Building on the blog post http://tech.transferwise.com/we-inspire-smart-people-and-we-trust-them/ these slides which were presented at the big data summit, walk through a little of how we structure our teams around KPIs to drive growth.

1. KPI driven growth
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4. Helped startups get to
traction

5. TransferWise is
the leading
global platform
in international
money
transfers

6. £3bn
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7. £135m
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8. 300+ routes
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9. How TransferWise
was born
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11. How we grow

12. Evangelism is
the biggest
driver of growth

13. We’ve systemised
Word of Mouth
growth using NPS
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14. Would you recommend us to
your friends?
1 2 3 4 5 6 7 8 9 10
Detractors Neutral Promoters

15. Would you recommend us to
your friends?
1 2 3 4 5 6 7 8 9 10
Detractors Neutral Promoters
Total
Promoters - Detractors
= NPS

16. @nilanp

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21. If promoters >
detractors we WILL
grow
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22. N.B. This is not easy
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23. It works !
(But barely)

24. It works !
(But barely)
It works with
no significant
issues !

25. It works !
(But barely)
It works with
no significant
issues !
It works. Wow that
was slick

26. It works !
(But barely)
It works with
no significant
issues !
It works. Wow that
was slick
You’ve just blown
my socks off that
was incredible

27. What drives
recommendation ?

28. Rational Emotional

29. Rational
Emotional
Product Brand

30. Rational Emotional
• Speed
• Cost
• Currencies
• Convenience
• Brand

31. Rational Emotional
• Speed
• Cost
• Currencies
• Convenience
• Ownership
• Pride

32. Ownership + Pride = Evangelism
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33. How do we operate ?
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34. We work in autonomous
independent teams focused
on KPIs that make our
customers happy and
drive our growth

35. 60
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36. 301
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37. TEAM CURRENCY
KPI: Currency volume
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39. TEAM Virality
KPI: Viral co-efficient
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40. Fee Credit

41. 146043

43. Fee Credit

44. TEAM BUZZ
KPI: Number of
customers through word
of mouth
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48. Tooling
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49. BUILD YOUR OWN
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50. Team’s need to build
their metrics.
In order to own their
metrics
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51. Learning
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52. Each team is a learning
organisation, trying to
understand what matters to
a customer, how to change
behaviour and drive growth

53. Our biggest challenge ?
How to incentivise
learning and failing

55. Onwards