8/19/2019 Customer Validation Interview

1/2

Table 1 The fndings o the customer discovery interview

Issue Impact/Pain NeedSolutionBeneft

s!/"alue

Signifcancewill they

care#!

Currentbackupsystem is a

manualbackupsystem

Manual system iseasily error

whereemployees make

mistake inlabeling the

cartridge

Eliminate causeof error

Reduce cots

Current systemcost is about$10-12 k in a

month !"

#o % &uyE'ternal % guysre(uires e'tra

time and money

)ire a % &uy or*ro+ide a

software thatreplaces thefunction of %

&uy

Reduce cost andthe period of 

backup reco+erythat result in

high

producti+ity

 %he fee for %&uys is $1,0-200 per hour

#o back up forin+oice letter

 %he relationshipsto the clients will

be disturbed

*ro+ide asoftware thatback up the

in+oice letter

Ensure therelationships

among clientsrunning well

!

Current backup data

system is stillusing

cartridge tape

*rone to datacorruptionloosing

important data"and problems in

reading data

inding the newback up data

system which isfaster. safe. and

economical

Reduce datacorruption thatoften happens

1 cartridge cost$/0.

$%&'$()s $%*+I$%,%NTS• Redarc wants a system that can be access from e+erywhere. because

of teams mobility and new oces in other cities

• CE is aware of #3# #ational 3roadband #etwork" and cloud

computing -4 and also wants the backup system stored incloudcompuitng e'ternal ser+ers"

• nline option needs to be secure

• Redarc wants something that is cost e5ecti+e and sa+e time

• CE is attracted to training and support. if possible can pro+ide

support from anywhere

•

Redarc wants a 60 day free trial spanning 2 months• Redarc7s free trial will need to be conducted at end of month while the

systems are at peak +olume

• ree trial will need to simulate a breakdown

%-ISTIN. (ST

• Monthly cost of current system 10-128. and $/0 per cartridge

• E'ternal % cost is $1,0-200 per hour

8/19/2019 Customer Validation Interview

2/2

• Redarc has not had a ma9or breakdown in its current system. howe+erthe potential cost if a breakdown occur is large how much!!!"

0+T+$% ,'$%TIN. PP$T+NIT2 

• Redarc7s CE has o5ered us an opportunity to speak during an

electronic association gathering. and we can :ll the e+ent with a topicabout backup systems ree marketing opportunity"

• Redarc7s CE has a positi+e tendancy to ad+ocate about us in the

media or among electronic association members ree marketingopportunity

The points o the customer validation interview3

Clarify key assumptions in the market and customers

;e met with you some days ago and you ga+e us an opportunity to discuss and

e'plore more about your back up data systems

irst Customer<

a n the pre+ious meeting. you said that your back up data system is still

manual using cartridge tape which sometimes bring problem to you. ha+e

you planned long terms action to deal with your back up data system!

b ur analysis show that you ha+e some ma9or issues in the back up data

system. how we can best help you in such situation!

=econd Customer<

c s 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 in+esting in software!

>o you think this number can be higher out of current assumption!

d t that a signi:cant business issue that can a5ect your company performance.

so there is a must to :' it in your mind!

e ;ill you pay for a technology of software now in reducing your current back

up data system!