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GROW2012 - Why Product Doesn't Matter - Sales and Marketing Do - David Cancel Hubspot
- 1. Why Product Market Fit Doesn’t Matter @dcancel
- 3. On the internets @dcancel @dcancel
- 4. I love building things @dcancel
- 5. But building these is way @dcancel
- 6. I work at HubSpot @dcancel
- 7. This is my timeline @dcancel
- 8. Really excited to be here @dcancel
- 9. @dcancel
- 13. 16 years of searching... @dcancel
- 14. for Product Marketing Fit @dcancel
- 15. 1. Way too fucking early @dcancel
- 16. 1. Way too fucking early @dcancel
- 17. 1. Way too fucking early @dcancel
- 18. 2. Way too early @dcancel
- 19. 2. Way too early @dcancel
- 20. 2. Way too early @dcancel
- 24. 4. Close to perfect @dcancel
- 25. 4. Close to perfect @dcancel
- 26. 4. Close to perfect @dcancel
- 27. Good news: I am less dumb today @dcancel
- 28. 16 years of starting @dcancel
- 30. Trying to find Product @dcancel
- 31. Lots of pain and @dcancel
- 32. @dcancel
- 38. 6000 5000 4000 3000 2000 1000 0 Explosive growth @dcancel
- 39. 60 Apps 2,000,000 Marketers 70,000 Users 70 Service Providers 700 VAR 220,000 followers 176,000 fans 80,000 members IMU 30,000 4,100 Grads subscribers
- 40. I learned a secret @dcancel
- 42. You’re going to love this @dcancel
- 43. Finding fit is really hard @dcancel
- 44. Building is the hardest part @dcancel
- 45. So much time and money @dcancel
- 47. You don’t need a fucking product
- 48. 6000 5000 4000 3000 2000 1000 0 No Product @dcancel
- 52. Today @dcancel
- 53. Future @dcancel
- 58. Listen @dcancel
- 60. Thank You David Cancel
- 61. Thank You David Cancel
- 62. Thank You David Cancel
Editor's Notes
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- Bolt - Community Media Property on the Web, 1996, Facebook before Facebook, 10 years too early\n
- Bolt - Community Media Property on the Web, 1996, Facebook before Facebook, 10 years too early\n
- Bolt - Community Media Property on the Web, 1996, Facebook before Facebook, 10 years too early\n
- Compete - Predictive Analytics based on Consumer Intention Data, 5 years too early\n
- Compete - Predictive Analytics based on Consumer Intention Data, 5 years too early\n
- Compete - Predictive Analytics based on Consumer Intention Data, 5 years too early\n
- Lookery - Realtime Social Media Data Exchange for Ad Networks, ?? too early\n
- Lookery - Realtime Social Media Data Exchange for Ad Networks, ?? too early\n
- Lookery - Realtime Social Media Data Exchange for Ad Networks, ?? too early\n
- Performable, Turn visitors into customers, about perfectly timed\n
- Performable, Turn visitors into customers, about perfectly timed\n
- Performable, Turn visitors into customers, about perfectly timed\n
- Upside is I've gotten less dumb, still not smart, just not dumb enough to repeat painful lessons. \n
- 16 years of startups, 1000s of product iterations trying to get to Product Market Fit, lots of PAIN\n
- 16 years of startups, 1000s of product iterations trying to get to Product Market Fit, lots of PAIN\n
- 16 years of startups, 1000s of product iterations trying to get to Product Market Fit, lots of PAIN\n
- 16 years of startups, 1000s of product iterations trying to get to Product Market Fit, lots of PAIN\n
- But I finally learned a secret. I learned this secret at HubSpot\n
- For the first time I stayed on after my company was acquired, this time by HubSpot\n
- Common mission, world domination, build something our grandkids will be proud of, build a giant company in Boston (Technically the Republic of Cambridge)\n
- Common mission, world domination, build something our grandkids will be proud of, build a giant company in Boston (Technically the Republic of Cambridge)\n
- 1000s of raving Fans\n
- Common mission, world domination, build something our grandkids will be proud of, build a giant company in Boston (Technically the Republic of Cambridge)\n
- Over 7500 customers (yes they pay us MONEY)\n
- Marketing and Sales MACHINE\n
- But I learned a secret and I'm going to share it with you\n
- When I learned this I was blown away\n
- [Raise your hand if you don't code] Congratulations because you are going to love this secret.\n
- What's the hardest, most expensive thing about getting to Product Market Fit? \n
- Building the Product is the hardest part, the part that takes the longest.\n
- You spend so much time finding engineers, building the product, dealing with and retaining PITA engineers like me.\n
- Building the Product is the hardest part, the part that takes the longest.\n
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- Customer growth despite the product not matching the promise\n
- Sold largely on the promise of a solution, sold on the dream\n
- Sold largely on the promise of a solution, sold on the dream\n
- Amazing sales & marketing execution\n
- 6 years later we've rebuilt the entire Engineering, Product, and UX teams. We've rebuilt or should I say finally built about 75% of the product/dream. \n
- Over the next year we'll finish the last 25% and expand from there.\n
- Lessons I've learned from this experience:\n\n
- Timing matters a FUCKING lot (duh!) \n\n
- Riding market momentum is a mighty force multiplier (warp speed anyone) \n\n
- Product / Market fit is about finding the solution to a market problem, not necessarily building that solution in advance and hoping you nailed it (no matter how fast you iteration cycles).\n
- Lock your developers down, stop coding stupid, start listening.\n\n
- Go out there and find a solution to a real fucking problem first before worrying about building anything. \n\n\n
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