Assumption: Sales Team is opposed to “nominal wear”

Script:

• What’s your understanding of our Freeware user community?
• Do you have experiences with organizations that chose Base edition over Freeware?
• Have you heard of the new idea to offer a nominal edition?

Identify team members

Conduct 30-minute interviews

Collaborative analysis

High-level Findings:

• Lots of assumptions around Freeware users
• Who will sell the “nominal ware”?
  • Some concerns about detracting from Base sales
• How will “nominal ware” be unique?
  • Regularly consult product-feature matrix
  • Users have other unmet needs

Recommendation:

• Directly learn about Freeware users
• Need a business plan for marketing and sale
• Investigate user pain points