Are you ready for another speed round? I thought it'd be useful to do the same thing, but look at some business-to-business examples. Now, we've looked at Enable Quiz and basically they're interested in how companies hire technical talents. Specifically, how can they empower the HR manager to bring in more and more qualified candidate so that Frank or Francine, the functional manager who's got a deadline to get more software out the door and is always busy, never makes enough time to grow or cultivate their team. How does Helen or Hank, the HR manager, do more of that for them? Founding team wants to bootstrap this, not build a whole bunch of things in the beginning. Here's a view on the persona's, we've talked about the jobs to be done and the alternatives and so the value hypothesis is, "Well, if we offer this, then this lightweight technical quiz to screen job candidates. These companies will trial, use, adopt and then ultimately pay for such a service." Given the early stage and this particular value hypothesis, what do you think would be a good MVP Vehicle to test that? I think one thing that's interesting is that they could find a few HR managers that want to participate in conscientious. Though they could use pen and paper to take an open job position and build a custom quiz for these HR managers or more plausibly, they could use Google forms or something like that. That's really, really easy, they can do right away. They sought to build a bunch of content that's custom, but this is a learning vehicle. This would give them a lot of depth of observation on whether the HR managers used it, when they used it, what it's like to build one of these quizzes from a job description, which is something they need to learn a lot about. Because as we saw in the storyboard, that's where the action is, is how do we take an open job positions and come up with a quiz that actually makes sense for that? How do we do that at scale? How do we enable Helen or Hank, the HR person, to do that? So these are some of the metrics that they might want to look at, I think that's a pretty reasonable experiment. Also, let's say they get a really nice positive result in that and they're like, "Jeez, there's so many different technical topics we could cover, how do we know which ones we going to focus on? Because out of the 15, there are only five that we can do for our first go." What do you think they might do to test that? I think that a Google AdWords test might be good. So for example, they could look at both what terms are trending, that's just sort of simple secondary research and then if somebody is searching for Ruby developer versus Java developer versus JavaScript developer versus no developer. They could post up their ad and look at the click-through rates for each of those alternatives and both compare them and also look at the absolute thresholds or whether they are able to convert customers that way. That could be a good test of their ability to convert on Google AdWords, it could also be a good general proxy for which topics they auto invest in. Leonid Systems. This is a company that I started in when was it? 2007. There was a lot of disruption in the telecommunication space. So phone companies, cable companies, wireless companies, they're moving from these mainframe computers that controlled voice calls to software-based infrastructure that would do that and all their IT systems were changing. So we were looking to build IT systems and we did build IT systems for these folks. I started this out as a one-person startup and what's interesting about it is that we never raised any venture capital, we just were able to self fund. So our persona for the moment is Chris the CTO, he or she has all these challenges, all these things they need to do to modernize their infrastructure and convert this stuff. IT in other words, the systems that deal with provisioning and billing and all the things that have to happen to provide service beyond just having the service itself. These things are all really expensive and delaying their ability to put these new pieces of equipment, these new service components in place, these voice over IP systems. So they can place big bets on a huge IT transformation or they can make small incremental updates and our hypothesis was that they'd rather make those small updates and if we can give them more modular software components, then they will buy those, it'll be a good deal for them and they'll like it. So what do you think would be a good MVP for these folks at Leonid Systems? Well, what we did was we use consulting as a concierge vehicle to make money self on the company and learn about specifically both what problems were important to them as well as to set the stage for an IT implementation. Basically automated and standardizing with software, whatever it is that we'd help them work on. Then we move towards productized consulting, where we could offer the same consulting on a fixed price basis and this allowed us to scale up and become more profitable, have a bigger intellectual property components. What we were doing while still giving a really great value to these customers and then where we saw opportunities, jobs to be done that beg for automation. We'll build a really, really small business software and usually with agreement in advance from a customer, they wanted it and then we use that to ramp up the company. I think that this Concierge Vehicle is a really, really great alternative for IT and Enterprise software type solutions, where you're looking at how people work and how you can help them do that work better, but you're not exactly sure yet exactly how to automate and standardize it. So those are a few business-to-business examples of how we can take a demand hypothesis and pair it with an MVP Vehicle that's scrappy, that's a thing that'll help us get a good answer in a short amount of time.
