Example Reflection – Learning launch

Challenge:

I am part of Solution Engineering in Telecom Company. We were planning to launch new product  “software defined network” in the market for our 6000+ enterprise customers. Top management  set high target against this product anticipating it is high demand product but at ground, we are  not sure how this product will be received by our customers, exact use cases, size of organizations  will have high demand etc. for it.

Management believes that this is great product to sell and will be lot of demand in the market, but  early success is a great need to create momentum and achieve target. We should be very clear  which kind of customers of what size need to be targeted for the success.

Selection:

I have chosen “Learning Launch” tool to overcome this challenge. I have segmented product  features into three packages and target customers also into different categories based on their  size and industry. We decided to follow learning launch steps and it has to be done with as less  investment as possible as deployment in live environment requires lot of time, efforts and  investment.

I have created demo setup with different feature packages. We have done demo for customers  based on their size of the organization and feature set we assumed to fit for them. During demo,  we have swapped some of the features between packages to meet maximum customer needs.

Application:

Demo had been planned for identified customers to test all features and all category of customers.  Demo show cased all features, use cases, benefits of products hence customer can relate to them  relate to their real time environment and give us feedback. Feedback has been taken from each  customer to understand about product meeting their requirements. Plan of demo was a great  success and we could tweak few things in product and make changes in packages as required by  customers.

We have come across the scenarios of complete new customers and existing customers also  during demo to test it out.

Insights:

We thought that existing customers are the target to get success for this product but during demo,  we understood that new customers with greenfield deployment is the market to target. After  commercial launch of this target, we got the success rate of 80% from new customers with green  field deployment.

Approach:

We have tried to put all options and possibilities in demo setup and our initial target of customers  might have mix of existing and new customers so that our overall demo results might have been  come out early with target customers conclusion. We will plan this in advance in coming projects.


Example Reflection – Learning launch Challenge : I am part of Solution Engineering in Telecom Company . We were planning to launch new product “ software defined network ” in the market for our 6000 + enterprise customers . Top management set high target against this product anticipating it is high demand product but at ground , we are not sure how this product will be received by our customers , exact use cases , size of organizations will have high demand etc . for it . Management believes that this is great product to sell and will be lot of demand in the market , but early success is a great need to create momentum and achieve target . We should be very clear which kind of customers of what size need to be targeted for the success . Selection : I have chosen “ Learning Launch ” tool to overcome this challenge . I have segmented product features into three packages and target customers also into different categories based on their size and industry . We decided to follow learning launch steps and it has to be done with as less investment as possible as deployment in live environment requires lot of time , efforts and investment . I have created demo setup with different feature packages . We have done demo for customers based on their size of the organization and feature set we assumed to fit for them . During demo , we have swapped some of the features between packages to meet maximum customer needs . Application : Demo had been planned for identified customers to test all features and all category of customers . Demo show cased all features , use cases , benefits of products hence customer can relate to them relate to their real time environment and give us feedback . Feedback has been taken from each customer to understand about product meeting their requirements . Plan of demo was a great success and we could tweak few things in product and make changes in packages as required by customers . We have come across the scenarios of complete new customers and existing customers also during demo to test it out . Insights : We thought that existing customers are the target to get success for this product but during demo , we understood that new customers with greenfield deployment is the market to target . After commercial launch of this target , we got the success rate of 80 % from new customers with green field deployment . Approach : We have tried to put all options and possibilities in demo setup and our initial target of customers might have mix of existing and new customers so that our overall demo results might have been come out early with target customers conclusion . We will plan this in advance in coming projects .