Team d deans list software day5
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This document discusses plans for a student behavior tracking and analysis platform. It summarizes findings from customer interviews with 23 new customers and 93 total customer contacts. There are 5 distinct customer segments in charter schools that were identified. The market for this type of software is larger than initially expected, with over 5,600 charter schools in the US growing over 10% annually. Next steps include testing sales channel assumptions, expanding to new markets, finding partnership opportunities, and talking to more potential customers to capture a target of over 500 interactions in the next few months. Revenue projections estimate $25,000 in first year revenue growing to over $12.5 million in revenue by year 5.
Team d deans list software day5
- 1. PROJECT: Student Behavior Data Tracking and Analysis Platform New Customers Interviews (in person, phone, skype, email): 23 TOTAL Customers Contacts: 93 Jack Akshai Curtis Finance Education Fundraising
- 2. What We Thought Day 1 • Find the principal at schools that track – Through existing contacts • Sell them tracking software – Easier data collection – Quicker analysis • Figure out a plan for different types of schools later
- 3. Day 1 (Not) Canvas – Oops!
- 4. 8/28
- 5. 8/29
- 6. 8/30
- 7. What We Learned (Days 1-4) • Multiple value propositions– depending on customer segment. • 5 distinct customer segments in ‘No Excuses’ charter schools: teacher (user) principal (decider), finance director (buyer), IT (advisors), parents (influencers). All segments have specific channels. • Over 5,600 charter schools in the US and growing at 10%+ annually over the past several years (source). The market is significantly larger than we initially expected. • UK, India, Canada (Alberta) • Teachers look for/find technology solutions. Teachers talk to other teachers. Hence, partnering with teachers is one sales strategy hypothesis. • A LOT of money is spent each year on ed-tech solutions. Our preliminary (and existing pilot) cost structure can be revised up as we continue to scale, but it’s probably too cheap. • A start up can never talk to too many potential customers.
- 9. Ending Status/What’s Next? Ending Status Implied Next Step Segments have specific Channels Test channel guesses and effectiveness Market is bigger than expected New canvases for different markets (beyond segmentation) Partnerships may be best sales method Find potential partnerships and continue to test consultant reliance Teachers find tech Test Google and other methods of how Multiple, segment specific value Figure out which to prioritize in pitch propositions Having talked to 93+ customers Keep talking, get to more than 500 in the next few months Turned away customers Scale/build team to capture customers
- 10. Customer Segments: Relationship Diagram Superintendents Directors of Finance Unions Deans/Principals School Boards Teachers IT Directors Denotes variables based on school structure
- 11. Cost Structure •Fixed •Salaries •Office •Miscellaneous (Web hosting) •Variable •Customer Acquisition (Commissions) •Customer Retention •Additional Support Contractors
- 12. Market Size Initial TAM: 1.25mm charter school students across 5,000+ schools •1,650 schools already using some version of monitoring •33% of all schools in ’09-’10. •“Majority of high-poverty schools track student behavior” # of Schools Revenue/School Total Revenue 165 (1st Yr Target) $5,000 $825,000 1,650 $5,000 $8,250,000 5,000 $5,000 $25,000,000 132,656 (All US K12) $5,000 $663,280,000 Hypothesis: Market is larger than charters that track discipline.
- 13. Revenue Model •Initial set-up fee: $500-$2000 •State per pupil •Complexity of feature set required •Maturity – how much assistance required? •Acquisition/retention cost (will we need to visit?) •Ongoing subscription - $2/student/mo •2 customers stated willingness higher than $2 •At least two subscription ed data software companies charge more than $2 •Expect 5 year life (min) • Avg Revenue/Yr: $5,000 •Avg 250 students •10 mo. usage Year Schools Total Revenue 0 5 (of 20 requests in 5 mo) $25,000 1 165 (10% of initial market) $825,000 2 500 (10% of all charters) $2,500,000 5 2500 (less than 2% of all schools) $12,500,000
- 14. What Does it Look Like? Data Entry
- 15. What Does it Look Like? • Printable Lists
- 16. What Does it Look Like? • Sample Student Report
- 17. What Does it Look Like? Current Development • Addition of ‘Dashboard’ for quick analytical snapshot Analysis • Integrated graphical charting – See ‘Demerit Report’ • Analytical Tools – See Behavior Frequency Analysis • Targeted reports with specific analysis for particular groups
- 18. Product Screenshot 5 Touch Interface