Lean @HubSpot aka “My Many Mistakes”

Yoav Shapira / @yoavshapira August 25th, 2011

TABLE OF CONTENTS

HubSpot Context

Things Not Covered

Meaty Data

Q&A

1 2 3 4

1HubSpot Context

What’s HubSpot?

SaaS $250 - $1,500+ / month.

Actual customer giving actual feedback!

Hey, an actual ~hockey stick, $$$ revenue.

2Not Covering…

Lean Startup Theory – you know

it already.

But if not, read: •  Ries •  Blank •  Maurya •  Prendergast •  Cancel •  Etc.

Early days

3 The 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

BTW: people hate waiting on phone

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…

Deploy more often as you grow…

Good for theory geeks

like me: Flow.

… with an improving safety net.

Everyone codes +

deploys…

I ♥ Nagios

I ♥ Graphite…

… so much that I have 2 examples!

Also measure business metrics.

You know the loop…

Scale horizontally: small teams

Each team does their

own planning

Joint commitment

+ demo at “Science

Fair”

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.

11 Avoid Vanity Metrics

Real Metrics

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