Project Everest

Experiment Results

[EXPERIMENT RESULTS]: Customer Segment B - Offer Test – Hidden Hunger Malawi July 2019

Experiment Design Post:

https://projecteverest.crowdicity.com/post/1022670

 

Lean Phase: Customer Segment

 

Assumption: Potential stakeholders are willing to meet with PEV. They will understand the barriers towards solving malnutrition and can provide data and advice on how to tackle this problem. These stakeholders will be interested in the USTAWI application and will express an interest in a partnership.

 

Time Box: July Weeks 1-4

 

Success Metric:

1) Number of groups which can provide access and data and/or advice on the direction of the project.

2) Number of groups interested in the app and a B2B solution.

3) Number of stakeholders provide information on malnutrition and link to other stakeholders.

 

Criteria:

Green Light: Use data and advice to inform project direction. Proceed to currency testing if organisations are interested in the app.

Success Point: 5 organisations provide data/advice. 2 organisations are interested in the app.

Orange Light: Between 0 and 5 stakeholders are interested in the project. Re-evaluate and reaffirm sympathies between Hidden Hunger and stakeholders and possibly seek out different organisations.

Failure Point: 0 organisations provide data/advice and therefore 0 organisations are interested in the app.

Red Light: Revisit February Stakeholder for more organisations.

 

 

Results: 

 

Green Light has been achieved. 





Success:

After meeting with 9 stakeholders (NGOs/Businesses) we have found that:

 

  1. 9/9 stakeholders provided access and data/or advice on the direction of the project

  2. 9/9 stakeholders were interested in the app and expressed interest in a B2B solution

  3. 9/9 stakeholders provided information on malnutrition and/or links to other stakeholders 

 

Standard Meeting/Pitch Procedure:

Throughout the month of July, the Hidden Hunger team followed a standard meeting plan to ensure that the offer test results were consistent and therefore valid and reliable. Below is the plan we followed heading into each stakeholder meeting: 

 

  1. Introduce PEV

    1. Social business

  2. Pitch HH:

Presentation Slides: https://drive.google.com/open?id=1yloLruW6IZCzce7s89GN3INVe_h3SGJctx6JKJw0w8w 

Pitch Script:  https://drive.google.com/open?id=1fe7mou8ED9A5HxGcxDIL39jzclkRACUQWMA8LGwwM4U)

    1. You will end on ‘here’s what our plans for July are and finish with channels’

    2. Then as conclusion (OT): “But in particular, we’re looking to work with NGOs and businesses who want to improve their data collection through our app, who want to improve their practices and programs with our app, who want to track the success of their programs like GOAL Malawi but most importantly, who want to ensure that future generations are happy and healthy.

    3. Offer test: Wait. Don’t say anything. Let them speak. It is important to note down what they say so that we can determine interest, particularly if they ask questions.

  1. Discussion time

    1. If they have a question, answer as best you can. If you don’t know the answer, say you need to confirm and can follow up later with confirmation.

    2. If they don’t say anything, prompt with: Do you have any questions?

  2. Problem synthesis: Let them speak and write down what they say.

    1. Ask: We want to understand your operations.

    2. Ask: What are your aims?

    3. Ask: What problems do you encounter in your operations? (get emotions)

    4. Ask: What do you think of our solution? What can we improve on?

    5. Ask: Are there ways you see our app being beneficial to your operations?

  3. Rapport building to finish

  4. Sign-off






Stakeholders:

 

GOAL Malawi: 

  • Fulfilled success no. 1-3

  • Followed standard pitch procedure (incl. Currency test)

  • Link to meeting minutes: https://docs.google.com/document/d/1mxzqzDsJ_09Ua_fR9v-DsAWR7Lrfkt4egXgMcyYRgAY/edit 

  • Summary: The Hidden Hunger January team were able to establish a partnership with GOAL Malawi. The team introduced PEV and HH and GOAL Malawi responded to the app with high interest.. The team were able to run through the application and showcase a template of the current nutrition report and received feedback. GOAL Malawi expressed the need for Hidden Hunger to get in contact with the Department of Nutrition During this meeting, GOAL Malawi were also happy to maintain their relationship with Hidden Hunger and open up the opportunity to create a data sharing platform. 

The July Customer Segment B Team met with GOAL again and ran through the HH pitch and Offer Test, to which they responded to with renewed interest. They again raised the concern for the need for HH to get Government approval and recognition for the app on a national level to make it easier for GOAL to endorse and adopt the app into their programs. GOAL expressed the need to test the app in rural areas and create a briefing paper for NGOs. GOAL would be happy to meet with HH again and wanted to be continually updated on the development of the app.

 

Rab Processors Ltd:

  • Fulfilled success no. 1-3

  • Followed standard pitch procedure (incl. Offer Test)

  • Link to meeting minutes: https://docs.google.com/document/d/1uvwZGYxgia5vVOrFpc9E6ZgDErrkGLno37UJnWfkcgY/edit#heading=h.2wtbxv1qj5k9  

  • Summary: The Hidden Hunger February team had a meeting with the Deputy Chairman of RAB Processors Ltd. During this meeting Rab Processors were introduced to Project Everest and, more specifically, the Hidden Hunger project. Rab Processors expressed keen interest in the project coming from a business point of view as they have previously found issues with charity and NGO structures. They expressed a lot of enthusiasm about the app and proposed several ways in which the two partners can collaborate. Rab also encouraged the team to establish contact with the Department of Nutrition as they will be able to help the application launch when ready. The February team also received valuable feedback about the app and how it can possibly be moulded to the Malawian context. Rab Processors expressed interest in creating a partnership to collect and share data and were able to provide information on the nutrition space within Malawi. 

The July Customer Segment B team made contact with RAB Processors Ltd and was told that they wish to be contacted when any significant progress is made with the app.

 

Project Peanut Butter:

  • Fulfilled success no. 1-3

  • Followed standard pitch procedure (incl. Offer test)

  • Link to meeting minutes: https://docs.google.com/document/d/1HaKF_qQkDElcnBIiqS0RIw-nBZQH5Y2zfaVZeErEHK0/edit?usp=drivesdk 

  • Summary: The Customer Segment B team met with a researcher at Project Peanut Butter as a result of a doorknock and pitched HH. The reception to the app was very positive however the issue of the survey not being Malawian specific was a concern raised in our pitch feedback. The duties of PPB clinicians was discussed in depth, as was the general issue of stunted growth and its effects in rural communities. An important recommendation that was made was that this app, if tailored to suit their needs, could be used by HSA’s, nutritionists and clinicians operating in rural areas so as to help with data collection and tracking the success of PPB’s programs. Given the close proximity of Namiwawa HQ and PPB, the relationship set up in the month of July needs to be continued as there is a wealth of knowledge, help and experience that will be very beneficial in future months of HH’s operation. 

 

NAYO:

  • Fulfilled success no. 1-3

  • Followed standard pitch procedure (incl. Offer test)

  • Link to meeting minutes: https://docs.google.com/document/d/1R75-OG2_Px53fw24-bYPIXsG9-cE69DflVdj20_vHr8/edit?usp=drivesdk 

  • Summary: The Hidden Hunger Team met with Watson from NAYO in Nancholi and went through the HH pitch with him. He was impressed with the app and was excited to see how it would be implemented in the community, however he raised the issue that many people are not aware of how to correctly prepare nutritious food and this is something that should be incorporated into the app. He saw it as a great educational tool but expressed his concern that the research and development process of the application was taking too long and wanted to see it being used in the community as soon as possible. PEV must continually update NAYO on the constant progress of the app, even between months in country. 

 

Catholic Relief Services (CRS):

  • Fulfilled success no. 1-3

  • Followed standard pitch procedure (incl. Offer test)

  • Link to meeting minutes: https://docs.google.com/document/d/1W_XSEVyT9lDiwxgBE_Gyy7TrK-q24K72PbLcswH_Kn8/edit

  • Summary: The Customer Segment B Team met with the CRS Health Department Manager for Blantyre and went through the HH pitch. CRS was impressed with the app and said they had not seen anything like it in the nutrition space in Malawi, but compared its usability to a Fitbit. CRS was excited about the apps potential however due to a lack of recent funding they believe that they would not be able to incorporate the app into their projects and programs but recognised that if funding was not a barrier they would see great value in the app. CRS went in depth about their programs and processes, particularly the development process of an NGO program and noted that it would be a good idea for HH to get in contact with an NGO during the development phase of a program to build the project around the app, instead of tailoring the app to existing programs. CRS also brought up that they currently use an app for their agricultural program, MIRROR that has proven to be very successful as it is the only program that has maintained its funding from USAID. The CRS representative also gave us contacts for the CRS Department for Development and the CRS Country Director.

 

Care International:

  • Fulfilled success no. 1-3

  • Followed standard pitch procedure (incl. Offer test)

  • Link to meeting minutes: https://docs.google.com/document/d/1TQMFyigZ54yOZSJk926t6wdLmIaNTRwJcwIcxEX3zCo/edit

  • Summary: The Hidden Hunger team met with a representative from CARE International and introduced him to PEV and gave him the pitch on HH. The representative was pleasantly surprised by the app and expressed his interest by asking many follow up questions about the project. The main concern CARE had was  the lack of region-specific foods contained within the app and encouraged the use of the 6 Malawian food groups in the app. CARE went in depth about their operations and was open to ways in which the app could fit into their current programs. Accessibility was an issue discussed in depth, as the penetration of smartphones in Malawi is obviously limited, this proved the importance of looking to licence the app to NGOs and businesses. Another topic discussed was the potential benefit the app would have for HSA’s in their line of work and this is something that should be looked into further in the month of December. CARE wanted us to maintain in contact and send information about our progress with the app, and to meet again in December.  

 

FHI360:

  • Fulfilled success no. 1-3

  • Followed standard pitch procedure (incl. Offer test)

  • Link to meeting minutes: https://docs.google.com/document/d/1tE97haLCG9nUT8yakF3mw8giDhtn9tgUMn17NGnB_s4/edit

  • Summary: The Customer Segment B team conducted a phone meeting with FHI360 and went over the HH pitch. The response we received was positive, particularly in regards to the key findings and figures HH has obtained from our research in previous months. The point of this meeting was to obtain first contact with someone within the company and to find out more about how FHI360 is combating the issue of stunted growth and malnutrition within Malawi specifically. The main finding to come out of this meeting was the importance of community mobilisation, which is something that was passed on to the Channels Testing team. It would be extremely beneficial to meet with an employee based in Blantyre to further strengthen this stakeholder relationship.

 

Mary’s Meals:

  • Fulfilled success no. 1-3

  • Followed standard pitch procedure (incl. Offer test)

  • Link to meeting minutes: https://docs.google.com/document/d/1M0O_D0vSy_O4wrSFUSVdk6TUa-OxtdQghNo5cvCaDVw/edit

  • Summary: Customer Segment B team met with Mary’s Meals for the first time via doorknocking, although a brief meeting with the Program Director, the HH pitch was made and the overall response was positive. The Director recognised the feasibility of our app and how it could be incorporated into future programs as the company is looking for  ways to digitise data collection and information. Due to the rushed nature of the meeting, Mary’s Meals wants a briefing document to be sent to them and more meetings set up to for them to further explore the application. 

 

World Vision:

  • Fulfilled success no. 1-3

  • Followed standard pitch procedure (incl. Offer test)

  • Link to meeting minutes: https://docs.google.com/document/d/1rtKRmAcKpvbBKuhP1nMkEMvZh2Hc4mK4bzQsXHFzJ9M/edit

  • Summary: Customer Segment B team meet with World Vision for the first time, introduced PEV and HH in which the response was overwhelmingly positive. World Vision’s main concern was that HH had not conducted enough research in rural Malawi and expressed the app required a demonstrative feature to teach mothers how to properly prepare the food items recommended by the app. World Vision passed on the contact information of the Zonal Coordinator, whom they believe would be beneficial to the further development of the app, specifically how to make the app more region specific.



Validated Learning: 

 

The results from the experiment proved the hypothesis correct, as the stakeholders were willing to meet with PEV, understood the barriers towards solving malnutrition and provided the Customer Segment B team with data and advice on how to tackle the problem of malnutrition. All the stakeholders (100%) we met with were interested in the USTAWI application and expressed an interest in a future partnership. 9/9 (100%) stakeholders all gave the green light in terms of displaying interest in the app and therefore the experiment results were clear and concise. These results warrants further action, as HH should move from the offer testing phase of the B2B Customer Segment into the currency testing phase of the Lean canvas model.  

 

**N.B. Customer Segment B team cannot stress enough the importance of regularly keeping stakeholders updated with all developments made, including an updated briefing document that informs the stakeholders of ALL progress made up to the point of contacting them. An ongoing frustration was felt by stakeholders who we had met with previously, due to a lack of resources about PEV and our app left with them following the meeting.

 

Next Move: 

 

The experiment achieved the Green Light due to 5+ organisations providing data or advice and 2+ organisations displaying interest in the app, with 100% (9/9) of stakeholders responding positively to the USTAWI application and the Hidden Hunger project.

Due to the overwhelming success with NGOs and Businesses in the Offer Test Phase, Hidden Hunger should continue pursuing this Customer Segment as the main channel of business moving forward. The next step should be to meet with the stakeholders for a second time and undergo a Currency Test with the NGOs and Businesses whom we have developed a relationship and have previously expressed interest in the project.

 

edited on 24th July 2019, 18:07 by Cody Webb

Grace Blackford 4 months ago

Status label added: Experiment Results

Reply 0

James Hansen 4 months ago

This is so good to see! Will any testing of the app run during time between July and December?

Reply 0