SkyMirror Implementation: Week 7-8

Customer Discovery Interviews & Assumption Validation

Overview

This document provides the detailed implementation plan for executing customer discovery interviews and validating key business assumptions during Weeks 7-8.

Week 7: Customer Discovery Interviews

Day 1: Interview Planning

Interview Targets

Segment	Target #	Focus	Products
CheckMet Customers	5	Satisfaction, expansion	CheckMet
CheckMet Prospects	5	Pain points, objections	CheckMet
Traquiva Users	5	Learning experience	Traquiva
Software Clients	3	Delivery, satisfaction	Software
Academy Students	2	Program feedback	Academy
Total	20

Interview Scheduling

Week	Day	Time	Interviewee	Type	Interviewer
7	Mon	10:00	[Customer 1]	CheckMet Customer	CEO
7	Mon	14:00	[Prospect 1]	CheckMet Prospect	Sales
7	Tue	10:00	[Customer 2]	CheckMet Customer	CEO
7	Tue	14:00	[User 1]	Traquiva User	Product
7	Wed	10:00	[Prospect 2]	CheckMet Prospect	Sales
7	Wed	14:00	[Client 1]	Software Client	Delivery
7	Thu	10:00	[Customer 3]	CheckMet Customer	CEO
7	Thu	14:00	[User 2]	Traquiva User	Product
7	Fri	10:00	[Prospect 3]	CheckMet Prospect	Sales
7	Fri	14:00	[Student 1]	Academy Student	Academy

Day 2-5: Conduct Interviews

CheckMet Customer Interview Script

## CheckMet Customer Interview

### Introduction (5 min)
"Thank you for taking the time. I'm [Name] from SkyMirror. We're always looking 
to improve CheckMet and I'd love to hear about your experience."

### Current Usage (10 min)
1. How long have you been using CheckMet?
2. How many employees are using it?
3. Walk me through a typical day with CheckMet.
4. Which features do you use most?

### Value & Impact (15 min)
5. What problem was CheckMet solving for you?
6. How has CheckMet changed your attendance management?
7. Can you quantify the impact? (time saved, errors reduced, etc.)
8. What would happen if you had to stop using CheckMet tomorrow?

### Satisfaction (10 min)
9. On a scale of 0-10, how likely are you to recommend CheckMet?
10. What do you like most about CheckMet?
11. What frustrates you about CheckMet?
12. What's one thing you wish CheckMet could do?

### Expansion (10 min)
13. Are there other departments that could benefit from CheckMet?
14. What would make you expand your usage?
15. Are there other SkyMirror products you'd be interested in? (Traquiva, Software)

### Wrap-up (5 min)
16. Is there anything else you'd like to share?
17. Would you be willing to be a reference or case study?
18. Who else should I talk to?

CheckMet Prospect Interview Script

## CheckMet Prospect Interview

### Introduction (5 min)
"Thank you for speaking with me. I'm researching how companies manage 
attendance and workforce tracking. I'm not here to sell - just to understand."

### Current State (10 min)
1. How do you currently track employee attendance?
2. What tools or systems do you use?
3. How many people are involved in this process?
4. How much time does your team spend on attendance each week?

### Pain Points (15 min)
5. What are the biggest challenges with your current approach?
6. Can you give me a specific example of when this caused a problem?
7. How often do these issues occur?
8. What's the impact when things go wrong? (time, money, stress)
9. On a scale of 1-10, how painful is this problem?

### Solutions Explored (10 min)
10. What have you tried to solve these problems?
11. Why didn't those solutions work?
12. What would an ideal solution look like?
13. Have you looked at any specific vendors?

### Decision Process (10 min)
14. Who would be involved in a decision to change systems?
15. What's your budget for attendance management?
16. What's your timeline for making a change?
17. What would need to happen for this to become a priority?

### Wrap-up (5 min)
18. Is there anything else about attendance management I should know?
19. Would you be open to seeing a demo of CheckMet?
20. Who else should I talk to?

Traquiva User Interview Script

## Traquiva User Interview

### Introduction (5 min)
"Thank you for speaking with me. I'm [Name] from SkyMirror. We're always 
looking to improve Traquiva and I'd love to hear about your learning experience."

### Background (5 min)
1. What motivated you to start learning to code?
2. What's your background before Traquiva?
3. How did you discover Traquiva?

### Learning Experience (15 min)
4. Walk me through a typical learning session on Traquiva.
5. Which courses or modules have you completed?
6. What do you like most about learning on Traquiva?
7. What's been the most challenging part?
8. How does Traquiva compare to other learning platforms you've tried?

### AI Features (10 min)
9. How helpful is the AI-powered learning assistant?
10. Does the personalized learning path work for you?
11. What AI features would you like to see added?

### Outcomes (10 min)
12. What skills have you gained from Traquiva?
13. Have you applied these skills in a job or project?
14. On a scale of 0-10, how likely are you to recommend Traquiva?
15. What would make you rate it higher?

### Wrap-up (5 min)
16. What's one thing you wish Traquiva could do?
17. Would you be willing to share your success story?
18. Who else should I talk to?

Week 8: Assumption Validation

Day 1-2: Analyze Interview Findings

Interview Analysis Template

## Interview Analysis - [Interviewee Name]

### Interview Details
- **Date:** [Date]
- **Company:** [Company]
- **Role:** [Title]
- **Product:** [CheckMet/Traquiva/Software/Academy]
- **Interviewer:** [Name]

### Key Findings

#### Problems Confirmed
| Problem | Severity (1-10) | Frequency | Quote |
|---------|-----------------|-----------|-------|
| [Problem 1] | /10 | | "" |
| [Problem 2] | /10 | | "" |

#### Value Delivered
| Value | Impact | Quote |
|-------|--------|-------|
| [Value 1] | [Quantified] | "" |
| [Value 2] | [Quantified] | "" |

#### Feature Requests
| Feature | Priority | Reason |
|---------|----------|--------|
| [Feature 1] | High/Med/Low | |
| [Feature 2] | High/Med/Low | |

#### Competitive Insights
| Competitor | Strength | Weakness |
|------------|----------|----------|
| [Competitor] | | |

#### Expansion Opportunity
| Opportunity | Potential Value | Next Step |
|-------------|-----------------|-----------|
| [Opportunity] | €[X] | |

### NPS Score: [0-10]
### Reference Potential: Yes/No
### Case Study Potential: Yes/No

Consolidated Findings Dashboard

Finding	# Mentions	Severity	Action
[Finding 1]	X/20	High	[Action]
[Finding 2]	X/20	Medium	[Action]
[Finding 3]	X/20	Low	[Action]

Day 3-4: Assumption Testing

Key Assumptions to Validate

#	Assumption	Test Method	Status
1	Enterprises lose €200K+/year on attendance	Customer interviews	⬜
2	HR Directors are primary decision makers	Sales process analysis	⬜
3	99.9% accuracy is meaningful differentiator	Competitive testing	⬜
4	Customers will pay €1-2/user/month	Pricing interviews	⬜
5	Implementation can be done in 2-4 weeks	Pilot tracking	⬜
6	HRIS integration is must-have	Feature prioritization	⬜
7	AI learning is 30% faster than traditional	Traquiva data	⬜
8	Learners prefer AI-powered assistance	User feedback	⬜

Pricing Validation

Van Westendorp Analysis Results:

Price Point	Too Cheap	Cheap	Expensive	Too Expensive
€5/user	X%	X%	X%	X%
€8/user	X%	X%	X%	X%
€10/user	X%	X%	X%	X%
€12/user	X%	X%	X%	X%
€15/user	X%	X%	X%	X%

Optimal Price Point: €[X]/user Acceptable Range: €[X] - €[X]/user

Feature Prioritization (RICE Scoring)

Feature	Reach	Impact	Confidence	Effort
[Feature 1]	/10	/10	/10	/10
[Feature 2]	/10	/10	/10	/10
[Feature 3]	/10	/10	/10	/10

Day 5: Validation Report

Customer Discovery Summary Report

## Customer Discovery Summary - Q1 2025

### Executive Summary
[2-3 paragraph summary of key findings]

### Interviews Completed
| Segment | Target | Completed | Key Insight |
|---------|--------|-----------|-------------|
| CheckMet Customers | 5 | X | |
| CheckMet Prospects | 5 | X | |
| Traquiva Users | 5 | X | |
| Software Clients | 3 | X | |
| Academy Students | 2 | X | |

### Problem Validation

#### CheckMet
| Problem | Confirmed | Severity | Frequency |
|---------|-----------|----------|-----------|
| Manual tracking errors | ✅/❌ | /10 | |
| Time fraud | ✅/❌ | /10 | |
| Compliance issues | ✅/❌ | /10 | |
| Integration challenges | ✅/❌ | /10 | |

#### Traquiva
| Problem | Confirmed | Severity | Frequency |
|---------|-----------|----------|-----------|
| Traditional learning too slow | ✅/❌ | /10 | |
| Lack of personalization | ✅/❌ | /10 | |
| No practical application | ✅/❌ | /10 | |

### Value Proposition Validation

| Product | Value Prop | Validated | Evidence |
|---------|------------|-----------|----------|
| CheckMet | 99.9% accuracy | ✅/❌ | |
| CheckMet | 95% time savings | ✅/❌ | |
| Traquiva | 30% faster learning | ✅/❌ | |
| Traquiva | AI-powered personalization | ✅/❌ | |

### Pricing Validation

| Product | Proposed Price | Validated | Optimal Price |
|---------|----------------|-----------|---------------|
| CheckMet | €1-2/user | ✅/❌ | €[X]/user |
| Traquiva | €15-50/learner | ✅/❌ | €[X]/learner |

### Competitive Insights

| Competitor | Mentioned By | Strengths | Weaknesses |
|------------|--------------|-----------|------------|
| [Competitor 1] | X interviews | | |
| [Competitor 2] | X interviews | | |

### Feature Requests (Prioritized)

| Rank | Feature | Mentions | Impact | Effort | Decision |
|------|---------|----------|--------|--------|----------|
| 1 | [Feature] | X | High | Low | Build Q1 |
| 2 | [Feature] | X | High | Med | Build Q2 |
| 3 | [Feature] | X | Med | Low | Build Q2 |

### NPS Results

| Product | NPS Score | Promoters | Passives | Detractors |
|---------|-----------|-----------|----------|------------|
| CheckMet | | X% | X% | X% |
| Traquiva | | X% | X% | X% |

### Recommendations

1. **Product:** [Recommendation]
2. **Pricing:** [Recommendation]
3. **Messaging:** [Recommendation]
4. **Sales:** [Recommendation]
5. **Roadmap:** [Recommendation]

### Next Steps

1. [Action 1] - Owner - Due Date
2. [Action 2] - Owner - Due Date
3. [Action 3] - Owner - Due Date

Deliverables Checklist

Week 7 Deliverables

20 customer discovery interviews scheduled
Interview scripts prepared
All interviews conducted
Interview notes documented
Initial findings summarized

Week 8 Deliverables

All interview analyses completed
Assumptions validated/invalidated
Pricing validation completed
Feature prioritization completed
Customer Discovery Summary Report
Recommendations documented
Action items assigned

Success Metrics

Metric	Target	Actual
Interviews completed	20
Problem confirmation rate	80%+
Value prop validation	70%+
Pricing validated	Yes
NPS (average)	40+
Case study candidates	3+
Reference customers	5+

Post-Implementation

After completing the 8-week implementation:

Ongoing Cadence

Weekly: OKR check-ins, dashboard reviews
Monthly: Customer interviews (5+), assumption reviews
Quarterly: Full OKR review, strategy update

Documentation Updates

Update all playbooks based on learnings
Refine ICPs based on customer discovery
Adjust pricing based on validation
Update roadmap based on feature prioritization

Document Version: 1.0 Created: December 2024 Owner: CEO / Product Status: Implementation Ready

Customer Discovery Interviews & Assumption Validation​

Overview​

Week 7: Customer Discovery Interviews​

Day 1: Interview Planning​

Interview Targets​

Interview Scheduling​

Day 2-5: Conduct Interviews​

CheckMet Customer Interview Script​

CheckMet Prospect Interview Script​

Traquiva User Interview Script​

Week 8: Assumption Validation​

Day 1-2: Analyze Interview Findings​

Interview Analysis Template​

Consolidated Findings Dashboard​

Day 3-4: Assumption Testing​

Key Assumptions to Validate​

Pricing Validation​

Feature Prioritization (RICE Scoring)​

Day 5: Validation Report​

Customer Discovery Summary Report​

Deliverables Checklist​

Week 7 Deliverables​

Week 8 Deliverables​

Success Metrics​

Post-Implementation​

Ongoing Cadence​

Documentation Updates​