Presentation during The Lean Startup SXSW by David Cancel, Performable .

1. Pivot to Win
Performable Case Study
David Cancel
The Lean Startup @ SXSWi - March 12, 2011

3. Our Vision for Performable
★ Combine Insights with Actions
★ Built for Marketers not Analysts
★ Powered by a Web-scale CRM
★ Software as a Service, No IT

4. Our Vision for Performable
★ Combine Insights with Actions
★ Built for Marketers not Analysts
★ Powered by a Web-scale CRM
★ Software as a Service, No IT
“I want Performable to be the
Salesforce.com of Internet Marketing”

7. First Product Iteration

8. First Iteration: What We Learned
★ Automatic optimization didn’t matter
★ Marketers want to customize
★ WYSIWYG experience not gratifying

11. Pivot #1

12. Pivot #1: What We Learned
★ Supporting customization is hard
★ SMB customers require education
★ Landing pages were “nice-to-have”

15. Metrics-Driven Marketers

16. Metrics-Driven Marketers
★ Appreciated our platform
★ Willing to pay up-front for solution
★ Heavy daily users of our software

19. Pivot #2

21. Startup Pivot Lessons Learned

22. Customers = Paid

23. Search Hard For Patterns

24. Move Ghetto Fast

25. Solve Customer Problems

26. The Real Competition is
Indifference NOT Startups

27. dcancel@performable.com
http://twitter.com/dcancel
http://www.performable.com/
:-) Thank You!