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PRACTICAL GUIDE FOR A
REVOLUTION
SOON, EVERY COMPANY WILL BE A TECH CO.
Life is already digital, and software is eating the world while unleashing humanpot...
THE DISRUPTION IS ALREADY HAPPENING
• World’s largest taxi company owns no taxis (Uber)
• Largest accommodationprovider ow...
KEY DRIVERS OF HUMAN DEVELOPMENT
Source: The History of Creating Value
Startup founders are accelerating the pace, by maki...
REVOLUTIONS IN NUMBERS
243
96
42
381 Conflicts Results
Tie
Insurgent
Incumbent
Low-intensity conflict has been ubiquitous ...
HOW INSURGENTS WIN?
WHAT MAKES A GUERRILLA SUCCESSFUL?
• Speed
• Big HairyAudacious Goals
• Outside Help
• Natural Secret Weapon
SECRET WEAPON I: PRODUCT
Design Thinking, Customer Discovery, and HW + SW Product Management, and
Scrum are changing the w...
SECRET WEAPON II: MARKETING & SALES
Growth Hacking, Sequential Growth, and Automation are driving Cost of Acquiring
Custom...
SECRET WEAPON III: CUSTOMER SUCCESS
Customer success is more than just a cultural factor, is a discipline, boosting the
pr...
SECRET WEAPON IV: TALENT SUCCESS
• CAC for Hiring
– Sources of traffic
• LTV for Development
– Gross Margin per Talent
– R...
HOW INCUMBENTS WIN?
WHAT MAKES THE STRONG STRONGEST?
• Conventional Warfare
• Counterinsurgency
• Hearts & Minds
MODERN OPTIONS
• Branding (Endeavor, Cubo)
• AccelerationPrograms (Oxigênio, InovaBra,Y Combinator)
• Business Development...
Astella is a Latin root that originated the words atelier
and estaleiro (shipyard); a place where great heroes are
built, ...
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Practical guide for a revolution

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How do insurgents (or incumbents) win?

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Practical guide for a revolution

  1. 1. PRACTICAL GUIDE FOR A REVOLUTION
  2. 2. SOON, EVERY COMPANY WILL BE A TECH CO. Life is already digital, and software is eating the world while unleashing humanpotential. 10X change on how we produce 10X change on what products are 10X change on how we buy and consume
  3. 3. THE DISRUPTION IS ALREADY HAPPENING • World’s largest taxi company owns no taxis (Uber) • Largest accommodationprovider owns no real estate (Airbnb) • Largest phone companies own no telco infra (Skype, Whatsapp) • World's most valuable retailer has no inventory (Alibaba) • Most popular media owner creates no content (Facebook) • Fastest growing lenders have no actual money (SocietyOne, LendingClub) • World’s largest movie house owns no cinemas (Netflix)
  4. 4. KEY DRIVERS OF HUMAN DEVELOPMENT Source: The History of Creating Value Startup founders are accelerating the pace, by making useful things faster than corporations.
  5. 5. REVOLUTIONS IN NUMBERS 243 96 42 381 Conflicts Results Tie Insurgent Incumbent Low-intensity conflict has been ubiquitous throughout history and of vital importance in shaping the world. Since 1775, there has been 381 guerrillas. Source: Invisible Armies
  6. 6. HOW INSURGENTS WIN?
  7. 7. WHAT MAKES A GUERRILLA SUCCESSFUL? • Speed • Big HairyAudacious Goals • Outside Help • Natural Secret Weapon
  8. 8. SECRET WEAPON I: PRODUCT Design Thinking, Customer Discovery, and HW + SW Product Management, and Scrum are changing the way products are conceived and built Source: Spotify
  9. 9. SECRET WEAPON II: MARKETING & SALES Growth Hacking, Sequential Growth, and Automation are driving Cost of Acquiring Customer (CAC) down. Over 3,500 companies with more than US$21 billion in funding disrupting the space Source: Chiedmartec.com
  10. 10. SECRET WEAPON III: CUSTOMER SUCCESS Customer success is more than just a cultural factor, is a discipline, boosting the prospects for Life Time Value (LTV) Source: Totango
  11. 11. SECRET WEAPON IV: TALENT SUCCESS • CAC for Hiring – Sources of traffic • LTV for Development – Gross Margin per Talent – Ramp up – Churn • Tour of Duty – Rotational – Transformational – Foundational Talent Management is undergoing the same transformation as Marketing & Sales. Talent automation is next
  12. 12. HOW INCUMBENTS WIN?
  13. 13. WHAT MAKES THE STRONG STRONGEST? • Conventional Warfare • Counterinsurgency • Hearts & Minds
  14. 14. MODERN OPTIONS • Branding (Endeavor, Cubo) • AccelerationPrograms (Oxigênio, InovaBra,Y Combinator) • Business Development (aka acquihire) • Corporate Venture (Ford, VW, etc.) • Fund or Fund-of-funds (i.e. Iconiq)
  15. 15. Astella is a Latin root that originated the words atelier and estaleiro (shipyard); a place where great heroes are built, through science and art.

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