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WP 5 Business case formulation and end-user process

WP 5 Business case formulation and end-user process . FAST Kick-off meeting, 9-11 April 2014. WP 5 Business case formulation and end-user process . In this presentation we will talk about tasks : T5.4 - Agile end-user consultation process T5.6 - End-user driven business plan development.

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WP 5 Business case formulation and end-user process

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  1. WP 5 Business case formulation and end-user process FAST Kick-off meeting, 9-11 April 2014

  2. WP 5 Business case formulation and end-user process • In this presentation we will talk about tasks : • T5.4 - Agile end-user consultation process • T5.6 - End-user driven business plan development • However, in this process is also very much involved: • T5.5 - End-user driven software design and development But before we will see our first draft of the stakeholder analysis

  3. T5.4 - Agile end-user consultation process • What have to be done: • End-user consultation process (WP5-WP6-WP7) 2014 2015 2016 2017 • 1st end-user-partner consultation • Interview to identify FAST interests • Google forms • Before end May 2014 • 2nd end-user-partner consultation • Core end-users to shape tool • Before end July 2015 • Regional end-user beta tool workshop • End-user tool testing and evaluation • Before Jan 2017 • Prototype MI-SAFEavailable for testing by end-users • Before May 2017 D5.61st end-user partner consultation report (month 8) D5.7 2nd end-user partner consultation report (month 21) D5.8 Final end-user consultation report (month 31) D7.1 The prototype MI-SAFE tool will be available for testing by end-users (month 43) Next deliverable D5.6 - 1st end-user partner consultation report (month 8)

  4. T5.6 - End-user driven business plan development • Our approach is the Business Model Canvas (Dow Part B)

  5. T5.6 - End-user driven business plan development • What have to be done? Business Model Canvas • What has been done so far • The stakeholder analysis (first draft) • Provide the potential material to perform the first end-user consultation. • What is next? • To agreed with the method and to perform the first end-user consultation.

  6. T5.6 - End-user driven business plan development • Focusing on the relational side of Canvas • Customer development, • Archetypes • MVP

  7. T5.6 - End-user driven business plan development Steps: • Customer development • Value proposition • Customer relationship • Distribution channel • Revenue streams Drafttimeline 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 The deadline of D5.13 Business plan template is month 11

  8. Developing customer segments • Method: http://www.stanford.edu/group/e145/cgi-bin/winter/drupal/upload/handouts/Four_Steps.pdf Before we start we need to know the needs: working with interviews

  9. Developing customer segments Customer discovery: The interviews • A good interview is previously prepared using initially a common pattern (semi-structured interview guide) and adapting it to the interviewee profile. • What do we get from a good interview process? • To define our customers: • Who are our customers?Why would they use our new software? Do we know them? How much? • Can they be segmented?Can they be considered the same customer archetype or several ones? What criteria should be used to segment them? • Who are the more important customers? Pareto rule. http://kevindewalt.com/2013/02/02/accelerate-your-customer-development-how-to-quickly-get-dozens-of-interviews/

  10. Developing customer segments Customer discovery: The interviews To define our customers we need to know: • What problems do they have now?What causes them pain? • Efforts, safe, time savings. • Quantity, quality improvements. • What benefits do they want?What produces or limits their gains? • What are their failures or mistakes? Is it slow ? ... • What usability do they want?Functional and emotional. • Frequency, cruciality, • What role can play this software on their activity? • Will it affect status, reputation, power, safe, feelings, social relations, etc ??

  11. Developing customer segments Customer discovery: The interviews But also we want to know: • What do they need? what problem could FAST tool solve them? Are they potential customers for FAST tool? • With these interviews we should: • Establish a relationship for cooperation and identify the main topics of cooperation (business case, software tool, field site) • Evaluate which is the most relevant FAST issue for this organization (e.g. flood safety, management decision support, nature development/management, …. ) • Identify the functionality of the FAST product that could be most helpful to the end-user related issue. • Ask about past, not about future, • Avoid yes/no answers • To listen is our main aim. Don’t try to provide a solution to their problems. Let them speak and don’t stop the conversation.

  12. First end-user consultation process:The guide for semi-structured interviews • Welcome (5 minutes) • General data (10 minutes) • Key problems (15 minutes) • Rank the problems (5 minutes) • Deepening it (15-60 min) • Short Pitch and personal data (5 min) • Perform now the personal questions • Commitment (5min) • Listening is our main aim. Don’t try to provide a solution to their problems, but listen carefully their problems. • This is only a pattern. Prepare every interview, adapting the number/type of questions to your interviewee (reduce anything you don’t consider necessary). Maybe your interview only need to be 30 min, maybe longer.

  13. Developing customer segments • What do we need from you after an interview? • To fill the corresponding google form inhttps://docs.google.com/forms/d/1OwQ-hXFO1mnsej1ehYfoeu1sZyl9-kx8pqrGsiWjbr8/viewform Any feedback, comment or suggestions??How can we facilitate your work? This will be the most time-consuming step for the FAST consortium

  14. Developing customer segments • What else? • Defining customer archetypes. We need to homogeneize our end-user/customers • This action will be done by Deltaresand UCA

  15. Developing customer segments • Customer archetypes.

  16. T5.6 - End-user driven business plan development Steps: • Customer development • Value proposition • Customer relationship • Distribution channel • Revenue streams Drafttimeline 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 The deadline of D5.13 Business plan template is month 11

  17. Value proposition:The minimum viable product (MVP) • The MVP is the minimum product that can be commercialized and used by customers. • It could be a free software product with enough characteristics to satisfy early adopters. • A premium “product” with a complete set of features should be only designed and developed after considering feedback from the product's initial users. http://www.slideshare.net/startuplessonslearned/minimum-viable-product

  18. MVP: What do we need? • The input from task 5.5: End-user driven software design and development. • We propose that: • The final, complete set of features will be designed after considering feedback from the software's initial users. • Regional differences will be done after the MVP using the regular end-user consultation and providing feedback to DELTARES and UCA to update of the model).

  19. T5.6 - End-user driven business plan development Steps: • Customer development • Value proposition • Customer relationship • Distribution channel • Revenue streams Drafttimeline 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 The deadline of D5.13 Business plan template is month 11

  20. Customer relationship • How do we interact with the customer? • Who can interact with them? • Activities to Get, Keep and Grow

  21. T5.6 - End-user driven business plan development Steps: • Customer development • Value proposition • Customer relationship • Distribution channel • Revenue streams Drafttimeline 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 The deadline of D5.13 Business plan template is month 11

  22. Distribution and communication channels • Channels include entities that will communicate our proposition to our customers, or that we can use as a bridge to sell our product and later the customer services. • How do we reach our customers? • How do we communicate with our customers?

  23. T5.6 - End-user driven business plan development Steps: • Customer development • Value proposition • Customer relationship • Distribution channel • Revenue streams Drafttimeline 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 3 4 7 8 11 5 6 9 10 The deadline of D5.13 Business plan template is month 11

  24. Revenue streams • A list of Revenue Streams, linked (mutually) to customers (or segments) and value propositions.

  25. T5.6 - End-user driven business plan development • The deadline of D5.13 Business plan template is month 11 • The last two months (10 and 11) are to finish the non-relational boxes of the Canvas model: • Key partners • Key activities • Key resources • Cost structure

  26. What do we need soon from FAST partners • Customer segments • Potential end-user interviews (feedback by google form, see slides 7-13, all FAST partners) • If decided explore customers at European scale: Survey’s database (All FAST partners) • Customer archetype definition (Deltares + UCA) • Value proposition • Provided by task 5.5 For the steps 3-5 we will ask for more work later

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