Archive for July, 2010

The Four Types Of Startup Markets

Wednesday, July 28th, 2010

As you will have guessed by now I am a big fan of Steve Blank and his customer development model for start-ups.

One thing that has helped me a lot when planning strategies for the start-ups I work with is the concept that there are four types of start-ups. Each of these types have a very different set of requirements to succeed. Steve argues that market type affects everything from customers, to sales, to finances and marketing.

The four types or market are:

1. Start-ups that are entering an existing market

If you are creating a product that is faster, quicker, or performs better than an existing product you are in this category. The good thing about this type is that customer and markets are known but so are the competitors. The basis of competing is all about the product and its features.

2. Start-ups that are creating an entirely new market

If you create a product that creates a large customer base who couldn’t do something before then you are in this market type. The first portable computer or first PDA are examples in this type. Feature set is almost irrelevant as there are no competitors, the bad news is that there is no market and a lot of customer education is required.

3. Start-ups that want to resegment an existing market as a low cost entrant

Resegmenting an existing market is a very common type and the first of these is a low cost entrant. This is customers at the low end who will buy performance that is just good enough.

4. Start-ups that want to resegment an existing market as a niche player

Niche resegmentation is slightly different. It involves products that address a particular part of the market and addresses only their needs. You need to convince customers that some characteristic of your product is radical enough to change the rules of the game.

If you have not read it I can really recommend Steve’s book, The Four Steps to the Epiphany. It is a complete road map explaining customer development with step-by-step lessons on how to achieve product market fit.

Analysing Internal Search Queries

Thursday, July 22nd, 2010

This is just a very quick post while it is fresh in my mind.

I have just listened to a short podcast with Lou Rosenfeld on analysing your internal search analytics i.e. the searches users perform once they are on your site. This seems like an interesting concept people are already familiar with looking at site analytics how can internal search analytics help you?

The main points I learned were:

1. Look at the most frequent queries

Rank the internal search terms by most frequent to least frequent and then you should:

  • Optimize the most frequent queries
  • Think about how to make better sign posts or navigation to the most requested content
  • Perform the top queries yourself on your website and see if there is anything missing

2. Use the internal searches to determine your user’s intent

By looking at the search terms you can determine what your users are trying to do once they arrive on your site.

3. Use searches to influence meta data or taxonomy

If you see patterns in your searches this can influence your meta data or categorisation if you do a content overhaul. The example given was a mail order catalogue that did not have sku on their website and they noticed a lot of sku searches. They went into the field and found that users were getting the sku from their catalogue while browsing and trying to purchase online.

Lessons Learned Surviving The GMAT

Wednesday, July 21st, 2010

Last week after much preparation I took the GMAT exam and I thought I would share the lessons I learned for anyone else who is thinking of taking this beast of an exam.

What is the GMAT?

The GMAT (Graduate Management Admission Test) is a computer adaptive test that business schools use to assess admissions for MBA programmes. If you want to apply to a business school chances are you will need to take this test.

It is a mammoth 4 hour exam, which places you under massive time pressure:

  • 60 minutes – two essays of 30 minutes each, one is an analysis of an argument and one is an analysis of an issue. These are not a particularly important part of the exam
  • Optional 8 minute break
  • 75 minutes – 37 maths based questions on problem solving and data sufficiency
  • Optional 8 minute break
  • 75 minutes – 41 verbal questions on reading comprehension, critical reasoning and sentence correction

The test is adaptive so if you get a question wrong it gives you an easier question, if you get one right it gives you a harder question, in this way it tries to hone in on your level of knowledge. All of your answers and difficulty are weighted and you are given a total score at the end of the test. Most admissions require a score of at least 600.

Preparation is key

Do not underestimate the test; it is very taxing and you will need to be on top form to conquer it. Ideally you will need several months to prepare and learn the nuances of how the test works. I tried various books, tools and online resources some were good some were not so good.

The best way to prepare is to:

  • Learn about the mechanics of the test
  • Learn the syllabus of content
  • Do lots of practice questions
  • Practice mini timed tests
  • Practice full-length timed tests

I bought several books but the ones I found most useful were:

The Kaplan live book gives you access to lots of online practice tests that helped me a great deal in preparing once I was comfortable with the syllabus.

There are many places to get access to full-length timed exams, the MBA.com  site has free preparation software that includes a couple of full length tests. Timing is everything on the GMAT and a couple of really key points I learned on timing were:

  • Don’t time yourself on each question. Some questions are harder than others so you will naturally spend more time on some questions. I timed myself over a set of 10 questions so for the maths section I made sure that every 20 minutes I had done 10 questions.
  • Don’t get behind. You will be heavily penalised if you do not complete all the questions. If you feel that you cannot do a question in the allotted time, use an educated guess and save your time for questions you can do.

In the month before the test I only did practice questions. By the last month the syllabus should be in-grained so you need to try as many different question styles as you can. After a while you will begin to see a pattern and this will help you a lot on test day.

Personally I like to relax the day before a test to make sure my mind and body are well rested, if you do not know something the day before it is unlikely you will learn it and be able to apply it under pressure in one day.

On the day of the test I had a good breakfast and started the test at 8.30am, I booked an early exam as I am at my best in the morning. There was no food or drink allowed in the exam so make sure you drink a lot beforehand and use the optional breaks to top up on water and snacks.

If you are taking the GMAT and have any questions please let me know and the best of luck on the big day.

Integrating Payments Into Your Website

Monday, July 5th, 2010

In my last post I outlined the basics to taking payments online and how to choose a payment provider. This time we look at what you need to do once you have chosen your payment provider the ways you will integrate payments into your website.

1. Integration options

I have integrated most of the major payment engines and they all work differently but in principle there are two main methods:

Form Integration

This is the way that most websites integrate with a payment provider and is usually the only option if you are using eCommerce software. The basic premise is that you process the order on your site all the way up to the point the customer pays. At that point your customer is redirected to your payment provider’s secure payment page where they enter their credit card. The customer is then directed back to your website once they have completed their payment.

Pros:

  • Very simple to do (most eCommerce software will do this for you)
  • You do not need to store or process credit cards
  • Customers may feel more secure as they are on a separate secure site

Cons:

  • It can give a less professional or smaller shop feel
  • Less design control over the checkout process

Integrated

In this method you take payments on your own site and pass them securely to your payment provider. The customer never leaves your site.

Pros:

  • Perceived as more professional by customers
  • A more streamlined checkout process
  • More control over the design and workflow of the checkout

Cons:

  • You will need to be PCI compliant (see below)
  • You will need to have a secure method of storing credit cards
  • You will need a SSL certificate (secure sockets layer, this is when you have a lock icon in your browser)

2. What about PCI compliance?

If you take payments online (or offline for that matter) then you need to be aware of PCI compliance. The Payment Card Industry Data Security Standard (PCI DSS) is a set of requirements designed to ensure that ALL companies that process, store or transmit credit card information maintain a secure environment. Which translates to if you process payment cards you need to make sure you keep the customer’s card information safe during the process.

There are different levels of compliance depending on how many transactions you process per year. Most merchants will fall into the lowest category which is level 4 (fewer than 20,000 transactions per year) and for this there is a self-certification questionnaire that needs to be filled in and the possibility of a scan of your site to determine any vulnerabilities. The higher the level the more work (and potentially an audit) there is to comply.

The key to remember is that if you take credit card payments in any form you need to be compliant. If you want to learn more this site is a great place to start: http://www.pcicomplianceguide.org/pcifaqs.php

3. Should I use 3D secure?

First of all if you do not know what 3D secure is. Verified by Visa and Mastercard Securecode helps to customer’s cards against unauthorised use when they shop online by requiring them to enter a personal password each time they buy. The customer only need to register once to create a password for each credit card they own.

There is no right or wrong answer to whether you should use 3D secure or not. Personally I like it as it means lower per transaction costs and less fraud. I think eventually that it will be mandatory for all online transactions so you may as well use it sooner rather than later.

Pros:

  • Less fraud (which means less costly chargebacks)
  • Lower transaction costs with your payment provider
  • Makes the buyer feel more secure

Cons:

  • It is an extra step for the customer to complete which increases the risk of them abandoning their purchase
  • It is another password for them to remember (or perhaps forget)

That is the quick introduction to payments online, if you have any questions please add them in the comments.