br />Reality based<br />Results oriented<br />Inspired<br />Agile<br />
    12. 12. Agile<br />The product company that wins the category is always the fastest and most agile<br />Very short feedback cycles<br />Agile processes quickly reduce risk and identify winning solutions<br />You want agile product development, and agile customer development<br />Continuously testing business hypotheses and product architecture and design<br />It takes many iterations to get a working business model<br />Agile does not mean ‘ad hoc’! Discipline matters.<br />Responding quickly and effectively to changing market conditions.<br />Market focused<br />Great Customer Experience<br />Reality based<br />Results oriented<br />Inspired<br />Agile<br />
    13. 13. The following slides contain practices that I’ve seen to be effective in each category.<br />Feel free to score yourself!<br />Rate how you are doing with each practice:<br />1- Not at all<br />2- Making progress<br />3- Almost there<br />4- nailed it!!<br />?- Don’t know<br />I’d be pleased to discuss your results with you.<br />Kick-Ass Scorecard<br />
    14. 14. Market Focused<br /> 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!<br />
    15. 15. Great Customer Experience<br /> 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!<br />
    16. 16. Reality Based<br /> 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!<br />
    17. 17. Results Oriented<br /> 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!<br />
    18. 18. Inspired<br /> 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!<br />
    19. 19. Agile<br /> 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!<br />
    20. 20. Growth Stage Entrepreneur<br />pjphilp@gmail.com<br /> (647) 927-8574<br />Paul Philp<br />

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