As a Product Manager, Market research is a critical aspect of your responsibility. This presentation provides some key do's and don'ts as it relates to doing customer interviews and market discovery.
Intervention - A Product Manager's approach to cracking interviewsPankaj Ghanshani
Cracking Product Management interviews is not easy. And the reason I believe its hard is because of the nuances of the roles and the non-evolved hiring process.
As a candidate, you are expected to answer certain questions in a structured manner, in a few mins and that too in an interview setting. Whereas if you were to be an employee and then asked to solve the same question, behold - you suddenly have the luxury of time, Google and mentors who will help you DO IT. As a result, folks who are actually high performers in their jobs, might not do very well in the interview process.
This presentation provides a Product Manager's approach to cracking those interviews and acts a complimentary material to already available stuff on the internet like how to crack guesstimates, product design questions etc.
I give this training at Kennispark Twente to help startups and entrepreneurs build their story and practice their story. It helps them prepare a concise message for their goal and gives advice on how to deliver that message effectively. www.janinkafeenstra.com
Q&A about Business Model Canvas and Customer Discovery
Market Types and Market Sizes
Team Presentations
Summary about Value Proposition
Work for Next Week
Intervention - A Product Manager's approach to cracking interviewsPankaj Ghanshani
Cracking Product Management interviews is not easy. And the reason I believe its hard is because of the nuances of the roles and the non-evolved hiring process.
As a candidate, you are expected to answer certain questions in a structured manner, in a few mins and that too in an interview setting. Whereas if you were to be an employee and then asked to solve the same question, behold - you suddenly have the luxury of time, Google and mentors who will help you DO IT. As a result, folks who are actually high performers in their jobs, might not do very well in the interview process.
This presentation provides a Product Manager's approach to cracking those interviews and acts a complimentary material to already available stuff on the internet like how to crack guesstimates, product design questions etc.
I give this training at Kennispark Twente to help startups and entrepreneurs build their story and practice their story. It helps them prepare a concise message for their goal and gives advice on how to deliver that message effectively. www.janinkafeenstra.com
Q&A about Business Model Canvas and Customer Discovery
Market Types and Market Sizes
Team Presentations
Summary about Value Proposition
Work for Next Week
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
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As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
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A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
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This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
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It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
2. Market Analysis
• Listen and observe what is
going on in the market. The
expertise gained with these
activities provides a
foundation to guide decisions
throughout the product
definition and launch phases
3. Purpose
• What it is for -
– Discover unmet needs
– Discover how customers use your product today
– Discover where your product fits in the customers
ecosystem
• What it is not for
– Selling your product (I am not selling – So no sales
people)
– Not about asking the customer what they want in the
product
4. Before you talk
• Source for names
• Objectives & Profile who you are going to talk
– New vs. Experienced users
– Customer vs. Prospect
– User vs. Economic Buyer/Technical Buyer
– Engineer/User vs. Manager
• Qualify the customer you want to talk to
• Clear it with sales staff
• Know about the company
• Know what communication they have had with your
company
• Develop a list of questions to ask
• Communicate the purpose to the customer
5. Asking Questions
• Open Ended – Engage the customer to provide insight
• “What” questions – focus on events
– What problems have you experienced…?
– What drives you crazy about your job? (market problems)
– What neat products have you seen lately? (technology assessment)
– What do you think of my company and product? (distinctive competence)
• “How” questions – focus on process of doing things
– How do you use…?
– How do you prepare…?
• “Why” questions – questions that require explanation
– Why is that…?
– Why do you…?
• “Who” questions – insight into influence
– Who do you listen to for market trends? (market research)
– Who are my competitors and what do you think of them? (competitive
analysis)
6. Asking questions
• “Could” questions – gentle, open conversation
– Could you give me an example…?
– Could you walk through this…?
• Avoid –
– Closed ended – prompting ‘yes’/’no’ responses
• “Do” you think this is a problem?
• “Are” you going to…?
• “Can” you do this…?
– Asking for pet enhancements
– Leading questions
• If this is done this way …will it satisfy your need?
• Don’t you think this is better than the other?
– Biased questions
• We are thinking about this idea, what do you think about it?
7. Observe
• Observe users
– Start with an open agenda
– Understand “a day in the life…”
– When do they pick up a pencil?
– How do they buy technology?
– How do they survive without your technology?
– Observe regular people who use your product daily
– What is the customer experience like?
– Look for “moments of truth”
8. Take away
• Notes, notes, notes
• Wrap up
– Debrief the group
– Top 5 points
– Compare with other visits
– Thank the customers & permission for later visit/question
– File your individual reports for sharing it with groups
– Send summary/report of conclusion of all visits
– Build next steps
• Customer quotes
• Get in-depth understanding of user needs
• Clear perspective for establishing product development priorities
• Authoritative knowledge of your target market
9. The bottom line
Get out of your office!
You won’t learn anything about problems
in the market by sitting at your desk
The building is full of product experts
Your company needs market experts
Editor's Notes
Voice of customer – It is not about asking the customer what they want in the product. It is about gaining deep insight & appreciation for the customers experience.I am not selling” (so don’t take sales people)I am researching how to deploy my development resources for next yearDon’t get the customer to come to your office, go to theirs. It will help you observe their work environment.How they work, what tools do they use, how is the setup etc.
Know the objectives for your customer visits. Maybe you have general idea of the marketplace and need to understand more Or validate your assumptions. Emerging marketsNew – are you trying to make your product easier to use for first time usersExperienced – are you trying to determine advanced features you can provide in your product so that experienced users can become more productive & comfortable with your productKnowing your objectives and who you are talking with is imp. You have limited time and money. So utilize this effectivelyProspect – emerging markets, someone who has not bought your product Engineer vs. Manager – someone in the trenches who uses your product or someone who doesNot know the details but know the higher level objectives that need to be achieved using your productSource for names – sales, support, services. At trade shows, promote your customer visit program.Solicit info – ask if they would be interested in talking with you. Surveys etc.Customer Research - Website – what products & services they offerBug reports & enhancements statusKnow who has visited or talked with them
Ask “open ended questions” that focus on the objectives for learningStart at a high level and “drill down” on each question for optimal understandingNeed to be careful with your “why” questions – could be perceived as challenging questionsCustomers usually tend to propose solutions, not state problems.
Listen …ListenDo not get defensive about a problem in the productThey may not know all the enhancements, product features. Do not interrupt your interview to show what is there.Do that after the customer has finished. The last thing they say might Give you insight into how the feature solves only half the issue etc.Try to understand what is the most pressing issues – priortizationWhat can go wrong ?Current issues/pet enhancementsDiscussion goes on a tangentRips your company …product, services, people, qualityContradictory positionsTalk about another product
It is very important to capture customer quotes. Nothing like “Joe Brown of XYZ inc – this is what he said …”Qualitative conclusionsNot quantitative. You might have to follow up, do surveys etc.