Test Driven Business

October 2013

@davidjbland

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Intro to NeoNeo is a global product innovation company. We create compelling mobile and Web products for our

clients, with a focus on creating customer value and business success. Our clients include large

enterprises, startups, and governments. Founded by Joi Ito (director of the MIT Media Lab) and Ian

McFarland (ex-CTO of Pivotal Labs) we count Eric Ries (author of “The Lean Startup”) among our partners.

We are dedicated to Lean Startup rigor and the close collaboration of business, technology and design.

Lean InnovationOur team of thought leaders

has literally written the

manuals for lean startup,

lean UX and lean product

management. At Neo, we put

these ideas into practice

every day. We obsess about

value creation, as well as

shipping great code. We

treat our clients' products

like our own.

Agile DevelopmentWe make great software,

with deep expertise in Ruby

on Rails and iOS

development. We've been

doing agile for years, and

continue to lead the field.

With Neo, you get the best

industry talent, the very

highest code quality, and

unparalleled excellence in

software strategy, scalability,

and sustainability.

EducationWe want to help you become

successful, and part of that is

teaching best practices. In

our lean and agile projects,

we often apprentice client

staff. We also run focused

workshops for our clients,

run conferences on

technology and design, and

support the community

through open source

software and organizing

meetups.

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David J Bland

Principal Advisor @Neo

insert vanity

metrics here{

}

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1999

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- Hits

We Measured…

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Lots of VC money later…

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- Transactions- New- Pending- Submitted- Under Review- Approved- Time to Approval

- API calls- Authentication- License &

Appointment- Brokerage Account- Funds Availability

- Users- By Role- Last Activity- Commission- NIGO Rate…

We Measured…

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B2C to B2B Customer Segment Pivot

.ASP to XML Platform Pivot

App + Tools to App Zoom-In Pivot

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“ The pivot used to be called the f&$@ up”- Marc Andreessen

Lean Startup Conference 2012

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Important!

The Lean Startup – Eric Ries

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“Now we are drowning in data”

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“Metrics are people, too”- Eric Ries

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Are your customers…Aware of problem?Actively seeking a solution?Hacking together a solution?Have $$$ for your solution?

Adapted from Steve Blank – 4 Steps to the Epiphany

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What do you measure here?

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AcquisitionActivationRetentionReferralRevenue

Pirate Metrics – Dave McClure 500 Startups

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Aware

Hopeful

Satisfied

PassionateLean Entrepreneur – Brant Cooper & Patrick Vlaskovits

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Aware

Hopeful

SatisfiedPassionate

Acquisition

Activation

RetentionReferral

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Questions?

Thank You!

@davidjbland

david.bland@neo.com