Design Thinking Tool – Learning Launch (Module 4)

Challenge       My Company offers connectivity solutions (Internet & VPNs) for enterprise customers , and one of those  customers called “CityStars” owns an infrastructure for a business building that includes hundreds of  enterprise customers , and every time a customer inside that building requested a connectivity offer we  made whole business case includes all those customers since they share the same infrastructure  hardware and includes all the hardware costs in one business case which increase the time to offer any  customer connected at “Citystars” , the team idea is to have a predefined pricelist for connectivity and  customers to pick their suitable option from pricelist , yet we don’t know if such approach will be  appealing for customers , satisfy their technical needs and quick time to offer, by making special  business case for predefined price list rather than customized solution for each customer.     We will focus on testing the pricelist concept by having a pilot, which needs key stakeholders from sales,  presales , pricing , finance and technical teams.     Selection      Our team has already gone through several design thinking activities/tools, so we are ready to try the  learning launch tool. We need to pilot the pricelist idea quickly , with low cost and check the results, the  learning launch is an experiment meant to quickly test an idea and prototype.      Application       we prepared the pricelist business case, where we selected most desirable bandwidths and services, we  defined acceptable revenue margins on each item on the pricelist and our sales team went to the  market to meet our customers to listen to their demands and to understand their feedback, and also to  check the time to offer based on this new approach.    Contacting customers with this initiative made us tweak the pricelist to include more combination of  services to meet more customers’ demands, and we went again with the updated pricelist and it was  incredibly appealing for customers and time to offer decreased by more than 65% of using old  traditional customized offers.     Insight      By applying the learning launch tool, our team identified our pricelist assumptions and updated based  on customer feedback, in addition, we found customers encouraged to request more offers when they  experienced the time to offer and simple efficient combination of services we offer , we kept updating  the pricelist based on customers insights and we decreased the time to offer challenge for Citysrars  special customers.

Approach      We will keep testing more pricelist options and services , since pilot succeeded and the idea was  appealing for the citystars customers , and we still can improve and enhance the time to offer and  connectivity services.

