Читать книгу Build Better Products - Laura Klein - Страница 59

Next, you need to know why a potential user would consider your product. A person becomes a user of a product because it helps them achieve a goal or accomplish a task. You need to know what those goals are.

• What need are they trying to meet?

Style app: Be more fashionable than their friends and spend less money

SaaS tool: Understand the impact of marketing campaigns and increase return on investment

• What do they currently do to meet this need?

Style app: Read style blogs; go to sample sales and outlets

SaaS tool: Salesforce plus some plug-ins; a homegrown system for analytics and tracking

• How much time do they spend meeting this need?

Style app: 2 hours/day

SaaS tool: 2 days/week

• How much money have they spent meeting this need?

Style app: 30% of their income spent on clothes

SaaS tool: $20k/year for their SF license plus est. $200k for custom system

• Are they currently looking for a solution to meet this need?

Style app: Always looking at new things

SaaS tool: Yes, but only at the beginning of their fiscal year

• Do they have special requirements or needs for adopting the product?

Style app: Only uses mobile

SaaS tool: Needs to be certified and rolled out by IT department