Table 1 The findings of the customer discovery interview

Solution
Benefit
(s)/Value

Significance
(will they
care?)

Eliminate cause
of error

Reduce cots

Current system
cost is about
$10-12 k (in a
month ?)

Hire a IT Guy or
Provide a
software that
replaces the
function of IT
Guy
Provide a
software that
back up the
invoice letter

Reduce cost and

the period of
backup recovery
that result in
high
productivity
Ensure the
relationships
among clients
running well

Finding the new

back up data
system which is
faster, safe, and
economical

Reduce data
corruption that
often happens

Issue

Impact/Pain

Need

Current
backup
system is a
manual
backup
system

Manual system is
easily error
where
employees make
mistake in
labeling the
cartridge

No IT Guy

External IT guys
requires extra
time and money

No back up for
invoice letter

The relationships
to the clients will
be disturbed

Current back
up data
system is still
using
cartridge tape

Prone to data
corruption
(loosing
important data)
and problems in
reading data

The fee for IT

Guys is $150200 per hour

1 cartridge cost
$60,

REDARC's REQUIREMENTS

Redarc wants a system that can be access from everywhere, because

of teams mobility and new offices in other cities.

CEO is aware of NBN (National Broadband Network) and cloud

computing -> and also wants the backup system stored in
cloudcompuitng (external servers)

Online option needs to be secure

Redarc wants something that is cost effective and save time

CEO is attracted to training and support, if possible can provide

support from anywhere

Redarc wants a 30 day free trial spanning 2 months

Redarc's free trial will need to be conducted at end of month while the
systems are at peak volume

Free trial will need to simulate a breakdown

EXISTING COST

Monthly cost of current system 10-12K, and $60 per cartridge

External IT cost is $150-200 per hour

Redarc has not had a major breakdown in its current system, however
the potential cost if a breakdown occur is large (how much???)

FUTURE MARKETING OPPORTUNITY

Redarc's CEO has offered us an opportunity to speak during an

electronic association gathering, and we can fill the event with a topic
about backup systems (Free marketing opportunity)

Redarc's CEO has a positive tendancy to advocate about us in the

media or among electronic association members (Free marketing
opportunity
The points of the customer validation interview:
Clarify key assumptions in the market and customers

We met with you some days ago and you gave us an opportunity to discuss and
explore more about your back up data systems.
First Customer:
a. In the previous meeting, you said that your back up data system is still
manual using cartridge tape which sometimes bring problem to you, have
you planned long terms action to deal with your back up data system?
b. Our analysis show that you have some major issues in the back up data
system, how we can best help you in such situation?
Second Customer:
c. Is 10-12 k the current backup system cost in a month that would make you to
think in eliminating this cost or reduce this number by investing in software?
Do you think this number can be higher out of current assumption?
d. It that a significant business issue that can affect your company performance,
so there is a must to fix it in your mind?
e. Will you pay for a technology of software now in reducing your current back
up data system?