projecteverest

Experiment adopted

[FEB 19][TIMOR] Partnership Channels

by
Chris Zancanaro
+2
Chris Zancanaro | 2 months ago | in FarmEd

This is the initial phase of an experiment to test which stakeholders are worth following up and focusing on. The first phase aims to tap into the early adopter. This early adopter being local businesses who oversee large numbers of farmers (ie. supermarket chains ), and/or NGO or Government programs with goals aligning with ours and reach to a significant number of farmers. In the second phase, the early majority is the target. The second phase will aim to capture a large section of the chosen stakeholders. In the third phase, the late majority will be targeted. This final phase aims to capture the rest of the farmers in contact with the stakeholders.

 

Lean Phase:

Channels

 

Assumption:

The assumption to be tested is that utilising partnerships will give the project larger reach and more opportunity to both role out and scale the Tetun version of the FarmEd application. This is as opposed to making individual sales to community members directly from the FarmEd team, which is both a time and labor intensive approach.

 

Time Box:

Ongoing

 

Success Metric:

To measure the success of the experiment 6 stakeholder meetings should be held. At each meeting, the number of farmers/ extension workers should be brought up to see how many possible sales can be made. The success metric will be determined by the number of sales made through the partner

 

Green Light- To reach a green light, access to 15 farmers or higher should be given. If successful, then sales should be solidified, and delivery of app given once released. Further meetings and partnerships should also be organised if given the green light.

 

Success point- Any more than 15 farmers should be considered successful, to begin with.

 

Orange Light- If given an orange light (6-15 farmers signed). Before creating more meetings assess what could be improved and how. Once discussed book further meetings and aim for a higher number of farmers signed. In these meeting discuss feedback to see what the block is.

 

Failure Point- 5 and lower

 

Red Light- If the experiment failed, detail why and assess if anything else could be done to sign more farms on. If not, then discontinue the experiment. Searching for new potential partners and exploring the possibility of a different sort of agreement with the existing partner options.

 

Experiment build:

 

Pre-departure:

·        Use Hubspot to understand the context behind stakeholder and what their values are. (this may require an initial meeting to gain insight)

·        Prepare meeting agenda along with your Gold, Silver, and Bronze ratings for the meeting. For example:

-        Gold: confirm that they will distribute the app to their farmers for us

-        Silver: we are able to go out with their extension workers and sell the app

-        Bronze: they will organize a meeting for us to attend but will do no more.

·        Have a notebook and pen ready along with relevant notes.

Encounter:

1. Visit stakeholder, ensuring you arrive on time if not at least five minutes early.

2. Once the meeting has started, explain who and what project Everest is along with why we are different from the rest.

3. Let the conversation flow naturally but steer toward the desired outcome.

4. Use leading questions such as:

-        Does your organisation deal with many farmers?

-        Are they mostly in the Dili area? (If not find out how many hours away they are)

-        Are most of your farmers able to read and write? (if yes see if they are more literate in Tetun or Indonesian)

-        Out your x number of farmers how many of them have access to a smartphone?

-        How many of those with smartphones access the internet?

-        Do you use extension workers to access them?

-        How often do your extension workers travel out? (express how the app can cut back on this as they will have an extension worker in their pocket)

-        Explain the details of the app, emphasise the value of knowledge and management tools the app provides.

-        Explain how the sensor complements the app. Also, express how the use of the sensors can help personalise the app to each farmer and region.

- detail the indirect value that the app could provide to not only their business but to their community (ie. through improved quality and quantity of crops, leading to increased profits and improved nutrition)

5. Ensure the stakeholder understands what you want, and you know what they want. E.g.

-        We would like to give you a package for 15 apps and sensors. $6 for six months or $10 for twelve months, along with the cost of the sensor

-        The sensors are $6 USD each. We understand that this is expensive, but this is the best we could find as opposed to the $20 if sourced locally.

-        Listen and bargain with them till a Gold, Silver or Bronze outcome is reached.

Note: the goal is to get farmers on the platform and not to maximise revenue. We should be willing to offer a discount on large bundles such as these. Selling 50 apps for 75c a month each is completely reasonable.

Post-meeting:

·    Write up meeting record

·    Update HubSpot and attach meeting minutes

·    Send an email of a draft agreement to the organisation

 

edited on 25th February 2019, 01:02 by Jemima Crawford

Rose Gooding 2 months ago

Status label added: Proposed Experiment

Reply 0

Fiona Aaron 2 months ago

Good job. Id like to see a rough script for how you plan to pitch Farmed and the app to the stakeholders as well as any objections you think they might provide and answers to them. Could you please post a doc here for me to have a look at?

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Chris Zancanaro 2 months ago

Hi Fiona, I've attached the sales script that we have written up for all of our customer interactions to the main post. It isn't currently tailored to partnership specific meetings but it provides a good skeleton to follow for future teams. There's a lot of information in there and it can be used to gain pretty robust understanding of how to present FarmEd.

My thought, in terms of partnership meetings, is that this script can provide an idea of how a conversation could go. Depending on the specific organisation we would need to push different aspects of the platform. Each partner needs to be looked at individually and this script can only be loose guide.

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Rose Gooding 2 months ago

Status label added: Experiment adopted

Status label removed: Proposed Experiment

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Jemima Crawford 1 month ago

***UPDATE***
The February FarmEd team anticipates that this experiment will be ongoing into July. Attached below is a document outlining the current status of all pending, prospective and unsuccesful attempts at partnerships with NGO's and small-holder businesses throughout the Dili region. This document includes an overview of FarmEd's contact with said organisations/businesses to date, as well as action on for the July team.

Thus far, there has been a range of sucCesses and insights gained from these meetings. It is recommended that the July team both builds on the established partnership foundations set by previous months, as well as continues to reach out to uncontacted organisations and programs throughout Dili. Throughout the month, this approach has achieved promising results regarding using partnerships as a channel to scale the FarmEd application. Working alongside established programs will enable both deeper insights into the agriculture sector of Timor-Leste along with a wide reach to FarmEds customer segment throughout the country.

https://docs.google.com/document/d/1bK9FwNHag...Qh9eOuR5VQ/edit

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