Edo's event 'Start-ups, the user-centred way' in collaboration with Google Developers Launchpad. Bob Harper talks through measurement techniques start-ups can ensure they're meeting their core purpose.

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Bob Harper
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Measure what matters most

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Beat the Dealer
● Card counting system
● +1 for low cards
● -1 for for high cards
● Higher the count the more you bet

3. 6 Key Principles
Start with why
Measure value
Measure in context
KPIs
OKRs
Use the scores

4. Key Principle 1
Start with Why

5. What is your Core Purpose?
Image from Flickr by Alan Levine

6. To get 400 jobs back

7. Image from Flickr by Elizabeth
Nurturing health of the next seven generations

8. With Purpose comes Meaning

10. “My why is to ………………………
so that …………………………...”
your impact
Your Contribution

11. What is your Why?
What is your Core Purpose?
How can you Measure it?

12. Key Principle 2
Measure Value

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Bain & Company
● 7,0000 employees
● Researched “value”
● 50 businesses
● 10,000 consumers
● 30 Value Elements

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The right combination
of value elements...
● Increases Customer Loyalty
● Boosts growth
● Willingness to try a new brand!!!!

17. “A score of 8+ on four elements
3 x customer loyalty
compared to one high score”

18. “A score of 8+ on four elements
4 x growth rate
compared to one high score”

19. Discount Retail
Quality
Variety
Reduce Cost
Saves Time
Rewards Me
Grocery
Quality
Variety
Sensory Appeal
Reduces Cost
Rewards Me
Smartphones
Quality
Reduces Effort
Variety
Organises
Connects
Credit Cards
Quality
Rewards Me
Heirloom
Avoids Hassle
Provides Access
Car Insurance
Quality
Reduces Anxiety
Reduce Cost
Provides Access
Variety
Stockbroker
Quality
Makes Money
Hierloom
Variety
Provides Access
TV Providers
Quality
Variety
Reduces Cost
Design
Fun & Entertainment
Credit Cards
Quality
Reduces Effort
Variety
Organises
Connects
Patterns of Value

20. “The more the better, emotional have
higher customer loyalty than functional
[Apple have 11]

21. Increase Core Value
Add Value Elements
Pricing & Segmentation

22. What are your Value Elements?
How do your Score?

23. Key Principle 3
Measure in Context

24. TheStartupChat.com

25. What stage are you at?
Image from Flickr by Ray Dumas

26. What Stage are we?
What do we NEED to know?

27. Key Principle 4
KPIs

28. Predictive and Lagging
Image from Flickr by Will Folsom, Sean MacEntee & Corgi Homeplan

29. What would you measure?
Image from Flickr by BFS Man

30. Key Principle 5
OKRs

31. OKRs are the small picture
Image from Flickr by Mark Hunter

32. 10 year goals - 3 year - 12 month
12 targets into 90-days
KPIs - Activity and Effectiveness
Business - Teams - Individuals

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Setting targets and
sharing results
● No stretch goals
● Identify top performers
● Recognise and learn
● Healthy competition
● High performance culture

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ObJectives and Key
Results
● Make more sales
● Win 5 deals at £10,000 by 31st
Dec● 15 Proposals by 30th Nov
● 20 sales meetings by 15th Nov
● Follow up 50 leads by 30th Oct

35. Key Principle 6
Use the Scores?

36. Weekly Meetings
Report OKR progress & KPIs scores
Reset every 90-days

37. 6 Key Principles
Start with why gives meaning
Measuring value for growth and loyalty
Measuring in context
KPIs to predict success
OKRs to drive focus and accountability
Radical Transparency to develop culture