--- title: Upscale 5.0 - Product Leads description: As a scaling company, you’re often running against the clock. And, as the leader of a scaleup, it’s likely that hiring is your number one pain point, with up to 30–40% of your time spent on recruitment. image: https://notes.technation.io/hubfs/CPO%20Meetup.jpeg --- [![Tech Nation Solar](https://notes.technation.io/hubfs/TechNation%20January%202020/Images/tech-nation-header-logo-cropped.svg)](https://technation.io/) - [Home](https://technation.io/) - [Programmes](https://technation.io/programmes/) - - [Growth Programmes](https://technation.io/programmes) - - Early Stage - [Founders’ Network](https://technation.io/programmes/founders-network/) - [Rising Stars](https://technation.io/programmes/rising-stars/) - Mid Stage - [Upscale](https://technation.io/programmes/upscale/) - Late Stage - [Future Fifty](https://technation.io/programmes/future-fifty/) - - [Fintech](https://technation.io/programmes/fintech/) - [Cyber](https://technation.io/programmes/cyber-security/) - [Applied AI](https://technation.io/programmes/applied-ai/) - [Resources](https://technation.io/resources/) - - [Resources](https://technation.io/resources/) - - - [Digital Business Academy](https://technation.io/resources/digital-business-academy/) - [Immersion](https://technation.io/resources/tech-immersion/) - - [Scaling Guide](https://technation.io/the-ultimate-guide-to-scaling/) - [Scaleup Glossary](https://technation.io/resources/scaleup-glossary/) - - [Government Resources](https://technation.io/resources/government-resources) - [Brexit guide](https://technation.io/resources/brexit-readiness-business-guide/) - - [Fintech collaboration toolkit](https://technation.io/resources/fintech-collaboration-toolkit/) - [Insurtech Standards](https://technation.io/insurtech-standards/) - [Guide to AI](https://technation.io/guide-to-ai/) - [Reports](http://technation.io/insights) - - [Reports](https://technation.io/insights/) - - [Tech Nation Report 2019](https://technation.io/report2019) - [Tech Nation Report 2018](https://technation.io/insights/report-2018/) - [Tech for Social Good](https://technation.io/insights/tech-for-social-good/) - - [A Bright Tech Future report](https://technation.io/bright-tech-future/) - [The Unicorn Update](https://technation.io/news/uks-digital-tech-sector-has-created-one-tech-unicorn-a-month-for-last-year/) - [Data Commons](https://datacommons.technation.io/home) - [Visa](https://technation.io/visa/) - - [Visas](https://technation.io/visa) - - [Tech Nation Visa](https://technation.io/visa) - [Startup and Innovator Visa](https://technation.io/visa/startup-and-innovator/) - - [Alumni Network](https://technation.io/tech-nation-visa-alumni-network/) - [UK regions](https://technation.io/about-us/national-network/) - - [UK regions](https://technation.io/about-us/national-network/) - - - [East of England](https://technation.io/about-us/national-network/east-of-england/) - [North West](https://technation.io/about-us/national-network/north-west/) - [Northern Ireland](https://technation.io/about-us/national-network/northern-ireland/) - - [London](https://technation.io/about-us/national-network/london/) - [South East](https://technation.io/about-us/national-network/south-east/) - [Scotland](https://technation.io/about-us/national-network/scotland/) - - [Midlands](https://technation.io/about-us/national-network/midlands/) - [South West](https://technation.io/about-us/national-network/south-west/) - [Wales](https://technation.io/about-us/national-network/wales/) - - [North East](https://technation.io/about-us/national-network/north-east/) - [Yorkshire](https://technation.io/about-us/national-network/yorkshire/) - [News](https://technation.io/news/) - [Events](https://technation.io/events/) - [About us](https://technation.io/about-us/) - - [About us](https://technation.io/about-us/) - - [Alumni](https://technation.io/programmes/alumni) - [Partnerships](https://technation.io/about-us/partnerships/) - [Press](https://technation.io/about-us/press/) - [Jobs](https://technation.io/about-us/jobs/) - - [Contact Us](https://technation.io/contact-us/) - [Fintech Delivery Panel](https://technation.io/about-us/fintech-delivery-panel/) - [Lawtech Delivery Panel](https://technation.io/about-us/lawtech-panel/) × Search Search # Upscale 5.0 - Product Leads ![Liam Ward](https://app.hubspot.com/settings/avatar/8c975dde3657bd69f95758936c2834b3) [Liam Ward](https://notes.technation.io/blog/author/liam-ward) , July 9, 2020 ⏱ 2 min read ![](https://notes.technation.io/hubfs/CPO%20Meetup.jpeg) The session will bring together product leads from the rest of the cohort to discuss when and how to scale your product team, using the right metrics to measure success and prioritise resources and balancing growth with product improvement. It will also be an opportunity to create a community of like-minded Product Leads who can support you as you scale and share best practices. **Scale Coaches:** - [Nilan Peiris](https://links99.mixmaxusercontent.com/5ed8b937600a74003f8ed8fb/l/dr3OweKofXoN1ZMG6?messageId=Hht8v88y6F7dHPq4l&rn=ICZyF2Vg0WYpxkI&re=i8Wau42bpRXYuh2YlRHQkJXY31WYpxmI&sc=false) - VP Growth, Transferwise - [Viplov Patney](https://links93.mixmaxusercontent.com/5ed8b937600a74003f8ed8fb/l/anUGg8ZSP3bj3MmOJ?messageId=Hht8v88y6F7dHPq4l&rn=ICZyF2Vg0WYpxkI&re=i8Wau42bpRXYuh2YlRHQkJXY31WYpxmI&sc=false)  - Security Product Manager, Transferwise **Session Takeaways:** - Insights on scaling and building out your product team - Tips on using the right metrics to measure success and prioritise resources - Understand peer challenges and approaches that you can tailor to your situation - A network of Product Leads to support you as you scale   --- #### **> SESSION NOTES** **PRODUCT LED GROWTH *with*** *Nilan Peiris, Transferwise* **6 steps to build a mission driven startup** 1. Find your mission 2. Use NPS as a north star 3. Capture less value than you create 4. Build a 10x product 5. Marketing ! = growth  6. Scale people **What are mission driven start-ups?** A mission driven startup starts with when founders are passionate about solving a problem in the world. Product people can then do something special in these environments. For example, Transferwise was started to solve the problem of hidden fees and high costs associated with sending money abroad. Talking to customers and understanding their problems can inspire you to think about your solution and mission. As product people, you need to build towards a mission. **NPS as a north star** Why do people recommend your product?  Promoters - detractors = NPS Total   If you manage to move NPS, it’s a great leverage for growth. Product teams can see the NPS form as a richter scale, where the amount of people a customer will recommend the company/product to can double from giving a 7 to an 8, and from 8 to 9, this figure can double again. Moving NPS leads to hockey stick growth as a positive NPS means there are more promoters than detractors however, this is difficult  as you need to deliver what customers thought was previously impossible. Solving the unsolvable achieves viral word of mouth growth. **Product pillars** - Speed - Price - Convenience  - Coverage  In order to achieve advocacy, your product needs to be 10x better in these pillars than the alternative.  Don’t do it as a ‘growth hack’ but because it is the right thing to do. 10x better product + Mission driven marketing = Word of mouth growth **Capture less value than you create** What makes customers happy vs what makes money While the above may be the key objectives for many product teams, at Transferwise, there is only one list - what makes customers happy sustainably. But how is this explained to shareholders and the board? The sustainability refers to being able to reduce costs to ensure that you can make customers happy but still be profitable. The below cycle shows the constand iterations that can help generate word of mouth growth.   ![](https://lh5.googleusercontent.com/oiUEl4ugxjIrVBIa097cwYK6MqdU9ZbITD4YevCY7z7Wnmr6J1cbIQeJ1mY_a2PL1F5ulWDyYJDe5etzlC782-zYhxRDKat7HHvIj9asSNO87nuuTIO_wzyIJYpU5dBea9D2pAs2) **Build a 10x product** Not all products generate customer led growth, 10x products generate customer led growth. How to build something 10x better than anything else in the market? This means you are building something that doesn’t exist, that you don't know if it will work out or not. If you aren’t in that state of existential crisis you aren't trying hard enough.   **Marketing != Growth** Marketing does not equal growth, it is not a magical growth machine  The infinitely marketing scaling channel does not exist What is the problem marketing is solving? Marketing gets people to believe the value of the product you are building.   **Scale people** [Conway's law ](https://medium.com/swlh/what-is-conways-law-1c8e4d53beba) Put teams around customers’ problems and build services around those. You can’t keep hiring people into new teams without leaders. --- **KEY LEARNINGS** *Viplov Patney, Transferwise* **Top learnings** - For decisions without data, start with gut feeling - Listen to your customers - Get feedback in as early as possible - Iterate quickly  **Ways to scalability & sustainability** - Increase capacity of operational team - Reduce workload  - Automate - - - - [mailto:?subject=Upscale%205.0%20-%20Product%20Leads%20&%20body=https://notes.technation.io/blog/upscale-product](mailto:?subject=Upscale%205.0%20-%20Product%20Leads%20&%20body=https://notes.technation.io/blog/upscale-product) [Upscale](https://notes.technation.io/blog/tag/upscale) ## Add your thoughts... [Upscale](https://notes.technation.io/blog/tag/upscale) # [Upscale 5.0 - International Expansion By Liam Ward, July 30, 2020 ⏱ 3 min read](https://notes.technation.io/blog/upscale-international-expansion) [Upscale](https://notes.technation.io/blog/tag/upscale) # [Upscale 5.0 - Hiring Talent By Liam Ward, July 9, 2020 ⏱ 7 min read](https://notes.technation.io/blog/upsale-hiring-talent) [Upscale](https://notes.technation.io/blog/tag/upscale) # [Upscale 5.0 - Operations Leads By Liam Ward, July 9, 2020 ⏱ 6 min read](https://notes.technation.io/blog/upscale-operations) ## Address Registered Address (not office): Tech Nation 20-22 Wenlock Road, London, N1 7GU. - Menu - [Home](https://technation.io/) - [Growth Programmes](https://technation.io/programmes/) - [Resources](https://technation.io/resources/) - [Insights](https://technation.io/insights/) - [Visa](https://technation.io/visa/) - [News & Events](https://technation.io/news/) - [About us](https://technation.io/about-us/) - [Contact us](https://technation.io/contact-us/) - [UK network](https://technation.io/about-us/national-network/) - [Privacy Policy](https://technation.io/privacy-policy/) - [Terms](https://technation.io/terms-and-conditions/) - [Cookies](https://technation.io/cookie-policy/) ## Become a partner If you’d like to become a commercial partner or sponsor, we have a range of programmes, reports, events and campaigns you could get involved in. 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