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We're very pleased to announce our support of the Boston product management community through a new initiative. Starting this month, you'll see a new sponsor at gatherings of the Boston Product Management Association: OHO Interactive. We decided to become annual sponsors since it made sense to connect with a community that had such a strong professional interest in usability for software applications, an area in which we have traditionally been strong. As part of our sponsorship, we'll be offering perks to members, attending meetings, and contributing thought leadership to the BPMA online community.

"We really enjoyed our time at ProductCamp, which was organized by the BPMA, this spring, and I was very impressed by the event," says Jason Smith, Managing Partner and Chief Creative Officer. "It seemed natural to join BPMA as a corporate sponsor to support the quality programs they have for product professionals in the area. We're honored to help them provide those programs."

OHO Interactive
Sep 01, 2011

Are You Making It Easy for Them?

Crucial to the success of any new cloud-based applications’ launch is effective marketing—but how do you know it’s effective? This is an especially hard question to answer when marketing budgets are small and focused on limited channels, and it’s especially true when leveraging emerging channels such as social media, which relies so much on personal connections among key users. Tracking the effectiveness of existing users in recruiting new users is important to identifying potential markets and potential partners. It’s also essential to verify the level of interest in an application by tracking the percentage of conversions that result from beta invitations issued to users’ friends. Combined with data on users from other systems, it can also pinpoint where that interest lies, whether in specific industries, user groups, or geographic segments.

Because tracking the success of efforts to increase user adoption is so important, we're offering an additional service as part of the toolbelt that a Drupal-based site offers: BetaConnect, an additional service that helps facilitate measurement and makes it easier to market SaaS products and web applications. The premise is simple: your best advocates for your product are your existing users, none more so than your earliest beta users. Allowing these users to invite their friends to a private beta is the best way to market your new web application for several reasons:

  • Your existing users can attest how good your product is
  • Their friends and colleagues are more likely to try your product if they recommend it—early adopters are often asked for technology advice by their peers
  • You can limit your beta testers to your experienced users’ peer networks, so any bugs in early versions don’t circulate among public users
  • A good application can spread virally among users connected on social media

But making sure this word-of-mouth marketing works can be difficult if you don’t have measurement built in from the beginning. This is where our new solution for Drupal marketing websites comes in. It allows every existing user of your application to automatically generate invitation codes to your beta test. They can then share these codes with specific friends on Facebook, or invite people via email or Twitter. You can easily track which new signup came from which of your existing users’ social networks, since each invitation is unique, and is traceable to the person who generated it. This makes it easy to verify whether your social media and word of mouth marketing campaigns are working.

How BetaConnect works: 

  1. Ann likes SaaS product, visits company website, and sends personalized, trackable invitations to colleagues.
  2. Three of these friends sign up for the beta, and several of them, in turn, invite their connections.
  3. Company marketing tracks signups and who originated the invitations. They can respond to Ann by thanking her, inviting her to additional betas for advanced features, or inviting her to customer panels. Getting key influencers engaged and winning enterprise sales is the goal. 

The system also makes it a lot easier to manage betas:

  • No more setting up a placeholder webpage where people have to preregister, then you have to email invitations to new signups—your users can instantly invite their friends. Your processing time—and the wait time that can make potential users lose interest—is gone.
  • You can still control the number of beta users by simply shutting off the system when you have enough users.
  • You also control the kinds of testers you have, since they are all in your core group of testers’ social networks. This reduces the likelihood of having inexperienced users struggling with early, buggy versions that aren’t ready for public viewing.

Making it simple for your users to not just recommend your software, but share it with their friends is a crucial part of marketing. Personal recommendations are one of the single most trusted sources of information on what new products to try. A 2009 Nielsen study found that 90% of consumers trusted product recommendations from people they knew, and 70% trusted user reviews from strangers, while only about half trusted most forms of advertising at all. This is as true for B2B as it is for B2C: just as getting a consumer app to go viral involves users recommending it to their friends, so, too does increasing adoption of a B2B app involve reaching influential industry users for their feedback. Turning your marketing website into a personal recommendation engine changes the game for your marketing efforts. BetaConnect gives SaaS companies and web application developers unprecedented options for using word-of-mouth and social media marketing efficiently and with the built-in ability to measure the results. 

For more information, email barry@oho.com

 

Christina Inge
Jun 20, 2011

Have you read it? The article about Dr. J. Craig Venter’s efforts to create a synthetic cell? Interesting stuff. While I’m no chemist, bioengineer, or engineer of any kind, I did find the article interesting.

 My understanding of the process, as described in the article, is that Dr. Venter essentially engineered an instruction set (my words) that manages a cell’s design engine, resulting in a cell whose goal and purpose is specific to the instruction set. The resulting cell interacts with the ‘larger’ ecosystem – hopefully – to their mutual benefit or at the very least, the design goal.

 
Great stuff.
 
Having a bit of a background in software, I view the exercise as a great example of Object Oriented Design, which is really a discipline applied to development such that one small piece of code is self-describing and understood within the system(s) that it operates it. By introducing the code into the system, the systems’ operation is enhanced or directed in a well understood way. When used to guide large-scale systems design, OO improves efficiency, reduces risk, simplifies maintenance, and reduces costs.
 
Cool.
 
Now, let’s take the discussion in a different direction. Let’s take these principals and talk about business – and how the internet, which I view as a core enabling infrastructure with known operational parameters - is enabling these same kinds of relationships in business. Relationships where business objects with known operational guidelines can be dropped into known systems (supply chains, distribution channels, partnerships, 'the marketplace') resulting in new, incremental business and in some cases, new business ventures. 
 
(Just so you know, its NOT one of those late Friday nights where a group of us have had one too many Mich Ultra’s and we’re engaged in philosophical conversations that – at the time – border on genius! Well, for a few hours anyway)
 
Moving on.
 
Let’s coin a phrase for applying Object Oriented Design to business. Perhaps something creative like, oh, Object Oriented Business? Now, let’s define OOB as a way to virtualize components of your business so that you can ‘release’ them on the Internet, developing new relationships, generating incremental revenue. SaaS? The Cloud? Even old-school VANs (Value-Added Networks). Yes. But, we can take it even further.
 
Let’s assume that we actually build interfaces to our companies that quickly enabled well defined relationships and transactions as well as a series of interfaces/models that allowed other companies to quickly determine our value – and ways to leverage that value to our mutual benefit.
 
The infrastructure is already there, but, there is no standard protocol in place to help “make it happen”, make it real.
 
The standard protocol, believe it or not, is your website. Yep. Its already there and its enabling relationships, driving revenue, and helping others determine what your company’s “value” is.
 
Is your value a transactional service that you’re happy to ‘sell’ a subscription to? Does it have a user interface? Is the user interface one that humans interact with, or, is it one that other services can take advantage of without anyone getting involved? Do you offer strategic services? How would you “enable” those? How would you “advertise” those?
 
Let’s first explore transactional models ---- in next week's post ----  :-)
 
 

 

Mark Sacco
Jun 04, 2010
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