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Yoav Shapira of HubSpot describes how they approach the Lean Startup principles, including learning from customers and measuring the business. You can download the original PowerPoint presentation, which has more speaker notes and links. It also looks nicer ;)
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Lean @HubSpot
aka “My Many Mistakes”
Yoav Shapira / @yoavshapiraAugust 25th, 2011
TABLE OF CONTENTS
HubSpot Context
Things Not Covered
Meaty Data
Q&A
1234
1HubSpot Context
What’s HubSpot?
SaaS$250 - $1,500+ / month.
Actual customer giving actual feedback!
Hey, an actual revenue ~hockey stick
2Not Covering…
Lean Startup Theory – you
know it already.
But if not, read:• Ries• Blank• Maurya• Prendergast• Cancel• Etc.
Early
days
3The Meat
You know the loop…
So HOW do we learn?
Let me count the ways…
Dev sits next to our
lead customer, HubSpot
Marketing.
Customer Support: a chance to
teach
UserVoice: near-free, fun, easy
NPS: open-ended comments FTW
CHI: Customer Happiness
Index
Learn from each other: wiki (under-
rated)
User group meetings.
You know the loop…
Everyone codes +
deploys…
Deploy more often as you grow…
Good for theory
geeks like me: Flow.
… with an improving safety net.
I ♥ Nagios
I ♥ Graphite…
… so much that I have 2 examples!
Measure business metrics.
You know the loop…
Scale horizontall
y: small teams
Each team does their
own planning
“Science Fair”
Commitment & demos
1 line of code to create experiments
1 line to deploy, thx Q Team!
All trunk, no
branches.
Feature gates /
switches control rollout.
See Flickr / Etsy /
Facebook.
Tech stack matters less than
most think.
11Avoid Vanity Metrics
Real Metric
s CHI
Code Coverage?
NPS
Usage
Adoption
91% of
executives hear “fail” when you
say “fail fast”*
91
Talking << doing. #JFDI
Product – Market fit is never done.The product will never be ready.
Image credit: netzkobold
I’m Yoav Shapira.Nice to meet you ;)Thanks for listening.
@yoavshapira