The document discusses how Nilanp aids startups in achieving traction, with TransferWise as a key example of successful international money transfer growth. It emphasizes the importance of evangelism and word-of-mouth growth driven by customer recommendations measured through Net Promoter Score (NPS). Additionally, it outlines the operation of autonomous teams focused on key performance indicators (KPIs) and the challenges of fostering a culture of learning and innovative failure.

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
@nilanp

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

17. @nilanp

18. @nilanp

19. @nilanp

20. @nilanp

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