In yesterday’s post, we discussed how building a story around the resolution of customer problems is a way to attract customers to your solution, yet few in the OSS industry seem to go about it this way.
To build this story though, you have to understand your customers. For example:
- What functionality of yours do they use
- What processes do they run using your tools? Is it the complete process, or only a sub-set
- What networks do they run it over
- What data sets / sources do they needs
- But most importantly….. why???
Understand these things and you can build a set of process / network-device / data bundles (aka use cases) that serve multiple purposes:
- For demos – They demonstrate how your solution solves end-to-end problems, not just offers functionality
- For benchmarking – If these are the most important end-to-end processes for the majority of your customers, then these are the ones you should seek to make ever more efficient
- For regression testing – To ensure your most important features are not broken by product enhancements
- For Proofs of Concept – When customers want to trial your product against another, it can be quite time-consuming to set up an environment with the context the customer is seeking. Using a set of use cases as repeatable building blocks will often provide the basis on which to customise the last final 10% rather than building an entirely bespoke PoC model
Creating use cases is all about increasing repeatability, which is not only reducing effort, but also increasing reliability of the factors listed above.Read the Passionate About OSS Blog for more or Subscribe to the Passionate About OSS Blog by Email