Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Product development for B2B web
applications: Using ad-hoc personas to
design a data product
Toby White, CTO, Timetric
Tou...
B2B App Development
➔ You don’t need high numbers of users to make money
◆ You are not likely to have loads of users (at l...
B2B App Development: no data
● Little or no usage data;
● Little or no useful feedback on changes;
● Little or no chance t...
Personas
“The purpose of personas is to create reliable and realistic
representations of your key audience segments for re...
What can personas do?
● Business Goals
what does success look like?
● Brand Goals
How do we want our customers to perceive...
6
Like it or not, we already have personas
7
Even without data, this picture is better
Ad-hoc personas
But what if you’ve got no data?
- “Ad-hoc personas trade traditional data collection for in-house knowledg...
Ad-hoc persona methodology (30 sec overview)
As a group:
1. Collectively identify usecases (and corresponding job-roles)
2...
1. 2.
3. 4.
Timetric/GlobalData “Intelligence Centers” are:
- Web-based portals for industry intelligence; news, deals, company inform...
Persona-building process
1. Group of ~20 people from across the whole company.
- As many products & internal roles as we c...
Ad-hoc persona process results
8 established and prioritized personas, each with a list of required tasks
1. Fred Function...
Process Outcome
It has also lets us better focus our:
● Marketing collateral
● Sales pitches
● And product design
And this...
Credits
Alan Ayoub: https://www.linkedin.com/in/alanayoub
- Suggested the Ad-hoc personas approach & led the persona-devel...
Thanks!
Questions? Rebuttals? Rotten tomatoes?
Ask me now, ask me over beer later, or connect with me:
https://www.linkedi...
Upcoming SlideShare
Loading in …5
×

Product development for B2B web applications: using ad-hoc personas to design a data product

510 views

Published on

Toughbyte after-work talk at LocalBitcoins, Helsinki: 2016-08-11

Published in: Engineering
  • Be the first to comment

Product development for B2B web applications: using ad-hoc personas to design a data product

  1. 1. Product development for B2B web applications: Using ad-hoc personas to design a data product Toby White, CTO, Timetric Toughbyte after-work at LocalBitcoins: 2016-08-11
  2. 2. B2B App Development ➔ You don’t need high numbers of users to make money ◆ You are not likely to have loads of users (at least initially) so you won’t have lots of usage data (and thus fewer insights about how people use / would like to use your app) ➔ If it’s valuable enough to pay for, your app is core to your users’ business ◆ They are not going to want you to bugger around with it too much (A/B testing is right out; so is trying to make constant minor tweaks and observe their effect.) ➔ Your app has value because your users’ time is valuable, and you’re helping them make more effective use of it. ◆ They are (mostly) not going to want to spend their time having nice open-ended conversations about how you could improve your app.
  3. 3. B2B App Development: no data ● Little or no usage data; ● Little or no useful feedback on changes; ● Little or no chance to get even anecdotal feedback. But product & UX development needs to be driven by data to be any good. ● Which page design is better? Try it out. ● How do people react to this page? Watch them. ● Which feature should we prioritize? Watch how people currently use the app, or ask them. What can we do if this isn’t possible?
  4. 4. Personas “The purpose of personas is to create reliable and realistic representations of your key audience segments for reference. These representations should be based on qualitative and some quantitative user research and web analytics. Remember, your personas are only as good as the research behind them.” https://www.usability.gov/how-to-and-tools/methods/personas.html “[...] persona work yields a much deeper understanding of why customers do the things they do and what they expect from an organization within any given context. This knowledge about customers' motivations (the why) makes it possible to create innovative solutions, products, ad campaigns, and customer support (the what) that cater to customers on a personal level.” http://uxmag.com/articles/personas-the-foundation-of-a-great-user-experience
  5. 5. What can personas do? ● Business Goals what does success look like? ● Brand Goals How do we want our customers to perceive our brand? ● User Experience Goals ✓ What problems do we want to solve for our customers? – expressed in their terms ● Key Differentiators ✓ What can we offer our customers that no one else can? ● Value Propositions ✓ Why should our customers care?
  6. 6. 6 Like it or not, we already have personas
  7. 7. 7 Even without data, this picture is better
  8. 8. Ad-hoc personas But what if you’ve got no data? - “Ad-hoc personas trade traditional data collection for in-house knowledge”. http://www.jnd.org/dn.mss/personas_empath.html https://aycl.uie.com/virtual_seminars/the_power_of_ad_hoc_personas and see also “proto-personas”, eg http://uxmag.com/articles/using-proto-personas-for-executive-alignment Originally a way to provide UX a voice at the table: “Guide your execs away from traditional market segments, instead grouping the users by their needs”. (ie, how do you let the PHBs feel like they’ve have their say!) In other words - generate personas by incorporating intuition instead of data!
  9. 9. Ad-hoc persona methodology (30 sec overview) As a group: 1. Collectively identify usecases (and corresponding job-roles) 2. Cluster related use-cases together into groups 3. Look for patterns in the groups of use-cases 4. Call each pattern a persona, and give it a name, a likely role, a biography ...
  10. 10. 1. 2. 3. 4.
  11. 11. Timetric/GlobalData “Intelligence Centers” are: - Web-based portals for industry intelligence; news, deals, company information, market sizing databases, macroeconomic data & forecasts, project trackers, regulatory information, you name it … - Used for strategic market insight, market development, business development planning, … - Used by marketing managers, CEOs, research analysts, sales managers, strategic consultants, … Personas for a data product www.construction-ic.com www.wealthinsight.com … repeat for lots more sectors, particularly across FS, Healthcare, Consumer, Tech, Infrastructure.
  12. 12. Persona-building process 1. Group of ~20 people from across the whole company. - As many products & internal roles as we could cover: basically, anyone we could drag into one room at the same time Generate ~200 individual usecases, grouped into ~30 needs/wants Time: 2 hrs meeting (x20 people), + a few days preparation/summarization. 2. Group of 4 people. - process leader, product manager, software head, CTO Take ~30 needs/wants, find patterns representing 8 emergent personas Time: 2 hrs meeting (x4 people) + a day prep/summarization 3. Same group of 4 people. Review and prioritize personas. Time: 2 hrs meeting (x4 people) + a day prep/summarization
  13. 13. Ad-hoc persona process results 8 established and prioritized personas, each with a list of required tasks 1. Fred Functional Manager 2. Prunella Progressive Researcher 3. Iain Integrator 4. … This allows us to prioritize feature requests according to the weighted average of persona priorities that will feel the benefit. i.e. it tells us what we should spend our effort building (and what we should not bother with!)
  14. 14. Process Outcome It has also lets us better focus our: ● Marketing collateral ● Sales pitches ● And product design And this has resulted in ★ Increased product usage ★ Strongly positive anecdotal feedback ★ Higher renewal rates ★ Higher revenue New product designs are being directly led by ➔ tasks the user needs to accomplish ➔ prioritized by importance
  15. 15. Credits Alan Ayoub: https://www.linkedin.com/in/alanayoub - Suggested the Ad-hoc personas approach & led the persona-development process - Provided some of these slides Emily Taylor: https://uk.linkedin.com/in/emily-taylor-a197774b - Drove much of the task-focussed product redesign
  16. 16. Thanks! Questions? Rebuttals? Rotten tomatoes? Ask me now, ask me over beer later, or connect with me: https://www.linkedin.com/in/tobyohwhite http://blog.datamediate.com/ @tow21 toby@timetric.com

×