SlideShare a Scribd company logo
Brought to you by
Not being terrible when things are terrible.
SEPTEMBER 2019
3 Stories Today
Couple of Tactical Detours
Plenty of Terrible Jokes
Brought to you by
Some background.
Brought to you by
PROFITWELL
Free financial metrics for
subscription businesses.
Churn
tribution
Financial
Unit
Price
Survey
Willingness to
In-App Usage
Drastically reduce churnRETAINTM
Audit proof revenue recognition
RECOGNIZED
Proprietary pricing software for
monetization
PRICE INTELLIGENTLY
PROFITWELL HISTORY
PW Revenue Under Management - $9BN ARR
ARRUNDERMANAGEMENT(INBILLIONS)
$0
$2
$4
$6
$8
$10
2013 2014 2015 2016 2017 2018 2019
PROFITWELL HISTORY
Brought to you by
PROFITWELL HISTORY
Past Three Years - $0 to $10M
PROFITWELLMRR(INTHOUSANDS)
$0
$250
$500
$750
$1,000
2016-04 2016-09 2017-02 2017-07 2017-12 2018-05 2018-10 2019-03
PROFITWELL HISTORY
Brought to you by
85 Homies
78% Gross Margin
$0 in Funding
PROFITWELL HISTORY
I made no money and still don’t really
PATRICK’SSALARY(INTHOUSANDS)
$0
$25
$50
$75
$100
$125
$150
2012 2013 2014 2015 2016 2017 2018
Salary
Savings
PROFITWELL HISTORY
Brought to you by
Brought to you by
Leverage.
Who here has reacted too quickly
to a problem?
Brought to you by
Getting the most out of your time,
money, and effort.
Brought to you by
Few of us have a solid framework
for evaluating leverage.
Brought to you by
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important
The reverberation of
“fuuuuuckkkk”
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important
Guess & Check 1
The reverberation of
“fuuuuuckkkk”
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important
Guess & Check 1
Guess & Check 2
The reverberation of
“fuuuuuckkkk”
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important
Guess & Check 1
Guess & Check 2
The reverberation of
“fuuuuuckkkk”
We’re going to fail
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important
Guess & Check 1
Guess & Check 2
Guess & Check 3
The reverberation of
“fuuuuuckkkk”
We’re going to fail
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important
Guess & Check 1
Guess & Check 2
Guess & Check 3
The reverberation of
“fuuuuuckkkk”
We’re going to fail
We solved it!
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important
Guess & Check 1
Guess & Check 2
Guess & Check 3
The reverberation of
“fuuuuuckkkk”
We’re going to fail
We solved it!
THE BREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
THE BREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important?
THE BREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important?
The reverberation of
“fuuuuuckkkk”
No = Do nothing.
THE BREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important?
The reverberation of
“fuuuuuckkkk”
No = Do nothing.
Think.
Framework.
Decide.
Act.
THE BREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important?
The reverberation of
“fuuuuuckkkk”
No = Do nothing.
Think.
Framework.
Decide.
Act.
THE BREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important?
The reverberation of
“fuuuuuckkkk”
No = Do nothing.
Think.
Framework.
Decide.
Act.
THE BREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important?
The reverberation of
“fuuuuuckkkk”
No = Do nothing.
Monitor & Adjust
Think.
Framework.
Decide.
Act.
THE BREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important?
The reverberation of
“fuuuuuckkkk”
No = Do nothing.
Monitor & Adjust
Think.
Framework.
Decide.
Act.
THE BREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important?
The reverberation of
“fuuuuuckkkk”
No = Do nothing.
Monitor & Adjust
Think.
Framework.
Decide.
Act.
THE BREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important?
The reverberation of
“fuuuuuckkkk”
No = Do nothing.
Monitor & Adjust
Think.
Framework.
Decide.
Act.
We don’t think and framework as
much as we should.
Brought to you by
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Problem
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Cause 1
Problem
Cause 2
Cause 3
Cause 4
Cause 5
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Cause 1
Problem
Cause 2
Cause 3
Cause 4
Cause 5
Solution 1
Solution 2
Solution 3
Solution 4
Solution 5
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Cause 1
Problem
Cause 2
Cause 3, 4, 5
Solution 1
Solution 2
Solution 3-5
Here’s an example from ProfitWell.
Brought to you by
Brought to you by
Brought to you by
PROFITWELL HISTORY
PW Revenue Under Management - $9BN ARR
ARRUNDERMANAGEMENT(INBILLIONS)
$0
$2
$4
$6
$8
$10
2013 2014 2015 2016 2017 2018 2019
PROFITWELL HISTORY
Brought to you by
PROFITWELL HISTORY
PW Revenue Under Management - $9BN ARR
ARRUNDERMANAGEMENT(INBILLIONS)
$0
$2
$4
$6
$8
$10
2013 2014 2015 2016 2017 2018 2019
PROFITWELL HISTORY
Brought to you by
PROFITWELL HISTORY
PW Revenue Under Management - $9BN ARR
ARRUNDERMANAGEMENT(INBILLIONS)
$0
$2
$4
$6
$8
$10
2013 2014 2015 2016 2017 2018 2019
PROFITWELL HISTORY
Brought to you by
34+ Companies
PROFITWELL HISTORY
PW Revenue Under Management - $9BN ARR
ARRUNDERMANAGEMENT(INBILLIONS)
$0
$2
$4
$6
$8
$10
2013 2014 2015 2016 2017 2018 2019
PROFITWELL HISTORY
Brought to you by
34+ Companies
PROFITWELL HISTORY
PW Revenue Under Management - $9BN ARR
ARRUNDERMANAGEMENT(INBILLIONS)
$0
$2
$4
$6
$8
$10
2013 2014 2015 2016 2017 2018 2019
PROFITWELL HISTORY
Brought to you by
34+ Companies
PROFITWELL HISTORY
PW Revenue Under Management - $9BN ARR
ARRUNDERMANAGEMENT(INBILLIONS)
$0
$2
$4
$6
$8
$10
2013 2014 2015 2016 2017 2018 2019
PROFITWELL HISTORY
Brought to you by
34+ Companies
PROFITWELL HISTORY
PW Revenue Under Management - $9BN ARR
ARRUNDERMANAGEMENT(INBILLIONS)
$0
$2
$4
$6
$8
$10
2013 2014 2015 2016 2017 2018 2019
PROFITWELL HISTORY
Brought to you by
34+ Companies
And don’t forget….
Brought to you by
PROFITWELL HISTORY
I made no money and still don’t really
PATRICK’SSALARY(INTHOUSANDS)
$0
$25
$50
$75
$100
$125
$150
2012 2013 2014 2015 2016 2017 2018
Salary
Savings
PROFITWELL HISTORY
Brought to you by
“The reverberation of fuuuuuuck”
Brought to you by
Let’s analyze this…
Brought to you by
NPS of analytics market?
Brought to you by
NPS of -15
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Problem
Distribution and
monetization of ProfitWell
has become difficult due to
competitive pressures and
limited resources
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Lack of WTP
Problem
Distribution and
monetization of ProfitWell
has become difficult due to
competitive pressures and
limited resources
EATING OUR OWN DOG FOOD
Buyer WTP for a SaaS Metrics Products
Customers weren’t willing to pay as much as we thought for a SaaS Metrics solution. This was especially
bad when looking at the multiple between the lower end customers and the upper end customers.
WTPFORASAASMETRICSSOLUTION
SOURCE: 2017 CONSUMER WILLINGESS TO PAY
$0
$75
$150
$225
$300
$0 - $50k $51k - $100k $101k - $250k $251k - $500k $501k+
Upper
Lower
Median
COMPANY’S MRR
N = ~300 companies
data
analytics
insights
outcomes
THE PROFITWELL CONTINUUM
data
analytics
insights
outcomes
THE PROFITWELL CONTINUUM
data
analytics
insights
outcomes
THE PROFITWELL CONTINUUM
WTP
data
analytics
insights
outcomes
THE PROFITWELL CONTINUUM
WTP
NPS
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Lack of WTP
Problem
Massive accuracy issues
Distribution and
monetization of ProfitWell
has become difficult due to
competitive pressures and
limited resources
When utilizing Max Diff, you get both rank order and magnitude, which
allows you to save yourself from costly false positives on preferences.
WHAT TYPE OF FEEDBACK WILL YOU GET WITH MAX DIFF?
-0.4 -0.3 -0.2 -0.1 0 0.1 0.2 0.3 0.4
0-50K MRR
51-100
101-250
251-500
501+
ProfitWell has great uptime,
reliability, and speed
ProfitWell gives me actionable
insights
ProfitWell is free
ProfitWell is the most accurate
solution out there
MORE IMPORTANTLESS IMPORTANT
— RELATIVEPREFERENCEDATA
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Lack of WTP
Problem
Massive accuracy issues
No name recognition
Distribution and
monetization of ProfitWell
has become difficult due to
competitive pressures and
limited resources
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Lack of WTP
Problem
Massive accuracy issues
No name recognition
Not a lot of money
Distribution and
monetization of ProfitWell
has become difficult due to
competitive pressures and
limited resources
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Lack of WTP
Problem
Massive accuracy issues
No name recognition
Not a lot of money
Product is behind
Distribution and
monetization of ProfitWell
has become difficult due to
competitive pressures and
limited resources
PROBLEM > CAUSE > SOLUTION
— YOUREXPERIMENTALDESIGN
Lack of WTP
Problem
Massive accuracy issues
No name recognition
Not a lot of money
Product is behind
- Free
- Accuracy is #1
- CommitDistribution and
monetization of ProfitWell
has become difficult due to
competitive pressures and
limited resources
data
analytics
insights
outcomes
THE PROFITWELL CONTINUUM
data
analytics
insights
outcomes
THE PROFITWELL CONTINUUM
Tactical Detour.
Brought to you by
Let’s talk about freemium.
Brought to you by
FREEMIUM AND RETENTION
Retention is noticeably better for freemium products
Net dollar retention is noticeably better for companies utilizing the freemium acquisition strategy,
driven in part by a forcing function for monetization, as well as a better experience.
NETDOLLARRETENTION
SOURCE: 2017 RETENTION STUDY
70%
80%
90%
100%
110%
5 YEARS AGO 4 YEARS AGO 3 YEARS AGO 2 YEARS AGO 1 YEAR AGO Today
NO FREE
FREE TRIAL
FREEMIUM
WHEN MEASUREMENT WAS TAKEN
N
143
N = 143 companies
Brought to you by
FREEMIUM AND NPS
NPS is greater for companies with freemium products
NPS scores for the paid product are typically better for those companies who have a freemium model of
some sort, indicating that freemium’s power is in letting a lead nurture.
AVERAGENPSSCORE
YEARS AGO
SOURCE: 2017 SAAS STUDY
0
5
10
15
20
25
30
5 YEARS AGO 1 YEAR AGO
24.33
28.51
14.231
25.138
12.87
21.67
NO FREE FREE TRIAL
FREEMIUM
N = 347 software companies
N
347
Brought to you by
Give people time to nurture through free.
Brought to you by
profitwell.com/freemium
Brought to you by
Truth.
Who here has overreacted emotionally
to someone on their team?
Brought to you by
Let’s be guinea pigs for a moment.
Brought to you by
Founders who sleep less than 5 hours a night
grow slower than those who sleep 7-8 hours.
Brought to you by
Companies with institutional funding have higher
churn rates than those who are bootstrapped.
Brought to you by
Founders with hobbies and who score high on
work/life balance have slower growing companies.
Brought to you by
Remote companies have considerably worse
growth and worse retention than co-located ones.
Brought to you by
Backfire effect.
Brought to you by
When something supports our view, we don’t question it.
If something attacks our view, we feel attacked.
Brought to you by
So how do you pursue truth?
Brought to you by
Most charitable interpretation principle
Brought to you by
Assume the other person is competent with
good intentions, and assume they may be right.
Brought to you by
Be disagreeable; Think Critically
Brought to you by
RED TEAMING
— YOUREXPERIMENTALDESIGN
Scenario 1
Decision/Direction
Scenario 2
Scenario 3
Scenario 4
Scenario 5
- Consolidate
- Regroup
- Act
Here’s an example from ProfitWell.
Brought to you by
ACTING AND INVESTIGATING
— YOUREXPERIMENTALDESIGN
Problem
1. Reviews look fake
2. Twitter and public
Issues
3. Relationships with
competitors
4. Perception to our users/
customers
ACTING AND INVESTIGATING
— YOUREXPERIMENTALDESIGN
Internal?
Problem
1. Reviews look fake
2. Twitter and public
Issues
3. Relationships with
competitors
4. Perception to our users/
customers
ACTING AND INVESTIGATING
— YOUREXPERIMENTALDESIGN
Internal?
Problem
External?
1. Reviews look fake
2. Twitter and public
Issues
3. Relationships with
competitors
4. Perception to our users/
customers
ACTING AND INVESTIGATING
— YOUREXPERIMENTALDESIGN
Internal?
Problem
External?
Affiliate?
1. Reviews look fake
2. Twitter and public
Issues
3. Relationships with
competitors
4. Perception to our users/
customers
ACTING AND INVESTIGATING
— YOUREXPERIMENTALDESIGN
Internal?
Problem
External?
Affiliate?
- Contacted G2/Capterra for audit
- Made it clear to team this is/would
be unacceptable
- Did not tweet except to mention we
were investigating
- Handled anyone who asked about it
1:1 and followed up with them as
more information came into play
- Wrote Josh and Nick very long emails
1. Reviews look fake
2. Twitter and public
Issues
3. Relationships with
competitors
4. Perception to our users/
customers
Tactical Detour.
Brought to you by
“Don’t focus on your competitors”
Brought to you by
CONSUMERS ARE GETTING HAMMERED
Number of Competitors in First Year in Business
Companies started more than a year ago had far fewer competitors in their space than companies
started today.
AVERAGE#OFCOMPETITORSINTHEIR1STYEAR
AGE OF COMPANY
2016 SOFTWARE MARKET SURVEY
0
5
10
5 YEARS OLD 3 YEARS OLD 1 YEAR OLD
9.7
4.8
2.6
N = 1432 software founders and executives
Brought to you by your friends at
CAC COMPETITION BENCHMARKS
CAC Lower Amongst Competition Focused Companies
Customer acquisition cost (CAC) has increased significantly over the years due to market saturation of
marketing vying for consumer attention, but CAC amongst competitor focused companies is lower.
BLENDEDCACRELATIVETOFOURYEARSAGO
SOURCE: 2018 PROFITWELL CAC STUDY
0%
15%
30%
45%
60%
5 YEARS AGO 4 YEARS AGO 3 YEARS AGO 2 YEARS AGO 1 YEARS AGO Today
Overall
Competitor Marketing Strategy
WHEN MEASUREMENT WAS TAKEN
N
507
N = 507 companies
Brought to you by
PRODUCT COMPETITION BENCHMARKS
NPS is Lower for Competitor Focused Product Teams
NPS is falling overall, but companies who are focused on competition from a product perspective are
seeing lower NPS scores overall indicating you shouldn’t focused on competition to build product.
AVERAGENPSSCORE
YEARS AGO
SOURCE: 2018 COMPETITOR STUDY
0
7
13
20
27
33
40
5 YEARS AGO 3 YEARS AGO 1 YEAR AGO
5.22
12.08
24.11
10.2
19.5
33.8
Overall
Competitive Product Strategy
N = 231 companies
N
231
Brought to you by
Brought to you by
Fear.
Who here has felt like their
company isn’t going to work out?
Brought to you by
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important
Guess & Check 1
Guess & Check 2
Guess & Check 3
The reverberation of
“fuuuuuckkkk”
We’re going to fail
We solved it!
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
Bad Thing Happens
This is important
Guess & Check 1
Guess & Check 2
Guess & Check 3
The reverberation of
“fuuuuuckkkk”
We’re going to fail
We solved it!
THE FREAKOUT CYCLE OF
EXECUTIVE EMOTION
— YOUREXPERIMENTALDESIGN
The reverberation of
“fuuuuuckkkk”
Good Places Bad Places
Lukewarm Places
Acts of God/Universe
PROFITWELL HISTORY
Past Three Years - $0 to $10M
PROFITWELLMRR(INTHOUSANDS)
$0
$250
$500
$750
$1,000
2016-04 2016-09 2017-02 2017-07 2017-12 2018-05 2018-10 2019-03
PROFITWELL HISTORY
Brought to you by
PROFITWELL HISTORY
Long bit of $0
PROFITWELLMRR(INTHOUSANDS)
$0
$200
$400
$600
$800
$1,000
2012-06 2013-04 2014-02 2014-12 2015-10 2016-08 2017-06 2018-04 2019-02
PROFITWELL HISTORY
Brought to you by
PROFITWELL HISTORY
Long bit of $0
PROFITWELLMRR(INTHOUSANDS)
$0
$200
$400
$600
$800
$1,000
2012-06 2013-04 2014-02 2014-12 2015-10 2016-08 2017-06 2018-04 2019-02
PROFITWELL HISTORY
Brought to you by
First time
Founder woes
I could not have founded ProfitWell in a worse way.
Terrible.
• Part-time co-founders
HERE’S HOW PATRICK DID
EVERYTHING WRONG
— FOUNDINGISTOUGH
Brought to you by your friends at
It gets worse.
• Part-time co-founders
• Part-time co-founders were fully vested. I was not.
HERE’S HOW PATRICK DID
EVERYTHING WRONG
— FOUNDINGISTOUGH
Brought to you by your friends at
• Part-time co-founders
• Part-time co-founders were fully vested. I was not.
• Combined both part-time co-founders had more equity and
could theoretically “vote” me out
HERE’S HOW PATRICK DID
EVERYTHING WRONG
— FOUNDINGISTOUGH
Brought to you by your friends at
• Part-time co-founders
• Part-time co-founders were fully vested. I was not.
• Combined both part-time co-founders had more equity and
could theoretically “vote” me out
• Lawyer was the sister-in-law of one of the part-timers
HERE’S HOW PATRICK DID
EVERYTHING WRONG
— FOUNDINGISTOUGH
Brought to you by your friends at
• Part-time co-founders
• Part-time co-founders were fully vested. I was not.
• Combined both part-time co-founders had more equity and
could theoretically “vote” me out
• Lawyer was the sister-in-law of one of the part-timers
• Very little alignment before founding the company
HERE’S HOW PATRICK DID
EVERYTHING WRONG
— FOUNDINGISTOUGH
Brought to you by your friends at
PROFITWELL HISTORY
Long bit of $0
PROFITWELLMRR(INTHOUSANDS)
$0
$200
$400
$600
$800
$1,000
2012-06 2013-04 2014-02 2014-12 2015-10 2016-08 2017-06 2018-04 2019-02
PROFITWELL HISTORY
Brought to you by
Break up
First time
Founder woes
PROFITWELL HISTORY
Long bit of $0
PROFITWELLMRR(INTHOUSANDS)
$0
$200
$400
$600
$800
$1,000
2012-06 2013-04 2014-02 2014-12 2015-10 2016-08 2017-06 2018-04 2019-02
PROFITWELL HISTORY
Brought to you by
Break up
First time
Founder woes
The Reddest
of Oceans
PROFITWELL HISTORY
Long bit of $0
PROFITWELLMRR(INTHOUSANDS)
$0
$200
$400
$600
$800
$1,000
2012-06 2013-04 2014-02 2014-12 2015-10 2016-08 2017-06 2018-04 2019-02
PROFITWELL HISTORY
Brought to you by
Break up
First time
Founder woes
The Reddest
of Oceans
We all have our own Lifetime movie.
“You really should meditate.”
”You gotta workout and eat well.”
“Do you journal?”
Treat the symptoms; mildly preventative.
Why?
What do you want to achieve?
Know thyself.
Want
Partners
Team
Family/Friends
Want
Partners
Team
Family/Friends
Want
Partners
Team
Family/Friends
Want
Partners
Team
Family/Friends
Introspection > Consume all advice > Be Unapologetic
Introspection > Consume all advice > Be Unapologetic
Introspection > Consume all advice > Be Unapologetic
Tactical Detour.
Brought to you by
Write to and speak with your team
5-10x more than you’re doing
Brought to you by
DISSEMINATING BIG, IMPORTANT
CONCEPTS
— YOUREXPERIMENTALDESIGN
Narrative
Summary
Presentation Media
Principles
“Test”
Smaller stuff > Try to do weekly posts
Brought to you by
“If I die” docs
Brought to you by
Team
Family/Friends
“Prep the company
for sale”
Brought to you by
Leverage. Truth. Fear.
You are your champion and your enemy.
Brought to you by
patrick@profitwell.com

More Related Content

Similar to Patrick Campbell (Founder/CEO, ProfitWell) - Not Being Terrible When Things Are Terrible

Essensa Naturale Business Presentation Final
Essensa Naturale Business Presentation FinalEssensa Naturale Business Presentation Final
Essensa Naturale Business Presentation FinalArnel Lumanta
 
State of the Cloud 2019 from Bessemer Venture Partners
State of the Cloud 2019 from Bessemer Venture PartnersState of the Cloud 2019 from Bessemer Venture Partners
State of the Cloud 2019 from Bessemer Venture Partnerssaastr
 
Leicester Digital 2019: 5 false assumptions about your online traffic - 2019 ...
Leicester Digital 2019: 5 false assumptions about your online traffic - 2019 ...Leicester Digital 2019: 5 false assumptions about your online traffic - 2019 ...
Leicester Digital 2019: 5 false assumptions about your online traffic - 2019 ...Red Orbit digital marketing
 
Step 1 - RatiosSTEP 1 Print out this tabs 2 pages & make notes .docx
Step 1 - RatiosSTEP 1  Print out this tabs 2 pages & make notes .docxStep 1 - RatiosSTEP 1  Print out this tabs 2 pages & make notes .docx
Step 1 - RatiosSTEP 1 Print out this tabs 2 pages & make notes .docxdessiechisomjj4
 
Innovation fund slide deck invisergy
Innovation fund slide deck   invisergyInnovation fund slide deck   invisergy
Innovation fund slide deck invisergyRyan Marschang
 
Patrick Campbell — Our Fundamental Strategy of Building a Business is Broken ...
Patrick Campbell — Our Fundamental Strategy of Building a Business is Broken ...Patrick Campbell — Our Fundamental Strategy of Building a Business is Broken ...
Patrick Campbell — Our Fundamental Strategy of Building a Business is Broken ...Turing Fest
 
Bessemer Venture Partners' 2019 State of the Cloud
Bessemer Venture Partners' 2019 State of the CloudBessemer Venture Partners' 2019 State of the Cloud
Bessemer Venture Partners' 2019 State of the CloudBessemer Venture Partners
 
Mythbusters for 360 short
Mythbusters for 360 shortMythbusters for 360 short
Mythbusters for 360 shortWWF-Australia
 
20 Minute Cash Flow Planning Session from 1996
20 Minute Cash Flow Planning Session from 199620 Minute Cash Flow Planning Session from 1996
20 Minute Cash Flow Planning Session from 1996Chaim Yudkowsky
 
theme powerpoint - Budget Powerpoint Slides.pptx
theme powerpoint - Budget Powerpoint Slides.pptxtheme powerpoint - Budget Powerpoint Slides.pptx
theme powerpoint - Budget Powerpoint Slides.pptxsirbrigadier
 
Taxation laws (2nd amendment) Act 2016, Presumptive Taxation, Penny Stocks
Taxation laws (2nd amendment) Act 2016, Presumptive Taxation, Penny StocksTaxation laws (2nd amendment) Act 2016, Presumptive Taxation, Penny Stocks
Taxation laws (2nd amendment) Act 2016, Presumptive Taxation, Penny StocksCA. Pramod Jain
 
Demonetization Taxation & Penny Stocks
Demonetization Taxation & Penny StocksDemonetization Taxation & Penny Stocks
Demonetization Taxation & Penny StocksCA. Pramod Jain
 
Sheet1BlankTemplate0Month 1Month 2Month 3Month 4Month 5Month 6Mont.docx
Sheet1BlankTemplate0Month 1Month 2Month 3Month 4Month 5Month 6Mont.docxSheet1BlankTemplate0Month 1Month 2Month 3Month 4Month 5Month 6Mont.docx
Sheet1BlankTemplate0Month 1Month 2Month 3Month 4Month 5Month 6Mont.docxedgar6wallace88877
 
WebSummit 2018 - The SaaS Business Model & Metrics
WebSummit 2018 - The SaaS Business Model & MetricsWebSummit 2018 - The SaaS Business Model & Metrics
WebSummit 2018 - The SaaS Business Model & MetricsDavid Skok
 
Tycoon Business Presentation
Tycoon Business PresentationTycoon Business Presentation
Tycoon Business Presentationmytycoon
 
CieAura-Creating Total Balance For Life
CieAura-Creating Total Balance For LifeCieAura-Creating Total Balance For Life
CieAura-Creating Total Balance For LifeCheryl Miller
 
Patrick Campbell - The State of the Subscription Economy
Patrick Campbell - The State of the Subscription EconomyPatrick Campbell - The State of the Subscription Economy
Patrick Campbell - The State of the Subscription EconomyPrice Intelligently
 

Similar to Patrick Campbell (Founder/CEO, ProfitWell) - Not Being Terrible When Things Are Terrible (20)

Essensa Naturale Business Presentation Final
Essensa Naturale Business Presentation FinalEssensa Naturale Business Presentation Final
Essensa Naturale Business Presentation Final
 
State of the Cloud 2019 from Bessemer Venture Partners
State of the Cloud 2019 from Bessemer Venture PartnersState of the Cloud 2019 from Bessemer Venture Partners
State of the Cloud 2019 from Bessemer Venture Partners
 
Leicester Digital 2019: 5 false assumptions about your online traffic - 2019 ...
Leicester Digital 2019: 5 false assumptions about your online traffic - 2019 ...Leicester Digital 2019: 5 false assumptions about your online traffic - 2019 ...
Leicester Digital 2019: 5 false assumptions about your online traffic - 2019 ...
 
Step 1 - RatiosSTEP 1 Print out this tabs 2 pages & make notes .docx
Step 1 - RatiosSTEP 1  Print out this tabs 2 pages & make notes .docxStep 1 - RatiosSTEP 1  Print out this tabs 2 pages & make notes .docx
Step 1 - RatiosSTEP 1 Print out this tabs 2 pages & make notes .docx
 
Innovation fund slide deck invisergy
Innovation fund slide deck   invisergyInnovation fund slide deck   invisergy
Innovation fund slide deck invisergy
 
Patrick Campbell — Our Fundamental Strategy of Building a Business is Broken ...
Patrick Campbell — Our Fundamental Strategy of Building a Business is Broken ...Patrick Campbell — Our Fundamental Strategy of Building a Business is Broken ...
Patrick Campbell — Our Fundamental Strategy of Building a Business is Broken ...
 
Business Overview
Business OverviewBusiness Overview
Business Overview
 
Business Overview
Business OverviewBusiness Overview
Business Overview
 
Bessemer Venture Partners' 2019 State of the Cloud
Bessemer Venture Partners' 2019 State of the CloudBessemer Venture Partners' 2019 State of the Cloud
Bessemer Venture Partners' 2019 State of the Cloud
 
Constant print 2010
Constant print 2010Constant print 2010
Constant print 2010
 
Mythbusters for 360 short
Mythbusters for 360 shortMythbusters for 360 short
Mythbusters for 360 short
 
20 Minute Cash Flow Planning Session from 1996
20 Minute Cash Flow Planning Session from 199620 Minute Cash Flow Planning Session from 1996
20 Minute Cash Flow Planning Session from 1996
 
theme powerpoint - Budget Powerpoint Slides.pptx
theme powerpoint - Budget Powerpoint Slides.pptxtheme powerpoint - Budget Powerpoint Slides.pptx
theme powerpoint - Budget Powerpoint Slides.pptx
 
Taxation laws (2nd amendment) Act 2016, Presumptive Taxation, Penny Stocks
Taxation laws (2nd amendment) Act 2016, Presumptive Taxation, Penny StocksTaxation laws (2nd amendment) Act 2016, Presumptive Taxation, Penny Stocks
Taxation laws (2nd amendment) Act 2016, Presumptive Taxation, Penny Stocks
 
Demonetization Taxation & Penny Stocks
Demonetization Taxation & Penny StocksDemonetization Taxation & Penny Stocks
Demonetization Taxation & Penny Stocks
 
Sheet1BlankTemplate0Month 1Month 2Month 3Month 4Month 5Month 6Mont.docx
Sheet1BlankTemplate0Month 1Month 2Month 3Month 4Month 5Month 6Mont.docxSheet1BlankTemplate0Month 1Month 2Month 3Month 4Month 5Month 6Mont.docx
Sheet1BlankTemplate0Month 1Month 2Month 3Month 4Month 5Month 6Mont.docx
 
WebSummit 2018 - The SaaS Business Model & Metrics
WebSummit 2018 - The SaaS Business Model & MetricsWebSummit 2018 - The SaaS Business Model & Metrics
WebSummit 2018 - The SaaS Business Model & Metrics
 
Tycoon Business Presentation
Tycoon Business PresentationTycoon Business Presentation
Tycoon Business Presentation
 
CieAura-Creating Total Balance For Life
CieAura-Creating Total Balance For LifeCieAura-Creating Total Balance For Life
CieAura-Creating Total Balance For Life
 
Patrick Campbell - The State of the Subscription Economy
Patrick Campbell - The State of the Subscription EconomyPatrick Campbell - The State of the Subscription Economy
Patrick Campbell - The State of the Subscription Economy
 

More from Business of Software Conference

BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your JobBoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your JobBusiness of Software Conference
 
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...Business of Software Conference
 
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & EngineeringBoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & EngineeringBusiness of Software Conference
 
BoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
BoSON23 | Tim Wilkinson | Making First Hire Product Managers WorkBoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
BoSON23 | Tim Wilkinson | Making First Hire Product Managers WorkBusiness of Software Conference
 
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing EngineBoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing EngineBusiness of Software Conference
 
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote CompaniesBoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote CompaniesBusiness of Software Conference
 
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the WorldBoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the WorldBusiness of Software Conference
 
BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
BoSEU24 | Imogen Wethered | How to Sell a Business in a DecadeBoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
BoSEU24 | Imogen Wethered | How to Sell a Business in a DecadeBusiness of Software Conference
 
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the DyingBoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the DyingBusiness of Software Conference
 
BoSEU24 | Claire Suellentrop | How to Operationalise JTBD
BoSEU24 | Claire Suellentrop | How to Operationalise JTBDBoSEU24 | Claire Suellentrop | How to Operationalise JTBD
BoSEU24 | Claire Suellentrop | How to Operationalise JTBDBusiness of Software Conference
 
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem ShootingBoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem ShootingBusiness of Software Conference
 
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdfBoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdfBusiness of Software Conference
 

More from Business of Software Conference (20)

BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your JobBoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
BoSUSA23 | Greg Baugues | Someone Using AI Will Take Your Job
 
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
BoSUSA23 | Kyle Bazzy & Derik Sutton | Rethinking Sales From the Demand Side ...
 
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & EngineeringBoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
BoSUSA23 | Chris Spiek & Justin Dickow | Autobooks Product & Engineering
 
BoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
BoSON23 | Tim Wilkinson | Making First Hire Product Managers WorkBoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
BoSON23 | Tim Wilkinson | Making First Hire Product Managers Work
 
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing EngineBoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
BoSON23 | Lucy Heskins | How To Use Your Product As A Marketing Engine
 
BoSON23 | Mark Gibson | Better B2B Sales
BoSON23 | Mark Gibson | Better B2B SalesBoSON23 | Mark Gibson | Better B2B Sales
BoSON23 | Mark Gibson | Better B2B Sales
 
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote CompaniesBoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
BoSON23 | Alex Osterwalder | Coaching & Leadership in Remote Companies
 
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the WorldBoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
BoSEU24 | Oyinda Bamgbose | How Tech Can Still Save the World
 
BoSEU24 | Ninnu Campbell | How to Make People Fail
BoSEU24 | Ninnu Campbell | How to Make People FailBoSEU24 | Ninnu Campbell | How to Make People Fail
BoSEU24 | Ninnu Campbell | How to Make People Fail
 
BoSEU24 | Joe Leech | Seven Traits of the Modern CEO
BoSEU24 | Joe Leech | Seven Traits of the Modern CEOBoSEU24 | Joe Leech | Seven Traits of the Modern CEO
BoSEU24 | Joe Leech | Seven Traits of the Modern CEO
 
BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
BoSEU24 | Imogen Wethered | How to Sell a Business in a DecadeBoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
BoSEU24 | Imogen Wethered | How to Sell a Business in a Decade
 
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the DyingBoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
BoSEU24 | Eleanor Gunn | The Top Five Regrets of the Dying
 
BoSEU24 | Claire Suellentrop | How to Operationalise JTBD
BoSEU24 | Claire Suellentrop | How to Operationalise JTBDBoSEU24 | Claire Suellentrop | How to Operationalise JTBD
BoSEU24 | Claire Suellentrop | How to Operationalise JTBD
 
BoSEU24 | Bruce McCarthy | Aligning Executive Teams
BoSEU24 | Bruce McCarthy | Aligning Executive TeamsBoSEU24 | Bruce McCarthy | Aligning Executive Teams
BoSEU24 | Bruce McCarthy | Aligning Executive Teams
 
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem ShootingBoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
BoSEU24 | Bob Moesta | Live JTBD Case Studies + Problem Shooting
 
BoSEU24 | Bill Thompson | Talk From Another Century
BoSEU24 | Bill Thompson | Talk From Another CenturyBoSEU24 | Bill Thompson | Talk From Another Century
BoSEU24 | Bill Thompson | Talk From Another Century
 
BoSUSA22 | Mikey Trafton | Finding Your Super Powers
BoSUSA22 | Mikey Trafton | Finding Your Super PowersBoSUSA22 | Mikey Trafton | Finding Your Super Powers
BoSUSA22 | Mikey Trafton | Finding Your Super Powers
 
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ FrameworkBoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
BoSON22 | Tony Ulwick | The ‘JTBD Needs’ Framework
 
BoSON22 | Rita McGrath | Discovery Driven Planning
BoSON22 | Rita McGrath | Discovery Driven PlanningBoSON22 | Rita McGrath | Discovery Driven Planning
BoSON22 | Rita McGrath | Discovery Driven Planning
 
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdfBoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
BoSON22 | Rich Mironov | Resolving Incompatible World Views - Slides.pdf
 

Recently uploaded

Project Management Professional (PMP)® from PMI
Project Management Professional (PMP)® from PMIProject Management Professional (PMP)® from PMI
Project Management Professional (PMP)® from PMITasnur Tonoy
 
Create the recognition your teams deserve.pptx
Create the recognition your teams deserve.pptxCreate the recognition your teams deserve.pptx
Create the recognition your teams deserve.pptxStephen Sitton
 
Presentation On "Yusuf Ibn Tashfin" a true leader (1061 to 1106)_ prepared by...
Presentation On "Yusuf Ibn Tashfin" a true leader (1061 to 1106)_ prepared by...Presentation On "Yusuf Ibn Tashfin" a true leader (1061 to 1106)_ prepared by...
Presentation On "Yusuf Ibn Tashfin" a true leader (1061 to 1106)_ prepared by...kamrulShuva
 
Risk Management in Banks - Overview (May 2024)
Risk Management in Banks - Overview (May 2024)Risk Management in Banks - Overview (May 2024)
Risk Management in Banks - Overview (May 2024)Kristi Rohtsalu
 
Travis Hills of Minnesota Leads Livestock Water and Energy in Sustainable Inn...
Travis Hills of Minnesota Leads Livestock Water and Energy in Sustainable Inn...Travis Hills of Minnesota Leads Livestock Water and Energy in Sustainable Inn...
Travis Hills of Minnesota Leads Livestock Water and Energy in Sustainable Inn...Travis Hills MN
 
Organization design fashion or fit by Henry Mintzberg
Organization design fashion or fit by Henry MintzbergOrganization design fashion or fit by Henry Mintzberg
Organization design fashion or fit by Henry MintzbergSana Fatima
 
Principles of Management analyze how Zara manage
Principles of Management analyze how Zara managePrinciples of Management analyze how Zara manage
Principles of Management analyze how Zara managessuser4899c8
 
Flexi time, Flexi work, QWL and Role Effectiveness
Flexi time, Flexi  work, QWL and  Role EffectivenessFlexi time, Flexi  work, QWL and  Role Effectiveness
Flexi time, Flexi work, QWL and Role EffectivenessSana Fatima
 
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...CIOWomenMagazine
 

Recently uploaded (9)

Project Management Professional (PMP)® from PMI
Project Management Professional (PMP)® from PMIProject Management Professional (PMP)® from PMI
Project Management Professional (PMP)® from PMI
 
Create the recognition your teams deserve.pptx
Create the recognition your teams deserve.pptxCreate the recognition your teams deserve.pptx
Create the recognition your teams deserve.pptx
 
Presentation On "Yusuf Ibn Tashfin" a true leader (1061 to 1106)_ prepared by...
Presentation On "Yusuf Ibn Tashfin" a true leader (1061 to 1106)_ prepared by...Presentation On "Yusuf Ibn Tashfin" a true leader (1061 to 1106)_ prepared by...
Presentation On "Yusuf Ibn Tashfin" a true leader (1061 to 1106)_ prepared by...
 
Risk Management in Banks - Overview (May 2024)
Risk Management in Banks - Overview (May 2024)Risk Management in Banks - Overview (May 2024)
Risk Management in Banks - Overview (May 2024)
 
Travis Hills of Minnesota Leads Livestock Water and Energy in Sustainable Inn...
Travis Hills of Minnesota Leads Livestock Water and Energy in Sustainable Inn...Travis Hills of Minnesota Leads Livestock Water and Energy in Sustainable Inn...
Travis Hills of Minnesota Leads Livestock Water and Energy in Sustainable Inn...
 
Organization design fashion or fit by Henry Mintzberg
Organization design fashion or fit by Henry MintzbergOrganization design fashion or fit by Henry Mintzberg
Organization design fashion or fit by Henry Mintzberg
 
Principles of Management analyze how Zara manage
Principles of Management analyze how Zara managePrinciples of Management analyze how Zara manage
Principles of Management analyze how Zara manage
 
Flexi time, Flexi work, QWL and Role Effectiveness
Flexi time, Flexi  work, QWL and  Role EffectivenessFlexi time, Flexi  work, QWL and  Role Effectiveness
Flexi time, Flexi work, QWL and Role Effectiveness
 
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...
 

Patrick Campbell (Founder/CEO, ProfitWell) - Not Being Terrible When Things Are Terrible

  • 1. Brought to you by Not being terrible when things are terrible. SEPTEMBER 2019
  • 5. Brought to you by Some background.
  • 6. Brought to you by PROFITWELL Free financial metrics for subscription businesses.
  • 7. Churn tribution Financial Unit Price Survey Willingness to In-App Usage Drastically reduce churnRETAINTM Audit proof revenue recognition RECOGNIZED Proprietary pricing software for monetization PRICE INTELLIGENTLY
  • 8. PROFITWELL HISTORY PW Revenue Under Management - $9BN ARR ARRUNDERMANAGEMENT(INBILLIONS) $0 $2 $4 $6 $8 $10 2013 2014 2015 2016 2017 2018 2019 PROFITWELL HISTORY Brought to you by
  • 9. PROFITWELL HISTORY Past Three Years - $0 to $10M PROFITWELLMRR(INTHOUSANDS) $0 $250 $500 $750 $1,000 2016-04 2016-09 2017-02 2017-07 2017-12 2018-05 2018-10 2019-03 PROFITWELL HISTORY Brought to you by
  • 13. PROFITWELL HISTORY I made no money and still don’t really PATRICK’SSALARY(INTHOUSANDS) $0 $25 $50 $75 $100 $125 $150 2012 2013 2014 2015 2016 2017 2018 Salary Savings PROFITWELL HISTORY Brought to you by
  • 14.
  • 15. Brought to you by Leverage.
  • 16. Who here has reacted too quickly to a problem? Brought to you by
  • 17. Getting the most out of your time, money, and effort. Brought to you by
  • 18. Few of us have a solid framework for evaluating leverage. Brought to you by
  • 19. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens
  • 20. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important
  • 21. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important The reverberation of “fuuuuuckkkk”
  • 22. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important Guess & Check 1 The reverberation of “fuuuuuckkkk”
  • 23. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important Guess & Check 1 Guess & Check 2 The reverberation of “fuuuuuckkkk”
  • 24. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important Guess & Check 1 Guess & Check 2 The reverberation of “fuuuuuckkkk” We’re going to fail
  • 25. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important Guess & Check 1 Guess & Check 2 Guess & Check 3 The reverberation of “fuuuuuckkkk” We’re going to fail
  • 26. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important Guess & Check 1 Guess & Check 2 Guess & Check 3 The reverberation of “fuuuuuckkkk” We’re going to fail We solved it!
  • 27. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important Guess & Check 1 Guess & Check 2 Guess & Check 3 The reverberation of “fuuuuuckkkk” We’re going to fail We solved it!
  • 28. THE BREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens
  • 29. THE BREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important?
  • 30. THE BREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important? The reverberation of “fuuuuuckkkk” No = Do nothing.
  • 31. THE BREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important? The reverberation of “fuuuuuckkkk” No = Do nothing. Think. Framework. Decide. Act.
  • 32. THE BREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important? The reverberation of “fuuuuuckkkk” No = Do nothing. Think. Framework. Decide. Act.
  • 33. THE BREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important? The reverberation of “fuuuuuckkkk” No = Do nothing. Think. Framework. Decide. Act.
  • 34. THE BREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important? The reverberation of “fuuuuuckkkk” No = Do nothing. Monitor & Adjust Think. Framework. Decide. Act.
  • 35. THE BREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important? The reverberation of “fuuuuuckkkk” No = Do nothing. Monitor & Adjust Think. Framework. Decide. Act.
  • 36. THE BREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important? The reverberation of “fuuuuuckkkk” No = Do nothing. Monitor & Adjust Think. Framework. Decide. Act.
  • 37. THE BREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important? The reverberation of “fuuuuuckkkk” No = Do nothing. Monitor & Adjust Think. Framework. Decide. Act.
  • 38. We don’t think and framework as much as we should. Brought to you by
  • 39. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Problem
  • 40. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Cause 1 Problem Cause 2 Cause 3 Cause 4 Cause 5
  • 41. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Cause 1 Problem Cause 2 Cause 3 Cause 4 Cause 5 Solution 1 Solution 2 Solution 3 Solution 4 Solution 5
  • 42. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Cause 1 Problem Cause 2 Cause 3, 4, 5 Solution 1 Solution 2 Solution 3-5
  • 43. Here’s an example from ProfitWell. Brought to you by
  • 46. PROFITWELL HISTORY PW Revenue Under Management - $9BN ARR ARRUNDERMANAGEMENT(INBILLIONS) $0 $2 $4 $6 $8 $10 2013 2014 2015 2016 2017 2018 2019 PROFITWELL HISTORY Brought to you by
  • 47. PROFITWELL HISTORY PW Revenue Under Management - $9BN ARR ARRUNDERMANAGEMENT(INBILLIONS) $0 $2 $4 $6 $8 $10 2013 2014 2015 2016 2017 2018 2019 PROFITWELL HISTORY Brought to you by
  • 48. PROFITWELL HISTORY PW Revenue Under Management - $9BN ARR ARRUNDERMANAGEMENT(INBILLIONS) $0 $2 $4 $6 $8 $10 2013 2014 2015 2016 2017 2018 2019 PROFITWELL HISTORY Brought to you by 34+ Companies
  • 49. PROFITWELL HISTORY PW Revenue Under Management - $9BN ARR ARRUNDERMANAGEMENT(INBILLIONS) $0 $2 $4 $6 $8 $10 2013 2014 2015 2016 2017 2018 2019 PROFITWELL HISTORY Brought to you by 34+ Companies
  • 50. PROFITWELL HISTORY PW Revenue Under Management - $9BN ARR ARRUNDERMANAGEMENT(INBILLIONS) $0 $2 $4 $6 $8 $10 2013 2014 2015 2016 2017 2018 2019 PROFITWELL HISTORY Brought to you by 34+ Companies
  • 51. PROFITWELL HISTORY PW Revenue Under Management - $9BN ARR ARRUNDERMANAGEMENT(INBILLIONS) $0 $2 $4 $6 $8 $10 2013 2014 2015 2016 2017 2018 2019 PROFITWELL HISTORY Brought to you by 34+ Companies
  • 52. PROFITWELL HISTORY PW Revenue Under Management - $9BN ARR ARRUNDERMANAGEMENT(INBILLIONS) $0 $2 $4 $6 $8 $10 2013 2014 2015 2016 2017 2018 2019 PROFITWELL HISTORY Brought to you by 34+ Companies
  • 54. PROFITWELL HISTORY I made no money and still don’t really PATRICK’SSALARY(INTHOUSANDS) $0 $25 $50 $75 $100 $125 $150 2012 2013 2014 2015 2016 2017 2018 Salary Savings PROFITWELL HISTORY Brought to you by
  • 55. “The reverberation of fuuuuuuck” Brought to you by
  • 57. NPS of analytics market? Brought to you by
  • 59. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Problem Distribution and monetization of ProfitWell has become difficult due to competitive pressures and limited resources
  • 60. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Lack of WTP Problem Distribution and monetization of ProfitWell has become difficult due to competitive pressures and limited resources
  • 61. EATING OUR OWN DOG FOOD Buyer WTP for a SaaS Metrics Products Customers weren’t willing to pay as much as we thought for a SaaS Metrics solution. This was especially bad when looking at the multiple between the lower end customers and the upper end customers. WTPFORASAASMETRICSSOLUTION SOURCE: 2017 CONSUMER WILLINGESS TO PAY $0 $75 $150 $225 $300 $0 - $50k $51k - $100k $101k - $250k $251k - $500k $501k+ Upper Lower Median COMPANY’S MRR N = ~300 companies
  • 66. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Lack of WTP Problem Massive accuracy issues Distribution and monetization of ProfitWell has become difficult due to competitive pressures and limited resources
  • 67. When utilizing Max Diff, you get both rank order and magnitude, which allows you to save yourself from costly false positives on preferences. WHAT TYPE OF FEEDBACK WILL YOU GET WITH MAX DIFF? -0.4 -0.3 -0.2 -0.1 0 0.1 0.2 0.3 0.4 0-50K MRR 51-100 101-250 251-500 501+ ProfitWell has great uptime, reliability, and speed ProfitWell gives me actionable insights ProfitWell is free ProfitWell is the most accurate solution out there MORE IMPORTANTLESS IMPORTANT — RELATIVEPREFERENCEDATA
  • 68. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Lack of WTP Problem Massive accuracy issues No name recognition Distribution and monetization of ProfitWell has become difficult due to competitive pressures and limited resources
  • 69. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Lack of WTP Problem Massive accuracy issues No name recognition Not a lot of money Distribution and monetization of ProfitWell has become difficult due to competitive pressures and limited resources
  • 70. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Lack of WTP Problem Massive accuracy issues No name recognition Not a lot of money Product is behind Distribution and monetization of ProfitWell has become difficult due to competitive pressures and limited resources
  • 71. PROBLEM > CAUSE > SOLUTION — YOUREXPERIMENTALDESIGN Lack of WTP Problem Massive accuracy issues No name recognition Not a lot of money Product is behind - Free - Accuracy is #1 - CommitDistribution and monetization of ProfitWell has become difficult due to competitive pressures and limited resources
  • 75. Let’s talk about freemium. Brought to you by
  • 76.
  • 77. FREEMIUM AND RETENTION Retention is noticeably better for freemium products Net dollar retention is noticeably better for companies utilizing the freemium acquisition strategy, driven in part by a forcing function for monetization, as well as a better experience. NETDOLLARRETENTION SOURCE: 2017 RETENTION STUDY 70% 80% 90% 100% 110% 5 YEARS AGO 4 YEARS AGO 3 YEARS AGO 2 YEARS AGO 1 YEAR AGO Today NO FREE FREE TRIAL FREEMIUM WHEN MEASUREMENT WAS TAKEN N 143 N = 143 companies Brought to you by
  • 78. FREEMIUM AND NPS NPS is greater for companies with freemium products NPS scores for the paid product are typically better for those companies who have a freemium model of some sort, indicating that freemium’s power is in letting a lead nurture. AVERAGENPSSCORE YEARS AGO SOURCE: 2017 SAAS STUDY 0 5 10 15 20 25 30 5 YEARS AGO 1 YEAR AGO 24.33 28.51 14.231 25.138 12.87 21.67 NO FREE FREE TRIAL FREEMIUM N = 347 software companies N 347 Brought to you by
  • 79. Give people time to nurture through free. Brought to you by
  • 81. Brought to you by Truth.
  • 82. Who here has overreacted emotionally to someone on their team? Brought to you by
  • 83. Let’s be guinea pigs for a moment. Brought to you by
  • 84. Founders who sleep less than 5 hours a night grow slower than those who sleep 7-8 hours. Brought to you by
  • 85. Companies with institutional funding have higher churn rates than those who are bootstrapped. Brought to you by
  • 86.
  • 87. Founders with hobbies and who score high on work/life balance have slower growing companies. Brought to you by
  • 88.
  • 89.
  • 90. Remote companies have considerably worse growth and worse retention than co-located ones. Brought to you by
  • 91.
  • 93. When something supports our view, we don’t question it. If something attacks our view, we feel attacked. Brought to you by
  • 94. So how do you pursue truth? Brought to you by
  • 95. Most charitable interpretation principle Brought to you by
  • 96. Assume the other person is competent with good intentions, and assume they may be right. Brought to you by
  • 97.
  • 98. Be disagreeable; Think Critically Brought to you by
  • 99.
  • 100. RED TEAMING — YOUREXPERIMENTALDESIGN Scenario 1 Decision/Direction Scenario 2 Scenario 3 Scenario 4 Scenario 5 - Consolidate - Regroup - Act
  • 101. Here’s an example from ProfitWell. Brought to you by
  • 102.
  • 103.
  • 104.
  • 105. ACTING AND INVESTIGATING — YOUREXPERIMENTALDESIGN Problem 1. Reviews look fake 2. Twitter and public Issues 3. Relationships with competitors 4. Perception to our users/ customers
  • 106. ACTING AND INVESTIGATING — YOUREXPERIMENTALDESIGN Internal? Problem 1. Reviews look fake 2. Twitter and public Issues 3. Relationships with competitors 4. Perception to our users/ customers
  • 107. ACTING AND INVESTIGATING — YOUREXPERIMENTALDESIGN Internal? Problem External? 1. Reviews look fake 2. Twitter and public Issues 3. Relationships with competitors 4. Perception to our users/ customers
  • 108. ACTING AND INVESTIGATING — YOUREXPERIMENTALDESIGN Internal? Problem External? Affiliate? 1. Reviews look fake 2. Twitter and public Issues 3. Relationships with competitors 4. Perception to our users/ customers
  • 109. ACTING AND INVESTIGATING — YOUREXPERIMENTALDESIGN Internal? Problem External? Affiliate? - Contacted G2/Capterra for audit - Made it clear to team this is/would be unacceptable - Did not tweet except to mention we were investigating - Handled anyone who asked about it 1:1 and followed up with them as more information came into play - Wrote Josh and Nick very long emails 1. Reviews look fake 2. Twitter and public Issues 3. Relationships with competitors 4. Perception to our users/ customers
  • 111. “Don’t focus on your competitors” Brought to you by
  • 112.
  • 113. CONSUMERS ARE GETTING HAMMERED Number of Competitors in First Year in Business Companies started more than a year ago had far fewer competitors in their space than companies started today. AVERAGE#OFCOMPETITORSINTHEIR1STYEAR AGE OF COMPANY 2016 SOFTWARE MARKET SURVEY 0 5 10 5 YEARS OLD 3 YEARS OLD 1 YEAR OLD 9.7 4.8 2.6 N = 1432 software founders and executives Brought to you by your friends at
  • 114. CAC COMPETITION BENCHMARKS CAC Lower Amongst Competition Focused Companies Customer acquisition cost (CAC) has increased significantly over the years due to market saturation of marketing vying for consumer attention, but CAC amongst competitor focused companies is lower. BLENDEDCACRELATIVETOFOURYEARSAGO SOURCE: 2018 PROFITWELL CAC STUDY 0% 15% 30% 45% 60% 5 YEARS AGO 4 YEARS AGO 3 YEARS AGO 2 YEARS AGO 1 YEARS AGO Today Overall Competitor Marketing Strategy WHEN MEASUREMENT WAS TAKEN N 507 N = 507 companies Brought to you by
  • 115. PRODUCT COMPETITION BENCHMARKS NPS is Lower for Competitor Focused Product Teams NPS is falling overall, but companies who are focused on competition from a product perspective are seeing lower NPS scores overall indicating you shouldn’t focused on competition to build product. AVERAGENPSSCORE YEARS AGO SOURCE: 2018 COMPETITOR STUDY 0 7 13 20 27 33 40 5 YEARS AGO 3 YEARS AGO 1 YEAR AGO 5.22 12.08 24.11 10.2 19.5 33.8 Overall Competitive Product Strategy N = 231 companies N 231 Brought to you by
  • 116. Brought to you by Fear.
  • 117. Who here has felt like their company isn’t going to work out? Brought to you by
  • 118. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important Guess & Check 1 Guess & Check 2 Guess & Check 3 The reverberation of “fuuuuuckkkk” We’re going to fail We solved it!
  • 119. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN Bad Thing Happens This is important Guess & Check 1 Guess & Check 2 Guess & Check 3 The reverberation of “fuuuuuckkkk” We’re going to fail We solved it!
  • 120. THE FREAKOUT CYCLE OF EXECUTIVE EMOTION — YOUREXPERIMENTALDESIGN The reverberation of “fuuuuuckkkk” Good Places Bad Places Lukewarm Places Acts of God/Universe
  • 121. PROFITWELL HISTORY Past Three Years - $0 to $10M PROFITWELLMRR(INTHOUSANDS) $0 $250 $500 $750 $1,000 2016-04 2016-09 2017-02 2017-07 2017-12 2018-05 2018-10 2019-03 PROFITWELL HISTORY Brought to you by
  • 122. PROFITWELL HISTORY Long bit of $0 PROFITWELLMRR(INTHOUSANDS) $0 $200 $400 $600 $800 $1,000 2012-06 2013-04 2014-02 2014-12 2015-10 2016-08 2017-06 2018-04 2019-02 PROFITWELL HISTORY Brought to you by
  • 123. PROFITWELL HISTORY Long bit of $0 PROFITWELLMRR(INTHOUSANDS) $0 $200 $400 $600 $800 $1,000 2012-06 2013-04 2014-02 2014-12 2015-10 2016-08 2017-06 2018-04 2019-02 PROFITWELL HISTORY Brought to you by First time Founder woes
  • 124. I could not have founded ProfitWell in a worse way.
  • 126. • Part-time co-founders HERE’S HOW PATRICK DID EVERYTHING WRONG — FOUNDINGISTOUGH Brought to you by your friends at
  • 128. • Part-time co-founders • Part-time co-founders were fully vested. I was not. HERE’S HOW PATRICK DID EVERYTHING WRONG — FOUNDINGISTOUGH Brought to you by your friends at
  • 129. • Part-time co-founders • Part-time co-founders were fully vested. I was not. • Combined both part-time co-founders had more equity and could theoretically “vote” me out HERE’S HOW PATRICK DID EVERYTHING WRONG — FOUNDINGISTOUGH Brought to you by your friends at
  • 130. • Part-time co-founders • Part-time co-founders were fully vested. I was not. • Combined both part-time co-founders had more equity and could theoretically “vote” me out • Lawyer was the sister-in-law of one of the part-timers HERE’S HOW PATRICK DID EVERYTHING WRONG — FOUNDINGISTOUGH Brought to you by your friends at
  • 131. • Part-time co-founders • Part-time co-founders were fully vested. I was not. • Combined both part-time co-founders had more equity and could theoretically “vote” me out • Lawyer was the sister-in-law of one of the part-timers • Very little alignment before founding the company HERE’S HOW PATRICK DID EVERYTHING WRONG — FOUNDINGISTOUGH Brought to you by your friends at
  • 132. PROFITWELL HISTORY Long bit of $0 PROFITWELLMRR(INTHOUSANDS) $0 $200 $400 $600 $800 $1,000 2012-06 2013-04 2014-02 2014-12 2015-10 2016-08 2017-06 2018-04 2019-02 PROFITWELL HISTORY Brought to you by Break up First time Founder woes
  • 133. PROFITWELL HISTORY Long bit of $0 PROFITWELLMRR(INTHOUSANDS) $0 $200 $400 $600 $800 $1,000 2012-06 2013-04 2014-02 2014-12 2015-10 2016-08 2017-06 2018-04 2019-02 PROFITWELL HISTORY Brought to you by Break up First time Founder woes The Reddest of Oceans
  • 134. PROFITWELL HISTORY Long bit of $0 PROFITWELLMRR(INTHOUSANDS) $0 $200 $400 $600 $800 $1,000 2012-06 2013-04 2014-02 2014-12 2015-10 2016-08 2017-06 2018-04 2019-02 PROFITWELL HISTORY Brought to you by Break up First time Founder woes The Reddest of Oceans
  • 135. We all have our own Lifetime movie.
  • 136. “You really should meditate.”
  • 137. ”You gotta workout and eat well.”
  • 139. Treat the symptoms; mildly preventative.
  • 140. Why?
  • 141. What do you want to achieve?
  • 147. Introspection > Consume all advice > Be Unapologetic
  • 148. Introspection > Consume all advice > Be Unapologetic
  • 149. Introspection > Consume all advice > Be Unapologetic
  • 151. Write to and speak with your team 5-10x more than you’re doing Brought to you by
  • 153. Smaller stuff > Try to do weekly posts Brought to you by
  • 154. “If I die” docs Brought to you by
  • 156. Brought to you by Leverage. Truth. Fear.
  • 157. You are your champion and your enemy. Brought to you by