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Selcuk Atli
selcuk@500startups.com
• Over 1500 Companies Invested In
• $240M Under Management
• 300+ companies started outside US
• 300+ companies with Women Founders
• Our Team of 110 people spans 12
countries and speak 20+ different
languages
Always #500strong
• Venture Partner, 500 Startups
• Co-founder, Manifest (acq. Rakuten)
• Co-founder, Boostable (YC W’14)
• Sell out rock star with upcoming EP
Twitter @selcukatli
Personal Pivot Story:
Manifest Commerce
Searching for
Product Market Fit
Many Small Experiments
Growth Hacking
Thesis >> Experiment >>Measure >> Scale
???
Customers
Problem
Solution
Tech
Growth
Pivot Pyramid
Customers
Problem
Solution
Tech
Growth
e.g. Shopify
Customers
Problem
Solution
Tech
Growth
e.g. Criteo
Customers
Problem
Solution
Tech
Growth
e.g. Meerkat
Customers
Problem
Solution
Tech
Growth
e.g. Facebook
Customers
Problem
Solution
Tech
Growth
e.g. Airbnb
Key Takeaways
EXPERIMENT
LESS FREQUENTLY
Pivoting at the bottom
Changes everything above
Customers
Problem
Solution
Tech
Growth
Start with customers.
Not product, or technology.
Customers
Problem
Solution
Tech
Growth
You can’t have
more than one customer
Customers
Problem
Solution
Tech
Growth
Assume you will
dump your technology
Customers
Problem
Solution
Tech
Growth
All experiments
must target GROWTH
Customers
Problem
Solution
Tech
Growth
selcuk@500startups.com
#PivotPyramid
Growth Airbnb Airbnb started posting their listings on craigslist. This boosted visibility of
listings and drove more demand. It was short lived because Craigslist
shut it down.
Technology Facebook When its original programming language PHP started not keeping up
with its scale, Facebook built HipHop, a technology that translated PHP
into C++, a more scalable and efficient language.
Solution Meerkat Originally an app that lets you share live video with people you know,
Meerkat achieved breakout growth when it started live streaming video
on Twitter.
Problem Criteo Criteo started out as a recommendation engine for online retailers. They
pivoted to become one of the most successful companies that help
online retailers execute retargeting campaigns.
Customers Shopify Tobias Lütke started out by selling an elite line of snowboards online. He
quickly realized the tools to help build ecommerce sites were not good
enough. Today Shopify helps 100,000+ SMBs sell their products online.

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Pivot Pyramid - A guideline to experiment with and pivot your startup

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