Why are we here?• Create• Create impact• Create a solution/product that helps people/companies/our

selves/someone• Create companies that sustainably can innovate constantly in order to

be of major relevance to the many stakeholders in society

And do it fast - GROWTH

How much growth to have a real company?

Dunbar 148Unit #soldiers

Group 6-8

Platoon 25-30

Company 100-150

Batallion 700

Product/market fit Scaling

Early days, a growth example

Hacking to get PMF at scale – who are you?

Commercial activities

(Making them test at scale)• PR activity:

• “Thought leadership" strategy (DK only)• Leveraging high profile projects• Story telling around team and cases

• Digital channels, external• LinkedIn groups and filtering• Email Cannons + outreach.io to automate

personal emails• Twitter filtering• Outsourcer to ping relevant contacts a DM to

check out GB

• Intercom focus ( emails, and calls and announcements )

Product activities

(Making them happy -> Love)• Focus on only one module

• Focus on key metrics – SEASER (supported by Tableau et al)

• Bring Design & Dev closer to iterate faster

• User's complaints are (almost) always right, keep digging to understand …

• … But user's suggested solutions are often wrong

• Robust QA

• Speed & reliability – iOS

• Speed & reliability - Website

HAIL SEASER!

Co-founder & ExecFrom zero 400+1997-2000

IPO 2000EUR ½bn

Sold to Eniro 2001EUR 0,1 bn

CEO & ChairmanFrom 40 to 10002008-2013

IPOEUR 2 bn

FTSE 250EUR 3 bn

ChairmanFrom 40 to 450+2013-

75% exitEUR ++

Still speedingEUR ++

Big growth

The right culture?Creativity

Fun

Energy

Passion

Ambition

Team

Entreprofessional Whatever!

EntreprofessionalEntrepreneurs Professional

Hacking to scale – who you are!Be super disciplined …

• It goes for everybody• It is a big thing• Risk your own neck• Risk being seen as ridicoulous• Expose your self

… and detail oriented

• How you interview, e.g. use your manifest• How you intro, e.g. collect your own table• What are you eating, e.g. McDonalds?• What you wear, e.g. what tie are you

wearing?• Offsite activities, e.g. did you join the strip

club? (hmm …)• Language you use, e.g. ”tikka-tik”, the JAM• How you use humour, e.g. ”I am

emotionally un-intelligent, therefore …”

2 very different kinds of hacking

PMF• External journey• Adapting to other people• Constantly improving• Particular CEO focus early days

Culture• Internal journey• Other people adapting to you• Constantly defending• Particular CEO focus later days