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Next 10 customers

List of Potential Contacts

Name Title Email/Phone Source How closely do they match the Persona/end user profile?

Akhil Bansal Assistant Manager at 9462327479 College High. He works from a tier 2 city and has various infrastructure
Krur Vyas Bank Seniors from issues in the wfh model.
pass out batch

Ashish Gupta Chief Manager at ashish1985@ Family Medium (higher level executive so might have minimum
Union Bank of India gmail.com distractions at home)

Ashwini Software Developer 9806406206 Friend He works from a Tier 3 City, too much focus on productivity,
Raghuwanshi hence he is an exact match

Nikhil Bansal Senior Manager 8992318827 Cousin

3 Medium (higher level executive so might have minimum
distractions at home)

G Tilak Choudhary Growth Manager 7207509972 College Mate He works from a Tier 3 City, too much focus on productivity,
hence he is an exact match
S Jagdish Reddy Software Engineer 8520002771 Colleague He works from a Tier 3 City, too much focus on productivity,
hence he is an exact match

R Kishore Kumar Content Associate 8098634196 school mate He works from a tier 2 city and has various infrastructure issues
in the wfh model
R Yograj Kumar New Business +32 Neighbour He works from a tier 2 city for an international company and has
484587559
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Development officer various issues in wfh model
Pranshu Prakash Software Consultant 8280082947 Ex-Colleague He works from a tier 2 city for a multinational consulting firm
facing infrastructure issues daily
Sonal Priya Senior Software 8895424199 Ex-Colleague He works from a tier 3 city for a multinational consulting firm
Engineer facing infrastructure issues daily

Summary of Next 10 customers

General Fit Engagement

# Customer Relevant Title Contact Demographic Psycho- Use Value Prop Overall Contacted Level of Source
Name Info graphic Case Interest
—Letter
of
Intent?

1 Manivasan works Content 944465250 Young productivity 9 Working 9 yes High mobile
for an associate 2 employee focused environment
mnc
2 Soundhary works coding 936008970 Young productivity 9 Ambience, 8 yes High mobile
a for a instructor 6 employee focused crowd
startup

3 Work life 7 Experiencing a 5 yes High Telephon

Swati Experien Chief 705584858 Belongs to balance seamless job- ic
Agarwal ced Manager 1 nuclear family work location conversa
professio at SBI tion
nal
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4 Productivity 9 8 yes High Met

Pranita Manage College 797225951 Young based offline
Bhargav ment mate 7 employee
Traine
HDFC

5 P Nagaraju works Software 967670065 A Young Prioritizes 9 Right 9 Yes High Telephon
for an Developer 3 employee who productivity environment ic
MNC commands of work over at disposal conversa
great other petty which harness tion
dependency aspects of his
from the team the work productivity

6 Sai Kumar works Software 949252962 A Young Prioritizes 8 Right 8 Yes High Telephon
M for an Developer 5 employee who productivity environment ic
MNC commands of work over at disposal conversa
great other petty which harness tion
dependency aspects of his
from the team the work productivity
7 Rashmi Works Team Lead 943833332 A Young Productivity 8 Experiencing a 8 Yes High Telephon
Patro for a 8 employee who focused seamless job- ic
MNC commands work location conversa
great to meet her tion
dependency deliverables
from the team under strict
deadlines

8 Mayank Works Senior 987374129 A Young Work life 8 Right 8 Yes High Telephon
Bhatt for a Software 5 employee who balance environment ic
MNC Engineer commands to work in conversa
great order to tion
dependency separate
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from the team personal and
work life
interference

9 Geetesh Works Software 903920848 Young Productivity 7 Right 7 Yes HIgh Personal
Devda for a Developer 4 Employee environment Meeting
medium at disposal to
scale focus and
company learn more in
. IT.
10 Vivek Rohit Works in Software 990748737 Young Productivity 7 8 Yes Mid Telephon
MNC Developer 6 Employee ic
Conversa
tion.

1 Notes from Conversation with Potential End User

Demographics (Be sure to determine which are relevant for your situation, but some single, age-27, B.E , male
general categories are gender, age, income, geography, job title, education, ethnicity,
marital status, political affiliations, etc.)
Psychographics (As above this needs to be customized for your situation, but examples hobbies - watching movies and videos
are aspirations, fears, motivators, hobbies, opinions, values, life priorities, personality
traits, habits, etc.)

Proxy Products (What other products does this end user own and which does he or she laptops, mobiles
value the most? Which products have the highest correlation with your target end user?)
Watering Holes (e.g., locations, associations, online platforms—sequence them in priority Remote place, unstable internet, unavailability of food
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and indicate intensity of each) and beverages
Day in the Life (Describe a day in the life of the end user and what is going on in that wakes up, works for the major part of the day. watch
person’s head.) the movie in the remaining time.
Priorities (What are your end user’s priorities? Assign a weighting to each so that they Weighting: good internet connection-40
add up to 100.)

Weighting: office set up - 20

Weighting: accessible workplace- 20

Weighting: sanitation facilities -10

Weighting: canteen-10

Feedback on Full Life Cycle Use Case Much needed initiative

Feedback on High-Level Product Specification Office like amenities such as lounge and meeting rooms
are required

Feedback on Quantified Value Proposition Stable Bandwidth, Efficient Furniture

General thoughts/conclusions/questions the end user has User was curious on the implementation part as it had
various challenges

2 Notes from Conversation with Potential End User - 2

Demographics (Be sure to determine which are relevant for your situation, but some single , age- 23, B.E. , female
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general categories are gender, age, income, geography, job title, education, ethnicity,
marital status, political affiliations, etc.)
Psychographics (As above this needs to be customized for your situation, but examples aspiration - entrepreneur
are aspirations, fears, motivators, hobbies, opinions, values, life priorities, personality
traits, habits, etc.)
Proxy Products (What other products does this end user own and which does he or she laptop and phone
value the most? Which products have the highest correlation with your target end user?)

Watering Holes (e.g., locations, associations, online platforms—sequence them in priority Remote place, unstable internet, improper sanitation
and indicate intensity of each) facilities
Day in the Life (Describe a day in the life of the end user and what is going on in that Wakes up. exercises daily. works for a major part of the
person’s head.) day.

Priorities (What are your end user’s priorities? Assign a weighting to each so that they Weighting: good internet connection-30
add up to 100.)

Weighting: office set up - 20

Weighting: accessible workplace- 30

Weighting: sanitation facilities -15

Weighting: canteen-5
Feedback on Full Life Cycle Use Case Much needed initiative

Feedback on High-Level Product Specification Office like amenities such as lounge and meeting rooms are
required
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Feedback on Quantified Value Proposition Stable Bandwidth, Efficient Furniture

General thoughts/conclusions/questions the end user has Safety norms and social distancing

3 Notes from Conversation with Potential End User - 3

Demographics (Be sure to determine which are relevant for your situation, but some single, 25, Female, 14L CTC
general categories are gender, age, income, geography, job title, education, ethnicity,
marital status, political affiliations, etc.)
Psychographics (As above this needs to be customized for your situation, but examples Goal oriented
are aspirations, fears, motivators, hobbies, opinions, values, life priorities, personality
Highly motivated to climb the corporate ladder
traits, habits, etc.)

Proxy Products (What other products does this end user own and which does he or she Mobile hotspot, cafes nearby(Starbucks), local wifi
value the most? Which products have the highest correlation with your target end user?)
Watering Holes (e.g., locations, associations, online platforms—sequence them in priority Internet
and indicate intensity of each)
Distractions

Peaceful environment

Location

Day in the Life (Describe a day in the life of the end user and what is going on in that Wakes up, prepare breakfast, job from 10am to 7 pm,
person’s head.) helps with dinner, Netflixing, sleeps
Priorities (What are your end user’s priorities? Assign a weighting to each so that they Weighting: No distractions 50%
add up to 100.)
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Weighting: Internet Connectivity 30%

Weighting: Location 10%

Weighting: Ambience 5%

Weighting: Healthy meals 5%

Feedback on Full Life Cycle Use Case Much needed initiative

Feedback on High-Level Product Specification Meals and the ambience is secondary but play a huge
role in retention.

Feedback on Quantified Value Proposition The facility must involve quality networking space to
ensure a better working environment.
General thoughts/conclusions/questions the end user has Will there be a parking facility? What are the charges?

4 Notes from Conversation with Potential End User – 4

Demographics (Be sure to determine which are relevant for your situation, but some general 38, Married, 2 kids, Rural Area near New delhi(250 kms
categories are gender, age, income, geography, job title, education, ethnicity, marital status, from Delhi), Joint Family
political affiliations, etc.)
Psychographics (As above this needs to be customized for your situation, but examples are Work- life management
aspirations, fears, motivators, hobbies, opinions, values, life priorities, personality traits,
habits, etc.)

Proxy Products (What other products does this end user own and which does he or she value Wifi from local channels, Meals delivery services
the most? Which products have the highest correlation with your target end user?)
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Watering Holes (e.g., locations, associations, online platforms—sequence them in priority and Distractions
indicate intensity of each)
Internet

Peaceful environment

Location

Healthy meals nearby

Day in the Life (Describe a day in the life of the end user and what is going on in that person’s Wakes up, newspaper, cooks breakfast, job 9 am to 5
head.) pm, sleeps, daily chores(cleaning, etc) helps family,
sleeps
Priorities (What are your end user’s priorities? Assign a weighting to each so that they add up Weighting: 50% Internet
to 100.)

Weighting: 30% Distractions

Weighting: 20% Ambience(Sanitation, seating)

Weighting: NA

Weighting: NA

Feedback on Full Life Cycle Use Case Parking facility and hygienic environment is the key
Feedback on High-Level Product Specification Healthy meal option with promised value proposition

Feedback on Quantified Value Proposition Great

General thoughts/conclusions/questions the end user has What kind of job professionals will be working there?
Will it be available for all?
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5 Notes from Conversation with Potential End User - 5
Demographics (Be sure to determine which are relevant for your situation, but some general
categories are gender, age, income, geography, job title, education, ethnicity, marital status,
political affiliations, etc.)
Psychographics (As above this needs to be customized for your situation, but examples are
aspirations, fears, motivators, hobbies, opinions, values, life priorities, personality traits,
habits, etc.)
Proxy Products (What other products does this end user own and which does he or she
value the most? Which products have the highest correlation with your target end user?)
Watering Holes (e.g., locations, associations, online platforms—sequence them in priority
and indicate intensity of each)
Day in the Life (Describe a day in the life of the end user and what is going on in that
person’s head.)
Priorities (What are your end user’s priorities? Assign a weighting to each so that they add
up to 100.)
Young employee who started his career recently, Lives in
a Tier 3 City, Need an environment for productive work,
His team work in silos and hence the dependency
He intends to grow in that job, Growing up the ranks is
his motivator
Currently he has opted for a broadband connection
Location, No stable internet, No efficient infrastructure to
help him work productively, too many disturbances from
the home set up.
He has to spend some limited time with family early in
the morning, followed by attending team calls, then
checking mails, prioritizing the tasks, then coordinating
with other team members over calls scheduled at
different times of the day, finally a closing call with the
superiors debriefing the progress in the day. Then again
spends some time with his family and engages in some
entertainment activities like cricket.
Weighting: Stable Internet - 30%
Weighting: Peaceful ambience- 25%
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Feedback on Full Life Cycle Use Case
Feedback on High-Level Product Specification
Feedback on Quantified Value Proposition
General thoughts/conclusions/questions the end user has
Weighting: Proper furniture- 20%
Weighting: Lighting and AC and Toilets- 20%
Weighting: Snacks- 5%
This service can be used but differently over the period,
like for an individual project when on a sabbatical
The atmosphere should house professionals from
different business areas to provide diversity, Provision for
meeting rooms, reading lounge for socializing
Stable Bandwidth, Efficient Furniture, Strong Social
Network and Assured work life balance at your place
Quality Assurance, Are you serious?, Can you sustain this
for a long term, how do you scourge professionals in a
geographic area
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6 Notes from Conversation with Potential End User – 6
Demographics (Be sure to determine which are relevant for your situation, but some
general categories are gender, age, income, geography, job title, education, ethnicity,
marital status, political affiliations, etc.)
Psychographics (As above this needs to be customized for your situation, but
examples are aspirations, fears, motivators, hobbies, opinions, values, life priorities,
personality traits, habits, etc.)
Proxy Products (What other products does this end user own and which does he or
she value the most? Which products have the highest correlation with your target end
user?)
Watering Holes (e.g., locations, associations, online platforms—sequence them in
priority and indicate intensity of each)
Day in the Life (Describe a day in the life of the end user and what is going on in that
person’s head.)
Young employee who started his career recently, Lives in a Tier 3
City, Need an environment for productive work, His team work in
silos and hence the dependency
He intends to grow in that job, Growing up the ranks is his
motivator
Currently he has opted for a broadband connection
Location, No stable internet, No efficient infrastructure to help
him work productively, too many disturbances from the home set
up.
He has to spend some limited time with family early in the
morning, followed by attending team calls, then checking mails,
prioritizing the tasks, then coordinating with other team
members over calls scheduled at different times of the day,
finally a closing call with the superiors debriefing the progress in
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the day. Then again spends some time with his family and
engages in some entertainment activities like cricket.
Priorities (What are your end user’s priorities? Assign a weighting to each so that they Weighting: Stable Internet - 30%
add up to 100.)

Weighting: Peaceful ambience- 25%

Weighting: Proper furniture- 20%

Weighting: Lighting and AC and Toilets- 20%

Weighting: Snacks- 5%
Feedback on Full Life Cycle Use Case This service can be used but differently over the period, like for
an individual project when on a sabbatical

Feedback on High-Level Product Specification The atmosphere should house professionals from different
business areas to provide diversity, Provision for meeting rooms,
reading lounge for socializing

Feedback on Quantified Value Proposition Stable Bandwidth, Efficient Furniture, Strong Social Network and
Assured work life balance at your place

General thoughts/conclusions/questions the end user has Quality Assurance, Are you serious?, Can you sustain this for a
long term, how do you scourge professionals in a geographic area
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7 Notes from Conversation with Potential End User - 7

Demographics (Be sure to determine which are relevant for your situation, but Young employee with lots of potential, Lives in a Tier 2 City,
some general categories are gender, age, income, geography, job title, education, Needs an environment for productive work, His team works
ethnicity, marital status, political affiliations, etc.) under strict deadlines and high expectations and hence the
dependency.

Psychographics (As above this needs to be customized for your situation, but He intends to grow in that job, Growing up the ranks is his
examples are aspirations, fears, motivators, hobbies, opinions, values, life motivator
priorities, personality traits, habits, etc.)
Proxy Products (What other products does this end user own and which does he or He has a Broadband connection from a local ISP provider
she value the most? Which products have the highest correlation with your target
end user?)
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Watering Holes (e.g., locations, associations, online platforms—sequence them in Location, No stable internet, No efficient infrastructure to help
priority and indicate intensity of each) him work productively, too many disturbances from the home set
up.

Day in the Life (Describe a day in the life of the end user and what is going on in
that person’s head.)
Priorities (What are your end user’s priorities? Assign a weighting to each so that
they add up to 100.)
He has little contribution at home and starts work in US shifts
which eats up his entire evening.There is a lot of interference and
commotion at home due to his brother’s children.
Weighting: Stable Internet - 30%

Weighting: Furniture and AC-30%

Weighting: Peaceful ambience- 20%

Weighting: Cafeteria-10%

Weighting:Toilets and AC-10%

Feedback on Full Life Cycle Use Case This service can be used but differently over the period, like for
an individual project when on a sabbatical

Feedback on High-Level Product Specification The atmosphere should house professionals from different
business areas to provide diversity, Provision for meeting rooms,
reading lounge for socializing
Feedback on Quantified Value Proposition Stable Bandwidth, Efficient Furniture, Strong Social Network and
Assured work life balance at your place
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General thoughts/conclusions/questions the end user has Quality Assurance, Are you serious?, Can you sustain this for a
long term, how do you scourge professionals in a geographic
area?

8 Notes from Conversation with Potential End User – 8

Demographics (Be sure to determine which are relevant for your situation, but some Young employee with lots of potential, Lives in a Tier 3 City,
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general categories are gender, age, income, geography, job title, education, Needs an environment for productive work, Her team works
ethnicity, marital status, political affiliations, etc.) under strict deadlines and high expectations and hence the
dependency.

Psychographics (As above this needs to be customized for your situation, but Career growth and seamless delivery are her prime drivers.
examples are aspirations, fears, motivators, hobbies, opinions, values, life priorities,
personality traits, habits, etc.)
Proxy Products (What other products does this end user own and which does he or She works through a dongle and a mobile internet hotspot
she value the most? Which products have the highest correlation with your target
end user?)

Watering Holes (e.g., locations, associations, online platforms—sequence them in
priority and indicate intensity of each)
Day in the Life (Describe a day in the life of the end user and what is going on in that
person’s head.)
Location, No stable internet, No efficient infrastructure to help
her work productively
She helps her mom in the domestic chores and begins her work
at 9 but generally gets interrupted by some other work at home
and ends her day at 6

Priorities (What are your end user’s priorities? Assign a weighting to each so that Weighting:Stable Internet25%
they add up to 100.)

Weighting: Furniture -20%

Weighting: AC-20%

Weighting: Cafeteria-15%

Weighting: AC and toilets-20%

Feedback on Full Life Cycle Use Case This service can be used but differently over the period, like for
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an individual project when on a sabbatical
Feedback on High-Level Product Specification The atmosphere should house professionals from different
business areas to provide diversity, Provision for meeting rooms,
reading lounge for socializing
Feedback on Quantified Value Proposition Stable Bandwidth, Efficient Furniture, Strong Social Network and
Assured work life balance at your place

General thoughts/conclusions/questions the end user has How soon can we expect you to start this?

9 Notes from Conversation with Potential End User - 9

Demographics (Be sure to determine which are relevant for your situation, but some Young employee with lots of potential, Lives in a Tier 3
general categories are gender, age, income, geography, job title, education, ethnicity, City, Needs an environment for productive work, his
marital status, political affiliations, etc.) team works under strict deadlines with members in
different time zones and hence the dependency.
Psychographics (As above this needs to be customized for your situation, but examples Goal Oriented
are aspirations, fears, motivators, hobbies, opinions, values, life priorities, personality
Highly motivated to climb the corporate ladder
traits, habits, etc.)

Proxy Products (What other products does this end user own and which does he or she Phone and Laptop. Mostly dependent on mobile hotspot
value the most? Which products have the highest correlation with your target end user?) for connectivity.
Watering Holes (e.g., locations, associations, online platforms—sequence them in priority Environment, Connectivity, Infrastructure.
and indicate intensity of each)
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Day in the Life (Describe a day in the life of the end user and what is going on in that Starts working around 11 till 8 PM, Netflix, Friends
person’s head.)
Priorities (What are your end user’s priorities? Assign a weighting to each so that they Weighting: Internet - 25%
add up to 100.)

Weighting: Distraction - 40%

Weighting: Peaceful Ambiance - 35%

Weighting:

Weighting:
Feedback on Full Life Cycle Use Case Much needed initiative to come out of frustration.

Feedback on High-Level Product Specification Meals and the ambience is secondary but play a huge
role in retention.

Feedback on Quantified Value Proposition The facility must have a quality networking space to
ensure a better working environment.

General thoughts/conclusions/questions the end user has What are the charges?

What kind of professionals will be working the same

space?
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10 Notes from Conversation with Potential End User – 10

Demographics (Be sure to determine which are relevant for your situation, but some Married, has kids and lives in a joint family in a tier 3 city.
general categories are gender, age, income, geography, job title, education, ethnicity,
marital status, political affiliations, etc.)

Psychographics (As above this needs to be customized for your situation, but examples Work- life management, distraction.
are aspirations, fears, motivators, hobbies, opinions, values, life priorities, personality
traits, habits, etc.)
Proxy Products (What other products does this end user own and which does he or she Wifi from local channels
value the most? Which products have the highest correlation with your target end user?)

Watering Holes (e.g., locations, associations, online platforms—sequence them in Distractions

priority and indicate intensity of each)
Internet
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Peaceful environment

Location

Day in the Life (Describe a day in the life of the end user and what is going on in that Wakes up, newspaper, job 9 am to 6 pm, daily
person’s head.) chores,spending time with family.
Priorities (What are your end user’s priorities? Assign a weighting to each so that they Weighting: 20% Internet
add up to 100.)

Weighting: 40% Distractions

Weighting: 40% Ambience(Sanitation, seating)

Weighting:

Weighting:

Feedback on Full Life Cycle Use Case Hygienic environment is the key
Feedback on High-Level Product Specification The atmosphere should house professionals from different
business areas to provide diversity, Provision for meeting
rooms, reading lounge for socializing

Feedback on Quantified Value Proposition Great

General thoughts/conclusions/questions the end user has What kind of job professionals will be working there? Will it be
available for all?

Lessons Learned from Identifying the Next 10 Potential Customers

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How did you source people to talk to in this step?

People we approached are mostly from our peer group who share more or less the similar education as we had and have similar
aspirations as that of us. Apart from our peer groups we had people from the same living community who had narrated their
problems with us earlier regarding their work.

How many did you speak to?

We spoke to 10 people who would serve as a “beachhead” for our business idea, then extended it to another 10 people who could
be next in line for being our customer base.

How did you filter them to make sure they fit your End User Profile?
Firstly, we focused on the demographic fit, then the psychographic fit and tried to gauge their problems related to productivity in
comparison to our offerings, based on their level of criticality we have streamlined them as either potential customers or the next
set of customers.

What was your yield rate to get to the final list (how many did you try to contact, and how many did you get useful info out of)?
Initially we focused on peer groups and known people from our living community, so the yield rate was 100%.