1. Experiment with a weekly mastermind session between co-founders to discuss achievements, challenges, and provide feedback.
2. Early stage startups should avoid being distracted by quantitative data and focus on acquiring hundreds of customers before relying on A/B tests.
3. To learn from customers, ask questions about how they currently do tasks, what tools they use, what their ideal process would be, what they do before and after tasks, and if there are any other important questions.
3. @leowid
How masterminds work
• We take around 1-2 hours, preferably when it feels a bit less busy.
• We talk for 10 minutes each about our achievements; like “I shipped this
feature” or “I hit the gym 3 times this week”
• Then we spend 40 minutes each on challenges. We try to really dive in here
and not stay on the surface.
• We then add a section at the end where we share feedback for each other.
5. @leowid
Most early stage startups won't have enough customers to
rely on quantitative data. You need to be acquiring
hundreds of customers every month (preferably thousands)
to have enough data to support A/B tests, etc.
Hiten Shah
Co-founder of CrazyEgg, KISSmetrics and QuickSprout
7. @leowid
“You need to learn how
customers behave and what
they need. In other words,
focus on their problem, not
their suggested solution.”
Cindy Alvarez
8. @leowid
Questions to ask
Tell me about how you do _________ today….
Do you use any [tools/products/apps/tricks] to help you get
________ done?
If you could wave a magic wand and be able to do anything that
you can’t do today, what would it be? Don’t worry about whether
it’s possible, just anything.
Last time you did ___________, what were you doing right before
you got started? Once you finished, what did you do afterward?
Is there anything else about _________ that I should have asked?
Link to full template
bit.ly/buffercustdev
10. Buffer’s journey with data
2010-11: In-house data-tools built by Joel
2012: Experimentation with various 3rd party event-tracking tools
(KISSmetrics, Mixpanel)
2013-14: Moving back to build all data-tools in-house
2015-2016: Transitioning to using Looker
11. @leowid
5. Pick one channel to
double down on instead of
many (Bullseye exercise)
12. @leowid
How to find your 1 channel
that works
• Outer ring: What’s possible -
brainstorm all 19 traction channels
there are
• Middle ring: What’s probable - Promote
3-4 most promising ideas and run tests
• Inner ring: What’s working - Focus
solely on the 1 channel that’s working
—> Marketing flywheel
http://tractionbook.com/ by Gabriel Weinberg, founder of DuckDuckGo
18. @leowid
• Hypothesis for your feature
• A customer development phase
• An (InVision), clickable proto-type to get feedback
• A roll-out of a working version that embarrasses you slightly
Create a process around it
that includes
19. @leowid
9. When you get an offer to sell,
list the experiences of personal
growth you might miss
20. @leowid
• How to serve tens of thousands of customers
• How to let someone go
• How to hire key positions and train leaders
• How to acquire another company
• How to raise bigger funding rounds
• How to recover from a hack
What we’d miss out on
learning
21. @leowid
“Stop thinking about making a million dollars and start
thinking about serving a million people”
Dharmesh Shah
Founder & CTO at HubSpot
23. @leowid
Identifying and embracing your
strengths allows more forward
momentum and can free you to move
much more strongly as a team.
24. Example: Editor/Operator
• We identified Joel as an Editor: thrives when going deep into one project at
a time.
• On the other hand, Leo finds joy in shipping and moving many projects
forward at once, as an operator.