O SlideShare utiliza cookies para otimizar a funcionalidade e o desempenho do site, assim como para apresentar publicidade mais relevante aos nossos usuários. Se você continuar a navegar o site, você aceita o uso de cookies. Leia nosso Contrato do Usuário e nossa Política de Privacidade.
O SlideShare utiliza cookies para otimizar a funcionalidade e o desempenho do site, assim como para apresentar publicidade mais relevante aos nossos usuários. Se você continuar a utilizar o site, você aceita o uso de cookies. Leia nossa Política de Privacidade e nosso Contrato do Usuário para obter mais detalhes.
Buffer's Top 10 Learnings Growing to $10 Million ARR
Top 10 Learnings Growing
to $10 Million ARR
Co-founder and COO at Buﬀer
1. Experiment with a weekly
mastermind with your
co-founder in this format
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.
2. Avoid being distracted by
data too early on
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.
Co-founder of CrazyEgg, KISSmetrics and QuickSprout
3. Try asking these 5
questions to learn better
“You need to learn how
customers behave and what
they need. In other words,
focus on their problem, not
their suggested solution.”
Questions to ask
Tell me about how you do _________ today….
Do you use any [tools/products/apps/tricks] to help you get
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
4. Keep your data in house
to be more ﬂexible
Buﬀer’s journey with data
2010-11: In-house data-tools built by Joel
2012: Experimentation with various 3rd party event-tracking tools
2013-14: Moving back to build all data-tools in-house
2015-2016: Transitioning to using Looker
5. Pick one channel to
double down on instead of
many (Bullseye exercise)
How to ﬁnd your 1 channel
• Outer ring: What’s possible -
brainstorm all 19 traction channels
• 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
6. Seek conﬂicting advice
from at least 2 mentors on
your biggest decisions
7. Experiment with changing
your prices often as you add
Doubling Buﬀer’s pricing
Starts at $300/mo
8. Use the lean startup
methodology for every feature
you build, especially post launch
• 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
9. When you get an oﬀer to sell,
list the experiences of personal
growth you might miss
• 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
“Stop thinking about making a million dollars and start
thinking about serving a million people”
Founder & CTO at HubSpot
10. Start getting better at
your strengths and stop
working on your weaknesses
Identifying and embracing your
strengths allows more forward
momentum and can free you to move
much more strongly as a team.
• We identiﬁed Joel as an Editor: thrives when going deep into one project at
• On the other hand, Leo ﬁnds joy in shipping and moving many projects
forward at once, as an operator.