Lab Tech Life
Week 3 was the first of two 4-day weeks – which, as always, seemed to mean that 5-days worth of work had to be packed in!
To begin, Kelly and I started putting together an overview chart of the different visa types (and their relative requirements) for Traject. Traject are working on an opportunity around Immigration, looking at the accredited business programme and the ways skilled-migrants are brought into the country when talent isn’t available on-shore. (Check out their progress here)
Rob and I also started working on some logo concepts for them.
and logo concepts
Nick Rowney – Disruption seminar
A few feathers were ruffled when Nick spoke in his Disruption seminar… as the name suggests, it was all about ways to ‘disrupt’ mindsets and shake the status quo.
“There’s problems and solutions, it’s just a different way of looking at them.”
– Nick Rowney
There were some interesting points made within his talk, including:
When you’re looking at your customer market, how do you define them – how do you know who are the right people to sell to?
Essentially it comes down to three customer segments:
1. People who love the product/company
The ones who love the product/company are already customers – you would be preaching to the converted – so you wouldn’t be selling to them, you’d be marketing to them.
2. People who don’t really care
These people are apathetic. So you could try selling to them, but first you would also need to get their attention.
3. And people who hate the product/company
This should be your target audience for sales! Nick’s suggestions were that they’re already paying attention and interacting with the product if they hate it. So if you can convert a hater into a lover, by understanding their problems, building a rapport and the story around them – you will have a product based around that audience.
“Credibility is more important than being liked.”
– Nick Rowney
Amanda Santos & Glenn Andert – Sales Workshops
Week 3 was the second chance for the teams to meet with Glenn Andert and Amanda Santos.
These meetings are part of the R9 Sales Workshop sessions, which are structured to help the teams with problem discovery, form customer profiles, and look at testing their ‘MVP’ solutions.
For anyone who hasn’t heard the term ‘MVP’ before (and I hadn’t before doing StartUp Weekend), MVP is the Minimum viable product. This is the ‘in-development’ product that’s produced and released to market, with the intention of using any and all feedback to improve it and produce the next – better – version.
At this stage, all of the teams were mainly in the Problem Discovery area – trying to find where the major pain points were for their opportunity.
From sitting in on meetings with Amanda, I got some really great insights (and I’m sure there will be plenty more over the coming weeks).
The top takeaway for me was, the difference between Problem Statement and Problem Discovery.
Teams should make sure they are defining the problem (problem statement), rather than just saying what they are doing (discovery).
Easter fun at Creative HQ
Working with some of the people at Creative HQ, there were a series of Easter activities and games set up for everyone from R9 and the other startup teams working out of the space – including a 200-egg Easter Egg Hunt around the workspace…
During the lunch break, there were Hot-Cross bun eating competitions, egg races, and a game of Easter Egg volleyball…
The wonder that is ‘Easter volley-egg/ball’