1. Building SaaSproducts that dominate their markets Paul Philp pjphilp@gmail.com (647) 927-8574 Kick-Ass Software

2. You have: Built a product Built a team Landed some customers Attracted venture capital. It’s time to grow the company - now what? I am an experienced, passionate, market-focused product executive. I have the experience and system to make your vision win. You’re a Successful Entrepreneur

3. Your goals are clear . . . You have a vision to redefine your market or industry You are committed to building the absolute best product in its class You want your customers to be ecstatic, and passionate champions You want to work with the best and smartest people in the business You have aggressive revenue and profit growth targets

4. . . . and there are problems. Too many unhappy customers Sales and marketing are blaming the product Low conversion and retention rates The board is demanding more growth, faster Tug of war between satisfying existing customers and expanding the market Engineers are complaining about changing requirements, unclear priorities The product architecture just won’t scale It seems like the competition doesn’t have any of these issues They’re threatening to catch up to you

5. How do I do that . . . ? “Kick-Ass Software” ?

6. Market focused Great user Experience Reality based Results oriented Inspired Agile Building remarkable products that win Kick-Ass Software

7. Market Focused Building remarkable products that people talk about starts with a laser focus on the market Focus on business-critical customer pain points Deliver compelling value propositions Offer clear differentiation based on customer value Building teams that continuously engage with customers, influencers, marketing, sales. Marketfocused Great Customer Experience Reality based Results oriented Inspired Agile

8. GreatCustomerExperience Easy to install Easy to start using Intuitive interface without instruction Immediately rewarding Value increases with use Building products that act as their own best salesperson. Market focused Great Customer Experience Reality based Results oriented Inspired Agile

9. Reality Based The goal of software leadership is to absorb the sea of opinion and cut through to the facts Measure everything that matters Use metrics to shape behaviors Say what you’re going to do, do what you say Continually achieve engineering buy-in No surprises Factual reporting is rewarded No ‘vanity status’ allowed! Tough issues are faced up to and dealt with quickly Relying on reports, conversations, metrics, external feedback and MBWA (Management by Walking Around). Market focused Great Customer Experience Reality based Results oriented Inspired Agile

10. Results Oriented Results orientation is the secret to power and effectiveness in Kick-Ass software companies Accountability isn’t really the magic bullet – but it’s sure close! A results-oriented company has: Consistent and visible strategy Clear goals Unambiguous roles and territories Simple, defined process and metrics Regular, predictable reporting Complaining, politics and ineffectiveness all have their root in a lack of focus on results Holding leadership and everybody else accountable for their own results. Market focused Great Customer Experience Reality based Results oriented Inspired Agile

11. Inspired An aligned organization and an inspired team can move mountains Risk-taking in software is not gambling It is the vision and strategy that show which risks to take, and which to avoid It’s the purpose and vision that engages people’s passions Great people are inspired by being part of something that’s bigger than them People love working on insanely great products Committing to the CEO’s vision for the future, and ensuring that everybody is engaged and aligned. Market focused Great Customer Experience Reality based Results oriented Inspired Agile

12. Agile The product company that wins the category is always the fastest and most agile Very short feedback cycles Agile processes quickly reduce risk and identify winning solutions You want agile product development, and agile customer development Continuously testing business hypotheses and product architecture and design It takes many iterations to get a working business model Agile does not mean ‘ad hoc’! Discipline matters. Responding quickly and effectively to changing market conditions. Market focused Great Customer Experience Reality based Results oriented Inspired Agile

13. The following slides contain practices that I’ve seen to be effective in each category. Feel free to score yourself! Rate how you are doing with each practice: 1- Not at all 2- Making progress 3- Almost there 4- nailed it!! ?- Don’t know I’d be pleased to discuss your results with you. Kick-Ass Scorecard

14. Market Focused 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!

15. Great Customer Experience 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!

16. Reality Based 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!

17. Results Oriented 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!

18. Inspired 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!

19. Agile 1- NOT AT ALL 2- MAKING PROGRESS 3- ALMOST THERE 4- NAILED IT!!

20. Growth Stage Entrepreneur pjphilp@gmail.com (647) 927-8574 Paul Philp