Product = People

Product = People
@nilanp PRODUCT = PEOPLE
@nilanp HOW TO BUILD A CULTURE THAT BUILDS PRODUCT
@nilanp THAT GROWS ITSELF
FIRST INTRODUCTIONS
@nilanp INTROS
@nilanp
@nilanp FAMOUS FOR…
ESTONIAN FOUNDERS @nilanp@nilanp
EVANGELICAL CUSTOMERS @nilanp@nilanp
@nilanp £500 MILLION IN TRANSFERS PER MONTH DOUBLING EVERY 3-4 MONTHS 1% OF ALL GLOBAL TRANSFERS HOPEFULLY SOONISH
@nilanp A COMMON THREAD ? @nilanp
@nilanp CULTURE @nilanp
@nilanp
@nilanp AN EMERGENT WAY OF BUILDING PRODUCT
@nilanp
HOW PRODUCT GETS BUILT AT BIG CO @nilanp
@nilanp SHAREHOLDERS
@nilanp CEO
@nilanp CPO / VP GROWTH / VP SALES
@nilanp DOES A PLAN
@nilanp HIRES A TEAM
@nilanp ACCOUNTABILITY AND DECISION MAKING AT THE TOP OF THE ORG
@nilanp CUSTOMERS
HOW PRODUCT GETS BUILT AT STARTUPS @nilanp
@nilanp SHAREHOLDERS = FOUNDERS
@nilanp STARTUPS START WITH NO DATA @nilanp
@nilanp STARTUPS START WITH CONVICTION @nilanp
@nilanp FOUNDER HAS A VISION FROM GOD @nilanp
@nilanp THEY THEN MICROMANAGE IT OUT @nilanp
@nilanp@nilanp
@nilanp LIKE WATCHING A MOUSE GIVE BIRTH TO AN ELEPHANT @nilanp
@nilanp IF THEY ARE SUCCESSFUL @nilanp
@nilanp CPO / VP GROWTH / VP SALES
@nilanp DOES A PLAN
@nilanp HIRES A TEAM
@nilanp ACCOUNTABILITY AND DECISION MAKING AT THE TOP OF THE ORG
@nilanp CUSTOMERS
@nilanp ALTERNATIVE ? @nilanp
@nilanp DEVOLVE DECISION MAKING TO TEAMS @nilanp
@nilanp
@nilanp BUT FIRST…
HOW EXACTLY HAVE WE GROWN ?
@nilanp EVANGELISM IS THE BIGGEST DRIVER OF GROWTH
WE BELIEVE WE CAN CREATE EVANGELICAL CUSTOMERS
SO WHY DO PEOPLE RECOMMEND OUR PRODUCT ?
RATIONALRATIONAL EMOTIONAL
RATIONALPRODUCT BRAND
RATIONAL SPEED CONVENIENCE PRICE COVERAGE BRAND
TO ACHIEVE ADVOCACY YOUR PRODUCT NEEDS TO BE AN ORDER OF MAGNITUDE BETTER THAN THE ALTERNATIVE
BUT DON’T DO THIS AS “GROWTH HACK” DO IT BECAUSE THE WORLD DESERVES IT
RATIONAL SPEED CONVENIENCE PRICE COVERAGE BRAND
@nilanp PEOPLE DO NOT TALK ABOUT MONEY TRANSFER IN THE PUB @nilanp
@nilanp GIVE YOUR CUSTOMERS STORIES TO TELL @nilanp
You can’t copy that !
RATIONAL SPEED CONVENIENCE PRICE COVERAGE A MOVEMENT
RATIONAL SPEED CONVENIENCE PRICE COVERAGE OWNERSHIP PRIDE
HOW DOES THIS SCALE ?
@nilanp DEVOLVE DECISION MAKING TO TEAMS
WE WORK IN AUTONOMOUS INDEPENDENT TEAMS THAT FOCUS ON KPIS THAT MAKE A DIFFERENCE TO OUR CUSTOMERS AND DRIVE OUR GROWTH @nilanp@nilanp
@nilanp THE CURRENCIES TEAM WORKS ON LAUNCHING NEW CURRENCIES @nilanp
@nilanp IT IS AUTONOMOUS & INDEPENDENT @nilanp
Currencies Operations Veriﬁcation Conversion Experience Virality Marketing @nilanp
@nilanp HOW DOES CULTURE SUPPORT THIS ?
@nilanp WTF IS CULTURE ANYWAY ?
@nilanp VALUES, PROCESSES & BEHAVIOURS
@nilanp VALUES
@nilanp
@nilanp
@nilanp
@nilanp THATS JUST COMMON SENSE
@nilanp PROCESSES
@nilanp CADENCE @nilanp
@nilanp WEAK PRODUCT OWNERSHIP
@nilanp EVERY PART OF THE PRODUCT IS OWNED
@nilanp ANY TEAM CAN CHANGE ANY PART OF THE PRODUCT
@nilanp@nilanp
MARKETING PRODUCT @nilanp@nilanp
@nilanp CROSS TEAM DISCIPLINES
@nilanp CROSS TEAM DISCIPLINES - Design - Engineering - Product - Data science @nilanp
@nilanp WHAT ABOUT COUNTRY TEAMS ?
@nilanp WE DO NOT HAVE A GLOBALLY SCALABLE PRODUCT
@nilanp
@nilanp BEHAVIOURS
@nilanp PRODUCT MANAGERS AND THE EGO
@nilanp PRODUCT MANAGERS CANNOT TELL ENGINEERS WHAT TO DO EGO
@nilanp PRODUCT MANAGERS CANNOT TELL ENGINEERS WHAT TO DO @nilanp
@nilanp IF YOU FAIL TO INSPIRE AN ENGINEER YOU WILL FAIL TO INSPIRE CUSTOMERS
@nilanp@nilanp MATURITY
@nilanp TALENT
TRADE OFFS & CHALLENGES
TRADE OFFS - Consistency - Efficiency - Singularity of vision - Swiftness of collective decision making
CHALLENGES - Accountability - Failure - Intervention
@nilanp WHY DO WE OPERATE THIS WAY ?
@nilanp 60 TO 400+ TRANSFERWISERS IN 18 MONTHS
@nilanp THE PRIZE
@nilanp
@nilanp A BANK COULD HAVE STARTED TRANSFERWISE AT ANY POINT IN THE LAST 100 YEARS @nilanp
@nilanp REFOCUSSING AN INDUSTRY FROM SHAREHOLDER VALUE TO CUSTOMER VALUE IS HARD @nilanp
ONWARDS @nilanp

Product = People

Product = People

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Product = People