rushikesh.kure@gmail.

com
 T h e r e h a s b e e n a s te e p inc r e as e i n th e n um be r of f ir m s of f e r in g p r od u c t
m a n a g e m e n t r o l es i n t h e r e c e n t p a s t . T h is i s n o t on ly ma n e uv e r e d by an i n c r e a se
i n t h e n u m b e r o f f ir m s vis it in g t he g r a d u a t e s t u d e n t s , bu t a l s o b y e x p an s i o n i n
t h e i r s c o p e t o a ss oc ia t e p r od u c t m a n a g er r o le s fo r u n d e r g ra d s. In s pi t e o f t h i s ,
t h e r e e x i s t s a g a p in t er ms of a c om p r e h e n s i v e p re p a r a ti o n m a t er i a l s u i t e d f or t h e
I n d i a n a u d i e n c e . F i ll in g t h is ga p w a s a n u ph i l l t a s k , w hi c h co ul d n ’t h a v e b e en
p o s s i b l e w i t h o u t t h e st a ke h o l de rs w h o w e r e a p a rt o f t h e jo u rn e y a t d i f fe re nt
points in time..

F i r s t a n d f o r e m o st , w e w o u l d l ik e t o t h an k th e t e a m o f co ll a b or a t o rs w h o w e n t
t h r o u g h t h e r i go ro u s p r oc e s s o f i d e a t i n g , c o l la ti n g , a n d i t e ra ti n g t he c o nt e n t . W e
w o u l d a l s o l i k e t o ex t en d o u r g r a t i t u d e t o t h e v a ri o us m em b e rs o f th e cl u b ,
s t u d e n t a n d a l um ni c o m m un it y w h o p r ov i d e d t h e i r v a l u a b le i n p u t s t o th e t e x t.
T h a n k s a r e a l s o d ue t o t he c re a t i ve s a n d e d i t o ri a l t e a m f o r br i n gi n g t he c o n t en t
t o i t s p r e s e n t s ha p e .

W e a r e g r a t e f u l to P r of . S a m ra t G u p t a f o r ta k i n g o ut t h e t i m e t o r e v i e w t h e t e xt
a n d o f f e r i n g i n va l ua b l e s u g ges t io n s . W e w o ul d a l s o l i ke t o th a n k ou r w a rd e n P ro f.
N a m a n D e s a i a n d m e m b e rs o f t h e 5 6 th St u d e n ts ’ A f fa i r s C o u n c il ( S A C ) f or t h ei r
support.

F i n a l l y , t h a n k s in a n tic ip a tio n t o th e r e ad er fo r b e c om i n g a p a rt o f t hi s e ffo rt , a nd

e n c o u r a g i n g t h e t ea m t o s tr iv e f o r i m p ro v e m e n t .

Jayant Jain
Coordinator
ProdMan Club
IIM Ahmedabad

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 What is Product Management
What different companies expect from
a Product Manager

Agile Methodology
User Experience Design for Digital
Products
Machine Learning & Artificial
Intelligence
Augmented Reality & Virtual Reality
Big Data
Internet of Things
Cloud Computing
Blockchain
Economics of Platforms

eCommerce
FinTech
Health Tech

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 Ride Hailing Tech
Travel Tech
EdTech
Food Tech

Guesstimates
Guesstimates 1
Guesstimates 2
Guesstimates 3
Guesstimates 4
New Product Design
New Product Design 1
New Product Design 2
New Product Design 3
New Product Design 4
Metrics
Metrics 1
Metrics 2
Metrics 3
Metrics 4

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 Go To Market Strategy
Go To Market Strategy 1
Go To Market Strategy 2
Go To Market Strategy 3
Go To Market Strategy 4
Pricing
Pricing 1
Pricing 2
Pricing 3
Pricing 4

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 Section 1

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 Mayank Chauhan, Yuvraj Singh Bawa

Product Management: It Has

Always Been There

I t i s r a r e t o sp ot te c h c o m pa n ie s
today without a pr od uc t m an ag e r.
T h o u g h i n t h e c on te mp or ary bu s in es s
e c o s y s t e m , t h e de f in i ti on of pro du ct
management is by t he rol e of a
Figure 1.1 What, exactly, is a Product
product m a n ag er in the so ftw a r e
Manager ?
f i e l d . H o w e v e r, i f w e l oo k a t i t i n
hindsight, t r ad i ti on ally , e ve r y It is like when someone asks, “Where
b u s i n e s s h a s b ee n c re ati n g pr o d u ct s is the Statue of Liberty?” and gets a
s i n c e t h e i n c e p t ion of i t, lo ng b e f o r e reply, “It’s between Manhattan,
t h e a d v e n t o f t ech no lo gy, c o mp u t e rs , Jersey City, and Governor’s Island.”
a n d s o f t w a r e . T h e h ist or y of bu si ne s s This kind of information is orienting
i s f u l l o f e x a mp le s of p e o ple w h o but incomplete. So, what does a
h a v e c o n c e p t u a li z ed i d ea s t o s o lv e a product manager actually do? Do not
p r o b l e m . T h e y h a ve bu ilt t he se i de as , worry, no one knows!
t e s t e d t h e m , a nd d e liv ere d t he m t o
c u s t o m e r s f o r b ri ngi ng a s ig ni f ic a nt There are numerous definitions of
c h a n g e i n t h e i r liv es . A lo t o f ti m e s , Product Management around the
they have f a i le d to o. Bu t they world, and the internet is full of
r e i t e r a t e d , t h ey pi vo ted , k eep in g a them. The most popular one is
single goal in mind cre at i ng perhaps that " A product manager is
the CEO of a product." This makes
s o m e t h i n g t o s o lve a pr ob lem a n d t o
sense in a way because a product
m a k e s u r e t h a t the so lu tio n is b ui l t
manager indeed possesses almost the
a n d s h i p p e d i n t h e ri ght w ay . A n d
entire responsibility of the product.
this is p r e c i s ely w ha t a pr o d uc t
But it may not entirely be true in a
m a n a g e r d o e s i n org an iz atio n s to d a y .
lot of cases.

So, what is P rod u ct M a na ge m e nt ?

T h e m o s t c o m m o n e xp lan at ion s l o o k
like this one:

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 However, w h at ev ery pr o d uc t Going back to Steve Jobs's quote, he
m a n a g e r d o e s in co mm o n is to "g ui d e indeed went ahead and showed the
a t e a m i n d i s co v e r in g, de vel op i n g , world what they wanted. So does it
a n d s h i p p i n g t he r ig ht pro du ct t o mean that you are better off by not
users and b r id ge th e g aps among listening to your customers?
different s t ak eh old er s of t ha t
product." Absolutely not! You should listen to
your customers to understand the

In contrast to w h at th e na m e problem, but not when you are

building the solution. Your job is
suggests, a p ro d u c t ma na ge r may
essentially to manage the solution,
a c t u a l l y n o t a m a na g e r o f a ny b o d y . A
your way. The quality of the solution,
P M i s a c o m m un i c a tor th at p u ts a l l
regardless of its acceptability, is
the pieces to ge the r by g et t in g
what differentiates great product
f e e d b a c k f r o m all th e s tak eh o ld e rs
managers from average product
i n v o l v e d . T h e P M is als o a p r io ri ti ze r ,
managers.
a r e s e a r c h e r , a pre s e nte r a nd t h e
most r e s p o n s i b le for the u lt im a t e
Solutions Prioritization and
s u c c e s s o f a p r od u c t .
Decisions
Coming up with multiple
The “Job” of a Product Manager ideas/solutions is just the starting
step. Prioritizing them comes next.
The words " job " an d " pr o d uc t " While prioritizing work, PM needs to
i m m e d i a t e l y m ak e u s th i n k o f S t ev e not only look into internal factors
Jobs, one of th e m o st s i gn i f i ca nt but also look into external factors.
p r o d u c t v i s i o n a ri es of a ll t im e. I n t h e Prioritization of work will enable the
s u b s e q u e n t s e c ti on s, w e w il l tr y t o team to work on the most critical
d r a w s o m e l e a r ni ng s f rom h is wo rks . features first, and these
O n c e h e s a i d , " A lo t o f t im es , p e o p l e features/work will be delivered to
d o n ' t k n o w w h at th e y w an t u nti l yo u the customer as soon as possible.
s h o w i t t o t h e m . " Th i s q uo te bec a m e
l e g e n d a r y a s o n e o f t he m os t po pul a r Here customers' needs play an
o p i n i o n s o f a h ig hl y o p in ion at ed ma n. essential role.
L e t u s l o o k a t a fe w . Based on the objective of the
deliverable, a Product Manager can
use the below metrics to prioritize
T o l i s t e n o r n o t t o li st e n
the work. Based on the impact and
T h e f i r s t , f o r e m os t, a nd p erh ap s t h e
feasibility of the work, PM can decide
most essential tra it of a P r o d uc t
which one to pick from the list. There
Manager is to li st en to yo ur
are other metrics as well, such as
customers. To so lve a c us to m e r
based on revenue generation, the
p r o b l e m , y o u n ee d t o u nd ers tan d t h e
effort required, etc. to prioritize
c u s t o m e r ' s n e e ds , b oth s t ate d a n d
work and make informed decisions.
u n s t a t e d . I t m igh t s o un d c lic hé an d
v e r y o b v i o u s , b ut th a t' s i n de ed t he
h a r d e s t t h i n g t o d o, f ol low in g t he
u n s t a t e d n e e d s. T o u n de rst and t h e
c u s t o m e r s ' u n s ta ted ne ed s, yo u n e e d
t o " r e a l l y l i s t e n ." W he n y ou d o n ot d o
t h a t , y o u e n d u p b ui l d in g s olu ti o ns t o
p r o b l e m s , w h i c h n o on e w an ts .

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 have alignment with your company's
vision. PM defines the vision and
craft a strategy to achieve this vision
and translates the strategy into short
term and long term product roadmap.
This product roadmap should be
made known to all the stakeholders
involved in the product as well as to
the executive management team.

Product Ideation: Once the

customer's needs have been
identified, the next step for PM is to
come up with new and innovative
ideas to address the needs. Multiple
Figure 1.2 Impact vs Feasibility Matrix brainstorming sessions with the team
for a PM and iterative revision of ideas lead to
the final selection.
Formal Roles and
Responsibilities of a Product Product Design & Execution: PM

Manager aims to provide a unique customer

experience, so the design of the
product is customer-centric. PM
A s a l r e a d y d i sc us se d, t he ro le s o f
design the product in an innovative,
product m a n a g er s and t h eir exact
simple, yet easy to understand way
responsibilities c han ge ac ro s s
using wireframe or other mock-up
different i n d u str i es a nd di f fe re nt
tools. Further, PM writes user stories
c o m p a n i e s . I t als o d e p en ds on th e
and communicate this information to
p r o d u c t t y p e , s iz e o f th e pro du ct , l if e
the engineering team. The product
stage of the pr o d u ct , and
manager continually supports the
organizational s tr uc tur e of t he engineering team throughout the
c o m p a n y . H o w e v er, t h e e sse nc e o f i t development and testing process.
r e m a i n s t h e s a m e. W e w ill t alk a b o u t
t h e g e n e r a l d u ti es of th e p ro d uc t Marketing Strategy: PM collaborates
manager. with the marketing team to create a
marketing strategy for the product.
M a r k e t R e s e a r ch : A s a P M, yo u ne e d PM shares all the required
to understand th e c us tom e r ' s information about the product,
r e q u i r e m e n t s a nd th e la te st i nd u s t ry customer's needs, and vision to the
trends. E x t e n s ive m ar k et re s e ar ch marketing team to create a unique
will help you to ge t re le v a n t marketing campaign. PM plans the
information t h at ca n be us ed to marketing activities in the roadmap
understand the n ee d s and make of the product. Based on the
decisions. F u rt he r , Po rt e r 's fi v e product's launch timeline, marketing
forces f r a m e w o rk can be use d to team starts the campaign and reach
u n d e r s t a n d t h e in du st ry ’s dy na m ic s . out to target customers.

V i s i o n a n d S t r ate gy : P ro du ct v is io n Product Launch: Finally, the day of

i s s i m p l y t h e c r ux o f th e p ro d u ct - launching the products to customers

arrives. PM plans and coordinates
w h y a r e w e b u i ldi ng t hi s pro du c t, fo r
with different stakeholders to launch
w h o m , a n d b e n ef i t o f i t. I t sh ou ld
the product.

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 P M n e e d s t o e n su r e th a t t h e re i s a Excellent C o m m un ic a tio n S ki ll s :
c u s t o m e r s e r v i c e te a m t o ad d r e s s a n d Explaining the sa m e t h in g to the
resolve all c u s t om er q u eri e s. Th e C E O , t o t h e m a rk e t in g t e a m , t o th e
s u c c e s s o f t h e la un ch i s me as ure d P r o j e c t M a n a g e r, t o t he d e si gn t e a m
using specific me t r ic s suc h as a n d t h e d e v e l o p m e n t t e am , c al l s f o r
customer u s ag e, c us to m e r different sets of v o c a b ul a ry and
s a t i s f a c t i o n , c u sto me r ret en t io n, an d r e q u i r e s t h e P r o d u ct M an ag er t o h a v e
other metrics. excellent c o m m u nic a t io n sk il ls
d i r e c t e d a t t h e sp e c i fi c re qu i re m e n t s
Traits and challenges of being a of the person.
product manager
No matter how ex ci t in g th a t may
A P M s h o u l d b e c ap ab le o f c rea t in g a s o u n d , l i k e a l l r o le s, a P M r o l e c o m es
v i s i o n f o r h i s / he r pr o d uc t(s) . A P M w i t h i t s o w n s e t o f c h a l le n g e s . Th ree
n e e d s t o h a v e a s tru ctu re d t h i n k in g s u c h s i t u a t i o n s t h a t a P M c a n f ac e
c a p a b i l i t y r e g a r d ing t h e v isi on , a n d are:
t h e a b i l i t y t o le ad th e c olla bo r a t io n 1. M u l t i p l e , n ev e r- e n d in g and
between people in vo lve d in t he different s e ts of de m a nd s a nd
process, guide th e e xec uti o n and opinions from different t ea m s
courage to take ac co un ta b ili ty for p u l l i n g o n t he w o rk i ng t im e o f a
t h e p r o d u c t . F i ve qu ali ties th at m a k e PM d i s r u p t in g t he p er s o n a l
a g r e a t P r o d u c t M an ag er are : working plan.
2. T h e t e m p t a ti o n to g et too
Strategic T h in ki n g : A s tra te g ic technical or too b u si n e s s-
mind-set is r eq u i red to c r e a te a o r i e n t e d , w h ic h re s u l t s in l o s in g
v i s i o n a n d b u i ld a ro ad m ap for t h e the required ba l a n c e b e t w ee n
product. both.
3. T h e f e e l i n g o f a l a c k o f c o n t ro l
D e c i s i v e n e s s : I t i s t he ab ilit y to m a k e t h a t a n u n r ul y an d u n o r g an iz e d
a d e c i s i o n . I t is a d e sir ab le sk i l l t o t e a m b r i n g s a lo n g c a n d i sm a n tl e
e n a b l e d r a s t i c p r ior i t iz ati o n . the composure of a PM.

E m p a t h y f o r th e C ust om er : It i s t o Key Performance Indicators

u n d e r s t a n d t h e u ns tat ed ne ed s o f t h e (KPIs) for a Product Manager
c u s t o m e r , a n d th eir w il lin gn es s t o
p a y c a l l s f o r t h e ab ili ty to em pa th i ze Y o u c a n s a y i t l o u d th a t y o u r pr o d u ct
w i t h t h e c u s t o m e r. i s s u c c e s s f u l , o r yo u h a v e e x c e ed e d
e x p e c t a t i o n s . B u t n o o n e is g o i n g t o
Lead through Inf l ue nc e: In most b e l i e v e i t u n t i l yo u pr o ve i t u sin g
c a s e s , n o o n e rep or ts to a P ro d u c t d a t a . S o , t h e p e rf or m an c e of P M c an
Manager except for oth er pro d u ct be measured u sin g a ct ivi t ies
m a n a g e r s . T h e de ve lop me nt te a m in associated w it h p ro d u c t s uc c e ss,
g e n e r a l r e p o r t s to a Pr o jec t M a n a ge r c u s t o m e r s , a n d t h e o v e ra l l p ro ce s s o f
o r a P r o g r a m m e M a na ge r . I t is th e p r o d u c t d e s i g n a n d la un c h. KP I s h e l p
a b i l i t y t o l e a d thr oug h t he in f lu e n c e , t h e P M t o t r a c k t h e p rog r e ss a n d
w h i c h h e l p s t o g et th e w or k d on e a n d identify risks. The f o l lo wi n g a re
d e l i v e r e d b y t h e t eam . e x a m p l e s o f s o m e o f t h e m e t r i cs u s e d
to measure performance.

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 T h e s e K P I s w i ll v ary ac co rd i ng to References
d i f f e r e n t p r o d u ct ty p es an d b u s in e s s
requirements. 3 Types Of Product Management. Daniel
Demetri - https://medium.com/earnest-
Monthly R e v en ue – M on th - w ise
product-management/3-types-of-
r e v e n u e g e n er ate d b y th e pr od uc t
product-management-dec4b2d77271
D e l i v e r y - O n - Ti m e - D e live ry of Blog Archive - Page 4 Of 75.
p r o d u c t o r n ew f e at ure on ti me https://www.luzinehappel.de/?
Product Q u ali t y - Nu m b e r of cat=1&paged=4&lang=en
deviation from st a n d a rd qu a l i t y Online Courses - Anytime, Anywhere.
(n.d.). Retrieved from
practices
https://www.udemy.com/course/beco
Customer C ou nt s - In cre as e in me-a-product-manager-learn-the-skills-
customer ove r a sp eci f ied get-a-
duration job/learn/lecture/4764764#overview
Stickiness Ra tio - D ai ly a c t ive So What Does a Product Manager Actually
Do? Karthik Raman Follow Product-
user/ d a i ly m on th ly user
Karthik -
(DAU/DMU) https://www.linkedin.com/pulse/so-
C u s t o m e r R ete nt ion - Nu mb e r of what-does-product-manager-actually-
c u s t o m e r s s ta y w i th th e c om p a n y do-karthik-raman
o v e r a s p e c i f ie d pe r i od
Customer Sa tis f ac t io n S co r e -
Measures o ver all s ati sfa ct io n of
customers wit h th e p ro du c t or
new features

Product Management Vs Project

Management

P r o d u c t M a n a g er s a r e res p o ns ible fo r
the success of a p ro d u ct . He re ,
s u c c e s s i s d e f i n ed b y K PI or m et r ic s.
The method by w hi c h t h ey reach
t h e i r g o a l i s n o t d ef in ed . I t is u p t o
t h e m o r t h e i r te am . O n th e ot h e r
hand, P r o j e ct Ma na ge rs are
responsible f or a c c om pl is h i n g a
p r o j e c t , n o t a g oa l. A pr oje ct us u a ll y
has a timeline an d a b ud ge t as
constraints. A Pro d u c t M an a g e r
n e e d s t o h a v e the sk i ll o f pr o j e c t
m a n a g e m e n t a l so , i n o rd er to ma n a ge
t h e e x e c u t i o n o f t he pro du ct .

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 Mahendra B, Mounica R

In this chapter let's look at the to build.

different kinds of PM’s there are and
what different companies expect The Designer Product Manager
from their PM’s. PM’s in these roles should strongly
sense the future needs of consumers
According to an article from Deepak and focus on design and aesthetics.
Singh, there are mainly 5 different
types of PM. Some advantages of this role are PMs
empathize well with customers which
The Tech Product Manager helps them build much needed and
These PM’s mainly solve the beautifully designed products.PMs
engineering problems, eventually can understand the difference
they can end up as engineering between stated and unstated goals
managers rather than product design wise. Some challenges that
managers. In this role one should PMs can face are as the design PM
focus on WHY you are building and would not have much idea about
WHAT you are building and leave the coding it might create troubles when
HOW to engineers. working with the engineering team
because they have different styles of
Some advantages of this role are it's working.
easy to gain trust and respect of
engineers and PMs work well with the Instagram, Facebook, Apple and Tesla
engineers. hire for these roles. Some of the
examples for this type are Steve Jobs,
Google and Amazon hire for these Brian Chesky and Joe Gebbia.
roles. Some of the examples for this
type are Elon Musk and Marissa What should you focus on:
Mayer. prioritizing things in this role is
really important so developing
What should you focus on: Build good business sense helps. One should get
business sense and user empathy to really good at recognising flows in a
see the big picture and what product product. Prioritisation is the key.

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 The Business Product Manager T h e G r o w t h P r o d uc t M a nag e r
These PM’s are well versed with Growth for d i ff e re n t or ga n is at i on s
terminologies in business, finance h a s d i f f e r e n t m e a n in gs . S o m e m a y
and operations. They communicate find it hard to generate demand while
really well and understand people s o m e m a y f i n d it h a r d t o su ppl y w he n
around them. they have demand, PMs in t his
c a t e g o r y c o m e up w i th i d ea s t o s o l v e
Some advantages are they are able to these problems.
think through and paint the bigger
picture and lead teams. Some
P M s i n t h e s e r ol e s a re s t ro n g w i th
challenges can be because the
data and c o m m u ni c a t io n . Some
understanding on topics like
a d v a n t a g e s o f th i s r o le a re b y s o l vin g
technology is limited it might create
t h e p r o b l e m t h e y m a ke a r e a l i m p ac t
trouble when working with engineers,
in the company, c le a r m e t ric s
makes it hard for PMs to build
i d e n t i f i c a t i o n w o ul d h el p th e m mo ve
credibility and respect with
in the right d ire c t i o n . Some
engineers. Ken Norton is an example
c h a l l e n g e s w o u l d b e t h ou gh th e re a r e
for this category.
a l o t o f i d e a s t o s ol v e l a ck o f qu ick
e x p e r i m e n t s a n d ri gh t pri o ri tis a t io n
What should you focus on: One
should start by focusing on the will lead to l ow im p a ct w or k .
technology. Have an eye for detail Chamath P a l i h a pi t iy a fa ll s in t h is
and rigor. category of gr o wt h p ro d u c t
managers.
The Data Product Manager
This is one of the emerging roles What should you f oc u s on :
with the advancement of AI, ML. They Prioritization is im po rt a nt . U s er
mainly focus on personalisation, r e s e a r c h a n d p s y c ho l o g y w ill h e l p
recommendation products etc., They y o u u n d e r s t a n d w h a t t o b ui ld an d
make all their decisions based on why.
data, they will gain influence for
sound decisions they make over time. Companies and what they expect

Some advantages are being well Amazon

versed with data and good analytical A m a z o n i s a A m e r ic an m u l t i na t io n a l
skills will help understand business
t e c h n o l o g y c o m p an y f o u n d e d in 1 99 4 .
and product, but relying on data so
They work on a w i de va rie t y of
much sometimes is harmful because
p r o d u c t s . A m a z o n e xp e ct s a PM t o b e
one loses to see the bigger picture.
excellent p l a n n e rs , h a ve a b i l i ty to
develop long t e rm pl a n s, g oo d
Netflix, Amazon and Google would
a n a l y t i c a l s k i l l s a nd g o o d w rit in g an d
love PMs in this category. Sebastian
communication s k il l s. A m az o n
Thrun is one of the examples in the
focuses a lot on good c us t o m e r
category.
service, so e m p a t hy and
u n d e r s t a n d i n g w h a t c u s t o m e rs n e ed
What should you focus on: PMs
should concentrate on WHY, i s a m u s t . A m a z o n h a s 14 p ri n c ip l e s

combining WHY with data will work t h a t d r i v e t h e ir w o rk a n d l e a d t h e m

wonders. Concentrating on design t o s u c c e s s , a l i gn in g y o ur g o al s to
aspects along with data will help. t h e m i s r e a l l y i m p o rt a n t f o r a P M .

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 In summary this is what Amazon Product thinking
wants Problem-solving
Understanding and utilising Leadership skills
analytics Domain and Tech
Launch preparedness Execution Excellence
Customer centricity
Communicating and collaboration Sprinklr
Sprinklr, founded in 2009, is a
Microsoft Software as a Service company that
Microsoft is a American multinational develops a Customer Experience
technology company founded in 1975. Management (CXM) platform. It
It is best known for its software utilizes artificial intelligence, and
products. Microsoft expects its PM to combines different applications for
be analytically good, and understand social media marketing, social
technology. They are mainly advertising, content management,
interested in the big picture and how collaboration, employee advocacy,
it solves customer problems. They customer care, social media research,
want the PM to be able to think and social media monitoring. Sprinklr
clearly, understand business and PMs are expected to be client
prioritise the important features to focused.
have maximum impact.
Media.net
PayTM Media.Net, founded in 2010, is a
Paytm is an Indian e-commerce leading global advertising technology
payment system and financial company. It got acquired by Beijing
technology company founded in 2010. Miteno Communication Co. in 2016
At PayTM, they mainly focus on for $900M. They connect advertisers
product development strategy. to the websites that want to host the
Product managers are expected to advertisements. They aggregate the
take control of every minute detail ad space supply from different
and be obsessed with technology and websites and offer it to the potential
product innovation.They expect advertisers.
people to be good at communicating
not just with the insider team but Media.net expects PMs to be
external customers as well. analytically sound. Good
understanding of basic algorithms
Flipkart and the ability to build analytical
Flipkart, founded in 2007, is an models is usually tested during the
eCommerce platform that started by interviews. PMs should know how the
selling books before expanding to advertising industry works and where
various other product categories. It exactly Media.net fits in the value
has acquired companies like Myntra, chain.
PhonePe over the years. In 2018, US
retail giant Walmart acquired a major Adobe
stake in Flipkart for $15 billion. Adobe, founded in 1982, is best
known for its media products like
5 competencies that Flipkart looks at Photoshop, Illustrator, etc. They have
in a PM candidate: a wide range of products both in the
B2B and B2C segment. PMs in Adobe
are expected to be highly creative
and have a great story-telling ability.

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 They look for PMs who care deeply References
about the customers, mostly in
creative fields, and work towards h t t p s : / / w w w. u pg ra d.c o m / b lo g/ p
improving their experience. PMs r o d u c t - m a n ag e r s- w h o - c h a n g ed -
should understand the fundamentals the-world/
of business, ability to coordinate h t t p s : / / i g o t a n o f f e r .co m /b log s/ pr
with multiple functions while
o d u c t - m a n a g er / a m a z o n -p r o du c t -
working quantitative data.
m a n a g e r - i n t e r vi e w
h t t p s : / / j o b s .l ev e r. c o / p a y tm / 96 f5
Product Managers in general:
d b a 0 - 2 b 7 b - 4 a ea -9 8 c 6-
should have a good understanding
6e1fb55e6d65
of the industry they are working
h t t p s : / / i g o t a n o f f e r .co m /b log s/ pr
in. They should be able to identify
o d u c t - m a n a g er / m icr o so f t-
trends within the industry and use
p r o g r a m - m a n a g er - i n t er v ie w
these insights to develop a
roadmap for the product.
act a bridge between various
functions (engineering, design,
marketing, etc) and therefore
communication becomes vital skill
in aligning these teams.
is the voice of the customer. User
Empathy, in terms of
understanding the user, their
needs and pain points, is essential
for PMs to succeed. This helps
PMs better understand the
motivations behind users and
‘why’/’how’ they use the product.

rushikesh.kure@gmail.com
 Section 2

rushikesh.kure@gmail.com
 Shubhangi Singhal

Waterfall model – Software The waterfall model poses a number

Development Life Cycle of drawbacks, and is not suitable for
projects with unexpected and
frequent revision. Few of the
W a t e r f a l l M o d e l is o n e o f t he e ar l i es t
shortcomings of this model are
Software D e vel op m e n t Lif ec y c le
mentioned below:
approach. It re p re sen t s the li ne a r
sequential flow of the s o ft wa re
Not adaptable to change
d e v e l o p m e n t p roc e s s. I n th i s m o d e l
It lacks adaptability at all the stages
any phase in the d ev e lo p m e n t
of development. A design flaw found
process begins o n ly a f t er t he
in the testing phase can lead to a big
p r e v i o u s p h a s e i s co m p l et e a n d t h e
fall back to the earlier stages of the
p h a s e s d o n o t ov e rla p . T h is t yp e o f
process and can even lead to serious
m o d e l i s m o r e sui t ed f or s m a ll an d
flaw to the legitimacy of the entire
l e s s c o m p l e x p r o j ect s w h e r e goa ls a re
system. The rework and delay due to
clear and minimum ch an g es are sequential processes can lead to late
e x p e c t e d d u r i n g t h e c o urs e of t he delivery of the product and can affect
p r o j e c t . S h o w n b e l ow a re t h e ph as e s the competitive edge of the client
that a typical w a te r f a ll s of t wa re over its competitors.
d e v e l o p m e n t l i f e c yc l e fo l l ow s.
Risk of defects in the end phase
The testing is done at the end of the
process and might result in delays, in
case defects are found. The risk that
a project might fail is concentrated
to the end phase of the cycle.

Absence of Client feedback

mechanism
It does not have a mechanism to
continuously collaborate with the
client and incorporate the feedback
of the client in between the
development phases.
Figure 3.1 Illustration of the waterfall
model

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 Agile Agile gives greater i m po rt a n c e to
p e o p l e o v e r p r o c e ss an d t o o l s .
A g i l e i s t h e a b i lity t o r esp on d t o
c h a n g e . I t i s an it e ra tiv e a nd t im e Working so ftw ar e over
b o x e d a p p r o a c h t o s of tw a re de liv e ry c o m p r e h e n s i v e d oc um e n t at io n
t h a t b u i l d s s o f tw a r e in inc rem e n ts While required d o c um e n t a t io n is
f r o m t h e s t a r t to t he e nd of t h e necessary, in the ag il e mi nd s et ,
project, working s o f t w a re is t he pr im e
importance.
In Agile m et h od olo g y , the
collaboration b et w e en se l f- Customer c ol l ab or a ti on ov e r
organizing c ro ss - fu nc tio na l teams c o n t r a c t n e g o t i a ti o n
leads to the evo l u ti o n of Agile p r om o t e s c u st o m e r
requirements an d s olu ti o ns . A g il e collaboration and f e ed b a c k
d e v e l o p m e n t h el ps a c ros s- f un c t io n a l t h r o u g h o u t t h e li fe cy cl e .
t e a m t o d e l i v e r va l ua b le w o rk fa s te r.
I t a l s o h e l p s i n re sp on di ng q ui c kl y t o R e s p o n d i n g t o ch an g e o v e r fol low i n g
t h e c u s t o m e r n ee ds . It en ha nc e s t h e a plan
q u a l i t y a n d p r e d ic ta b il ity of t he w ork Agile works in s pr i n t s t ha t are
done. a d a p t a b l e t o c h an g e .

A n y d e v e l o p m e nt pr oc ess th at clo s el y A g i l e a c k n o w l e dg e s t h e v a l u e i n th e
f o l l o w s t h e c o n c ep ts p ut in th e Ag ile i t e m s o n t h e rig ht b u t i t s e e k s t o
Manifesto is k no wn as A g il e value the items on the l ef t m o re
development. T he A g ile M an if e st o w h i l e w o r k i n g o n a n y p ro j e ct .
c a m e i n t o p l a c e w he n a g r ou p o f
f o u r t e e n s o f t w a re e nth us ias ts c a m e Agile Principles
together to d evi se a n ew w ay of
working. O u r h i g h e s t p ri or i ty i s t o sa tis fy t h e
customer t h ro u g h e ar l y and
Agile Manifesto continuous d e liv e ry of v al ua bl e
W e a r e u n c o v e rin g b et te r w a y s o f software.
d e v e l o p i n g s o f t w ar e b y d oi n g i t a n d T h e c u s t o m e r e x p e c t s fa s t d e l iv e ry of
h e l p i n g o t h e r s do it. Th r o u g h t h i s t h e p r o d u c t , a n d e ac h d el iv e r y s h o u l d
w o r k w e h a v e c om e t o v alu e: a d d s o m e v a l u e f o r t he cu s to m e r.

Welcome c h a n g in g re qu ire me n t s ,
even late in d e v el o p m e nt . A g ile
processes h a rn e s s c han ge fo r the
c u s t o m e r ’ s c o m p e t it iv e a d v ant ag e .
The market an d b us i n e ss e s are
c o n t i n u o u s l y c h a n g in g a n d it ' s a l mo st
impossible to pr ed i c t e x a ct
requirements. A g il e em b ra c e s the
Figure 3.2 Agile Manifestto c h a n g e s , e v e n la t e i n t h e c yc le . T h e
l a t e s t p r o d u c t g iv e s a c o m pe t it i v e
Individuals and i n t era ct i on s o v er edge to the c u s t o m e rs o ve r it s
p r o c e s s e s a n d to o ls competitors.
P r o c e s s a n d t o o l s a r e tim e c on su m i n g
a n d l e s s r e s p o n s ive t o c h a n ge so

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 D e l i v e r w o r k i n g s o f t w a re f re q u e n t l y , A g i l e p r o c e s s e s p r om o te s u sta ina b l e
f r o m a c o u p l e o f we ek s to a co up l e o f development. Th e sp o n so rs,
m o n t h s , w i t h a p re f ere nc e t o t he d e v e l o p e r s , a n d u se r s s ho uld b e a b le
s h o r t e r t i m e s c al e. to maintain a c o n st an t p a ce
It promotes i n c r e me nt de li ve r y of indefinitely.
w o r k a b l e s o f t w a re . Fr e q u e n t de l iv e ry T h i s p r i n c i p l e t a lk s a bo u t id e n t i f y in g
l e a d s t o f r e q u e n t fe e d b ac ks f ro m t h e t h e v e l o c i t y o f t h e t e a m a n d ma k i n g
c u s t o m e r s a n d l e ss de f ec t s in t he everyone work co l l e c tiv e l y w it h a
delivered software. constant pace.

B u s i n e s s p e o p l e a n d d e v e lo pe rs m us t Continuous a t t e n tio n to t ec hn ic a l
w o r k t o g e t h e r d a i ly th ro ug ho u t t h e e x c e l l e n c e a n d g o od d e s i gn e n h an c e s
project. agility.
This agile p r in c ip le e n c ou ra g e s W e s h o u l d a v o id c re a t i n g te c hn ic a l
o r g a n i z a t i o n s t o in c r ea se t h e d a i l y debts and look for te c h n i c al
c o l l a b o r a t i o n b e t w ee n th e d e ve l o p e r s e x c e l l e n c e a n d ef f ic ie n t d e s ign in g o f
and the b u s i n e ss , in c r ea s in g the t h e d e l i v e r e d s o f t wa re .
mutual u n d e r s ta n d in g and r es p e c t .
Communication b a rr ie r s sh o u ld be Simplicity—the ar t of m ax i m i z in g
removed and t ea m s sh o u l d be t h e a m o u n t o f wo r k n ot do n e — i s
m o t i v a t e d t o in t er a c t w it h bu s in es s essential.
people. T h i s p r i n c i p l e h e l p s u s id e n t if y th e
w o r k w h i c h i s n o t v e ry im p o r t a n t f or
Build projects a r o un d m o t i v at e d t h e e n d u s e r . A g il e s ay s th a t t h e w o rk
individuals. Give th e m th e w h i c h d o e s n ’ t a d d m uc h v a l ue t o t h e
e n v i r o n m e n t a nd s u p p o rt th e y ne ed , customers can be p o s t po n e d or
a n d t r u s t t h e m t o g e t the j o b d o n e. avoided.
T h e m o t i v a t e d d e ve l op ers sh ou ld be
enabled with c o r re c t c oac hi ng , The best a r c hi t e c tur es ,
e n v i r o n m e n t , a n d t oo l s t o d o t he i r r e q u i r e m e n t s , a nd d esi gn s e m e rge
w o r k p r o f e s s i o n a l l y an d c on t ri b u t e t o f r o m s e l f - o r g a n iz in g t e a m s.
the team. A g i l e p l a c e s a l o t o f i m p o r t an c e in
t h e r o l e o f s e l f - o r ga n i z in g t e a m s . I t
The most e f f i ci en t and ef fe ct i v e g i v e s p o w e r t o th e s e t e a m s t o m ak e
m e t h o d o f c o n ve y i n g i n fo r m at i on t o d e c i s i o n s a n d a l lo w s m a n ag e m en t t o
a n d w i t h i n a d eve lo p m en t t eam i s t r u s t t h e t e a m s w i t h t h e o u t co m e s. I t
f a c e - t o - f a c e c o nv er s ati on . believes that the s e l f - o r g a niz in g
T h i s p r i n c i p l e p r o mo t e s th a t t ea m t e a m s a r e c a p a b l e o f c o m in g u p w it h
m e m b e r s s h o u l d ha ve mo r e of f a c e - t h e b e s t a r c h it e ct ure s, de s ig n s a n d
t o - f a c e c o m m u ni ca tio n r at h e r t h a n ideas.
e m a i l s , m e s s a g e s an d c a ll s .
At regular in te rv a l s, th e t eam
Working software is th e pri m a r y reflects on h ow to b e c om e mo r e
measure of progress. e f f e c t i v e , t h e n tu n e s an d a dj u sts it s
W o r k i n g s o f t w a r e a t t h e e n d of e a c h b e h a v i o r a c c o r di n g ly.
cycle is the pr im a ry m e a s ur e of Self-organized team tune to it s e lf
p r o g r e s s a n d i f th e wo r kin g so f tw a re a n d d o t h e r e g u l a r r e t r o s p e c t ive o f
i s n o t d e l i v e r e d t h en n o pr o gr e s s is i t s p r o c e s s e s , b e h a v io rs t o a d a pt a n d
considered.

rushikesh.kure@gmail.com
 change a c c o r d in g to the c ha ng in g Timeboxing - is required for all the
realities. R e t ro s p e c t io n he l ps in activities of the Sprints. A sprint may
c o u r s e c o r r e c t i on . last from a week to a month
depending upon the nature of work
Agile Best Practices and the delivery schedules. Daily
Scrum meetings are timeboxed at
Iterations - A gi l e t ea m s p i ck t he about 15 minutes.
r i g h t a m o u n t of w ork t o b e d o n e
based on the t e am ’s ex per i e n c e , Integration - Continuous integration
productivity and vel oc i ty . W or k is of code is done incrementally. Every
d o n e i n a n i t e r a ti v e m an n e r in o rd e r increment of code is verified and
t o l e a r n f r o m t h e m ist a ke s do n e in tested before it is merged with the
t h e p r e v i o u s i t e rat io n . existing code. It also expedites and
simplifies the testing of new user
C u s t o m e r - o r i e n t ed a p pro a c h - A g i l e stories.
team should c o l la bo r at e w it h th e
customer and pr o v id e al l t he Test-driven development – All the
information required by th e m and tasks start with writing programming
a l s o k e e p t h e m up da te d a bo ut t he adaptive tests and unit tests followed
p r o g r e s s o f t h e w or k . C on st an t a n d by writing of the code specific to the
t r a n s p a r e n t c o m m u n ic a ti on sh ou l d b e user stories.
a p a r t o f t e a m c ul t ur e.
Agile Frameworks
P r o d u c t b a c k l o g - P r od u c t ba c kl o g s
are ordered d e p en d in g on th e Agile is a development methodology
b u s i n e s s p r i o r it i e s o f t he t a s k s . It and it requires a framework to
i n c l u d e s p r o d u c t f e at u r e s, k n o wl e d g e implement its principles into a
a c q u i s i t i o n , e n vir on m e nt se t up , b ug s project. Agile is implemented through
a n d o t h e r t e c h n ic a l wo rk . numerous frameworks, some of the
most frequently used frameworks are
U s e r s t o r i e s – Th e w or k i s l o gi c a l l y described below:
b r o k e n d o w n i n to s m a l le r c h u n k s o r
u s e r s t o r i e s . A u s er s to r y t y p ic a ll y
c o n t a i n s a d e s c r ip t i on of th e p ro b l e m
from the u ser 's p er sp ec t i v e ,
a c c e p t a n c e c r it eri a f o r c o mp l e t i o n ,
a n d e s t i m a t i o n o f t h e t i me re q u i re d
to finish it.

Value stream a n a l ys i s - The

Figure 3.3 Illustration of some popular
m e t h o d o l o g y t a l k s a bo u t de f i n i n g th e
agile frameworks
p r o d u c t b a s e d o n u s er st o r ie s a n d
a b o u t d e f i n i n g d e p en d e nc ie s be t we e n
the business a nd te ch n i c a l
functionality.

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 S c r u m F r a m e w o rk
I t i s a n a g i l e f r a me wo r k u se d fo r
developing and d e l iv er i ng c o m pl e x
projects. S c r u m is l ig h t w e ig h t, e a s y
to understand, b ut d if f ic u lt to
m a s t e r . S c r u m is dri ve n by f iv e v a l u e s
that include C o ur a g e , F oc u s ,
C o m m i t m e n t , R es pe c t , a nd Op e n ne s s .
R o l e s o f t h e sc r um t eam i n c l u d e s Figure 3.5 Illustration of the kanban
product owner, the d ev el o p m e n t framework
t e a m , a n d a s c r u m m a st er . P il l a r s o f Source - Kanbantool.com
the scrum f ra m ew or k are
transparency, a d ap t at i o n and X P – E x t r e m e P r o g r am m i n g - It i s
inspection. o n e o f t h e m o s t s op h i s ti c a te d a g i l e
frameworks. It is u se d w h en t he
requirements are f r eq ue n t ly
changing. It c om es w i th a set of
e n g i n e e r i n g p r a c t ic e s t ha t s h o u l d be
f o l l o w e d i n o r d e r to f u lly ex p er i en c e
t h e c a p a b i l i t i e s of XP .

References

h t t p s : / / a g i l e m a n i f e st o .o r g/
h t t p : / / s a i h a s of t .c o m/ te ch no lo g y
/agile-
m e t h o d o l o g y# :~ :t ex t= I n % 2 0 A g i l e
% 2 0 M e t h o d o lo g y % 20 th e% 2 0 req ui r
e m e n t s , r e s p o n A gi le % 20 M e t ho do l o
g y A g i l e % 2 0 m et h od o lo gy %2 0 i s % 20
an
h t t p s : / / w w w. a g i le a l li a nc e .o r g /a g i
l e 1 0 1 / 1 2 - p r i n c i pl es - be h i n d- th e -
Figure 3.4 Illustrative summary of the a g i l e - m a n i f e s to/
scrum framework h t t p s : / / h y g ge r .i o / blo g / li s t-b es t-
Source - agileconference.org a g i l e - p r a c t i c e s/
h t t p s : / / w w w. p ro f es s i on a ld ev e l o p
Kanban m e n t . i e / w h a t -a r e- a g i l e-
I n t h e K a n b a n f r a m e w ork , t he t a s ks f r a m e w o r k s # : ~:t e xt = K a n b a n% 2 0 i s
a r e v i s u a l l y r e p r es en te d o n a b oa r d % 2 0 s i m i l a r % 2 0t o% 2 0 S c r u m, a % 20
c a l l e d t h e K a n ba n B oa rd . T h e b oa r d K a n b a n % 2 0 b oa r d %2 0o r % 2 0 f lo w c h
c a r r i e s d i f f e r e n t s ta t es su c h a s “t o art.
d o ” , “ i n p r o g r e ss” , “ c om p l et e d ” e t c t o
d e p i c t t h e s t a tu s of ea c h ta s k . The
b o a r d h e l p s i n a v oi d in g b ot t l en ec ks
a n d t r a c k t h e p ro g r e ss o f t he ta s k s .

rushikesh.kure@gmail.com
 Jayant Jain

Design Thinking Process Empathize

In this stage, one should try to get a
A s d e f i n e d b y the In t e ra c t io n D e s i g n better understanding of the problem.
F o u n d a t i o n , U s er E x p eri en ce D es i g n This will begin with secondary
i s t h e p r o c e s s o f f a b ric ati n g pr od u c t s research through databases, books,
t h a t p r o v i d e p u r po se f u l a n d r el e va nt journals, etc to understand the

e x p e r i e n c e s t o u s er s . T o ac h i e ve th i s , context and the current state of the

art. At this stage, one can also
designers f o l lo w t he p r oc e ss of
perform a competitive analysis to
d e s i g n t h i n k i n g . D e si g n t h in k i n g i s a
identify the market gaps. This is
problem-solving m e tho do l o g y
followed by primary research.
through an i t er a ti v e p ro ce ss , in
Through primary research, one
w h i c h d e s i g n e r s se e k t o s t ep in t o t h e
should try to gather the information
users’ shoes, to u n d e rs t an d t he i r
that can be used to fulfill the gaps
needs, goals, and fr u s tr a t i o n s ,
identified in secondary research.
r e d e f i n e t h e p r ob l em , a nd i d e n t i fy
Some of the tools that can be used to
a l t e r n a t i v e a p p r oa ch es to so l ve th e
perform primary research are as
problem. Figure 4.1 il l us tr a te s th e
follows:
p r o c e s s o f d e s ign th i n k in g. T h e s ix Ethnography research
s t a g e s i n v o l v e d w il l no w be di s cu s s e d Focus groups
in detail. Diary study
Cultural probe
Surveys, interviews and digital
questionnaires
Interviews of subject matter
experts

Define
After completing the research, one
can use the process of affinity
Figure 4.1 The design thinking process diagramming (also called KJ Method)

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 t o u n d e r s t a n d t h e re se a r c h d a t a, a n d Secondary: T he y a re m os tl y
t o c a p t u r e i n s i g ht s, g a p s, a n d i d en ti f y satisfied w i th t he pr i m a ry
pain points. It is a p a rti c ip at o r y p e r s o n a ’ s d e s i g n , b u t ha ve s p e c i f i c
p r o c e s s , a n d t h e w h ol e p rod u c t te a m additional ne e ds th at can be
t a k e s p a r t i n it . Th e q u al ita t iv e d a ta i n t e g r a t e d w i t h o u t up se t t i n g t h e
from the research is b r ok e n in t o product’s a b i li ty to s er ve th e
smaller chunks and is wr i t t e n on p r i m a r y p e r s on a .
cards. The t e am m em b e r s S u p p l e m e n t a l: T h e ir needs are
collaboratively o r g a n iz e the car d s completely r e pre se n t e d by a
i n t o g r o u p s o f r ela t e d in fo rm at i o n . combination of p ri m a r y and
T h e p r o c e s s r e su l ts in ide n t if y in g t h e s e c o n d a r y p e rs o n a .
opportunities fo r fu t u re studies, C u s t o m e r : T h e y a dd r e ss th e n e e d s
identifying the ra n g e of pr o b l e m s , of c u s t o m e r s, who can be
and uncovering s im il a riti es am o n g d i f f e r e n t f r o m en d- us e rs .
p r o b l e m s f r o m m u l t i p l e st a ke ho ld e rs . S e r v e d : T h o ug h t he y a re n ot u s e rs
o f t h e p r o d uc t , th e y ar e d ire c tl y
T h e n , o n e m o v es f o r w a rd to se g m e n t e f f e c t e d b y th e u se of th e pr o d uc t .
their users and de ve l o p user Negative: T h ey are used to
p e r s o n a s . A s d e f in e d b y A la n C o o p e r, c o m m u n i c a t e t o s t a k e h o ld e rs a n d
“ P e r s o n a s a r e a rc he ty p a l u s e r s t ha t p r o d u c t t e a m me mb e r s th at th e se
r e p r e s e n t t h e n ee d s o f l a r ge r g r ou p s a r e t h e t y p e of u s e rs t ha t t he
o f u s e r s , i n t e rm s o f t he i r g oa l s a nd p r o d u c t i s n ot b e in g d ev el o pe d t o
personal c h a r a ct e r i s t ic s.” Pe r s o na s serve.
c o m m u n i c a t e t he pr o d u ct ’s g oa l s an d
users’ behavior p a tt e r n s to the A f t e r d e f i n i n g th e u s er s , t h e pr o d uc t
product team. One s t ar ts with team moves f or w a rd to define a
i d e n t i f y i n g b e h a v io r a l va r ia b l es l ik e problem s t a t e m en t . Th i s helps in
a c t i v i t i e s , a t t i t u d e s , s ki ll s , a p ti t u d e s , d e f i n i n g t h e pu r p o s e o f th e d e s i g n
a n d m o t i v a t i o n s o f r e s e a r c h s u b je ct s . i n i t i a t i v e , f o r b o th t h e p e r so n a s a n d
T h e n , o n e m a p s t h e su bj e c ts to t h e s e for the business. F o l low i n g is an
behavioral v a ri a b l es an d i d e nt i fi e s e x a m p l e o f a p r ob le m s ta t em e n t.
significant b eh av io r pa tt e rn s . For
each persona, s yn t he si z e relevant “ C o m p a n y X ’ s c u s t o m er sa t i s f a c t io n
g o a l s a n d c h e c k f or co m p l e t en e ss a n d r a t i n g s a r e l o w a n d ma rk et s h a r e h as
redundancy. La st l y , ex p a n d th e d i m i n i s h e d b y 1 0 % o v e r th e p a st y ea r
description of a t t r ibu te s and because users don’t h av e adequate
b e h a v i o r s f o r e a s e in c om m u ni c a t io n t o o l s t o p e r f o r m A , B , a n d C t a sk s th at
a m o n g t h e p r o d u ct t ea m . w o u l d h e l p t h e m m ee t t h ei r g o al o f G. ”

A product team can pr e pa r e the

f o l l o w i n g t y p e s of p e r so n a s:
Primary: I d e n t i f ies th e pr i m a ry
t a r g e t u s e r f o r the d e si gn .

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 Implement b a s k e t ’ o r ‘ A d d to c a r t’, b ut t he y
After p r o t o t y pin g and t est in g , s h o u l d n o t b e u s e d i n t er c h a n g e ab l y .
d e v e l o p e r s t a k e o ve r th e p rot o ty p e
f o r d e v e l o p m e n t . Du r in g t his s t ag e , it E r r o r p r e v e n t i on
is essential to c ol l ab or a te wi t h T h e s y s t e m ’ s f l ow an d de s i g n s ho ul d
developers to e ns u r e th a t t he b e s u c h t h a t i t el im i n at e s e rr or p ro n e
w o r k f l o w o f t h e d eve l o p ed p r od uc t is c o n d i t i o n s a n d c on f i r ms th ei r i np ut s
a s p l a n n e d , a n d t h a t th e a e s t he t i c s of b e f o r e t h e y p e r fo r m the a c ti o n . Eg :
t h e d e v e l o p e d p r o du ct m a t ch es wi t h c h e c k i n g i f t h e p a s s w o r d p ro t o c ol s
that of the p ro t oty pe p re p a re d are met before th e user pr e ss e s
e a r l i e r . A b a s i c kn o w le d g e o f C SS a n d register.
J a v a s c r i p t i s a p lu s f o r t his ty pe o f
collaboration. R e c o g n i t i o n r a th e r t h a n r e c a ll
The system s ho ul d d e c r ea se th e
Heuristics for User Interface users’ cognitive lo a d by making
Design a c t i o n s a n d a l t e r n a t i ve s a va i la b le . E g:
a u t o c o m p l e t e i n s e a rc h .
Nielsen and M or i c h de ve lo p ed 10
general p r i n c ip l es fo r in t e r a c t io n F l e x i b i l i t y a n d e f f i c i e n cy of u se
d e s i g n w h i c h ca n b e u se d a s b ro a d T h e s y s t e m s h o u l d c at e r t o t h e n e ed s
r u l e s t o t e s t t h e u s a b il i t y o f a n o nl i ne of both, n o v i ce and ex pe r ie n c e d
product: u s e r s . E g : u s e o f sh o rt cu t s b y e x pe r t
users.
V i s i b i l i t y o f s y st e m s ta tu s
T h e u s e r s s h o u l d be k e p t in f or m e d A e s t h e t i c a n d m i ni m al i st de s i g n
about what is g o in g on u s i ng T h e s y s t e m s h oul d n o t b e c l ut t e re d
f e e d b a c k w i t h i n a p p rop ria te t im e. E g : a n d s h o w o n l y r e le v an t i n f o rm a t io n
l o a d i n g i n d i c a t or s. u p f r o n t . E g : k ee pi n g de ta i ls h i d de n
u n d e r ‘ v i e w m o re ’ h y per li n k.
M a t c h b e t w e e n s y s t em a nd t h e r e a l
world H e l p u s e r s r e c og niz e , d i a g n o s e , a n d
The phrases us ed in the system r e c o v e r f r o m e r ro r s
s h o u l d b e f a m i l ia r to th e u ser a n d fi t T h e e r r o r m e s s ag es s h o ul d b e u se fu l .
their mental m o d el. Eg: u s i ng T h e y s h o u l d c o n v e y t h e r eas o n fo r
a p p r o p r i a t e i c o n s a s m e ta p h ors a n d w h y e r r o r h a s o c c ur r e d a n d h ow to
using language w h ic h m a t ch e s the o v e r c o m e t h e is s u e .
r e a l - w o r l d c o n v e nt i on s.
H e l p a n d d o c u m e nt a t i o n
User control and freedom The system s h oul d p r o vid e
If users get in t o an un wa nt e d d o c u m e n t a t i o n i n th e i n te rfa c e . T h e
s c e n a r i o b y m i s ta ke , th e y sh ou ld ha v e documentation se c ti o n should be
a n e m e r g e n c y exi t o p t i o n . E g: u n d o e a s y t o s e a r c h , c ri s p a n d f o cu s s e d o n
and redo. the user's tasks.

C o n s i s t e n c y a n d s ta nd a rd s
A consistent te rmi n o log y and
p a r a d i g m s h o u l d be us ed t hr ou g h ou t
t h e s y s t e m . E g : u s e e i th er ‘ A d d t o

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 References

C o o p e r , A . , R e im a n n , R ., & C ro n i n,
D. (2007). A bo ut fac e 3: the
e s s e n t i a l s o f i n t e ra c t io n d e s i g n.
I N p o l i s , I N : W il ey P u bl i sh i n g.
What is U se r E x p er i en ce (UX)
Design? ( n .d .). R et r ie v ed fr o m
h t t p s : / / w w w. i n t er a c ti on -
d e s i g n . o r g / li t era tu re / to pic s/ u x -
design.
D a m , R . , & S ia n g, T . (2 0 19 ) . W ha t i s
D e s i g n T h i n k in g an d W h y I s I t S o
Popular? Re t r ie ve d f ro m
h t t p s : / / w w w. i n t er a c ti on -
d e s i g n . o r g / li t era tu re / ar t icl e / w h a
t - i s - d e s i g n - t h in k in g- an d - wh y- i s -
i t - s o - p o p u l a r.
M i l l e r , B . H . ( 2 01 7 , S ep te m be r 4 ) .
What is D es ign T h in ki n g ? (And
W h a t A r e T h e 5 S t a g es As so c i a te d
With it?). R et ri e v ed f ro m
h t t p s : / / m e d iu m . c o m/ @ bh mi ll er 07
1 2 / w h a t - i s - de si gn - t h in k in g- a n d -
w h a t - a r e - t h e - 5- s t a g es -
a s s o c i a t e d - w it h- it - d6 2 8 1 52 c f2 2 0 .
W h a t m a k e s a su cc ess f u l p r o d u c t
manager?. (2 0 15 , D e c em b er 10 ).
Retrieved fr om
h t t p s : / / f r a n k lio. we eb l y.c om / bl o g
/ c a t e g o r y / p r od u ct m a n a g e m e nt .
Affairs, A. S. for P. ( 2 01 3,
September 6 ). S y st em U s a b i li ty
Scale ( S U S ). R e tr i e ve d f rom
h t t p s : / / w w w. u s a bi l it y .g o v/ h o w -
t o - a n d - t o o l s/ m e th od s/ sy st e m -
u s a b i l i t y - s c a l e .h t m l.
N i e l s e n , J . ( n. d.) . 10 H eu r is t i c s fo r
U s e r I n t e r f a ce D es i gn : Ar t ic l e b y
Jakob N i e l se n. R et ri e ve d fr o m
h t t p s : / / w w w. n n gro u p .co m /a r ti c l
e s / t e n - u s a b i l ity - h eur ist ic s /.

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 Maurice Patel

Introduction t h e i r u s e c a s e s t o b ui l d in no va t iv e
f e a t u r e s . F o r e x a m p l e , G m a i l ’s a u t o-
I n t h e p a s t d e c a d e, te c hn ol o g y a n d completion f e a t u re , Smart V o ic e
c o m p u t i n g h a v e ev o lv e d s i g n if i ca nt l y . Assistants, etc.
Machine L e a r nin g & A rt if i ci a l
Intelligence have d is ru p t ed almost What is Product Management?
every i n d u st ry. Tr a di t i o n a l
businesses w e re f or c ed to a d a p t, A p r o d u c t m a n a g e r c o n n e ct s b us in e s s
change their bu si n e ss mo de l , and strategy, d e s ig n k n o wl ed g e, an d
d e v e l o p t e c h n ol o gi cal e x p er ti se . I n customer needs to d ev e l o p a
2 0 1 9 , 7 o u t o f t h e 1 0 m o s t v a l ua b le relevant, f e a s ib l e, and va l ua b le
companies, b as ed on market product. They c o nn e c t t h re e
c a p i t a l i z a t i o n w er e te c hn ol ogy fi r m s . different e n t it ie s: u se r s (a nd
They have r e pl a ce d b ig oil an d customers), d e v e l op e rs (in c lu di n g
natural gas com p an ie s , w hi c h designers and e n g in ee r s) and t he
d o m i n a t e d t h e m a r k e t for t h e las t 5 0 business team (s a l es , m a rk e t i n g ).
years. Companies l ike Fa c e b o o k , Each team h as the fo ll o w in g
A l i b a b a , W h a t s A p p, I n st a gra m di d n o t functions:
e v e n e x i s t 2 0 y ea r s a g o. W ith a n T h e c u s t o m e r/ u s e r is t h e o n e w h o
exponential i n cr e a s e in the d at a s u f f e r s f r o m a pro b l e m , s o l v in g it
being g e n e r a te d ev er y se c o n d , c r e a t e s v a l u e f or t he fi r m.
utilizing it p r op er l y g iv e s a ny T h e d e v e l o p m e n t t e a m - d e sig n e r s
company a c om p et i tive a d va n t a g e . a n d e n g i n e e rs c r ea t e a p ro d uc t to
Why is it r e le v a nt f or a p ro d u c t solve c u s t om er p ro b le m s by
m a n a g e r ? A p r o du ct m a n a ge r's r o l e i s u t i l i z i n g t h e b e st p r ac tic e s s o tha t
d e f i n e d a s ‘ T h e C EO o f a p ro d u ct ’ , it is e a s ie r to d ev e l o p and
a n d t h e y a r e ex p e ct e d t o im p r o ve m a i n t a i n i n t h e l o n g t e rm .
u p o n e x i s t i n g p ro d u ct s or d e v e lo p
n e w p r o d u c t s . H e n ce i t is v i ta l to
u n d e r s t a n d t h e t o ol s a v a i la b le, a n d

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 B u s i n e s s o r g a n iz a t ion o n t h e ot h er A r t i f i c i a l i n t e ll ig e n c e i s a f ie l d o f
hand is sol ely f o c us e d on computer science d e v elo p e d to
increasing sh ar e h o l de rs ’ value. g i v e m a c h i n e s th e a b i l i ty to th in k
The main a im is to ge n e r a te l i k e h u m a n s . It is a b ro a de r f ie l d
w e a l t h b y s e ll i n g its s e rv ice s a nd t h a t i n c l u d e s are as li k e M a c h i n e
products by u ti liz in g t he f ir m ’ s L e a r n i n g , D ee p L e arn i n g , N a tu r a l
resources. Language P ro ce s s i n g , C o m pu t er
V i s i o n , R o b o t i c s , e tc .
T h e r e i s a n i n h er e nt co n f l ict b e t w e e n
t h e m ; a f e w e x a m p l e s w ou l d b e: Definition of Machine Learning
E n g i n e e r s w o u l d w a n t to w o r k o n
cutting-edge t ec h n olo g ie s , " A c o m p u t e r p r o gra m i s s a i d t o le a r n
irrespective of how u se f u l and f r o m e x p e r i e n c e ( E ) t o so m e cl a ss o f
v a l u a b l e i t i s f o r th e u s er s o r h o w t a s k s ( T ) a n d pe rf o r m a n ce m e as u re
e x p e n s i v e i t is f o r th e bus i n e s s ( P ) , i f i t s p e r f o rm a nc e a t ta sk s in T, a s
t e a m . A c c o r di ng to the cu st om e r , measured by P, improves w i th
d e s i g n e r s w is h f or a n a es th e t ic e x p e r i e n c e E . " - T o m Mi tc h e ll
d e s i g n e v e n th ou g h i t is n ot t h e
m o s t p r e f e r r ed o n e. Compared to ru l e- b a s e d s y st e m s
C u s t o m e r s w a nt mo re f ea tu r e s a t followed earlier, Ma c h i n e L e a rn i n g
a cheaper c os t , and bu s i n e s s e s h a s t h e a d v a n t a g e th at w i th m o re
want to e x t ra c t profits by d a t a , t h e s y s t e m i m pr o ve s it s e l f a n d
c h a r g i n g a p r e mi um . g e t s r i d o f u n d e rl y in g b i a s e s . F or
e x a m p l e , i n a b a n k , t o s el l a de pos it
H e n c e a p r o d u c t ma n a g er i s ex pe c t e d product, they d ec id e on p ote n t i a l
to strike a balance b et w e e n the buyers based on t he i r savings
p a y o f f s a n d t r a de of f s o f e ac h p art y . a c c o u n t b a l a n c e . T h us , i f th e b a l a n c e
i s g r e a t e r t h a n th re s h o ld , th e n s e n d
t h e a d v e r t i s e m en t to th e b uy er . In
t h e m a c h i n e le a rn i n g a pp r oa ch , w e
c a n l o o k a t t h e c ha r a c te ri st i cs o f
p e o p l e w h o b o u gh t t he pr o d u c t in th e
past and match s i m i l ar c u s to m er
profiles to r e du c e the c os t of
advertisements and i m pr ove d
c o n v e r s i o n r a t e s.

Figure 5.1 Relationship between AI & ML

Figure 5.2 Machine learning and related

areas

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 M a c h i n e L e a r n i n g c a n be d iv id e d i n t o th r e e m aj o r a re a s :

S u p e r v i s e d L e a r ni n g
M a k i n g a p r e d i c t ion ba se d o n a s e t w h er e th e o ut pu t i s l a b e l e d .
Regression: To p red ic t a co n t in u o u s v ari a b l e . For e x am p l e , w e a th e r
f o r e c a s t i n g , in d i ca t in g t h e p r i c e o f a s t o c k, e tc .
C l a s s i f i c a t i o n : C las s if yi n g i n p ut i n t o a se t o f pr e d e fi n e d c la s s e s. F o r e x a m p le ,
f r a u d d e t e c t io n , im a ge c l as sif i c a ti on , s pa m d e te c t i on , e t c.

U n s u p e r v i s e d L e a rn i n g
O r g a n i z i n g / d e sc rib in g th e s tru ct u r e of un la be le d d a t a .
C l u s t e r i n g : F in d i ng sim il a r g r o u p s b e t w e en da t a . F o r e x a m p l e , cu sto m e r
s e g m e n t a t i o n , re co mm en d er s y s t em s , e t c .
D i m e n s i o n a li t y R ed u c t io n

R e i n f o r c e m e n t Le a r nin g
T o t a k e a c t i o n t o m a x im i z e t h e no ti o n o f c u m ul a tiv e re wa rd . F or e xa m p le , g a m e
A I i s t r a i n e d f o r s eve r a l gen e r a t i o n s u n t il it l e a r ns fr o m i t s m is t a k e s h o w i t ou gh t
t o t a k e e a c h s t e p , so th a t i t w ou l d l ea d to v i c t o ry o r s u rv i v a l .

Figure 5.3 Training testing flow of an ML model

I n t h e a b o v e d i a g ra m, t h e c r iti ca l s t e p i s to d e ci d e w h i c h m o d e l t o u s e b a s e d o n
e a c h a l g o r i t h m 's l im ita t io n s . B e l o w ar e a f e w of t h e st a n da rd a l g o r i t h m s w i t h
t h e i r p r o s a n d c on s.

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 O n e o f t h e m o s t im p o rt an t cl a s s e s o f a l g or ith ms i s re c o m m e n d e r s ys t e m s .
C o m p a n i e s l i k e N et f l ix , A m a z on , Fa c e b o ok , G o o g l e, Y o u T u be , S p ot i f y re ly o n
r e c o m m e n d e r s y ste m s f or t h e i r co r e pr o d u c t . A s S t e v e J ob s s a i d , “ P e o p l e do n 't
k n o w w h a t t h e y w a n t u n t il y ou s h o w i t t o t h e m .” R e c o m m e n d e r s y s t e m s h e l p
p e o p l e i d e n t i f y t h e ir ne ed s, w hi ch t h e y a r e n o t a w a re o f . I t ca n b e d e t e rm i n e d b y
l o o k i n g a t r e l at ion s h ip s c ha rac te r i s e d by i d e a s l i k e , “ p e o p le b o u gh t X p r o d u c t s
a l s o b o u g h t Y p r o d u c ts .”

Types of Recommender Systems

C o n t e n t - b a s e d : Th is a p p r oa c h id en ti f i es a tt r i b u t e s / d e sc ri p t i v e k e y w o r d s f ro m
d i f f e r e n t i t e m s a n d r eco m m e n d s o n t he ba s i s of s i m i l a r i ty b e tw e en tw o i t e m s.
T h e d r a w b a c k o f t hi s a p pr o ac h i s th a t i f t h e re i s no c o m m o n a t tr i b u t e t h en t he
u s e r s w o n ’ t b e re co mm en de d a p a rt i c u l a r it e m .
K n o w l e d g e - b a se d: T h is a p p ro a c h is u s ed i n t h e i n i t i a l s t a g e s w h er e a u s er i s
e x p l i c i t l y a s ke d f or hi s /h er pr e f er e n c e s a n d c r e a t e s a m o d e l t o re c o m me n d
t h e n e x t i t e m s. E x a m p le : N etf l i x a s k s u s e rs to s e l e ct t h r e e p re fe r re d m o v i e /t v
s e r i e s o f t h e ir l ik i ng .
C o l l a b o r a t i v e f ilt e rin g: T hi s a p p r o a c h ut il i z e s b o t h it e m at t ri b u te s a n d u s e r
p r e f e r e n c e s , in c l u d in g th e i nfo rm a ti o n o b t a i n e d f ro m ot h e r u s e r s ’ r a t in g s .
H e n c e i t i s k n ow n a s c ol l a b or a t i v e f i lte ri n g .

W e ’ l l n o w l o o k a s ex a m pl e o f th e a bo ve re c o m m e n de r s y s t e m s:

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 Content Based T h e a b o v e e x a m ple c o n t a in s a li s t o f
u s e r s a n d i n f o r m a t i on a s to w h e th e r
t h e y l i k e d a p a r ti c ula r mo v i e or no t .
I f S c a z l i k e d t h e mo vi e In si d e O ut, w e
w a n t t o k n o w w h i c h m ov i e w e sh o u l d
r e c o m m e n d t h at h e w a tc h n ex t . W e
take a w e i g h ted a v er age of the
o p i n i o n s o f p e o p le w h o h a v e s i m i l a r
r e v i e w s a s S c a z d o e s f o r I n s i d e O ut,
a n d c h o o s e t h e m ov i e w i t h m a xi m um
v o t e s . I n t h i s c a s e , An t- m a n ha s th e
highest votes. T hi s a p p ro a c h ' s
d r a w b a c k i s t h at i t d oe s n 't c on s i de r
t h e f a c t t h a t w e h a v e n o i n fo r m a ti o n
Figure 5.4 Example of content-based a b o u t t h e g e n r e p r ef ere n c e . W e a re
recommender systems not utilizing th e m o vie - at tr i b u t e
i n f o r m a t i o n i n th i s s ce n a r io .
T h e t a b l e c o n t ai ns a l is t of m o vi e s
a n d t h e i r a t t r ib u te s. It s ho ws th a t
C o l l a b o r a t i v e F i l t e r i ng
Inside Out is an animated, n o n-
marvel m o v ie w i t ho u t a ny
s u p e r v i l l a i n , w h ic h f a il e d th e be c h d e l
t e s t , a n d i n c l u d e s p e o p le fr o m “P a rk s
and R e c r e a t i o n ”. B a s ed on t h is
information, if s om eb od y had
w a t c h e d I n s i d e O u t , we w an t t o kn o w
w h i c h a m o n g t he t hr ee – A n t- M a n ,
Avengers and M i n io ns we s h o u ld
r e c o m m e n d . W e t a k e t h e s im il a r it y
b e t w e e n t h e f e a t u res of ea ch m ov i e
Figure 5.6 Example of collaborative
a n d I n s i d e O u t . T he hi ghe st si m il a ri t y
filtering recommender systems - step 1
i s w i t h M i n i o n s, a n d h e n c e M in i o n s
should be r ec o m m e n d ed . The The matrix c on tain s ha lf - fi l l ed
drawback is t h at t his a pp r o a ch i n f o r m a t i o n w i t h r ev i ew s t ha t u se r s
doesn't c o n s i d er u s er p re f er e n c e s h a v e f i l l e d f o r d i f f er e n t m ov i e s . T he
and relies solely on th e m o v i e' s m i s s i n g v a l u e s c o rr e sp on d t o m ov i e s
attributes. t h a t h a v e n ’ t y e t b e e n w a t c h ed b y
t h o s e u s e r s . T h e a i m i s to f in d th e
K n o w l e d g e B a s ed
missing values. We w i ll try to
decompose the m a tr i x into two
m a t r i c e s , k n o w n as la t en t fa c t o rs .

Figure 5.5 Example of knowledge-based

recommender systems

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 Figure 5.9 Example of collaborative
Figure 5.7 Example of collaborative filtering recommender systems - step 4
filtering recommender systems - step 2
The predicted values are
W e s t a r t w i t h ra n d o m v al u es i n t h e r e c o m m e n d a t i o n s c o re s .
t w o m a t r i c e s a n d m u l t i p l y th em to
get the i n f o r ma ti o n m a tri x . We This method ta ke s care of user
calculate the d i f fer en ce b et w ee n preferences a nd o b je c t a t t ri b ut e s ,
a c t u a l a n d p r e dic t ed va lu es . F in al ly , a n d i s a v e r y p ow e rf u l a nd s i m p l e
w e f i n d t h e o pt im a l v a l u es f o r b ot h r e c o m m e n d a t i o n a l g or it h m.
m a t r i c e s b y u s in g gr a d i en t d es c e n t ,
w h i c h m i n i m i z es the er r or be tw e e n Neural Networks
predicted and g ive n in f o r m a t i o n
matrix. A l l t h e a l g o r i t h m s d e s c ri b e d ea r li e r
w o r k e d d i f f e r e n tl y fr om h o w hu m a ns
l e a r n . T h e g o a l o f m a c h in e l e a rn i n g
and artificial in te l li g e n c e was to
mimic our way of l ea r n i ng in
computers. N e u ra l N e t w o rk s were
d e v e l o p e d i n th e 1 9 6 0 s b u t g ai ne d
p o p u l a r i t y i n th e c u r re n t e r a , w it h
i n c r e a s e d c o m pu ta t i o n a l c a p a b i l i ti e s
of existing s y s te m s . B e lo w is a
d i a g r a m t h a t c o m p a r e s th e w o rk in g
m e c h a n i s m o f a b i o l og i c a l n e u r on a nd
Figure 5.8 Example of collaborative a n a r t i f i c i a l n e u ro n.
filtering recommender systems - step 3

U s i n g t h e t w o m a t ric e s , m u l t ip l y a n d
g e t t h e m i s s i n g q u e s t io n m a r k v al u e s .

Figure 5.10 Comparison of biological

neuron vs artificial neural network

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 I f o n e p u t s t h e ir h a n d o n a h o t s t o v e , o f D e e p L e a r n i ng N e ur a l N et w o r k, a
t h e i m m e d i a t e a c ti on w ou l d b e to pul l s t a t e o f t h e a r t ne tw o r k , k n ow n fo r
t h e i r h a n d a w a y f r om t h e s t o ve . In i t s f u t u r e p o t e n t i a l.
this process, in fo rm a t i on t ha t t he
s t o v e i s h o t , i s t a k en a s in p u t f r o m Generative Adversarial
d e n d r i t e s t o t h e n u c le u s, wh e re i t Networks
decides if it is h ot ter t ha n some
t h r e s h o l d ; i f y e s, t h e n e ur o n is f i re d .
The axon c a r ri es th e im pu l s e or
s i g n a l t o t a k e t he h a n d a w a y , t i ll a x o n
t e r m i n a l s . S i m ila r l y, in an a r t i fi c i a l
neural network, in pu t s ar e t a ke n
from all the x i, an d w e ig ht s are
a s s i g n e d t o m i n i m iz e er r o r. Ba s e d o n
Figure 5.12 Illustrative diagram of a
t h e v a l u e o f t h e we ig ht e d s um a n d
generative adversarial
activation f u n c ti o n , th e o ut p u t is
predicted. I t i s a s p e c i a l t y p e o f n e u ral n et w o rk
where we h a ve tw o o pt i m iz in g
E a c h n e u r a l n e t w o rk h a s a d if f e re n t f u n c t i o n s i n s t e a d o f o n e , a n d bo th o f
a r c h i t e c t u r e , a n d i s use d f or d if f e r e n t t h e m c o m p e t e w i t h o ne a n ot he r . W e
purposes. H ow e v e r , n e uro ns , have a g e n e r a to r ne t w o rk and a
a r t i f i c i a l n e t w o r k s , a n d h i dd e n l a y e r s discriminator n e t w o r k, wi t h t he i r
a r e c o m m o n , w hi ch e x t ra c t h i d de n l o s s f u n c t i o n s , a n d t he t a s k is t o
features. reduce the loss. I ni t i al l y , the
g e n e r a t o r i s p r o v i de d w i th r a n d o m
T h e m o r e t h e n um be r o f la yer s , th e i n p u t , a n d h e n c e th e d i s c r i m in at o r
m o r e c a p a b l e t h e AN N o f e x t r a c ti n g c a n e a s i l y d i s t i ng ui s h be t we e n re a l
f e a t u r e s o f a h i gh er d im en si o n . a n d f a k e i m a g e s . T h e g en e r at o r lo s s
will be too high. A ft e r s e ve ra l
iterations, generator lo s s is
m i n i m i z e d , a n d i t c r e a te s a m o re a n d
m o r e r e a l i s t i c i ma g e . In a nut s h e l l ,
b o t h n e u r a l n e t wo rk s h a v e a ch i e v e d
state of the a rt by letting one
m a c h i n e c o m p e t e w i t h th e o t he r. T h e
f i n a l o u t p u t i s tw o ne t wo r ks , on e t o
g e n e r a t e f a k e i m a g e s a n d th e o th e r to
d e t e c t . B o t h o f th e m ca n b e u s e d
Figure 5.11 Illustration of a deep neural independently.
network
Conclusively, t he p ro d u c t m a na g e r
T h e d e e p n e u ra l n e tw o r k h a s m o r e
should understand what d i ff er e n t
n u m b e r o f h i d d en l a y e r s, wh ich h e l p
t o o l s t h e y h a v e av a i la b l e , a n d ho w t o
i n f e a t u r e e x t ra cti on . C om p a r e d t o
i m p r o v e t h e p ro d u c t by a p p l y in g M L
classical ML m od els , w he r e users
and AI. The f ol l ow in g f ra m e w o r k
h a v e t o d e r i v e o r s p e cif y fe a t u re s
p r o v i d e s a n i d e a a s t o wh e th e r y o u
f r o m t h e d a t a s e t. In De ep Le a r n i n g ,
should apply ML to t he e x i s t i ng
t h e m o d e l i t s e l f se le ct s a n d c re a t e s
product or not:
f e a t u r e s . W e s h a l l se e a sp e c if ic ty p e

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 D o e s i t f i t t h e p ro d u ct g o a l ? h t t p s : / / m e d i u m . c o m/ @ ne a l _ l a t hi
How does t he p ro du c t re v o lv e a / m a c h i n e - l e a rn i n g - fo r -p r od uc t -
a r o u n d t h e M L? m a n a g e r s - b a 9 c f 8 7 24 e 5 7
How should the p ro du c t s ta r t h t t p s : / / m e d i u m . c o m/ @ y a e l g / p ro
using ML? d u c t - m a n a g e r-p m- st e p - by - s t e p -
B e n c h m a r k t o co m p a r e it wi th ? t u t o r i a l - b u i l d i n g -m a c hi n e -
H o w q u i c k ly s hou ld th e p r od u c t l e a r n i n g - p r o d u c t s - f fa 7 8 1 7a a 8a b
change? h t t p s : / / w w w. a ha . i o / r oa dm a p p i n g
What i n t e ra ct i on s, a ct i on s, and / g u i d e / p r o d u ct -
c o n t r o l d o u se rs h a ve ? m a n a g e m e n t/ wh a t - is - a -p r od uc t
h t t p s : / / w w w. m c k i n s e y . c o m / in d u s
Several i n n o v a t ive so l u ti on s like t r i e s / t e c h n o l o g y -m e d i a - a n d-
Tesla s e l f - d r i v in g cars, se n t im e n t t e l e c o m m u n i c at i on s / o u r -
analysis, and obj e ct d e te c t io n in i n s i g h t s / p r o d uc t- m a n a g e r s - f or-
r o b o t i c s a n d th e fu t ur i s t ic st o r e – t h e - d i g i t a l - w o r ld #
Amazon GO, w ou l dn ’ t h av e been h t t p s : / / h b r .o rg / 20 1 7 / 1 2 / w h a t -i t -
p o s s i b l e w i t h o u t a n u n d e rst a n d i n g o f t a k e s - t o - b e c o m e - a -g re a t -
a d v a n c e d a l g o r it hm s a n d w her e t h e s e product-manager
t o o l s c o u l d b e u s ed . T he ex p e c ta t io n h t t p s : / / w w w. y o u tu be .c o m/ w a t c h
is not to c o d e, b ut k n ow what ?
r e q u i r e m e n t s t o a sk of t he t e ch n i c a l v = r Z u f A 6 3 5 d q 4 & li s t = P L tB w 6 n jQR U
team member! -
r w p 5 _ _ 7 C 0 o I V t 2 6 Z g j G9 NI & i n d e x=
References 4 & a b _ c h a n n e l = A l e x a nd e rA m i ni
h t t p s : / / w w w. y o u tu be .c o m/ w a t c h
h t t p s : / / t o w a r ds d a t as c ie n c e. c o m / ?
t h e - r e m a r k a b l e- wo r ld -of - v=njKP3FqW3Sk&list=PLtBw6njQR
r e c o m m e n d e r - sy s t e m s- U-
bff4b9cbe6a7 r w p 5 _ _ 7 C 0 o I V t 2 6 Z g j G9 NI & i n d e x=
h t t p s : / / t o w a r ds d a t as c ie n c e. c o m / 1 & a b _ c h a n n e l =A l e x a n d e rA m i ni
w h a t - a r e - p r o d uc t- h t t p s : / / t o w a r ds d a t as c i e nc e . c o m /
r e c o m m e n d at ion -e n g in e s- an d - i n t r o d u c t i o n - t o- re c o m m en d e r-
t h e - v a r i o u s - v e rs i on s- o f- t he m - systems-6c66cf15ada
9dcab4ee26d5 h t t p s : / / t o w a r ds d a t as c i e nc e . c o m /
h t t p s : / / w w w. a n a l y t ic s vi dh ya . c o m u n d e r s t a n d i n g - c o n fu s i o n- m a tr i x -
/ b l o g / 2 0 1 5 / 0 8 /b egi n n er s - g ui d e- a9ad42dcfd62
l e a r n - c o n t e n t - b a se d- h t t p s : / / w w w. y o u tu be .c o m/ w a t c h
r e c o m m e n d e r - sy s t e m s/ ?
h t t p s : / / w w w. y ou tu be .c o m/ w a t c h v = I m p V 7 0 u L x y w & a b_ ch an n e l = L u i s
? Serrano
v = j h F F O m v P n e4 & a b _ ch a n n el = 5 M i n
utesEngineering
h t t p s : / / w w w. y ou tu be .c o m/ w a t c h
?v=n3RKsY2H-
N E & a b _ c h a n n e l =A r to f th eP r ob le m
h t t p s : / / t o w a r ds d a t as c ie n c e. c o m /
m a c h i n e - l e a r n in g- f o r - pr od u c t -
m a n a g e r s - p ar t -i - pr ob l e m -
m a p p i n g - 5 4 3 6 13 2 c3 a 6 e

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 Somitra Baldua

Introduction In VR, we are c re a ti n g a p a ra ll e l

reality itself. We a re c re a t in g an
A u g m e n t e d R e a lit y a n d V irt u a l R e a li t y e n t i r e s i m u l a t e d e n v i ro nm e n t f o r a
are two p a rt i cu l a rl y p o pu l a r c o m p l e t e , i m m e rs iv e e x p e r ie n c e .
b u z z w o r d s . T h e y ha ve b e e n a p ar t o f
p o p u l a r c u l t u r e s i n ce a t l eas t 2 01 2- A user is p l a ce d in s id e a v ir t ua l
1 3 , w h i c h i s q u it e a l o n g tim e i n th e e n v i r o n m e n t , w h ic h in t u r n t ri es t o
t e c h - w o r l d . H ow ev e r, c l ari t y ab o u t t r i g g e r a n d e n g a g e ( i. e . si m u l a t e ) a s
t h e i r f u n c t i o n in g a n d u se ca se s i s many senses as p o s sib le . The
still pretty l im it ed an d n ic h e . u l t i m a t e m o t i v e is t o c r ea te a n a l l -
F r e q u e n t l y , t h e se t w o t e rm s a re u s ed r o u n d e x p e r i e n ce w i t h co mp le te s e lf -
interchangeably as w el l. H o we v e r , i m m e r s i o n . T h e o n l y l i m i t s t o v ir t ua l
there is a sig n i f ica nt d i ff e r e n c e r e a l i t y ( V R ) a r e th e av a i l a b i li t y o f
b e t w e e n b o t h t h e t ec h n ol o gi es. content and c o st e f f e c t iv e
c o m p u t a t i o n p o w e r. A s is a p p ar e n t
Augmented R e a li ty (AR ) r ef er s to f r o m t h e d e f i n i t io n i t se l f , d e t a il e d
o b s e r v i n g t h e r ea l - li fe e n v ir o n m e n t g r a p h i c s a r e a n i m p o rt a n t p a rt o f a
w i t h a d i g i t a l a u gm e n ta t io n o v e rl a id powerful and co nv in c in g vir t u a l
o n i t . T h e f u n d a me n t a l id e a her e i s t o r e a l i t y ( V R ) e x p eri e n c e , a n d h en ce
enhance r e a l - l ife e x p er i en ce s with the r e q u i r e m en t fo r h ig h
relevant c o n t e n t, in fo r m a ti o n e tc . c o m p u t a t i o n p o w e r. ( Ba rd i, J . 2 0 1 9 )
( “ W h a t i s A u g m e n t ed R e al i t y ”, 2 0 19 )
Popular Products & Brands
I n A u g m e n t e d R e a li t y ( AR ), w e a r e
using a c o m p u te r to d ec r y p t, or A R h a s a w i d e ran g e o f a p p l i ca t io n s,
understand the li ve vid eo stream a n d h e n c e i t s p ro du ct se t is a l s o
f r o m c a m e r a . B y u nd er sta n d i n g , w e diverse. Examples of AR in cl ud e
m e a n i d e n t i f y i n g & r ec og n iz in g t h e m u l t i p l e a p p b a se d s of tw a re p ro du ct s
o b j e c t s i n t h e v id eo a n d u s ing th e like “Pokémon Go”: an AR b a se d
c o n t e n t s o f t h e v id e o t o c r ea te a s m a r t p h o n e g a m e t h a t b e ca me a vi r al
c o n t e x t . T h e c om p u t er t he n r en d e r s s e n s a t i o n i n 2 01 6 -1 7 . S im il ar l y, t he
the relevant 3D g r a p h ic s a nd “IKEA Places” ap p by IK E A- a
s u p e r i m p o s e i t on t h e l ive ca m e ra f u r n i t u r e r e t a i le r h a s a n A R f e a t u re
f e e d t o e n h a n c e a u se r ’s e xp er i e nc e
of the real world.

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 w h i c h a l l o w s c u st o m er s t o vi s u a li s e d u r a t i o n u s e , t o t h e t u n e o f a n e n t i re
t h e s e l e c t e d I K EA p r od u c t in t h e ir day at a time. As a result, the make or
homes to c o n f irm p r od u c t fit. break features i nc lu d e the device
Amongst h a rd wa re- ba s ed AR being light in w e ig h t and having
p r o d u c t s , “ s m a r t g l a ss e s” is t he m os t l o n g - l a s t i n g b a t t e r i e s . G o og l e G l a s s ,
p o p u l a r c a t e g o ry, wh ich is l e d b y f o r e x a m p l e w e i g h s a ro u n d 4 6 g m s
b r a n d s l i k e G o og le ( “ G oog le gla s s ” ), a n d h a s a b a t t e ry w h i c h i s s u ff i ci e n t
Epson ( “ M ov er i o” ) , T os h i b a f o r a t y p i c a l d a y ’ s u s e . H ow e v e r, it
( “ d y n a E d g e ” ) e t c . T h e “ sm a rt gla s s e s ” c o s t s t h e c u s t o m e r a ro u n d $ 15 0 0 .
c a t e g o r y i s h i g h l y f ra g m en t e d w it h no
clear winner. V R d e v i c e s o n t h e o t he r h a n d a r e
t y p i c a l l y u s e d fo r s h or t d u ra ti o ns , i n
V R p r o d u c t s c a n a l s o b e se gm e n t ed t h e r a n g e o f 2 - 3 h ou rs o f co nt i n u ou s
into Hardware and S o f t wa r e. VR u s e . T h e y w e i g h m o re , i n t he ra n g e o f
headsets, p o p u la r ly ca l l ed “Head 4 0 0 - 6 0 0 g m s a nd h a v e le s s b a t t e ry
M o u n t e d D i s p l a y ” ( H M D) is t he m o s t life, to the tune of 3-4 hours. With
p o p u l a r h a r d w a r e p r o d uc t c a t e g or y l o w e r b a t t e r y li fe a n d h e a v i e r w e i g ht ,
i n V R . H M D s a re fu r t he r c l as s if i ed h o w e v e r c o m e s t h e b e n e f i t o f a lo w e r
into three types: p r i c e t a g c o m p a re d t o A R d e vi c e s .
C a t e g o r y 1 : V R he a d s e ts t o b e us e d P r i c i n g s t a r t s f ro m $ 1 2 0 a n d t o u ch e s
i n c o m b i n a t io n w it h S m a r tp h o n e s . $ 6 0 0 - 7 0 0 . T h e i n e f f i c i e n c y in p ro d u ct
Category 2: VR h e a ds ets to be d e s i g n ( b a t t e r y l i f e a n d w e i g h t ) a re
used in c o m b i na t io n w it h PCs the major b o t t le ne c k s in VR a nd
(Personal C o m p u t e r s), or provide i m m e ns e scope f or
Consoles. improvement.
Category 3: S ta n d a l on e VR
headsets. How AR Works

E a c h c a t e g o r y ha s a d if f er e n t s o u r c e Computer Vision is t he most

o f c o m p u t a t i o n po w er . Fo r e x am p l e , fundamental building bl o c k of AR
i n c a t e g o r y 1 , s ma rt p ho n e s p ro v i d e t e c h n o l o g y . I n t h i s s e c t io n, w e w i ll
the c o m p u t a t io n p ow er , w hil e in f i r s t i n t r o d u c e Co m p u t e r v is i on a n d
C a t e g o r y 2 P C s o r c o n so les pr o v i d e t h e n f u r t h e r e x p lo re t h e wo rk i ng o f
t h e s a m e . I n ca t e gor y 3 , t h e o n us of AR technology.
computation is em b ed d ed in the
h e a d s e t i t s e l f . G e ne ra ll y , c a t eg o ry 2 C o m p u t e r V i s i o n B a s ic s : T he g o a l o f
and category 3 HMDs a re also C o m p u t e r V i s i o n is “ t o u s e o b s e r v e d
a c c o m p a n i e d w it h “ han d co n t r oll e r s ”, i m a g e d a t a t o i nf e r s o m et hin g a bo u t
w h i c h i m p r o v e mo t io n t ra cki n g a n d t h e w o r l d . ” ( B ro wl e e , J . 20 1 9 ) Gi v e n
therefore, the vir t ua l d e vi c e a n i m a g e ( o r v i d e o s t r e a m – wh i ch i s
experience. The m a j or br a nd s a g a i n a s e t o f i m a g e fra me s ), w ha t
o p e r a t i n g i n t h e V R h ea d s e t s p a c e a r e c a n w e u n d e r s t a n d a b ou t t h e s ce n e
Sony P l a y S t a t io n , HTC V i ve a nd b e i n g p o r t r a y e d i n t ha t i m ag e ? D o e s
F a c e b o o k ’ s O c u l u s. i t h a v e a n o b j e ct , w h a t k i n d of o b j ec t ,
h o w m a n y s u c h o bje c t s a re t h e r e e t c .
Pricing and Product Features These are the key qu e s t i on s tha t
c o m p u t e r v i s i o n f o c u s e s on . It i s a n
AR devices, h a v ing varied extremely a d v a n ce d re s e a r ch field
a p p l i c a t i o n s , a r e me an t fo r lo n g a n d c a n b e f u r t h e r b r o ke n d o w n i nt o

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 s u b f i e l d s l i k e o bje ct de te c t i o n, o b j e c t feature e x t r a ct i on a l g o ri t h m used
c l a s s i f i c a t i o n , o bj e c t ve ri f ica ti o n e t c . e a r l i e r , t h u s d e ri v i n g a fe a t u r e v e c t o r
W e ’ l l d e l v e a l it tl e d e ep e r in t o ob je c t Y . W e t h e n c o m p a r e f e a t u re v e ct o r Y
c l a s s i f i c a t i o n , t o d e v e l o p a c le a re r w i t h X c a n d X e , t o i d e nt i fy wh i c h on e
i d e a o f h o w c o m p u t e r v isi on wo r ks . i t i s c l o s e r t o . I f i t i s c lo s e r t o X c, o u r
a l g o r i t h m w i l l c la s si fy t he i m a g e a s
We will try to u n d e rs t a n d t he C l a s s “ c ” . I f i t i s c l os e r t o Xe , o u r
underlying t h e ory of ho w o b j ec t a l g o r i t h m c l a s s i fi e s i t a s X e. In t h i s
classification w or ks t hr o u g h the e x a m p l e , s i n c e o n l y t w o c l a s s e s a re
c h a r a c t e r r e c o g n it io n p r o bl e m. used, not b e l o n g in g to cl a ss “c ”
i m p l i e s b e l o n g i n g t o c l as s “e ” . Bu t , i n
The problem st at e m en t fo r us is : c a s e o f 3 o r m ore c l a s s e s , t h e s a m e
g i v e n a s e t o f i m a ge s c o n ta in in g o nl y w o u l d n o t b e p os s i b l e .
t w o c h a r a c t e r s : “c ” a n d “e ”, h o w ca n
w e d e v e l o p a n a u t om at ed a l g o r it h m N o t e: T h i s i s a v e r y s i m p li st ic m o d e l .
t o c l a s s i f y e a c h im a ge as ei th er t h e A d v a n c e d a l g o r i t hm s w h i ch a r e us e d
c h a r a c t e r “ c ” , o r c ha r ac te r “e ” ? for c l a s s i f i c a ti o n a re much m or e
sophisticated.
T h e s o l u t i o n h er e is b r o ken in t o t w o
parts: the t r a in i ng phase a nd th e
testing phase. The two p o s s i b le
outcomes (“c” or “ e” ) a re called
c l a s s e s . A n y g i ve n i ma ge wi l l b el o n g Figure 6.1 Basic character recognition
t o e i t h e r c l a s s “c ” , o r c l a s s “e ”. algorithm

AR technology wo rk s th r o u g h th e
I n t h e t r a i n i n g p h a s e, a l a b el l ed d a ta
following steps:
s e t i s p a s s e d th r o ug h t he “f e a t u re
First step is C o m p u te r v is io n ,
e x t r a c t i o n a l g o r it h m ” . A l a be l le d d a t a
w h e r e a c o m p u te r u n d e rs t an d s t h e
s e t i s a s e t o f im a g e s , w he re e a ch
content of t he video s t re a m i ng
i m a g e i s l a b e l l e d a s eit h e r cl ass “ c ” o r
f r o m c a m e r a f e e d a n d g e n e r at e s a
c l a s s “ e ” . W e a l w a ys us e la bel led d a ta
b a s i c c o n t e x t fo r t h e w o r l d a ro u n d
sets for the t ra i n in g p h a se . For
the user.
example, a u se r w ou ld know
S e c o n d s t e p i s R e n d e r in g . O n c e
b e f o r e h a n d t h a t t he im a g e w hi ch i s
t h e c o m p u t e r h as un d e r s to o d ( i n
b e i n g p a s s e d t o t h e al g or i t hm f o r
t h e s t e p 1 ) w h a t t h e c a m e ra ( an d
t r a i n i n g i s o f c l a s s “ c” .
h e n c e , t h e u s e r ) i s l oo ki n g at , i t
s e a r c h e s f o r t h e re l e v a n t d i g it a l
In the testing p ha se , we use an
c o n t e n t a n d t he n s u p e r i mp os e it
unlabelled d a t a se t. T he o nl y
o n t h e c a m e ra fe e d , s o t h at i t
i n f o r m a t i o n t h a t w e h a ve ab ou t th e
l o o k s l i k e a p a r t o f r e a l w o r l d a nd
u n l a b e l l e d d a t a se t is th a t e ac h i m a g e
e n h a n c e s t h e e x p e r i en ce .
i n t h e d a t a s e t w il l e i t h e r b e o f c l a s s
“ c ” o r o f c l a s s “ e ” . U n lik e t he la b e l l e d
A R i s a r e a l t i m e a p p l i c a t i on & h e n c e ;
d a t a s e t , w e d o n’ t kn ow b ef o re h a n d
both the above steps have to be
w h e t h e r a g i v e n im ag e is of cl as s “ c”
p e r f o r m e d o n e v e ry fr a m e th at t he
o r c l a s s “ e ” . H o w e v e r , w e n ow h a v e a
camera c a p t u re s . i P h on e 11 ha s a
c l a s s i f i e r i n p l a c e. W e w i l l p as s t h e
c a m e r a w h i c h c ap tu re 4 k r es ol u ti o n
u n l a b e l l e d d a t a th r o u g h t h e s am e
f r a m e s a t 6 0 f p s , w h i c h g i v es u s

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 a r o u n d 1 6 - 1 7 m ill i se c on d p e r f ra m e to h e a d s e t s h a v e s o p h i s ti c a t e d t r a c k i n g
c o m p l e t e b o t h t h e ab ov e s te p fo r a 4k s e n s o r s , w h i c h a re e s s e n t i a l t o cre a t e
f r a m e . C o n s i d e r in g t he co m pu t at i on a l a q u a l i t y e x p e r i e n c e . T ra c k i n g o f t h e
s p e e d o f m o d e r n p ro ce ss ors , 16 - 1 7m s user’s head is d on e via i n t e rn al
is a very long t im e . Th is gives components li ke g y r o s co p e s ,
developers enough b an d w id th to m a g n e t o m e t e r s a n d a c ce l e r o m e te rs .
d e s i g n s o p h i s t i c a t e d A R a lg or it hm s . M a n y h e a d s e t s h a v e a s e t o f e x t e rn a l
s e n s o r s l i k e L E D l i g ht s an d ca m e r a s
How VR Works to further i m p ro v e the t r ac kin g
accuracy. Image data from the
I n t h e c a s e o f V R , i t is a t h re e -s te p h e a d s e t c a m e r a i s u s e d t o cr ea t e a 3D
process: model of the ro om a nd d e t ec t
S t e p 1 : V i d eo is se n t f r om PC ( v i a external l a n d m a rk s l ik e s ta i r s ,
HDMI c a b l e), or sm a r t p h o n e c o r n e r s i n t h e ro o m et c . T h e e a r li e r
s l o t t e d i n t o h e a d se t, o r f r om t h e mentioned c om p u te r vision
graphics c on tr oll e r in he a d s et t e c h n i q u e s a r e u s e d he re . R o ta t i on a l
i t s e l f , f o r a s ta nd alo n e V R h e a ds e t. and linear a c c e le ra t i o n d a ta f ro m
S t e p 2 : V R h e a d s et s e it h e r se nd 2 s e n s o r s i n t h e ha nd co nt r ol l er s i s
f e e d s o n a s in g le d isp l ay , o r ha v e used to track the u s e r’ s h a nd
t w o L C D d i sp l a ys : e a c h f or o n e movements.
eye.
S t e p 3 : V R h e a ds et s h a v e a l e n s L a t e n c y i s a n i m p o r ta n t p e rf or m a n ce
a s s e m b l y b e t w ee n th e us e r’ s ey e s p a r a m e t e r i n V R . H e a d - tr a ck i n g te ch
a n d t h e d i s p l a y , w h ich r e sh ap e s n e e d s l o w l a t e n c y to b e e f fe c t iv e - 5 0
t h e p i c t u r e ap p ro p ria te l y f o r ea c h m i l l i s e c o n d s o r l e s s o r w e w i ll d e t e c t
e y e a n d c r e a t e a 3D im a g e . t h e l a g b e t w e e n o u r h e a d m o ve m e nt
a n d t h e V R e nv ir o n m e nt c ha ng i n g .
W e a r e j u s t t r y i n g to m im ic t h e w a y T h e O c u l u s R i f t h a s l a g o f ar o u n d
o u r e y e s w o r k . Th er e i s a m i n i m u m 30ms.
r e q u i r e m e n t o f 60 fp s f r om t h e V R
h e a d s e t f o r a c on vin c i n g ex p er ie n ce . F O V E V R h e a d s e t ha s i m p l em e nt e d
T h e m o d e r n d e vic e s h a ve ca pa bi l i t ie s e y e t r a c k i n g a s w e l l , u s i n g a n i n t e r na l
w h i c h f a r e x c e ed th i s l i m i t . O cu lu s camera and i n fra r ed s e ns o r tha t
g i v e s 9 0 f p s l e v e l p er fo r ma n c e , wh i l e m o n i t o r s t h e u s e r ’ s e y e . Ev e n k e e p i n g
Sony’s P l a y S t a t ion VR g iv es 12 0 fp s o n e ’ s h e a d s t il l , w hi l e m o v in g o nl y
l e v e l p e r f o r m a n c e . A n o t he r s pe c . t o o n e ’ s e y e b a l l , w i l l l e ad t o th e V R
f o c u s o n f o r V R he a d s et w i l l b e fi e l d environment changing.
o f v i e w . I d e a l ly , V R h e a d s et sh o u ld
provide a 3 6 0 - de g re e d is p la y to Industrial Application
m i m i c t h e r e a l l if e, bu t th at wi ll be
too expensive. M ost of the VR A R a n d V R h e a d s e ts a r e e x p a n d i n g
h e a d s e t s h a v e 1 0 0 t o 1 1o d e g r ee f ie ld t h e i r m a r k e t b y cr e a t i n g e n t e r pr i s e
o f v i e w w h i c h i s e n o u gh f o r h u m a n use cases. T he re a re multiple
capability. companies using AR smart glasses in
t h e i r s u p p l y c h a i n t o im pr ov e t h e ir
Tracking is an a re a wh er e VR productivity. F or d d e s i g ne rs use
headsets try to di f fe r en t i a t e Oculus Rift to v i s u a l is e and
t h e m s e l v e s f r o m eac h o t h er , in o rd e r e x p e r i e n c e t h e i n t e ri or a n d e x te ri o r
t o j u s t i f y t h e i r p rem iu m pr i ci n g . V R d e s i g n o f t h e i r c a r s . L o ck h ee d

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 M a r t i n ’ s e n g i n e e rs u se AR g las se s t o O v e r a l l , t h e i n d u s t ry i s m o v in g a w a y
g e t r e a l t i m e v i sua ls o f t he ir a ir c ra f t s f r o m h a r d w a r e b a s e d t e c h n o lo g ic a l
a n d o v e r l a y i m a g es wit h in st r u c t io ns i m p r o v e m e n t s a n d t o w a rd s s o ft w a re -
i n a r e a l w o r k in g e nv i ro n m en t . T h e b a s e d i m p r o v e m e nt , w i t h a fo c u s on
company has r ea l ise d an a n nu a l c r e a t i n g e n t e rp ri s e l e v e l u s e ca s e s ,
s a v i n g s o f $ 1 0 m i l li o n i n i t s p r o d u c t w h i l e c r e a t i n g mo re c o n t e n t on pl a y
l i n e ( S o u r c e : S ta ti s t a) . s t o r e s . C u s t o m e r en te r p r is e s a r e a l s o
i n t h e p r o c e s s o f e xp lo r in g h o w t o
V i t a l E n t e r p r i se ha s c re a te d a n AR u s e A R - V R f o r p ro d u c t i v it y re la t e d
software which m a k es i n s tru c ti o n s i m p r o v e m e n t s i n t he i r v al u e c ha in s ,
a v a i l a b l e i n a h a n d s f ree a n d v oi c e - s u c h a s p r o d u c t i o n s u pp l y c ha in s . P M
controlled format. As se mb l y and roles in customer e n te r pr i s e s are
maintenance e n g in eer s can access e x t r e m e l y g e n e ri c a n d e xp lo ra t o ry ,
i n s t r u c t i o n s u s in g A R g l a sse s i n s t e a d while in A R -V R m a n u f a c t u ri ng
o f r e a d i n g l o n g p df s of i n st r uct io n s . enterprises, PM ro le s a re more
software focussed.
“ F o c u s i s s h i f t i n g fr o m ta l k in g a bo u t
t e c h n o l o g y b e n ef it s to sh o w i n g r e a l References
a n d m e a s u r a b le b u s i n e ss o u tc o m e s,
i n c l u d i n g p r o d u c t iv it y an d e ff ic i e nc y B a r d i , J . ( 2 0 1 9 , J u l y 03 ). W h a t i s
g a i n s , k n o w l e d g e tr a n s f e r , e m p l o y e e 's V i r t u a l R e a l i ty ? V R D e f i ni t io n a nd
s a f e t y , a n d m o r e en ga g i n g c us t o m er Examples. R e t ri e v e d S e p t e m be r
e x p e r i e n c e ” – I DC r ep or t 20, 2020, fr o m
h t t p s : / / w w w. m a rx e nt l a b s . c o m / w
Industry Status and Product h a t - i s - v i r t u a l - re a li ty /
Manager Roles Brownlee, J. ( 2 01 9 , July 05 ) . A
G e n t l e I n t r o d u ct i o n t o C om pu t er
F i g u r e 2 s h o w s t h e c u rr en t i n d u s t ry Vision. R e t ri e v e d S ep te m b e r 20,
s i z e a n d t h e f o rec a s ts fo r 2 0 20 . T he 2020, fr o m
industry is expected to go through a h t t p s : / / m a c h i ne l e a r n i ng m a st er y .c
high growth p e rio d, w it h a C A GR o m / w h a t - i s -c om pu t e r-v i s i o n /
f o r e c a s t o f 7 7 % fo r th e AR -V R ma r k e t W h a t I s A u g m e n te d R e a l it y ? ( 2 01 9 ,
s i z e o v e r t h e 2 0 18 0 - 2 0 2 3 p e r iod . December 1 8) . R e t ri e v e d
September 20 , 20 20 , f rom
h t t p s : / / w w w. f i .e d u / w ha t -i s -
augmented-reality

Figure 6.2 AR-VR market size and 2020

forecasts

N o t e : t h e s e f o r ec as ts a r e P r e -C OV ID
f i g u r e s . T h e a b so l ut e v a lu e m a y c a r r y
l i t t l e v a l u e , b u t t re nd s a re u s e fu l.

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 Bhavnoor Singh, Ishmeet Singh

What is Big Data V a r i e t y r e f e r s to t h e div e rs ity o f

data g e n e ra t ion s o urc es and
D a t a i s t h e m o s t e ss en t ia l c o m p o ne n t f o r m a t s . S o u rc e c a n b e s t ru c t u re d ,
i n d e c i s i o n - m a k i n g a n d s e r ve s a s t he n u m e r i c d a t a t o u n s t ru c t u re d t ex t
r a w m a t e r i a l f o r ac co u n t a bil i t y. B i g documents, e m a ils , vi d e os and
D a t a r e f e r s t o d a t a w h ic h is s o l a r g e , f i n a n c i a l t r a n sa ct io n s .
g e n e r a t e d a t s u c h a pa c e a n d i s s o
c o m p l e x t h a t i t is d if ficu l t t o p r o c e s s Over the y e a rs, many a dd i tio na l
a n d u s e i t w i t h t r a di tio n a l m e t h od s . dimensions have be e n added, bu t
Major i m p r o v em en ts in p r oc es s i n g m a j o r l y t h e r e a r e t h re e m o r e :
p o w e r , s t o r a g e d e n s it y an d i n te r n e t Variability r e f e rs to c h an g e of
a c c e s s w i t h c l o u d h a ve l e d to a r a p i d meaning w it h co n t e xt . Al so ,
e v o l u t i o n i n t h e f iel d , m a k in g B i g businesses n e ed manage d a il y,
D a t a a c c e s s i b l e t o a ny c o m p a n y . s e a s o n a l a n d e ven t - t rig ge r ed pe a k
data loads.
B i g D a t a w a s c ha r a c t er ise d i n t h e Veracity of d at a r e f e rs to
f o r m o f t h r e e V ’ s by D o u g L an e y , a n r e l i a b i l i t y a n d a c c u ra c y a s p e c t s o f
i n d u s t r y a n a l y s t b a c k i n t he 2 0 0 0 s : i t . A s d a t a c om e s fr o m v a r ie t y o f
V o l u m e r e f e rs t o th e l a r g e s iz e o f sources, t h er e are a lo t of
the d a t a s e t s. Data c o m es fr om challenges associated w it h
many sources r an g i n g from cleaning, l i n k in g , m a t ch ing and
transactions, I oT s en so r s a nd , t r a n s f o r m i n g t h e da t a t o ma in ta in
industrial and m a n uf a ct u ri n g u n i f o r m i t y o f o p e ra t io n s.
equipment, a u d io - v isu a l data, V a l u e r e f e r s t o u si n g da t a a s a
s o c i a l m e d i a m in in g a nd m ore . game c ha n g e r . Le v e ra g in g
V e l o c i t y r e f ers t o th e h igh s p e e d technologies su c h as Machine
o f d a t a g e n e ra t io n. Wi t h ad op t io n learning and S im u la t io n ,
of IoT, data co m es at an companies ca n t ran s f o rm t he i r
unprecedented s pe e d a nd is business model and e xp lo r e
handled in real t ime . E g. R F ID f u t u r i s t i c s c e n a r io s .
t a g s , s e n s o r s an d s m a rt m e ter s .
B i g D a t a c a n b e c l as s if i e d b a s e d o n
t h e s o u r c e t h a t i t i s c om i n g f ro m , or
b a s e d o n t h e fo r m in w h ic h i t i s
coming.

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 Internal Data Big Data Architecture
D a t a g e n e r a t e d w it h in the o p er a t i o ns
of a b u s i n es s. Fo r ex a m p l e, T h e a r c h i t e c t u r e c om p o ne nt s o f a b i g
transactions, i nv en to r y, c u s t om e r d a t a s y s t e m t y p i c a ll y c on s is t o f fo u r
data etc. layers:
1. S o u r c e s L a y e r – T hi s i s t h e l a y e r
External Data w h e r e w e s o u r ce t h e d a t a f ro m .
Data sourced from e x te rn a l T h i s i s d i f f e re nt f ro m wh e re d a t a
s o u r c e s . F o r e x a m p l e , tr a ff ic, ce ns u s , i s o r i g i n a t e d , a s th e S o u r c e s l a y e r
industry data etc. r e f e r s t o d a t a w h i c h h a s a lr e a d y
b e e n r e c o r d ed a n d s t o re d i n t he
Structured Data f o r m o f d a t a w a re h o us e s , D a ta ba s e
D a t a w h i c h i s h ig hly sp e ci f ic a nd i s management s y s t em s (SQL or
s t o r e d i n a p re d ef in e d f o r m a t . F or NoSQL) etc.
example, g e o - l oc at io n s , employee 2. S t o r a g e L a y e r – H e re , th e d at a i s
d e t a i l s , m a r k e t in g c a m p a ig n s e t c . t a k e n f r o m t h e s o u r ce la y e r a n d
stored in a s u i t a bl e fo rm a t to
U n s t r u c t u r e d D a ta p r o c e e d w i t h a na ly s i s . T h e f o rm a t
D a t a s t o r e d i n va r ie d f o rm s , w h ic h is decided ba s e d on the
c a n n o t b e a n a l yse d in a f ix e d fo rm . r e q u i r e m e n t s of t he d a ta a n a l y t ic s
For example, so ci a l m e dia , b l og tool.
c o m m e n t s , v i d e o /im a g e et c . 3. A n a l y s i s L a ye r – In this l a y e r,
there are various a n a ly t i c s and
N o w a d a y s , t h e co n c ep t o f ho r iz o n t a l b u s i n e s s i n t e l l i g e n ce to o l s wh i c h
scaling (more m a c h in es w o r ki n g e x t r a c t i n s i g h t s f ro m t he s t o r e d
p a r a l l e l l y ) i s u s ed f o r in te n se d a ta data.
s t o r a g e o r p r o c e s si n g. Ho we ve r , th i s 4. C o n s u m p t i o n L a ye r – T hi s i s t h e
s t r a t e g y i n c u r s a n a d d it io n a l p en a lt y final layer of the ar c h it e c t u r e
of c o m p l e x it y. M o st cloud which i n t e r f ac e s w i th t he end
applications a re on di s t ri bu t e d u s e r . T h e o u tp ut o f t h e an a ly s i s
systems (network that s t o r es and later is presented in visual or
s h a r e s d a t a o n m o re t ha n on e n o d e at d a s h b o a r d t y p e of f o rm a t s .
t h e s a m e t i m e ) . Th e C A P th e o r em
states that while d es ign i n g a
management s ys t em we c an on ly
choose 2 out of t he fo ll o wi n g 3
characteristics – C on s is te n c y ( a ll
clients see the sa m e d a ta across
n o d e s a t t h e s am e t i m e ) , A va il a b il i ty Figure 7.1 Big Data Architecture
( a n y c l i e n t m a k in g a r e q ue st g e t s a
B i g D a t a T e c h n o l og ie s
valid response al l the t im e ) a nd
Partition T o l era n c e ( cl u s t e r
T h e p l a t f o r m o f B i g D a ta i s l i k e a n
continues to w o rk d e sp i t e any
ecosystem. There are t h re e b r oa d
number of c om m un i c a t io n
components associated – D a ta
b r e a k d o w n s b e t w ee n t he n o d e s i n a
M a n a g e m e n t , D a t a A n a l y s i s a n d t he
system).
I n f r a s t r u c t u r e s id e .

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 Data Management – W it h in d a ta Infrastructure – In fra s t ru c t u re
management, t h er e are in g e s tio n r e f e r s t o t h e m e d i u m t h ro u g h w h i c h
platforms like Flume and S qo op , these t e c h n o lo g ie s a re s t o r ed ,
t h r o u g h w h i c h da t a i s t r a n sp o r t e d provided and accessed. These ar e
f r o m v a r i o u s so ur ce s t o a st o r a g e mainly cloud services like AWS,
medium. Then t h e re are st o ra g e Azure, GCP, W hi r r e tc . Fi g ur e 2
t e c h n o l o g i e s l i k e H a do op a n d N oS Q L . shows M i c ro s o ft ’s Big Data
T h e y h e l p i n s t or i n g t h e da t a i n t h e ecosystem.
form of c l u s t er s , w it h a node
a s s i g n e d , t h a t c a n be ac c es se d f ro m
a n y p a r t o f t h e sy ste m. Th er e a r e a l s o
cluster a d m i n i str a t io n tec hn ol o g i e s
l i k e A m b a r i a n d C hu kw a, w h i c h h e l p
i n m a n a g i n g a n d m on it o rin g c lu s te r s .
Finally, we have data g ov e r n a n ce
t e c h n o l o g i e s l i k e Ea gl e a n d F a l co n ,
w h i c h h e l p i n c o n t ro ll in g t he q u a l i t y
a n d s e c u r i t y a s p e ct s o f d a t a . Figure 7.2 Microsoft HDInsight
ecosystem
D a t a A n a l y s i s – Fo r d a t a a n a l y s i s ,
B2C Applications
there are q u e ry t ec h n o l og i es l ik e
H i v e , I m p a l a a n d Dr il l , wh ic h p r ov id e
M a j o r c o m p a n i e s u s in g B i g D a t a i n
interactive query s up p o rt f or the
their operations c an be c l a s s if i e d
stored data. Th er e are b a t ch
b a s e d o n t h e i r i n d u st ri e s.
p r o c e s s i n g e n g i n e s l ik e E TL , Pi g a nd
Oozie, which h e lp in sc a l i n g out
BFS – B an ki ng and fi n a n ci a l
c o m p u t a t i o n s , in o r der t o ha nd l e a
service i nd u s t r y i n c l ud e s
l a r g e v o l u m e o f d at a . U n l i k e re a l-
i n s u r a n c e p r ov i d e rs , ba nk s , c r e d i t
time processing, ho w e ve r , ba t c h
c a r d p r o v i d e rs , e t c . B i g D a t a i s
processing is e xp ec ted to ha ve
used in insurance a nd t r a d in g
latencies (the t im e b et w e e n data
operations, i d e n t i fy i n g a nd
i n g e s t i o n a n d c o m p u ti n g a r e s u l t) ,
detecting fraud, a n a ly s in g
t h a t m e a s u r e in m in u te s t o h ou r s .
portfolio a nd v a l ua t io ns . Data
T h e r e a r e a l s o d a ta s tr e am e n gi ne s ,
s e c u r i t y a n d g ov e r n a n ce i s cri t i c a l
w h i c h a r e a n i m p rov em en t o ver b a t c h
in this industry.
p r o c e s s i n g . T h ey p ro ce ss da t a o v e r
Retail – This includes sales of
rolling windows or m os t recent
g o o d s a n d s e rv i c e s a n d u s e c a s es
records, r e m o vin g th e la te n c y .
across s u pp l y chain, v en d o r
E x a m p l e s o f s u c h t e c h n ol og i es ar e
m a n a g e m e n t, a n a ly s i n g s h opp i n g
K a f k a a n d S p a rk . F i n a l ly, t he r e a re
baskets, and other service based
A d v a n c e d a n a l y t ics t e chn ol og ies lik e
categories.
Mahout and S p ar k w hi c h a p p ly
H e a l t h c a r e & L i fe Sc i e n c e s – T h is
Machine l e a r n in g to B ig D a ta to
includes bi ot e c h companies,
perform m or e a d v an ce d
research institutes, h e a lt h
computations.
i n s u r a n c e p ro v i d e r s , w ho u s e b i g
data for p h a rm a R&D, disease
m a n a g e m e n t, d r ug e f f i c a c y e tc .

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 ICT – This i nc l ud es co m p a n i e s c a u s i n g e q u i p m e n t f a i l u r e a nd th e n
that work on s of t w a re and perform maintenance a ct i v i ti es in
information s y s t em s , and o th e r time, leading to m a i n te na nc e c os t
t e c h n o l o g y b a s e d c om p a nie s . U s e s a v i n g s . S o m e e x am pl e s i n c l u d e :
c a s e s i n c l u d e da t a a n a ly sis . S c h n e i d e r E l e ctr i c’ s P R i S M, a b i g
Media & E n t e r ta i nm e n t – This d a t a s o f t w a r e s ol u t io n, d i a g no s e s
includes c o m pa nie s w ork ing in e q u i p m e n t i s s ue s in a d v a n c e a n d
print media, te le vi s io n , radio, p r o v i d e s e a r l y w a rn i n g s . S o u t h er n
gaming, and o nl in e a d v e r ti s in g . C o m p a n y i n t h e U .S c ur r e n t ly u s e s
M o s t c o m m o n ly b ig d at a is u s e d in the system.
d e l i v e r i n g c o n te nt a n d o p ti m i z in g GE’s Predix p l a t fo r m uses
workflows. a d v a n c e d p r e d i ct iv e a n a l y t i c s t o
T e l e c o m m u n i c a t io n s – T e le c o m identify p a t t e r ns f ro m da ta s e ts .
service p r ov id er s and o p er a to r s E n e l , a n I ta l i a n M N C, a c ti v e i n
u s e b i g d a t a t o i m p r ov e c u s t o m e r electricity g en e r a t i o n and
service, churn m a n a ge m e n t a nd d i s t r i b u t i o n s e c t o rs , u s e s P r ed ix
f o r o p t i m i z i n g t h eir n e t wo rk . p l a t f o r m t o a c h i e v e t he f o l lo wi n g
Government – Th is in c lu d e s all 4 g o a l s – i n cr e a s e d p e r fo rm a n ce ,
government a f fil ia t e d en ti ti e s increased r e li ab i l i t y , o pt i m iz e d
such as i n te ll ige nc e agencies, o u t p u t , a n d re d u c e d c os t s.
d e f e n c e & m il it a r y. So me o f t h e
most c o m m on use ca s e s are B i g d a t a p l a y s a l a rg e r o l e i n ut i li t i es
Cybersecurity, d e fe nc e , legal c o n s u m p t i o n m a na ge m e n t – U ti l i t i e s
intelligence, d i s a s t er c o m p a n i e s u s e a d e ma n d re s p o n s e
p r e p a r e d n e s s , & la w en fo rce m e n t . strategy to s p re ad th e energy
c o n s u m p t i o n f r o m t h e p e a k h o u rs of
B2B Applications t h e d a y t o o th e r p a r t s o f t h e d a y
w h e n d e m a n d i s l ow e r .
B i g d a t a a n a l yt ics c a n a d dr ess a n d T h e n a t i o n a l g ri d i n t h e U .K h a s
improve many iss ue s in B2B partnered w i th Open E ne rg i to
industries – o p era ti o na l , strategic, explore the us e of a u t o ma t e d
f i n a n c i a l , e t c . Co ns id e r t h e e xa m pl e d e m a n d r e s p o n s e i n s t a bi li z i n g t he
o f t h e p o w e r se ct o r . The i n d u s t ry g r i d . T h e f o c u s w a s o n f re q u e nc y
infrastructure is be c o m in g s m a rt , control w h i ch requires fast
with b u i lt - in pr o ce s s in g , r e s p o n s e f r o m th e s y s t e m .
connectivity, and se n s in g
c a p a b i l i t i e s . T e c h no lo gy sys te ms l i k e Big data to be u se d to o p t i m i ze
e l e c t r i c v e h i c le s (E Vs ), i nt e r n et of electric vehicle c h a rg i ng – EVs
things (IoT), sm ar t h o m es , g r id generate datasets of v a ri o u s
m a n a g e m e n t s y s te m s, a n d ot h e rs a r e p a r a m e t e r s a n d f r o m v a ri o us s o u r c e s
l i k e l y t o i n t e r f a ce wi th u t il i t ie s a nd w h i c h c a n b e c ol l e c t e d vi a v e h i c le -
provide them w it h p o t en t i a l l y t o - g r i d ( V 2 G ) c ha rg i n g s y s t e m s . T h i s
v a l u a b l e d a t a . Cu rr e n t l y , t her e a r e d a t a c a n t h e n b e a n a l y s e d t o d e v e lo p
f e w p l a y e r s i n t he w or l d wh o h a v e new effective charging s t a t io n
a c t i v e l y a d o p t e d big d a t a a n a l y ti c s . policies, d e v e l op smart ch ar g i n g
a l g o r i t h m s , s o l v e t h e i s s u e s of e n e rg y
Big Data a n al y tic s h el p power efficiency, and even c a lc ul a t e the
c o m p a n i e s a v e r t tu r b in e f a il u r es – B y required c a p a ci t y of e l e c t ri c a l
utilizing p re dic tiv e models, distribution systems to manage the
c o m p a n i e s c a n s t ud y v ar iou s f ac t o rs future load.

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 PM & Big data t h e s e M V P s , P r o d u c t a na ly t i c s c a n
i n f o r m P M s a b ou t t h e f e a t u r e s t h a t
Organisations u s ua l ly h av e data a r e w o r k i n g a n d t h o s e w hi c h ar e n o t .
scientists l e a d in g a te a m of da t a A n a l y t i c s h e l p i n c re a ti ng a pro d u c t
analysts for a ll the big d a ta r o a d m a p , w h i c h c a n t e l l w he r e t h e
o p e r a t i o n s . B y cr e a t i ng a se p a r a t e product is c u rr e n t ly , wh e r e th e y
t e a m , b u s i n e s s e s so m e t im es c re a te want it to go and how to get it there.
y e t a n o t h e r ‘ s il o’ , w h ich i s i so l a t e d
from the rest of the f un ct i o n a l T e s t – P r o t o t y p e s a r e t e s te d i n f r on t
g r o u p s . F o r a p ro d u c t m a na g e r , b i g of users at this s t ag e . Usually
d a t a c a n b e a n im po r ta n t to ol in a p r o d u c t s a r e re le a s e d i n t o a pp s o r
t y p i c a l p r o d u c t d e ve l op m e n t c y cl e . websites for A/B testing, he n c e
We explain it t hro u g h the Design a p p / w e b A n a l y ti c s d a t a g i ve s a b r oa d
Thinking method: user feedback. No w a d a y s , s o ci al
media mining helps p e r f or m
E m p a t h i z e – T h is p ha se i s a l l a b o u t sentiment a n a ly s is , and gauge t he
u n d e r s t a n d i n g th e c us to m e r - wh o p e r c e p t i o n o f u s e r s a s w e l l.
they are, t h e ir p a in s, pr o bl e m s ,
a t t i t u d e s , a n d wh a t t he ir e m o t io n a l Things To Look Out For
g o a l s a r e . P M s c an l ook a t w e b s i t e o r
app analytics, ob se r ve the user P e r s o n a s – U n d e r s t a n d t h e e nd u s e r
j o u r n e y s , u n d e r st an d t h e h e a t m a p s o f t h e p r o d u c t. Di f fe re n t g r o u p s w i ll
and where u s er s end up , to gain b e a t d i f f e r e n t l e v e l s o f d a t a li t er a cy .
insights. S o , p o s s i b l e g r o u p i n gs co ul d b e : d a ta
producers, data c on s u me rs , data
D e f i n e – I n t h i s p h as e, a PM d e fi n e s maintainers etc. T he se co u l d be
t h e p r o b l e m t h a t t h ey a re go in g t o further divided i nt o d if f e r e n t
s o l v e . D a t a v i s ual iza t io n t oo ls a l l o w functional r o le s a nd use case
P M s t o i s o l a t e p a in p o in ts a n d at t ac h scenarios. For example, data
root causes to th e m. It is also producers c o u ld be d i v id e d i nt o
i m p o r t a n t t o c h a r t o ut d if f er e nt u s e r e n g i n e e r s , e x e c u t i v e s ( we b b a s e d u s e
personas, w h er e th e p r od u c t or phone based), etc.
p o s i t i o n s i t s e l f vi s- à -v is c o m pe ti t o rs
to segment users. Analytics – This i n v o l ve s the
application p ar t of th e da t a and
I d e a t e – H e r e , P M s c om e up w it h a e x t r a c t i n g i n s i g ht s f ro m i t . O ne m u s t
b u n c h o f d i f f e r e n t w a y s t o s ol v e t h e b e c o g n i z a n t o f a ll t h e s t e p s i n vo lv e d
p r o b l e m . I t i s n ec e s s a r y t o e v al ua t e b e t w e e n s t o r i n g d a t a a nd re t ri e v in g
different ideas. L ar g e amounts of it to perform a n a l y si s . One must
h i s t o r i c a l d a t a (in t e r na l + e xt e rn a l) , consider how the data will be
along with th e data f r om t he retrieved and p ro c e s s e d , and
empathize p h a se can be used to c o n s e q u e n t l y w h a t t he re q u i r e m e n ts
assign w e i g ht s to di ff e re n t of it are. T he r e a re m u lt i p le
parameters and s ho rt l i st t he m o st companies o f f e ri n g re a d y to use
relevant ideas. s o l u t i o n s , a n d s om e o f t h e s e c a n b e
outsourced as well.
P r o t o t y p e – T h e ide a s a r e tu r n ed i n to
a n M V P i n t h i s st a g e. A s t h e y b u i l d

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 V i s u a l i z a t i o n – To m a k e t he be st u s e o f t h e d a t a p re s e n t i t i n a n i n t u it i ve a n d
u s e r - f r i e n d l y w ay . A P M m us t u nd e r s t a n d t h e us e r pe r s o n a s an d d e m o g ra p h ic s ,
t h e i r m i n d s e t w h e n u si n g da ta a n d t h e a c c o m pa n y i n g f or m fa ct o r .

S t o r a g e – W h i le a PM d o es no t d e fi n e t h e t e c h ni c a l re q u i re m en ts , h e / s h e is
r e s p o n s i b l e f o r d e fin in g t he us e c a s e s an d bu si n e s s m o d e l . Th e d a ta t yp e u s ed
w i l l i m p a c t t h e k in d o f d a t a b as e t o u se . F o r e x a m p l e , fo r a s t ru c t u r e d da t a bas e a
r e l a t i o n a l d a t a b a se l i ke a n SQ L Se rv e r w o u l d w o r k, b ut fo r u n st r uc tu r e d d a t a , o n e
w o u l d u s e a s c he m a l e s s d at a b a s e s uc h a s M o n go D B o r H a d o o p . A P M ’ s jo b i s to
d e f i n e c l e a r l y t he u s e c a s e s a n d t h en c on v e y t h o se t o th e e ng i n e e ri n g t e am .
S i m i l a r l y , o n d e ci din g wh er e to s t or e d a t a , o n cl o u d o r o n - pr e m i s e , a P M m u s t
a n a l y s e t h e R O I f or e a c h a p p r oa ch .

M u l t i p l e A c c e s s P o i n t s – T he re ar e m ul t i p l e p r od u c t s t ha t d i f fe r en t p e o p le
p r e f e r , a n d i t i s di ff ic u l t t o m ak e a on e - st o p t oo l . H e n c e i n cl u d e i m p o r t a n d
e x p o r t c a p a b i l i t ies an d o th er m i g ra t io n f ea t ur es t ha t a ll o w t h e u s e r t o t r an s f e r
d a t a b e t w e e n s ys t em s t h rou gh va r io u s m e th o d s , a n d n o t re s tr ic t e d ju s t t h r o u gh
t h e u s e r i n t e r f a c e s (U I s ) . C re a tin g an o p e n A P I is o n e w a y to d o s o .

S e c u r i t y – S e c u r i ty is a b i g c o n c e rn for v a r i ou s s t a k e h o ld e r s , s i nc e w e are
d e a l i n g w i t h p ri va t e a nd se n s i ti v e d a t a . A s a P M o n e m u s t e n su re t h a t s e c u r it y i s
kept a priority s in c e t he be g i n n i n g of t he de v e l o p m e nt p ro c e s s and is
i n c o r p o r a t e d i n a l l fea t u r es of t h e p ro d u c t , a c r o s s t he fu ll s ta c k , ri g h t f r o m t h e
d a t a b a s e t o t h e U I an d AP Is. C orr ec t q u a li t y c on t r ol m e a s u r e s s h o ul d b e i n p la c e
a n d b u g s r e m o v e d i n f r eq ue n t t es t s .

Practice Case Study

S a m p l e – B 2 B s oc i a l me d i a d a ta a n a l y t i c s p r o c ess in a fi r m lik e S p ri nk lr
T h e s t e p s i n v o lv e d i n th i s p r o c e s s w ou ld b e – Id e n t i f y i ng d a t a s ou rc e s , C a p t u r i n g
d a t a , P r o c e s s i n g da t a , Pr e se n ti n g fi n d i ng s , a nd f i na l ly G e n e ra t in g In s i gh ts .

Figure 7.3 Social Media Data Analytics

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 E x e r c i s e – C a n B ig D a ta an d Des ig n h t t p s : / / w w w. a c c e n t u re .c o m / t0 0 0
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References A s s e t s / D o t C o m / D o c u m e n t s / G lo b
a l / P D F / D u a lp u b _ 7 / Ac c en tu re -
h t t p s : / / l i n k .s p ri ng er.c om / ch ap t e Big-Data-POV
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h t t p s : / / w w w. i bm . c om /c lo ud / le a r c i e n c e / a r t i c l e / a bs / p i i / S0 01 9 85 01
n / c a p - t h e o re m 20300298
h t t p s : / / w w w. s as . c om /e n_ u s / i n s i h t t p s : / / d a n i e le l i z a l d e . c o m / b i g-
g h t s / b i g - d a t a /w h a t- is- b ig - d a t a - 6 - k e y - a re a s - e v e r y - pr o d u c t -
d a t a . h t m l # h is t o ry m a n a g e r - s h ou ld -a d d re s s /
h t t p s : / / w w w. b c g. c om /p ub li c a t i o h t t p s : / / w w w. e n g i n e s s .i o / i ns i g h t s
n s / 2 0 1 3 / a d v an c e d-a n a l y t ics - h ow - / d a t a - a n d - d e s i g n -t h i nk i n g
g e t - s t a r t e d - b ig - da t a h t t p s : / / w w w. s c i e n ce d i r ec t . co m / s
h t t p s : / / d o c s . m i cr o so ft .c om / e n - c i e n c e / a r t i c l e / a bs / p i i / S0 01 9 85 01
u s / a z u r e / a r c hit ec t u re /g u i de/ a r c 18305236
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f o r e c a s t - t o - 2 0 2 3 .h t m l

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 Prakhar Gupta, Seema

What is IoT

T h e I n t e r n e t o f Th in g s is e ss en tia l ly a
b u n c h o f d e v i c e s co nn e c t ed to ge th e r.
I o T d o e s n ’ t r e q u ir e t ha t th e n et wo r k
connecting the d evi ce s be the
internet. H o w e ve r , g ive n t ha t th e
Figure 8.1 The IoT stack
I n t e r n e t i s t h e n e tw o rk co n n e c t in g
m o s t s y s t e m s , t h e t e rm in o l o g y ho l ds .
D e v i c e H a r d w a re
The device hardware forms t he
I o T i s w i d e l y re ga r d e d a s t he f o u r t h
b o t t o m - m o s t l a ye r o f t h e I o T T e ch
s t a g e o f t h e i n d us t ri a l r e v o l u t io n a nd
s t a c k . T h e t w o pr i m a r y co m p o n en t s
i s t o u t e d t o b e a s im pa ct f u l a s t he
of the device h ar d w a r e a re the
steam engine, a s sem b ly l in e , or
s e n s o r s a n d t h e p ro ce s so rs .
personal c o m pu t e r . Th e r a pi d
d e v e l o p m e n t i n a r t ifi c i al i n t e ll i g e n c e ,
T h e s e n s o r s c o l l e ct raw d a ta fr o m t h e
big data a n a lyt ics , and in t e r ne t
surroundings, wh i c h is pr o c es s e d
c o n n e c t i v i t y , a re t he ke y d r iv er s in
f u r t h e r t o g e n e ra t e a n o ut pu t t h at
t h e a d o p t i o n o f In t e r ne t o f T h in g s
c a n i n f l u e n c e so m e ot h e r s y s t e m . A
b a s e d t e c h n o l o gi es .
t y p i c a l I o T s y s t e m c an ha v e a n yw he r e
b e t w e e n t e n s a n d m il l i o n s o f s en s or s
The IoT Tech Stack depending on its complexity.

T h e I o T T e c h s t ac k co ns ist s of 5 T h e m i c r o p r o c e ss o r s f o rm a n i n t e gra l
layers. These a re the device p a r t o f t h e d e v ic e h ard w a r e, a n d a l o t
hardware, d ev i ce so ft w a r e , o f t h e m p u t t o g et h e r, fo rm t he b a si s
c o m m u n i c a t i o n , d a t a & a n a l yt i cs , a n d f o r c r u n c h i n g t h e h ig h - ve lo c it y da ta
t h e a p p l i c a t i o n l a y er . t h a t a r e g e n e ra t e d b y t h e sen s o rs
a n d u s e i t f o r pr o c e ss in g i n o t h e r
stages.

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 Device Software T h e m o s t i m p o rt a n t t hi n g t o c o ns i d e r
T h e d e v i c e s o f t wa re is p ri ma ril y t h e w h e n d e s i g n i n g a n Io T s y st e m i s t o
operating s ys te m and the u n d e r s t a n d t h e n a t u re a n d v o lu m e o f
applications b u il t on to p of the d a t a y o u w i l l re ce i v e , an d s e e w hi c h
o p e r a t i n g s y s t e m , t o c o n n ec t t o th e o f i t i s r e l e v a nt an d n e e ds to b e
u p p e r l a y e r s i n the t e c h st a ck . extracted. U s in g t h is i n f o r m a ti o n ,
one can then design the system to
T h e o p e r a t i n g sys t em t o b e u s e d i s h a v e t h e a b i l i t y t o p r o ce s s s u ch d a t a .
determined on the b as is of th e
complexity of t he sy s te m, a lo ng T h e r e a r e a l o t of c lo ud A P Is t ha t c a n
d i m e n s i o n s s u c h a s w het he r i t ha s to help generate i n s ig h t s using
b e r e a l - t i m e , a n d t h e a m o u n t of d a t a sophisticated data analytics
t h a t n e e d s t o b e p ro ces se d . An o t h e r t e c h n i q u e s a n d c an h e lp ma ke s e ns e
c r i t i c a l f a c t o r i n d e c id ing on t he OS o f t h e d a t a c o l l e c t e d a n d p ro c e s s e d
i s t h e k i n d o f in te rf a ce av a il a bl e i n so far.
the layers a b ov e. L in u x is on e
o p e r a t i n g s y s t e m t h at i s w id e l y us e d Applications
in IoT design. T h e l a s t l a y e r i n t he t e c h s t a ck i s t h e
applications layer. These can t a ke
C o m m u n i c a t i o n Lay e r different forms l ik e web-based or
T h e c o m m u n i c ati on l a y er f o r m s t h e app-based depending on th e
backbone of any Io T s ys t em and r e q u i r e m e n t . T h e a p pl i c a t io n s l a y e r
c o n n e c t s t h e d iff er e n t d e vic e s t ha t i s t y p i c a l l y t h e l a y e r t ha t t h e e n d -
c o m p r i s e t h e s y st e m . user interacts with and sees.

There are f iv e b ro a d t yp es of T h e r e a r e m u l ti p l e e x a m p l e s o f are a s

c o n n e c t i v i t y : b l u e to ot h, r a dio , w i -f i , i n b o t h B 2 B a n d B 2 C se g m e n t s o f I o T
c e l l u l a r , a n d sa t e ll ite . T h e se d i f f e r a p p l i c a t i o n s . S o m e e x a m p l e s i n th e
m a i n l y i n t h e ir op er a t in g f r eq ue nc y B2C space are Pawscout (A dog
a n d t h e r a n g e (d is ta n c e) t ha t t h e y tracking app), or Amazon go.
s u p p o r t . T h e tr a de -o f f b e t w e en the
t y p e o f c o n n e c t i vit y i s o f t e n in t e r m s O n e E x a m p l e in t h e B 2B s p a ce i s
o f c o s t a n d t h e ki n d of ha rd wa r e a n d S o u t h E a s t W a te r , wh i c h m a d e a n a p p
s o f t w a r e t h a t ha s be en u s ed in t he to improve its c li e n t s ' s e rv ic e
lower layers. delivery and CRM scores. A n o t he r
c o m p a n y C S G h a s m a d e Io T s o l u t io n s
There are a l so c om m u n ic a t io n specifically fo r th e
protocols that de f ine h ow t he s e t e l e c o m m u n i c a ti o n s s e ct or .
devices interact w ith each ot h e r .
Some examples in c lu d e IP V4 / V 6 ,
J S O N - L d . a n d W eb S oc k e t.

D a t a a n d A n a l y tic s
There is a l ot of data th a t is
g e n e r a t e d i n a n I oT s y st e m . T h e d at a
c a n b e e i t h e r in a st r uc t ur e d or a n
u n s t r u c t u r e d f o r m at (w hi c h n e e ds t o Figure 8.2 Images of pawscout and
amazon go
be i n t e r p r e te d be f o re b e in g
p r o c e s s e d f o r f u r t he r us e) d e p e n d i ng
o n t h e k i n d o f s ys te m.

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 Growth Potential S m a r t C i t i e s - O n e o f t h e m os t
i m p o r t a n t a n d pr om is i ng u s e c a s e s
T h e I n t e r n e t O f T hin gs i s tak in g o ve r of IoT is in d e v e l o p i ng s m a rt
m a i n s t r e a m b u sin es s u se ca se s, a nd cities. IoT systems can sync up
provides o p p o r t u nit ies to c re a t e different t ra ff i c li g h t s across
d i s r u p t i v e s o l u t io n s f or di f fe r en t u s e c i t i e s a s p e r re a l - t im e d a t a , wh i ch
c a s e s a c r o s s i n d u st r ie s . T h e n u m b e r w i l l h e l p r e d i re c t a n d s y n ch ro n i z e
o f I o T c o n n e c t e d d evi ces is es tim a te d t r a f f i c a s a n d w h e n n e e d e d . T he
t o i n c r e a s e f r o m 9 . 9 b i l l io n i n 2 02 0 t o sensors in bu i l d i ng s l ik e CO 2
21.5 billion in 2 02 5 . As per the s e n s o r s , s m o k e d e t e ct or s , ca m e ras
g r o w i n g d e m a n d I o T m ar ke t w il l g ro w e t c . c a n o p t i m i z e b u i l d in g s ' e n e r g y
g l o b a l l y a t a 2 6 .9% C AG R , fr om $ u s a g e . P o w e r e ne rg y g ri d s c a n b e
170.57 billion in 2 01 7 to $5 6 1 . 0 4 s y n c e d f u r t he r t o pr ed i c t e n e rg y
b i l l i o n b y 2 0 2 2 . T h e ad op t i o n o f th e surges and then r e d i s t ri b u t e
cloud p la t fo r m, di gi t a l energy as per r e q u ir e m e n t .
t r a n s f o r m a t i o n , 5 G , a n d r ed u c t io n in N u m e r o u s o th e r f u n ct i on s c a n b e
the cost of s en so r s are other i n t e g r a t e d u s i n g Io T d e v i ce s t o
a t t r i b u t e s t h a t ha v e c o n tri bu te d t o m a k e c i t i e s m o re e f fic i e n t .
t h e f a s t g r o w t h of t he In t e r ne t o f H e a l t h c a r e - H e a lt h tr a c k e rs a n d
Things. w e a r a b l e s a r e a l r e ad y u s e d h ea v il y
in urban areas. H ow e v e r, IoT
Important Use Cases provides a m u ch bigger
opportunity to re v o l ut io ni ze
A m a z o n i s r e i nv e n t in g wa r e hou s i n g m e d i c i n e c o m p l e t e l y . Io T d e v ic e s
a n d u s e s " a r m i es " of w i-f i co n n e c te d are b e i n g u s e d t o co l l ec t c r it ic a l
robots to l oc a t e and di sp a tc h p a t i e n t i n f o rm a ti on a n d se n d i t t o
p r o d u c t s a t i t s wa r eh ou se s. s o m e o t h e r l oc a t i on . T he y a re a l s o
used to c o n t in uo u s ly m o ni t o r
P o w e r a n d R o b ot i cs M ajo r A BB ha s heart rate, blood p re s s u re , and
u s e d c o n n e c t e d s e n so rs to m o n it o r g l u c o s e f o r p a t ie nt s li k e d ia b e t i c s
t h e p e r f o r m a n c e o f its ro b o t s a nd w h o n e e d r e g u l a r a t t e n t i o n . A p a rt
maintain them. from r e m ot e m o n i to ri n g ,
caregivers can use IoT devices to
A i r b u s i s b u i l d ing t h e f a ct o ry o f t h e m o n i t o r a n d a d m i ni s te r m e d i c i n e
future to improve op e r a t i on a l remotely.
efficiencies and have in c or po ra t e d Industry 4.0 - Io T has only
f e a t u r e s l i k e t h e s m a rt g la s s e s to a c c e l e r a t e d a l l u s e c as e s r e l at e d
m i n i m i z e e r r o r s. t o I n d u s t r y 4 .0 . R e a l t i m e d a t a a re
collected t h rou g h s e n s o rs , RFID
T h e s e a r e j u s t g l im p s e s of a f ew u s e t a g s , a n d v a ri ou s e l e c t ro ni c s a n d
cases of the way I oT has seen then integrated with in d u s tr ia l
adoption. machines an d various systems.
F r o m a s s e t m a na g e m e nt i n re a l
t i m e a n d t ra ck i n g t o p r e d i c t i ve
m a i n t e n a n c e, a l l ha ve t h e u se f u l
a p p l i c a t i o n o f Io T .

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 Autonomous a nd C on n e c t e d References
V e h i c l e s - C a m e r as , L I D A R , a n d
other o n b o a rd se ns or s can get Goel, A. ( 2 0 18 , May 2 4 ). IoT
d a t a a b o u t r oa d con d i t io n s an d technology s t a ck e xp l a i ne d in
i n f o r m a p p ro p r i at e dr ivi n g a c t i o n s detail. R e tr i e v e d October 09,
t o p r e v e n t . I oT is p la y in g a p ar t i n 2020, fr o m
m a k i n g " v e h ic l e- to - ev e r y thi ng " or h t t p s : / / e n g i n e e ri n g .e ck ov a t io n. c o
" V 2 X " t e c h n o l o gy a r ea l ity . m/iot-stack/
O b e a r , B . ( 2 0 1 7 , S e p t e m b e r 1 1 ) . T he
IoT Product Management Internet of T h in g s ( Io T ) T ec h
Stack E xp l a i ne d . R e t r ie v e d
A n I o T p r o d u c t c om b in e s ha rd w a r e ( s ) October 09 , 2 0 20 , from
a n d s o f t w a r e ( s ), me a s ur e s r e a l - wo r ld h t t p s : / / w w w. c o g n i t i v e c l o u d s . co m
d a t a , a n d c o n n ec ts t o t he in te r n e t t o / i n s i g h t s / t h e -i n t e rn e t -o f- th i n g s -
c r e a t e v a l u e f o r th e u se r. i o t - t e c h - s t a c k -e x p l a i n e d /
I n t e r n e t o f T h i ng s ( Io T ) M a r k e t.
A n I o T p r o d u c t m a n a g er wo ul d b e ( n . d . ) . R e t r i e v e d O c t ob er 16 , 20 2 0 ,
d i f f e r e n t f r o m ot h ers b eca u s e o f t h e from
c o m p l e x i t y o f m u l ti p le l ay e rs in t he h t t p s : / / w w w. m a rke t s a nd m a rk e t s .
I o T s t a c k , a n d t he n ee d t o k e e p a ll c o m / M a r k e t - R e po r t s /i n t e r n e t -o f-
l a y e r s a n d v a r i ou s in t e r fa c es in m in d t h i n g s - m a r k e t -5 73 . ht m l
w h i l e d e s i g n i n g. O n e d o e s n ot n e e d I a r o v i c i , S . ( 2 02 0 , J u ly 1 6 ). T o p 1 0
t o b e a n e x p e r t in a l l la y e r s, b u t it i s I o T U s e C a s e s . R e t ri e v e d O c to b e r
vital to h a ve a f un d a m e nt a l 16, 2 0 2 0, f ro m
u n d e r s t a n d i n g o f t h em . I t's ess e n ti a l h t t p s : / / w w w. i ot ev o lu t io n w o r ld .c o
t o a d o p t a s y s t em t h in k in g a p p ro a ch m / i o t / a r t i c l e s / 4 46 0 3 2- t o p -1 0 -
f o r t h e s u c c e s s of t h e I oT pr o d u c t . i o t - u s e - c a s e s .h t m

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 Shiwani Jaiswal

What is Cloud Computing? IBM Cloud

O r a c l e C l o u d I nf ra s t ru ct u r e
C l o u d c o m p u t i n g ca n b e d e fi n e d a s SAP Cloud
t h e c o l l e c t i o n o f c o m pu t in g ser vi c e s
t h a t a r e d e l i v e r ed su c h a s se rv e rs , Types of Cloud
databases, n e t w o rk in g , storage,
a n a l y t i c s a n d e ve n in t el l i g en ce ov e r Public Cloud: Amazon Web Service or
t h e i n t e r n e t , ak a “ th e cl o u d ” . Th i s Microsoft Azure are example of third
helps in a c h i e v in g not jus t faster party cloud vendors who deliver their
i n n o v a t i o n b u t f l e x i bil i t y as we l l a n d computing resources like storage and
one of the r e a s on s fo r v e ry fast server over the internet. All
a d o p t i o n h a d b e e n l o w er i n g ov e ra l l Software, hardware and other
operating c o st s, no or lo w supporting infrastructure
management of in fr a st r uc tu r e and management is done by the cloud
o p t i o n o f q u i c k sc a li n g u p a s a nd vendors. The resource model can be
when needed. shared and dedicated, hence helps to
leverage economies of scale.
Market Size and Key
Characteristics Private Cloud: It can be defined as a
cloud computing offering that can be
1. B y 2023, th e g lob a l c lo ud described as a proprietary
c o m p u t i n g m a rk e t i s e x pe c t e d t o environment of resources used
r e a c h 6 2 3 . 3 b il l io n US D a n d b y dedicatedly by a single organization
2 0 2 7 i t w o u l d be 9 27 . 5 1 b il lion U S D or many a times the cloud
( S o u r c e : R e p or t L in k er ) . environment given by public vendor
2. A s per the cloud co m p u ti ng itself but the environment is
growth stats, t hi s in du s tr y is completely isolated. This option
e x p e c t e d t o gr ow a t a C A GR of results in less cost saving but
1 6 . 4 % f r o m 2 0 2 0 to 20 2 7 .. ensures high security. The resource
model is dedicated, hence it is capital
Major Players intensive.

A m a z o n W e b S er vic e s (A W S ) Hybrid Cloud: Hybrid clouds

M i c r o s o f t ( A z u re ) combines flavor of both public and
G o o g l e C l o u d ( G CP ) private clouds. Hybrid Cloud allows
Alibaba Cloud both application and data to be

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 s h a r e d b e t w e e n . Thi s e as y s h a r in g have fine g ra i n c o nt ro l in the
model allows b u s i n e ss to ha v e a e n v i r o n m e n t , a s t h e y w ou l d h a v e h a d
g r e a t e r f l e x i b i li t y as w e l l a s m a n y on PaaS. Here t he cloud p r o v id er
m o r e d e p l o y m e n t op tio n s wh ic h h e l p s h a n d l e s t h e s e t up , c a p a c i t y p la nn i ng
i n o p t i m i z i n g e x is t ing in f r as t ru ct u r e , a n d s e r v e r m a n a g e m e n t f or y ou . T he
c o m p l i a n c e a n d sec u r it y. u s e c a s e c a n b e fo r d e v e lo p in g a n y
e v e n t - d r i v e n p r o g ra m m in g .
Types of Cloud Services
FaaS [Function as a s e r v ic e ] :
IaaS [ I n f r a s t r uc tu r e a s a S er v i c e ] : Function as a service (FaaS) is a very
I a a s i s t h e b a s ic o f fe rin g of cl o u d new model w hi ch is b ec o m i n g
computing s e r vic e s w it h no fr il l s . i n c r e a s i n g l y f a m o u s . T h e d e s ig n of
With IaaS, IT in fr a st ru c t u r e s like Faas is based on the p r em i s e of
virtual m a c h in es ( V M s), s e r v e rs , s e r v e r l e s s a r c h i t e ct u re . It p ro v i d e s
s t o r a g e , n e t w o r k s , op e ra ti n g sy s t e m s environment to develop, run and
c a n b e r e n t e d . I t i s a p a y- a s -y o u - g o d e p l o y t h e c o d e u n i t o n t he f l y a n d
b a s e d o n t h e u sa g e . Us er s m an a g e gets executed in response to any
t h e i r o w n i n f r a st r u ct ur e . I n s i m pl e e v e n t . F o r e x a m p le , L a m b d a f u nc ti on s
t e r m s i t c a n b e un de r s t o o d a s a n o n - f r o m A W S , M i c r o s o f t A z u r e f u n c t i on s ,
p r e m i s e m a c h i ne t ha t y o u b uy o n O r a c l e C l o u d F n e tc .
c l o u d a t a v e r y l o w c o st . F o r ex a m p le ,
AWS EC2, R a c k s pa c e, Go og l e
Computer Engine.

P a a S [ P l a t f o r m a s a S e rv i ce] : V e ry
similar to IaaS, P a aS pr ovi de s a
f r a m e w o r k a r o u nd t h e o f fe ri n gs . H e re
t h e b a r e b o n e i n f r a s tr u c t u r e i s h id d e n
f r o m t h e e n d u ser s. It p rov i d e s th e
developer with va r io u s too ls an d
s e r v i c e s . P a a S is m o re fo c us ed o n Figure 9.1 Types of Cloud Services
providing an e n vi r on m e nt for
d e v e l o p e r s t o s t a r t w ork in g in st an tl y . Benefits
F o r e x a m p l e , A W S E l a s t ic Be a n s t a l k,
Windows Azure. I t i s e s t i m a t e d t ha t i n t he U S A , 6 9 %
o f b u s i n e s s e s a re u s in g c lo u d i n o ne
S a a S [ S o f t w a r e a s a Se rvi c e ] : T he or the other form, a nd 18% a re
most opted off e ri n g where c o n s i d e r i n g a d o p t i n g i t . S o l e t ’ s l o ok
applications is p r ovi de d o ve r th e a t w h a t m a k e s t he cl o u d s o a p p e a l i ng .
I n t e r n e t t o t h e en d - us e r o n d e m a n d
a n d t y p i c a l l y o n a su bs cr ip ti on ba si s . Cost Savings – Adopting C lo u d
For example, G o og l e W or k sp a c e , Services can h e lp to d ra s t i ca l l y
D r o p b o x , S a l e s f o rc e . r e d u c e t h e h u g e c a p e x i n c ur re d wh i le
s e t t i n g u p c o m pu ti n g in fr a s t r u c t u r e s
Serverless Computing: I n t e rs e c t i n g like machines or even l ar g e- s ca l e
with PaaS o f f e rin g, se rv e r l e s s data centers. M os t c lo u d s e rv i c es
computing i n t ri ns ica ll y f oc us es on give you the flexibility to c ho os e
b u i l d i n g a p p f u n c t io na lity an d s c a l i n g w h a t y o u w a n t t o d o a n d p ay o n l y f o r
u p - d o w n . T h e d e ve l op e r d oe s n o t h o w m u c h y o u u s e . F o r e x a m p l e , fo r
s t o r a g e , t h e p a y -a s - y o u -

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 go model en su re s th a t t he Freemium – In t hi s model, the
o r g a n i z a t i o n / i n d iv idu a l is p a id company offers their product fo r
e x a c t l y f o r t h e spa ce o n e is c u r r en t l y f r e e , w i t h l i m i t e d f e a t ur es b as e d on
u s i n g . T a k e n t o ge t h e r, su c h fa c t o rs u s e r s , b a n d w i d th , a nd ot h e r c r i te r i a .
lead to huge c o st sa vin gs , and W h e n y o u c r o s s t ha t t h r es ho ld , y o u
o r g a n i z a t i o n s n e ed n o t w orr y a bo u t might need to upgrade to a paid
scalability at a ll. In on e w o rd it account.
r e d u c e s t h e t o t a l co s t o f o wn e r s h i p
(TCO). T i e r e d p r i c i n g - S om e s e rv i c es h a v e
v o l u m e p r i c i n g t ie rs a c ro s s c e rt a i n
Mobility and c ol la b o r at i on - As u s a g e d i m e n s i o n s t h at l o w e rs p ri c e
resources are o ve r the i n te rn e t , rates when usage i n cre a s e s . W i th
c l o u d e n s u r e s th a t r e so u r c e s c a n b e consolidated billing, t he s y s te m
accessed from a n y w h ere , an y t im e determines w hi ch volume p r ic i n g
2 4 X 7 , a n d o n a n y de vic e . T h i s m a ke s t i e r s t o a p p l y , g i v i n g a l ow e r o v e r a l l
collaboration a si mp le pr o ce ss by p r i c e w h e n e v e r po s s i bl e .
empowering e mp loy ee s to co n n e c t
a n d s h a r e i n f o r m a ti o n se a m les sly a n d P a y - a s - y o u - g o / U sa g e ba s ed - P A YG
securely. cloud computing is a p ay m e n t
m e t h o d t h a t c h a r g e s t h e u s e r e x a c tl y
Reliability – B a c k up and di s a s te r o n t h e a m o u n t o f us a g e . F o r e x a m p le :
r e c o v e r y i s a n i nt r in si c fe at u re . Ev e n T h e e l e c t r i c i t y bi ll i s c h a rg e d o n th e
the backups are g e o g ra ph i ca l l y entity based on the usage.
distributed, to add a la y e r to
reliability. For ex am p le , loss Reserved c a p a c it y – For c e rt a in
p r e v e n t i o n o f d at a t ha t w o u ld n ot r e s o u r c e s f l a t m o nt h l y o r y e a rly ra t e s
have been p o s sib le in case of are charged.
h a r d w a r e f a i l u r e i n a l o ca l co mp u t e r.
Challenges in Cloud Computing
S e c u r i t y - C l o ud h o s t 's f u l l -ti me j o b
t o c a r e f u l l y m o n it or sec ur it y, w h ic h N o c o n t r o l o ve r i nfr a s t r uc t u r e :
i s s i g n i f i c a n t l y m or e ef fic ien t th an a Backend i n f ra s tr u ct u r e
c o n v e n t i o n a l i n - ho u s e sy ste m . C l o u d g o v e r n a n c e a n d c o n t ro l i s w i t h
s t o r a g e p r o v i d e r s im p l em e n t ba se l i n e t h e c l o u d v e n d o rs .
p r o t e c t i o n s f o r t h e ir pl a tf o rm s a nd P o l i c i e s a re d e c i d ed b y v e n d o rs
the data t he y p r oc e s s, such only.
a u t h e n t i c a t i o n , a c ce s s co n t r ol , a n d L i m i t e d c o nt ro l ov e r ba cke nd ,
encryption. M an y e n te r pr is e s system m e t ri cs , t e l em e t r y
supplement t h e se p r ot e ct i o n s w it h i n f o r m a t io n e tc .
a d d e d s e c u r i t y m e a su r es of th e ir o w n M o n i t o r i n g a nd m a i nt en a nc e t o o ls ’
t o b o l s t e r c l o u d d a t a p r ot e c t i on a nd shortcomings – The t o ol s for
tighten a c c es s to se n s i ti v e m a i n t e n a n c e a r e n o t v er y m a t u re
i n f o r m a t i o n i n t h e c lo u d . i n t h e m a r k e t . T h e d a t a m o n ito r e d
a t t h e i n f r a s t ru ct u re l e v e l i s v e r y
Revenue Models g e n e r i c , a n d m i g ht no t b e h e l p fu l
f o r p r e d i c t i n g p e r fo rm a n c e i s s u e s .
The revenue m od el for cloud
resources are u nd er t he f o l l o w in g
buckets:

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 Privacy of da ta – T h is is th e Use Cases
b i g g e s t b l o c k e r f or no n -a do p t i on
of cloud in many or ga n iz at i o n s Cloud strategy - T hi s is used by
and specially in da ta s e n si t i v e companies f or t he business
d o m a i n s l i k e h e a l t hc a re , m il i ta r y t r a n s f o r m a t i o n s t r a t e g y . I t h e l p s th e
a n d g o v e r n m e nt . T h er e h a v e b e e n o r g a n i z a t i o n t o u n d e rs t a n d t he b es t
reports around data b r ea ch e s , way to use cloud se r v ic e s . For
insecure access of da t a e tc . e x a m p l e , w h i c h a pp s a r e r i g h t fo r t he
A n o t h e r r e a so n i s t h e s ec on d a ry c l o u d , w h a t a r e t h e p re re q u is i te s f o r
u s a g e o f d a t a by c l o u d c om p a n i e s c l o u d a p p l i c a ti on , m i g r a ti o n , c os t
resulting in l o ss of p ri vac y , b e n e f i t a n a l y s i s , R O I e tc .
t a r g e t e d a d v er ti s em e n t .
Service levels – A lt h ou g h most C l o u d f i r s t a p p li c a t i o n d ev e l o pm e n t
cloud v e n d or s g u a r a n t ee 99 . x % - E 2 E s e r v i c e s – P ro je c ts t o b u i l d
S L A ’ s ( s e r v i ce l ev e l ag r eem e n ts ) , progressive, scalable, v al u e d r iv e n
for mission c r i tic al ap p l ic a t i o n cloud a p p l i c a ti on s to match t he
this is still a no go. business needs.
C l o u d m i g r a t io n a n d i nt e gr a ti o n –
Although cr ea t in g a ne w C l o u d m i g r a t i o n - D e s ig n in g (o r r e -
a p p l i c a t i o n in t h e c lou d i s v e ry designing) your s of t w a re to f u ll y
easy, m ig r a t in g existing leverage cloud d e p l o ym e n t a nd to
a p p l i c a t i o n s t o t h e c lo u d i s no t s o gain a c c e ss to scalable
straightforward. It m i gh t even infrastructure, as b u s i ne s s needs
require an a r ch ite c t u r e ch an g e . require it.
M a n y t i m e s , t he ap p l ic at i on m ig h t
have a d e pe n d e n cy on o t he r H i g h P o t e n t i a l i n S ME ’ s - W it h r i s e
a p p l i c a t i o n s , or t oo ls t ha t in tu rn o f g r o w t h s t a g e S t a rt u p s a s w e ll a s
m i g h t b e o n - p r em is e. S u c h is s u e s e x i s t i n g S M E s m o v i n g t o w a r d s d i g i ta l
l e a d t o a l ot o f in t er op e r a b i l i t y transformation , t he cl o u d s e r vi ce
issues. market forecasts a huge g row t h .
C o m p l i a n c e - Tr a n sf e r r in g d a t a o n Major reason being cost saving and
t h e c l o u d c an in vol v e c om p li a n c e flexibility.
clearings. F or mu lt i n a t i on a l
c o m p a n i e s , it ca n b e v e r y d if f i c u l t D e s i g n C o n s i d er a t i o ns - T o de si g n
to remain in c o m p li an ce wi t h cloud a p p l ic a ti on s fo l l o wi ng
r e g u l a t i o n s o f a l l c o u n t ri e s. G D P R , c o n s i d e r a t i o n c a n b e u se f u l :
Canada’s p r iv acy act or h ea l t h 1. S c a l a b i l i t y
l a w s a n d t h e U . S p at r io t a c t a r e 2. R e s i l i e n c e
t r y i n g t o f o r ce st o p e xp os ur e o f 3. L o o s e co u p li n g b et w ee n
d a t a t o t h i r d p ar t ie s . M a n y a t i m e s interacting modules
companies n e ed to do due 4. T a k e a d v a n t a g e of mu l t i t e n a n c y
d i l i g e n c e o r c on su l t d a ta se c u ri t y t o o p t i m i z e r e s ou rc e s a n d c o s t .
professional to e ns u r e they 5. P e r f o r m a n c e M o n i t o ri ng
c o m p l y w i t h th e l aw .
To conclude : T i ll r e ce nt l y IT w a s
c o n s i d e r e d a s a c os t c e n te r, bu t n o w
w i t h a d v e n t o f c lo u d , IT i s c o n s i d e r e d
as a business e n a b l e r, helping
tremendously in o r g a n iz a t i o na l
transformations.

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 References

h t t p s : / / w w w. b m c .c o m / blo gs / s a a
s - v s - p a a s - v s - ia a s- wh a t s-t he -
d i f f e r e n c e - a n d - ho w- t o- ch oos e /
h t t p s : / / e n . w i kip ed ia . or g /w ik i / C l
o u d _ c o m p u tin g
h t t p s : / / w w w. s al esf o rc e. c o m / i n / p
r o d u c t s / p l a t f or m / bes t-
p r a c t i c e s / b en e f its -o f -c l ou d -
computing/
h t t p s : / / w w w. g lo ba ldo t s .c o m / bl o g
/ c l o u d - c o m p u t i n g -b e n e fit s
h t t p s : / / w w w. c io . co m / a rt ic l e/ 24 2
4 8 8 6 / c l o u d -c om pu ti n g -
d e f i n i t i o n s - an d -s o lu t ion s. ht m l
h t t p s : / / w w w. b m c .c o m / blo gs / s a a
s - v s - p a a s - v s - ia a s- wh a t s-t he -
d i f f e r e n c e - a n d - ho w- t o- ch oos e /
h t t p s : / / a z u r e . m i cr oso f t . co m / en -
in/overview

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 Akash Padmane, Kunal Jain

Introduction T i m e - s t a m p e d: Each
transaction/block ha s an
A blockchain is a f orm of a immutable t i m e s ta m p associated
m a t h e m a t i c a l d a t a s t ru ctu re an d i s w i t h i t . H a vi ng a t im e s ta m p f or
programmed su c h that it is very e a c h e n t i t y no t o n l y he l p s in it s
difficult or e ve n im p o ss ib l e to unique identification but al s o
m a n i p u l a t e i t . A b l oc kc ha in c on si s t s ensures e as y t ra c i n g of th e
o f a l i s t o f r e c o rd s c a l l e d bl o ck s t ha t chronology of events at any
keeps on g r o w in g as m o re subsequent stage.
i n f o r m a t i o n i s a d d e d . T h ese r e co rd s P r o g r a m m a b l e: B l oc kc ha i n
( b l o c k s ) a r e l i n ke d w it h on e a n ot h e r t r a n s a c t i o n s c o u l d be a u to m a te d
u s i n g c r y p t o g ra p h i c f u n c t io n s . T h e r e using p r o g ra mm e d codes c a l l ed
a r e t h r e e e l e m e nt s in ea c h bl o c k - s m a r t c o n t r a c t s . Sm a r t c o n t ra c t s
1. A c r y p t o g r a ph ic h ash f un c t i o n a r e s t o r e d o n t h e b loc kc h a i n a s
p o i n t i n g t o t h e p r ev iou s b l o ck i n lines of codes and g iv e
the chain. blockchains th e a bi li ty to
2. T r a n s a c t i o n d a t a o f t h e c u r r en t automatically complete
b l o c k + T i m e st a m p, co r r e sp on d in g transactions when ce r t a i n
t o t h e c u r r e nt blo c k . p r e d e f i n e d t e r m s a n d c o n d i ti o n s
3. A c r y p t o g ra ph i c hash of the w r i t t e n o n t he c o nt r a c t a r e m e t .
c u r r e n t b l o c k.
Types of Blockchain
S o m e o f t h e p ro p e rtie s t ha t m a k e
b l o c k c h a i n v e r y i n t e r e s t in g a r e li s te d Traditional e n t e rp ri s e a p p l ic a ti o n s
below- a r e b u i l t o n a c l i e n t - s e r v e r -d at a ba s e
D i s t r i b u t e d: A ll ne t w o rk architecture, where a c e n t r a li z e d
p a r t i c i p a n t s p o ss e s s a co p y o f t h e s e r v e r s e r v i c e s re q ue s t s fr o m cl i e n t s.
l e d g e r , a n d a n y a d di t io n to t h e T h e d a t a b a s e a ct s a s a n i nf o rm a t i on
records wi l l ref l ec t for storage device that c o m m u n i ca t e s
p a r t i c i p a n t s in re al- t im e. w i t h t h e s e r v e r . In th e b l o c kc ha in
I m m u t a b l e: Any re co rd o nc e e n v i r o n m e n t , t he re i s n o c e n t r a l i z e d
v a l i d a t e d a n d a d de d t o t h e l e d g e r s e r v e r o r d a t a b a s e ; e a c h n od e i n t h e
cannot be c ha ng ed an d is network owns th e ir c op y of t he
i r r e v e r s i b l e . I n or de r t o ch a n g e s h a r e d l e d g e r . T h e f o l l o w i n g d i a g r am
a n y b l o c k , e ve ry b l o ck pr ec e di ng i t gives a brief no t e on po s s ib le
must be ch a n ged , w hi ch is architectures in a b l o c kc h a i n
c o m p u t a t i o n a l l y im p os si bl e . e n v i r o n m e n t , b a s e d o n d if f e r e nt

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 n o d e s ' a b i l i t y t o a c c es s a n d e d i t t h e b y u s i n g a p r i v a t e k e y . T h e r e c e i ve r
shared ledger. o f t h e m e s s a g e a n d s i g na tu r e w i l l u s e
t h e s e n d e r ’ s p u b l i c k e y t o v e ri fy t h e
m e s s a g e ' s a u t h e n t i c i t y . T h i s a l l ow s
secure and a n on y m ou s m e s s a g in g
within a network.

B r o a d l y , e a c h b l o ck i n a b lo ckc ha i n
c o n s i s t s o f t h r e e m a jo r p a rt s - t he
hash of the pr e v i o u s b l ock , the
c o n t r a c t s p e c i fi c d a t a al o ng w i th a
t i m e s t a m p , a n d a l s o th e h a s h o f t he
Figure 10.1 Types of blockchain current block. Since e a ch bl o c k
refers to the p r e v i ou s b l oc k, the
Technical Details
chain essentially is an im m u t a b l e
s t r u c t u r e . I f s o m e o n e t am p e rs w i t h
A b l o c k c h a i n i s t ec h n i ca l ly de fi n e d as
an intermediate b l oc k' s data, they
a c o l l e c t i o n o f b lo c k s t ha t co n t a in
will also have to c ha n g e every
d a t a o r i n f o r m a t io n lin k ed t o ge t he r
subsequent b l o ck to make the
i n a n i m m u t a b l e a n d d ec e n t r al iz e d
blockchain consistent again.
structure. The f ol l ow in g tw o
c o m p o n e n t s a r e u se f ul t o u n de r s t an d
E x a m p l e : T r a n s a c t io ns Le dg er - T h i s
h o w b l o c k c h a i n s fu n ct ion a t it s c o re .
s e c t i o n w i l l c o v e r t h e w o rk i ng o f a
sample t r a n s a c ti o n le d g e r th at
Cryptographic H a sh F u n cti on - A
records every t r a n s a c ti on on a
s p e c i a l t y p e o f fu n c t io n n am ed th e
decentralized and i mm u t a b le
cryptographic ha sh f u n ct i on is
database. The n e t wo r k c o ns is t s of
pivotal to the functioning of the
f i v e n o d e s , a l l of w hi c h ha v e a c o p y
blockchain p ro t o col . It ca n be
o f t h e b l o c k c h a i n w i th r e c ord s o f
i m a g i n e d a s a B la ck B o x , t ha t t a ke s
e v e r y t r a n s a c t i o n s i n c e t h e i n c e p t i on
some random in p u t (im a g es, text,
of the chain. This re c or d of
e t c . ) a n d w i l l c o nv er t i t i n t o a u n iq u e
transactions is d e p i c te d i nt o a
o u t p u t o f a f i x e d s i ze . T he r e is n o
s i m p l i f i e d l e d g e r, wh i c h s t or e s th e
m a p p i n g p o s s i b l e b et w e e n t he i np u t
a c c o u n t b a l a n c e o f e a ch n od e. In t h i s
a n d t h e o u t p u t of t h e h a s h f u nc t i o ns ,
n e t w o r k , e v e r y n o d e a l s o a ct s a s a
and the only way to i n ve rs e t hi s
verifying node. C on s i d e r a case
f u n c t i o n i s b y b ru t e f or c e ch eck in g .
where the Node “A ” w is he s to
t r a n s f e r t w o u n i t s t o no d e “ B . ” In t h is
Digital S i g n at u re s – Di g i t a l
scenario, “A” w il l t ra n s m it th e
s i g n a t u r e s a r e p iv ot a l t o a l lo w s e c u re
m e s s a g e “ A p a y s 2 u ni t s t o B ” i n a
messaging in any n et w or k . Each
protocol that is fi x e d by th e
identity c o n s is t s of t wo u n iq u e
b l o c k c h a i n . T h i s m e s s a g e 's v a l i d i t y is
c o m p o n e n t s – pu bl ic k ey a n d p ri v a t e
e s t a b l i s h e d a s s o o n a s i t re a c h e s t he
key. These keys a re gen e r a te d in
r e s t o f t h e s e no de s u s i n g a d i g i t al
p a i r s b y a m a t h e m a t ic a l f u n c t io n . T h e
s i g n a t u r e . O n c e t he m e s s a g e se n d e r
p u b l i c k e y o f a us er i s v isi bl e t o
is verified, each n od e w il l th e n
e v e r y o n e i n t h e n e tw or k, w he r e a s t he
s e p a r a t e l y v a l i d a t e t h e t ra n s a c t i on i n
p r i v a t e k e y i s o n l y vis ibl e t o th e u s e r .
t w o s i g n i f i c a n t s t e p s . I n i t s fi r s t s t e p ,
E a c h m e s s a g e t h a t i s se n t o ve r th is
e v e r y n o d e w o u l d c h e c k i f “ A ” h a s t he
n e t w o r k i s c o n v e rt ed in to a s ig na tu re

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 required amount of b a l a n ce to Improved T r a c e a b il it y - On a
complete the t r a ns a c ti o n (g r e at er blockchain l ed g e r , each
t h a n 2 u n i t s i n t his ca se ) . B l o ck ch ai n s transaction/exchange of goods is
have u n d e r l y in g p r o t oc ol s that recorded in a timely manner. This
determine how t ra n sa ct i on s get time sorted i nf or m a t i o n h e lp s in
verified. One c om mo n pr o to co l is t r a c k i n g t h e m ov e m e n t of t h e g o o d s
t e r m e d a s “ P r o o f o f W o r k ,” wh ic h is a a s a s i n g l e p o i n t o f t h e pro o f tr a il i s
consensus m e c h a n ism that cr u d e ly present. This h e lp s in i mp rov in g
s t a t e s t h a t t h e n o de in t he n et w o rk security and prevent c o u n te r fe i t
that has the hig he st ava i l a b le related frauds. This ha s b e co m e
computing p o w er w i ll v al id at e a e s p e c i a l l y i m p o r t a n t i n the c u rr e nt
t r a n s a c t i o n , c r ea t e a n u p d at e d le d g e r p a n d e m i c c o n t e xt w h e r e c o n s u m e rs
a n d s e n d t h e u p d at e d l ed ge r a c r o s s n e e d a n d d e m a n d t he a bi li ty t o t r a c k
t h e n e t w o r k . Th e p r o c e ss of f in d i n g t h e i r p r o d u c t ' s o ri g i n .
t h e n o d e w i t h t he hig he st c o mp u t i ng
p o w e r d i f f e r s a c ro ss ea ch bl oc k c h a in , B e t t e r s e c u r i t y - B lo c k c h a i n i s h i g hl y
but all have t he same g oa l – to secure as e a ch tr a ns a c t i o n is
v a l i d a t e a t r a n sa c t io n. Th e n od e t ha t encrypted and linked to t he
achieves this g ets a re w a r d , n e t w o r k ' s p r e v i o u s t r a n sa c t i o n. T hi s
essentially t he t ra n sa c ti o n f ee s . makes t a m p e ri ng with a ny past
F i n a l l y , t h e t r a n s a c t ion is co m p le te d transaction p r a ct i ca l l y i m p o ss i b le .
a s a l l t h e n e t w o r k pl a ye rs r ec ei v e a n This i m m u t a b le a nd i n co rru p ti b l e
updated l e d g er f ro m the v er if y i n g n a t u r e o f B l o c k c h a i n m ak e s i t s a f e
node. f r o m f a l s i f i e d i n fo rm a t i on a n d ha c ks .

Blockchain Business Value Business Applications of

Blockchain
The discussed pr o pe r tie s of
blockchain i n f r a s t r u ct u r e ma k e it The uses of B lo c k c h a i n can be
suitable for a v ar i et y of b u s i n es s categorized two f u n d a me n t a l
sectors due to th e f o l l o wi n g functions-
advantages-
Record Keeping - T he f e a tu re of
Greater T r a ns p a r e n c y - immutability and easy a c c e s s i bi li t y
T r a n s p a r e n c y d ue to the d i st r ib u t e d makes Blockchain a po we rfu l
ledger t e c h n o l o gy. It in c r e a s e s candidate that could be used f or
a c c o u n t a b i l i t y fo r e a c h st a k eh o l d e r s t o r i n g s t a t i c i nfo rm a t i o n , w hi c h h a s
a n d m o t i v a t e s th em to act in t he b e s t p o t e n t i a l u s e s i n ke e p i ng re c o r d s fo r
i n t e r e s t o f t h e f ir m . land titles, p a te nt s , go v e r nm e n t
d a t a b a s e s l i k e ID s a nd s o c i a l se c u r i t y
I n c r e a s e d E f f i c i e n c y - P ee r -t o - p e e r numbers. S t o ri n g of vo te r
t r a n s a c t i o n s r e m o ve t h e n ee d f o r a information on b lo ck ch a i n co u ld
m i d d l e m a n e v e n wh i le do in g c ro s s - p o t e n t i a l l y b e t h e fi r s t s t e p t o w a rd s
border t r a n s a c t io ns . P ro g r a m m a b l e s e c u r e a n d t r u s te d d i g i ta l v o t i n g .
contracts or sm a r t c on t ra c ts
automate many m an u a l p r oc e s s es D y n a m i c t r a n s a c t io ns Re g is t r y - A s
b a s e d o n s o m e p re d efi n e d c o n di t i o ns the transactions of a b lo c kc h ai n
f u r t h e r i m p r o v i n g ef f i ci e n cy . network are time s t a mp e d and
p r o g r a m m a b l e ( v i a s m a rt c o nt r a ct s ) ,
t h e y c o u l d b e u s e d f o r s t o r in g a nd

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 real-time u p d a t in g of tr ad ab l e
i n f o r m a t i o n . W id esp re ad u s e o f th i s
is the Bitcoin n et w or k, where
transaction i n for m a ti o n is
dynamically s t or ed and a ct s as a
s i n g l e p o i n t o f t ru th f or e v e r y on e .
O t h e r u s e c a s e s i n c l u d e m on it o ri n g
supply c h a in s in re a l-t i m e ,
information of d r ug t ri a l s, cr os s - Figure 10.2 Blockchain augmented
border p e e r - t o - pe er t ra n s ac t i o n s , Supply-Chain

i n s u r a n c e , a n d m e d i ca l c l ai ms , e tc .
G o v e r n m e n t / C i v ic T e c h A p pl i c a t i o n s
- A s g o v e r n m e n ts p u s h t h e i r d i g i t a l
T h e f o l l o w i n g s eg me n t hi g hl ig h t s a
initiatives, e n s u r i ng that t he
few industry use - c as e s wh e r e
government’s r e c or d -k e ep in g
blockchain can be u se d to dr i v e
facilities are t a m pe r-fr e e and
business value
t r a n s p a r e n t i s e s s e nt i a l. B l o c k c ha in ’ s
trust-based re c or d- k e e p in g and
B l o c k c h a i n A u g m e n te d S up p l y- C h a in
transaction mechanisms can be used
– A s b u s i n e s s e s g ro w c om p le x , t h e
to solve this issue, e s p ec i a l ly by
n e t w o r k t h a t al low s fir m s t o d e li v e r
enabling services s u ch as D i g i t al
manufactured p r o du cts to m a r ke t
Voting. Since b lo c k cha i n s are
a l s o g r o w s c o m pl ex . In th is s ce n a ri o ,
immutable, secure and a n on y m o us ,
a trust-based m e th o d to transfer
t h e y c a n b e u s e d t o cr e a t e d i g it a l
information is c ru c i a l to e n s ure
voting a l t e r n a ti v e s to e xi s t in g
operational e f f ic ien c y . A lo n g w i th
systems.
operational ef f ic ie nc y, su c h a
m e c h a n i s m w o ul d a llo w p lay e rs in a
B a n k i n g a n d Fi n a n c e – T he b a nk i n g
s u p p l y c h a i n t o t r ust t he n od a l f ir m .
a n d f i n a n c e s e c t o r h a s b e en o ne of
C u r r e n t l y , o n ly l im it e d in f orm a t io n
t h e e a r l i e s t a d o p t e rs of b lo ck ch a i n
about p r o d u c ts is re c or d e d, wi t h
technology. Bitcoins and o t h er
n o n e o f t h e p la y e r s h av in g c o m p le te
cryptocurrencies f u n c ti o n on t he
visibility or a cc es s to a p rod uc t’ s
infrastructure of B l o c k ch ai n . T he
origin or pa t h. Pro vid i n g a
primary need for b l o c k c ha in
centralized d at a b a se to t ra c k
t e c h n o l o g y a r i s e s fr om t h e n e e d f or
p r o d u c t s i n a s u p pl y ch a in w o u ld no t
peer-to-peer t r a n sa c t io ns to
b e a p p r e c i a t e d by o t he r p l a y e rs , a s
f a c i l i t a t e c r o s s -b o rd er p a y m e n ts an d
trust is not r ein fo rc e d. A p ri v a te
t r a d e . C u r r e n tl y , m a ny i nt er m e d i a r y
permissioned bl o ck c h a in - b a s e d
b a n k s a n d f i n a n c ia l i n s t i tu t i o n s t h a t
s o l u t i o n c a n b e u se d in t hi s sc en a r io ,
f a c i l i t a t e c r o s s bo rd e r t r a n s a c t io ns .
w h e r e o n l y s u p p l y c h a i n p a rt n e r s ca n
N e v e r t h e l e s s , d u e to t h e p re s e n c e o f
a c c e s s a n d e d i t p r o du ct q u a li ty an d
i n t e r m e d i a r i e s , th e p roc e s s i s b o t h
t r a n s a c t i o n d a t a . Th is h a s m u lt i p l e
t i m e - c o n s u m i n g an d c os t ly . U ti l i z i n g
use-cases such as f la g g in g
the framework used f or Bitcoins,
c o u n t e r f e i t p r o du c t s /r a w m a te ri a l s ,
blockchain i n f ras t ru ct u re co ul d
tracking p r o ve n a nc e of damaged
e l i m i n a t e t h e n e e d f o r i nt e rm e d i a r i e s
g o o d s , e t c . A b loc kc ha in ba se d s up p ly
f o r a n y t r a n s a c ti o n. T h e b lo c kc ha i n
c h a i n s o l u t i o n w i ll t h u s a d d bu si n e s s
p r o t o c o l s a l s o e l i m i n a t e t h e p ro bl e m
v a l u e b y a l l o w i n g bu sin es se s t o a v o i d
of double-spending, which is
r i s k a n d e n s u r e b et t e r p la n n in g .
p r e v a l e n t i n o t h e r d i g i t a l c ur r e n ci e s .

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 Healthcare – H e a l t hc ar e in d u s t r y Blockchain and Product
needs the f un c t ion a li ty of Management
immutability and a d is t r ib u t e d
d a t a b a s e o f b l o ck ch a in s. Th e p r i m a r y Deciding whether to a d op t a
need arises due to the n ee d f or blockchain i n f r as t ru ct u r e for your
a c c e s s i b i l i t y o f m ed ic a l r e co r d s to organization could be a h i g h ly
accelerate c l i n ica l and b i om e d i ca l c h a l l e n g i n g t a s k, a s t h e r e a r e t r a d e -
r e s e a r c h . C u r r e n t ly, c en t r a liz ed d at a offs between speed and
s t o r e d w i t h m e dic a l i ns tit u t e s, w hi ch security/reliability. While th e
i s s h a r e d a c c o r d in g to t he i r w ill , a nd traditional database system would
g e n e r a l l y , t i m e -c o ns u m in g p ro c e s s e s work better in s p e ci f i c i nd us t ri e s ,
are involved in o b t a in i n g t he se blockchain would p ro v i d e
r e c o r d s . U s i n g b lo c k c ha in t ec h n o l o g y unparalleled a d va n t ag e s in o th e r s .
a n d t h e a b i l i t y o f d is t ri bu t ed st o ra g e T h e b e l o w f r a m e w o r k c ou ld b e re al ly
with correct a c c e ss p er mi ss i o n s , helpful in choosing between various
m e d i c a l d a t a c o u ld be d e m o c r a ti z e d . options of data s t o r ag e
T h i s w i l l a l l o w m e d ic al in s t it ut i o ns infrastructures.
o t h e r t h a n h o s pit a l s t o l ev er a ge th i s
d a t a f o r f u r t h e r de ve lop m e n t.

Figure 10.3 Assessing need for blockchain solution

References

Medium. 2020. How D oe s The Bl o ck c h a i n W o rk ? . [o n li n e ] A v a i la b le at:

< h t t p s : / / o n e z er o .m ed iu m. co m / ho w- d o e s -t he -b l o c k c h a i n - w o rk -
9 8 c 8 c d 0 1 d 2 a e> [ Ac ce ss ed 1 4 O c t o b er 20 20 ] .
2020. [ o n l i n e] A va i la b l e at: < h t t p s : / / w w w . m c k i n se y .c om / bu s i n e s s-
f u n c t i o n s / m c k i n s e y- d ig it a l / o ur -i n si g h ts / b l o c kc ha in -b e y o n d - t h e - h y p e - w h a t-
i s - t h e - s t r a t e g ic - bu sin e s s-v a lu e - > [ Ac c e s s e d 1 4 O c t ob e r 2 0 2 0 ].
M I T T e c h n o l og y R ev i ew . 2 0 20 . E xp l a i ne r: W h a t I s A B l o c k ch a i n ? . [ o n li ne ]
Available at:
< h t t p s : / / w w w . te ch no l og yre vi e w. co m / 20 1 8 / 0 4 / 2 3 / 1 4 3 4 77 / e x p la i n e r- w ha t -i s -
a - b l o c k c h a i n /> [A cc e ss ed 14 Oc to b er 2 0 20 ] .

rushikesh.kure@gmail.com
 Dhavala V S Aditya

Understanding th e m ic r o e co no m i cs I n t r o d u c t i o n t o t he Fr a m e w o r k
o f a n i n d u s t r y in d e e d le n ds o n e a n
excellent t h e o r e t ic a l u n de r st a n d i n g T h e d e f i n i t i o n of p l a t f o r m s f or th i s
o f t h e b u s i n e ss , e ve n a s a co m p le te c h a p t e r i s g o i ng t o b e v e ry b ro a d .
o u t s i d e r . M i c r o e c on om ic s f or m s t he P l a t f o r m b u s i n e s s e s ar e e s s e n t i a l l y
b a c k b o n e o f m a n a g e m e n t e du ca t i on a n y b u s i n e s s w h i c h cr e a t es v a l u e b y
a n d i s m o s t c r i t ic a l t o un d er s t a nd f a c i l i t a t i n g a n e x ch a ng e be t we en on e
various s u b j e ct s. Na tu r al ly , it a ls o or more "sides" or "s e g m e n t s of
l e n d s i n s i g h t s to p r o d u c t m a n a g e r s , users," e.g. in t he case of U b er ,
a n d i t i s f i t t i n g t o st a r t th e bo o k b y d r i v e r s a n d r i d e rs a r e t h e t wo s i de s
l o o k i n g a t t h e t ec hn o lo gy ind us t ry o f t h e p l a t f o r m . V a ri o u s e x a m p l e s o f
t h r o u g h t h e l e n s o f m ic ro e co n o m i c s . platform businesses i nc l ud e U be r,
G o o g l e , A m a z o n , Fa c e b o ok a n d e ve n
This chapter w i ll h el p PMs and Windows OS.
a s p i r i n g P M s t o u n d e rs ta nd wh at t y p e
of features a re es s en tia l , ho w to T h e r e a r e t h e fo l l o wi ng thr e e fa c t o rs
c o m p e t e w i t h c o m p a n i e s, a n d t o a l ig n c o m p r i s i n g t h e f ra m e w o rk :
p e r s o n a l g o a l s wi th t he s t rat e g y o f
the o r g a n i z a t io n to m o ve in t o a E c o n o m i e s o f S c a l e : W h e n l oo ki n g a t
s t r a t e g y r o l e e v e n tu a ll y . e c o n o m i e s o f s c a l e , w e t ry t o a s k t he
question “how much does it cost the
The chapter has been structured into company to p r od u c e o ne e xt ra
t h r e e p a r t s . T he f i rs t pa rt in tr od uc e s unit/to service on e ex t ra u s e r/ t o
a f r a m e w o r k t o un d e r st a n d v a ri ou s produce one e x tra minute of
elements to u n d e r s t an d p la t for ms . s t r e a m i n g e t c . ? ” W e wi l l on l y l oo k a t
T h e s e c o n d p a rt h a s ex e r cis es w h i c h e c o n o m i e s o f s ca l e f ro m t h e p o i nt o f
help drive the c o n ce pts f u rt h e r. view of costs.
F i n a l l y , w e h a v e t hr e e c a s e s ( G o o g l e ,
A m a z o n & U b e r ) w h e re w e a pp ly t h e N e t w o r k E f f e c t s : N e t w o rk e f fe c ts a re
above framework and draw insights about customer v a l ue . Network
about the s t r a t egi es tha t th e e f f e c t s a r e s a i d to e x i s t w h e n t h e
c o m p a n y s h o u l d ch oo se. value of the p ro d u c t / p l a t fo r m
i n c r e a s e s b y i n cr e a s in g o ne e x tr a

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 c u s t o m e r o r u s er on t h e p l at fo r m .
T h e q u e s t i o n t ha t w e a s k h er e i s
" W h a t t y p e o f n etw o r k e f f e ct s d o e s
t h e c o m p a n y h a ve i f i t d oe s ha ve
n e t w o r k e f f e c t s ?"

Differentiability: Di ff e r e n t ia bi li t y
helps us u n d e r st a n d co m p et it iv e
e v o l u t i o n . D i f f e r en tia t io n is cr e a te d
w h e n t h e r e i s a u n iq u e s pa ce i n t h e
c u s t o m e r ' s m i n d a b ou t t h e c om p a ny 's
p r o d u c t . I t i s a bo ut t h e p e rce p t i o n o f
t h e c u s t o m e r a nd is n o t in te r n a l .

Figure 11.1 Demand Supply Curve

Economies of Scale
T h a t b e g s t h e q u e s t i on i f t h e s u p p l y
E c o n o m i e s o f s c a l e a r e sa id to e x i s t curve is just th e m a rg i n a l c o s ts
w h e n t h e c o s t of p r o d u c in g o n e e x t ra curve, why is th e supply cu rv e
unit or s e r v i cin g on e e xt r a u se r (marginal cost c u rv e ) in cr e a s i n g ?
reduces. U s u a l ly , w h en t h er e are What h a p p e n ed to economies of
f i x e d c o s t s l i k e a fa c t or y w hi ch c a n scale? S h o u l d n 't the cost be
produce m u l t ip l e u n it s or s er v e reducing?
multiple u s e r s, the co s t s get
distributed. T h e r e f or e , o nc e a
c o m p a n y h a s i n v es t e d in a fa c to ry
with a c a p a c it y of 10 0 u s er s and
c u r r e n t d e m a n d i s 5 0, th e e x t ra co s t
i n c u r r e d t o p r o du c e o n e e x t r a u n it ,
i . e . t h e 5 1 s t u n i t is m in i m a l.

The extra c o st a s s o c ia t ed with

producing one un it is c a l l ed the
m a r g i n a l c o s t. On t h e r igh t s id e , w e
see the standard De m a n d - S up p l y
curve. The y - a x is rep re se n t s t he Figure 11.2 Marginal Cost
p r i c e , w h i l e t h e x - a x is r ep r es en t s th e
W e l l , e c o n o m i e s o f s c al e d o e x is t .
n u m b e r o f u n it s. T h e d em a n d c u r v e
T h e a c t u a l c o s t c u rv e ( s u p p ly c u r ve )
r e p r e s e n t s t h e c u st o m e r s, i.e . w ha t
l o o k s l i k e t h e o n e i n t he fi g u r e b e l ow .
t h e c u s t o m e r i s w il l in g t o b u y a t t ha t
S o , t h e e c o n o m i e s o f s c al e d o e x is t
p r i c e . T h e s u p p ly c u r ve re p r e s e n t s
for the first few units, but then the
what the s u p pl i ers are w ill in g to
m a r g i n a l c o s t c u r v e g o e s up w a rd , a n d
serve when t he y a re get tin g the
d i s e c o n o m i e s of s c a l e se t in . T hi s
p r i c e . T h e r e f o re , t he s up p l y c u r v e i s
starts to happen because a ft er a
n o t h i n g b u t t h e m a rg i n a l c os t c ur v e
c e r t a i n p o i n t s e v e ra l c o s t s b eg i n to
of the s u p p l i er s , b e ca us e the
i n c r e a s e , e . g . m a na g e r i a l c o st s , c ost s
s u p p l i e r w o u l d b e w il l in g t o s u p p ly a
o f r a w m a t e r i a l s , c os t o f c a pi t a l e t c .
p a r t i c u l a r u n i t o n ly w h e n h e g et s a
In the above example of a factory, to
p r i c e h i g h e r t h a n it s ma rg in a l c o s t .
p r o d u c e t h e 1 0 1 s t un i t, th e c o st

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 i n c u r r e d w i l l b e t o s e t- u p a n e n t i r e l y the product or p l a t f o rm i n c re a s e s
n e w f a c t o r y w h ich is g o i n g t o b e w h e n o n e a d d i ti on a l u s e r i s u s i n g th e
m u c h h i g h e r t h a n t h e m a r gi n al co s ts product. The s i mp le s t e xa mp l e of
f o r t h e p r e v i o u s u n its . network effects is messaging
s e r v i c e s . T h e s e rv i c e h ol d s z e ro v a lu e
W e c a n a l s o s e e t h a t t h e s iz e o f t h e t o a p e r s o n w h e n t he y a r e t h e o n l y
c o m p a n y i s l i m ite d b y th e u p w a rd p e r s o n o n t h e p la tf o rm . A d d 1, 0 00
c u r v i n g s u p p l y c u r ve , w hic h lea v e s m o r e p e o p l e , a n d y o u h av e p r o ba b l y
s p a c e f o r c o m p et i to r s t o c a r v e o u t got some people w ho kn ow each
the remaining c us t o me r s and o t h e r . K e e p a d d i n g mo r e pe o p l e o n
c o m p e t e w i t h th e com p a n y. We c a n t h e p l a t f o r m , an d t h er e w i l l b e a
also see from h er e that highly p o i n t w h e r e t he p la t fo r m r e a ch e s a
s c a l a b l e c o m p a n ie s d e l a y t h e u p w ard critical mass w h e re t he value
c u r v i n g o f t h e m a r gi n a l c o st cu r ve , addition for e ve r y c u s t om e r
which a u t o m a t ica ll y re s ul t s in a s n o w b a l l s . E v e n t u a l l y , th e re is a p oi n t
b i g g e r s i z e d c o m p a ny . reached where the value t ha t is
c r e a t e d b y a d d i n g m o r e p e o p le t o th e
Hence, there a re a l so n a t u ra l p l a t f o r m d i m i n i s h e s a n d t he ne t w o rk
monopolies w h ic h ex i st , whose effects begin vanishing.
m a r g i n a l c o s t c u r ve i s l ike th at s h o wn
i n t h e f i g u r e o n t h e l e ft . T h e c u r ve T h e r e a r e t w o d i ff e r e n t ca te g ori e s of
suggests that the c o m p a n ie s are network effects:
i n f i n i t e l y s c a l a bl e , w hi ch me a n s t h a t S i d e N e t w o rk E ffe c t s : C r o s s s i d e
t h e r e i s n o s p a c e l ef t i n the m a r ke t network effects vs Same side
f o r a n o t h e r c o m p e t it or – h en ce th e network effects.
name natural m o n o p o l ies . S om e S c a l e N e t w o r k E f f e c t s : G lo ba l v s
e x a m p l e s o f n a t u ra l m o n o p o lie s a re L o c a l N e t w o rk E f fe c t s .
r a i l w a y s , p i p e l i n e s e tc .
S i d e N e t w o r k E ff e ct s
F o r s i d e n e t w o r k e f f e ct s , w e c a n ha v e
either cross-side or sa m e -s i de
network effects.

C r o s s S i d e N e t wo r k Ef f ec t s
When the value of the p l a tf o rm
i n c r e a s e s w h e n u s e rs g e t a d d e d t o
Figure 11.3 Marginal Cost t h e o t h e r s i d e .I n c a s e o f U b e r, i f
there are m o re d ri ve r s on t he
T h e c o s t c u r v e s o f m o s t t ec h n ol o gy p l a t f o r m , i t i s m o re a t t ra ct i v e f o r t he
c o m p a n i e s a r e s i m i la r t o th at o f a r i d e r s b e c a u s e t h e w a i ti n g ti m e s w i l l
natural m o n o p o ly , i.e. h ig hl y be lower because of hi g h e r
scalable. a v a i l a b i l i t y a n d l o w e r s u r g e p ri c e s .
S i m i l a r l y , t h e m o r e t he nu mb er of
Network Effects riders, the more a tt ra c ti ve it
becomes for d r iv e r s to j oi n the
T h e s e c o n d e l e m en t of th e f r a m e w o r k platform, and take advantage of the
i s N e t w o r k e f f e c ts . N et w or k e f fe ct s h i g h c a p a c i t y u ti li z a t i o n a n d h i g h e r
a r e s a i d t o e x i s t w h e n t h e va l ue o f prices.

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 S a m e S i d e N e t w o rk Ef f ec ts a d d i t i o n a l d r i v e r i n Mu m b ai d o e s no t
When the value of the p l atf o rm help a rider in Delhi.
i n c r e a s e s w h e n m o r e u s e rs g e t ad de d
t o t h e s a m e s id e . M e ss a g in g se rv i c e G l o b a l N e t w o r k Ef f ec t s
t h a t w e d i s c u s sed a b o ve, h a s s am e - W h e n t h e n e t w o rk e f fe c t s are s pre ad
s i d e n e t w o r k e ff e c ts . T he m o re t he a c r o s s g l o b a l g e o g ra p h i c a l r e g i on s o r
n u m b e r o f p e o p l e u s in g t h e s erv i c e, s e v e r a l s e g m e n t s o f c u s t o m e rs , t h e
the higher va lu e it h o ld s fo r n e t w o r k e f f e c ts a r e g l o b a l . I n t h e
everyone. case of Airbnb, where h a v i ng an
a d d i t i o n a l r o o m i n N e w Y o rk p r o v i de s
S a m e s i d e n e t w o r k e f fe ct s a r e m o r e v a l u e t o a c u s t o m e r t ra v e l l i ng f r o m
potent than c ro ss- si d e n et w o r k Mumbai.
e f f e c t s b e c a u s e of t he e x is ten c e o f a
flywheel. M o re p eo pl e keep
i n c r e a s i n g t h e va lu e fo r cu s t o m e rs
b e c a u s e o f w hi ch e v e n m or e p e op l e
j o i n b e c a u s e o f w hi c h va l u e in c re a s e s
e v e n f u r t h e r . I t is no co in c id e n c e
t h a t t h e a p p s a n d c om p a n i es w i th t h e
m o s t m a s s i v e s c a l e ha ve sam e - s i de
n e t w o r k e f f e c t s ( W h a t sA pp , Go o g le ,
Facebook).

Figure 11.4 Demand Curve

In cross-side n e t w o rk e ff e ct s ,
however, t h e re is a l w ay s an
Global n e t w o rk e f fe c t s a re more
e q u i l i b r i u m w h ich is r e a ch ed . I n t he
p o w e r f u l b e c a u s e i t h e l ps co mp a n i es
c a s e o f U b e r , a dd in g m or e d r iv er s
s c a l e o v e r a br o a d e r m a rk e t m u ch
m a k e s m o r e c u st o m er s jo in in , a n d
faster, while fo r c o m p a ni e s which
the cycle ends th er e cr ea ti n g an
h a v e l o c a l n e t w o r k e f fe c t s i t r e q u i r e s
e q u i l i b r i u m . O n e s id e n e e d s to b e
m u c h m o r e i n v e s t m e n t t o re a c h a
consistently i n cen t iv i z e d to ke e p
s i m i l a r s c a l e . S i nc e ne t w o r k e ff e ct s
joining the p l at fo r m to make the
are a demand-side e ffe ct , le t us
o t h e r s i d e j o i n . T h er e is n o f l yw he e l
examine how th e shape of the
e f f e c t i n p l a c e , a n d h en ce i t i s m o re
d e m a n d c u r v e c h a n g e s d u e t o the
c h a l l e n g i n g t o g r o w in t hi s c a se .
existence of ne t w ork ef f e c t s . The
demand curve is t he c u m u la ti v e
S c a l e N e t w o r k E ff ec ts
willingness to pay of all the
F o r s c a l e n e t w o rk e f f ec ts , ag a in , w e
customers, and we can see t he
h a v e t w o t y p e s , i.e . l o c a l an d g l ob al
r e s u l t i n g c u r v e on t h e i m a g e on t h e
network effects.
right.

L o c a l N e t w o r k E f f ec t s
Initially, the v a l ue added by th e
When the n et w o rk ef f ec ts are
n e t w o r k e f f e c t s i s m i n i ma l, a nd he nc e
restricted to loc al ge og ra p hi c al
the demand c u rv e keeps f al l i n g .
r e g i o n s o r a pa rt ic u l a r s e g me n t of
However, when cr it i c a l ma s s is
customer, the n et w o rk ef fe ct s a re
r e a c h e d , t h e v a l ue i n c r e a s e s d u e t o
c a l l e d l o c a l n e tw o rk ef f e c t s.I n th e
p o w e r f u l n e t w o rk ef f e c t s . A t so m e
c a s e o f U b e r , t he n e t wo rk e f f e c t s
p o i n t , t h e m a r g in a l v al u e pro vi d e d b y
w h i c h e x i s t a r e lo c a l . H a vi ng an
n e t w o r k e f f e c t s g o e s to z e ro , a f te r

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 w h i c h t h e d e m a n d c ur ve re t u rn s t o h i g h , t h e n t h e f ir s t m o ve r i n t he
normal. market has a significant advantage.
H a v i n g h i g h c u s to m e r s w i t c h i n g c os t s
The demand c urv es of most c a n l e a d t o d i f fe r e n t i a t i on s in c e t he
technology co m p a n ie s ar e p l a t f o r m s d o n o t ha v e a n i nc e n t i v e t o
characterized by the above c ur v e c o n v e r g e f e a t u re s .
where the n et w o r k e f f e ct s are
s t r o n g a n d p e r va s iv e . Putting it All Together

Differentiability I n i t i a l l y , l e t u s as s um e t h a t t he r e i s
no competition and c o n s id e r the
T h e t h i r d e l e m e n t of t h e f r am ew or k effect of e c o no m i e s of s c al e &
i s d i f f e r e n t i a b i l it y . Di f fe r en tia bil it y i s n e t w o r k e f f e c t s o n t he d e m a n d c u rv e
w h e n o n e c r e a t e s a un iq ue s p a c e i n a n d t h e s u p p l y cu rv e in c o nj u n c ti o n .
the customer's mind ab ou t the B e f o r e w e d o th a t , l e t u s l o ok a t th e
p r o d u c t . I t i s s t ric t ly e x t er n a l a n d company and cu s t o m e r s u rp lu s in
n o t r e l a t e d t o i n t e rn a l p ro c es se s . I f case of a s t a nd a r d d e m an d -s u p p l y
U b e r c r e a t e s a ne w a lg or i t hm w hi c h c u r v e a n d t h e n a t u ra l m o n op o l y .
increases cab a va i la bi lit y fo r
c u s t o m e r s , b u t t h e c us tom er s d o n o t
perceive any si g n i f ic a n t d if f er e nc e
over Ola, then Ub er has n ot
d i f f e r e n t i a t e d i t se l f . A d i f f e re n c e i n
the internal p ro c e ss es of the
company should c h a n ge in t o a
tangible, customer value to be
c o n s i d e r e d d i f f er en t ia t io n .

C o s t o f C o n v e r g e n c e : Di f fe r en t i a ti o n
r e q u i r e s a u n i q u e v a l ue p r o po si t io n .
A u n i q u e v a l u e pr op o si t ion i n th e Figure 11.5 Supply Demand Curve
c o n t e x t o f t e c h n o lo g y p la tf o rm s i s
provided t h r ou gh u ni q u e features. F o r a s t a n d a r d d e m a n d -s u p p ly cu r v e
H o w e v e r , m a i n t a i n i n g t he u n iq u e n e s s s h o w n o n t h e ri gh t, t h e d a r ke r a re a
o f f e a t u r e s i n t ech n ol o gy pro du c t s i s represents the consumer s u rp l u s,
not easy. As so on as co m p an y A while the e n t i re li g ht blue ar e a
launches a n ew fe a t u r e , product r e p r e s e n t s t h e s u rp l u s of a m on op o ly
m a n a g e r s i n c o m pa n y B a n d c om pa n y firm. F o r a t e c h no l og y p l a tfo rm ,
C i m m e d i a t el y st a r t r ev e rs e - w e j u x t a p o s e th e d e m a n d cu rv e an d
e n g i n e e r i n g t h e f e at u re to a d d i t t o the supply c u rv e we discussed
t h e i r p r o d u c t s . T h is is b ec au se t h e p r e v i o u s l y a s i s s h o w n i n t h e f i g u re
c o s t o f t h e m c op y in g t h e fe at u r e i s a b o v e o n t h e l e ft . S in c e te ch n o l o g y
quite low, i.e . the c os t of p l a t f o r m s c a n a l s o p ri c e d i s c r im i n at e ,
c o n v e r g e n c e i s q uit e lo w . t h e e n t i r e s u r p l u s is c a p t u re d by t he
company. Even a v e ry p re li m i na ry
Customer S w i t c h in g Costs: T he c o m p a r i s o n r e v e a l s t h a t t e ch no lo g y
s e c o n d a s p e c t we sh ou ld t a k e a l o o k c o m p a n i e s c a n c a p t u r e a va s t a m ou n t
a t a r e c u s t o m e r s w it c h in g co s t s . If o f s u p e r n o r m a l p r of i t s. N o w l e t u s tr y
t h e c u s t o m e r s wi t ch i ng c o st s a re and introduce co m p e t i t io n a nd
u n d e r s t a n d h o w t h e m a rk e t e v o lv e s .

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 Figure 11.6 Marginal Cost

I f t h e r e a r e p ow e r f u l e c on o m i e s o f As a result, we can draw three

s c a l e , p o w e r f u l n e t w o r k ef f ec t s an d important i m p l i ca ti o ns fr o m th e
low d i f f e r e n t i a bili ty (l ow c u st o m e r entire d i s c u s s i on a b ou t the
s w i t c h i n g c o s t s a nd hi gh c o n v erg e n c e f r a m e w o r k t h a t wa s i nt r o d u c ed .
c o s t s ) , t h e i n du st r y w il l un d o u b t e d l y 1. N e w c o m p a n i e s bu rn ca s h t o r e a c h
e n d u p a s a m o no p o l y. the critical ma s s p o i nt . T he
c o m p a n i e s ra m p u p fa s t b ec a u s e
B e c a u s e t h e r e a re sc a le ec on om ie s , t h e y a r e l i ke l y t o g e t el i mi na t e d
t h e b i g g e r p l a y e r c a n p ric e lo we r f r o m t h e m a rk e t i f t h e y d o n ot
b e c a u s e o f w h ich t h e b i gg er pl a y e r reach the point first.
grows faster. If t h er e are s t ro n g 2. A company needs to ask it s e l f
network e f f e c ts , the b ig g e r p la y e r whether it i n he re n t ly h as vast
adds customers f a s ter , be c a u s e of e c o n o m i e s o f s ca le . I f i t ha s 1 00
w h i c h t h e b i g g er p la yer gr ow s f as t e r. users today, it ne e d s to
T h e b i g g e r p l a ye r w o u ld a ls o fi n d i t u n d e r s t a n d w he t he r i t ca n h a n d l e
a t t r a c t i v e t o a c q u ir e sm a l l er p l a y e r s 5,000 u s e rs t o m or r o w an d a
and increase its s ca l e. Hence, m i l l i o n u s e r s i n a ye ar, if i t d oe s
whichever c o m pa n y ( ty pic a ll y th e b u s i n e s s t h e s am e wa y i t h a s b e e n
f i r s t m o v e r ) r e a ch es t he cr it ic a l m a s s doing until now.
of users faster w il l b e co m e the 3. A s a s m a l l e r p l ay e r i n t he m a rk e t,
d o m i n a n t p l a y e r. In f in it e ec on om i e s t h e o n l y w a y t o co m pe t e i s b y
of scale l e av e no sp ac e fo r differentiating. I nc r ea s in g
competitors, and r ob u s t n et wo rk s w i t c h i n g c o s t s a n d i n t ro d u c i n g
e f f e c t s m e a n th e c om p a n y g row s to f e a t u r e s t h a t m a k e i t d i ffi c u l t fo r
occupy the space fa ste r th a n a ny the bigger p la y e r to copy, will
other company. c r e a t e d i f f e r e n t ia ti o n .

A s a l a t e m o ve r , th e on l y w a y to Exercises
compete is by c re a t i ng
differentiation. To cr ea te th e Which company amongst Uber and
d i f f e r e n t i a t i o n , t h e c om pa n y n e e d s Airbnb would fi n d it easier to
f e a t u r e s w h i c h ca n inc re a se t h e c o s t e x p a n d o v e r s e a s?
of convergence or i n cr ea s e the A i r B n B h a s g l o b a l ne t w o rk e f f e c t s ,
c u s t o m e r s w i t c hi n g co st s . w h e r e a s U b e r p ri m a r i ly h a s l o ca l

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 n e t w o r k e f f e c t s . H e n ce , A ir B n B w o ul d s m a l l e r c o m p a n i e s o r f o r v e r y e ar ly -
find it much ea sie r to expand s t a g e c o m p a n i e s , w he r e f l ex i b i l i ty is
o v e r s e a s , w h i l e f or U be r to e x p a n d , it essential, cloud s e r vi c e p r o v i d e rs
w i l l n e e d c a b s op e ra tin g in se v er a l w o u l d b e b e s t. H o we v e r, w he n t h e
local regions. scale increases, a nd the c o m pa ny
starts getting bigger, o w n i ng
You are e x am i ni n g a st a r t - u p i n f r a s t r u c t u r e i s m o r e c ri t i ca l .
c o m p a n y y o u w a nt to j oi n . I n i t s
chosen m a r k e t, a bi gge r p l a ye r Y o u a r e a P M in Fl ip k a r t . A m a z on
a l r e a d y e x i s t s . Th e s w i t ch i n g c os t s h a s a p p r o a c h e d y ou w i t h a p ot e n t i a l
a r e l o w , a n d c o nv erg en c e co s t s a r e c o l l a b o r a t i o n . T h e y w a nt t o pa r t n e r
h i g h . D o y o u t h in k t h e s t art - u p w i l l t o c r e a t e a t o o l w h i ch l et s s u ppl ie r s
do well? m a n a g e t h e i r i n v e nt o r y a n d pa ges
S i n c e t h e c u s to m e r s wi t ch in g c o s t s t h r o u g h a c o m m o n p or t a l f or a l l e -
are low, there is s co pe for th e commerce p l a t f or m s . S ho u l d you
c o m p a n y t o a t tr a c t a se g m e n t o f th e accept?
customers of the big ge r company F l i p k a r t i s t h e f i rs t m o v e r i n I nd ia
w i t h s o m e n e w f e a t u res . T he b i g ge r w h i l e A m a z o n i s t h e s e c o nd mo v e r.
company cannot a ls o c op y t he B o t h c o m p a n i e s h av e s i m i l a r s c a l e .
f e a t u r e s t o w i n ba ck t h eir ori g i n al T h i s w o u l d r e s u l t in r e d u c i n g t h e
customers. c u s t o m e r s w i t c hi n g c o s t s b y w a y o f
which differentiability w o u ld be
You are e x am i ni n g a st a r t - u p r e d u c e d . S i n c e y o u n e e d to m a i nt a i n
c o m p a n y y o u c a n i n ve s t i n . In i t s y o u r o w n s p a c e in t h e m a rke t , i t i s
c h o s e n m a r k e t , t he sw it c h i n g co s t s best not to go a he a d w i th the
a r e l o w , a n d c o nv erg en c e co s t s a r e proposal.
l o w . T h e r e a r e no o t h e r p la y e r s i n
t h e m a r k e t , w i ll yo u i n v e s t? Case Studies
S i n c e t h e c u s to m e r s wi t ch in g c o s t s
a r e l o w , t h i s c o m p an y m ig ht qu ic k l y G o o g l e & t h e S e a r c h M a r ke t
lose c u s t o m e rs to new p la y e rs . Economies of Scale: Go og l e has
However, since t he c on ve r g e n c e considerable e c on o m i e s of scale.
c o s t s a r e l o w , t he s ta r t- u p c a n e a s il y Google's file system is hi g h ly
copy any new f ea t ur es the o t he r scalable. In fact, t he r e is an
p l a y e r c o m e s u p w it h . interesting story a s s oc ia t e d with
Google and Y a ho o. E ve n t h o ug h
When should you go for a c l o ud Y a h o o w a s t h e fi rs t m o v e r , G o o g l e
s e r v i c e p r o v i de r a nd w he n s h o ul d w o n t h e s e a r c h m a r k e t . W h y ? T hi s i s
y o u o w n y o u r i n fr a s t ru ct u re ? b e c a u s e G o o g l e b ui l t i t s f il e s ys t e m
Having your ow n in f r a str uct u re t o b e h i g h l y s c a la bl e w h i le Y a h o o ' s
e n s u r e s v a s t ec on om ie s o f sca le a n d s t o r y i s c a p t u r e d i n t he f o ll ow i n g
s c a l a b i l i t y . H o w e ver , h a vi n g y o ur ow n sentence extracted f ro m a
infrastructure a l so u nd erm i n e s Techcrunch a rt i c l e . Y ah oo w as
flexibility. H a v in g a cloud se rv i c e " u n a b l e t o k e e p u p w i t h i n cre a s i ng
provider s i g nif ica n t l y i n c r e a se s d e m a n d d u e t o c om p l e x & i n e f fi c i e n t
flexibility. H ow e v e r , si n c e th e infrastructure a nd ri s i ng ve n d o r
m a r g i n a l c o s t s in cr ea s e w it h sc al e , i t costs."
u n d e r m i n e s s c a la bi lit y . H en c e , fo r

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 Network E f f e c ts : G oo gl e ' s se a rc h higher overheads t ha n A m a z on .
a l g o r i t h m i m p r ove s w i th e ve r y n e w Hence, the e c o no m i e s of sc al e of
search. Google al s o ha s global Amazon are m o re s i g n i fic a n t t h an
network e f f e c ts . G oo g l e has been s t a n d a r d r e t a i l ch a i n s .
further s t r e n g th en in g it s g l ob a l
network e f f e c ts by e xp a n d in g the Network E f fe c t s : Amazon ha s
languages it s up p o rt s . Go og l e c o u n t r y w i d e n e t w o r k e ffe ct s a s it s
primarily has sam e -si de n et w o r k i n t e r n a t i o n a l s up p ly ch ai n s a re s ti l l
e f f e c t s . C r o s s s id e n et wo r k e f f e c ts n o t v e r y w e l l d e ve l op e d . A m a z o n a l s o
exist for b u s i n e ss es that want to h a s s t r o n g c r o s s - si d e ne t wo rk eff e c t s
a d v e r t i s e o n G o o gl e Se a rc h. M or e th e w h i c h m e a n s t h a t o n e si d e n e e d s to
s e a r c h m a r k e t s h a re , m or e b usi n e s s e s be continuously incentivized.
a r e i n t e r e s t e d i n G oo gl e.
Differentiability: In t e rm s of
Differentiability: T his is a classic differentiability, t he c o n ve rg e n c e
e x a m p l e o f a m a rk et wh e re a sm a ll e r costs are low, but the c u s to m e r
company n e e ds d i f f e r en tia b il it y to s w i t c h i n g c o s t s o f i t s c u s to m e rs a re
c r e a t e s p a c e f o r it se lf . Th is c a n b e very high.
d o n e e i t h e r b y d e cre a s in g sw it c hi n g
c o s t s o r b y i n c re a si n g co n v e rg en c e Anyone who has taken a l ook at
c o s t s . G o o g l e h a s s o m uc h o f o u r d a t a Amazon's b u s in e s s model f l y w he e l
s t o r e d w i t h i t , i n c lud in g p a ss w o r d s w i l l r e a l i z e t h a t A m a z o n u n d e rs t o o d
and search h is t or y, w h ich m a ke s t h e e c o n o m i c s of i t s bu s i n e s s w e l l .
browsing the in t e r ne t much mo re A m a z o n u n d e r s to od t h a t th e s c a l e o f
comfortable, he n ce t he s w it c h i n g i t s r e t a i l b u s i n e s s i s l im i t e d an d k ne w
c o s t s a r e r e l a t i vel y h ig h . H en c e , a t h a t c o m p e t i t or s w o u l d s o o n b e a b le
feasible way to in c re a s e to create space for th e m s e l ve s.
differentiability is by in c r e as i n g H e n c e , t h e y c r ea t e d hi g h c u s t o me r
convergence c os ts. D u ck D u c k G o switching costs in t he f or m of
e x p l o i t s p r e c i s el y t ha t c ha r a c te ri s ti c A m a z o n P r i m e . A m a z o n d i d n o t fo c u s
o f t h e i n d u s t r y . Si n c e G oo gl e w i ll f i nd o n f e a t u r e s b e c a u s e it k ne w th a t th e
i t e x t r e m e l y c o st l y to p r ov id e p r i v a cy c o n v e r g e n c e c os ts a r e lo w . I n s t ea d ,
to people, D u c k D u ck Go p os it i o n e d o n c e t h e y c r e a t e d a g o o d we bs i te ,
i t s e l f a s a c o m pa n y wh ich p r ov i d e s t h e y h a v e h a r d l y m a d e an y s i g n i fi c a n t
privacy. c h a n g e s t o i t o v e r t h e p a s t fe w y ea rs
and moved on to newer, m or e
H e n c e , t h i s w a y , w e c a n d ra w in si g h t s attractive b u s i ne s s e s li k e cl o u d
a b o u t h o w G o o g l e c am e t o d om i n a t e service.
t h e s e a r c h m a r k e t , o ve r t oo k Y a h oo
a n d h o w s o m e ni ch e p l a y e r s a r e s t i l l Amazon can im p r ov e by creating
c o m p e t i n g w i t h th e g ia n t. m o r e n e t w o r k e f fe ct s a s it s c u rr e n t
ones are u n d e r wh e l m i n g . He n c e ,
A m a z o n & t h e E - C o mm e rce M ar k e t A m a z o n h a s ta ke n a fe w m e a s u re s
E c o n o m i e s o f S c a l e : A ma zo n d oe s n ot recently, which, w he n put in the
n e c e s s a r i l y h a v e hig h e co n o mi e s of c o n t e x t o f t h i s , m ak e s m o re s e ns e .
s c a l e . T o e n s u re d e live ry, it n e e d s to Amazon has i nt r o d u c ed v e rn a c u l a r
build and m a in t a in a l on g s u p p ly l a n g u a g e s t o m a k e t h e co u n t ry w i d e
c h a i n . H o w e v e r , t he a l t ern a ti ve , i. e . network e f f e c ts m or e p ow er f u l. It
p h y s i c a l r e t a i l s t o re s ha ve m u ch i n t r o d u c e d a s o c i a l n e t wo r k fo r

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 c u s t o m e r s t o t a lk a b ou t w ha t th e y Though the m a r ke t has not
shopped. It is a ls o in t ro du c i ng completely e v o l ve d yet, we can
a d v e r t i s e m e n t s f o r s el l e rs an d t hi r d p r e d i c t t h a t t h e m a r k e t w i l l e nd u p i n
p a r t i e s t o s t r e n g t h e n t h e c r o ss s i d e l o c a l m o n o p o l i e s o r d u o p ol i e s . Si n c e
effects further. the economies of s c al e are not
p e r v a s i v e , a n d t h e n e tw o r k e f fe c ts
U b e r a n d t h e R id e - h ai li n g m a r k e t a r e l o c a l , o t h e r c o m p an i e s c a n c r e a te
E c o n o m i e s o f S ca l e : Ub er 's s of tw a re s p a c e f o r t h e m s el v e s .
d e v e l o p e d a n y w h e re ca n be de plo y e d
across the w o r l d. Ub e r also ow n s W h a t c a n U b e r d o t o d a y to i mp ro v e
s o m e o f t h e c a r s i n s om e m a r k e t s ; v a l u e ? O n e , s i n c e i t h a s e co n o m i e s of
hence higher c a p a c it y utilization s c a l e , i t s h o u l d lo ok fo r m e rg e r s a n d
d r i v e s i t s e c o n o m ie s o f s ca l e. a c q u i s i t i o n s i n a l l ke y m a rke t s. T w o ,
Uber should take m e a s u re s to
Network E f f e c ts : Uber h as st r on g i n c r e a s e c u s t o m e r s wi t ch ing c o st s b y
cross-side n e t wo r k e f f ect s b ut is i n s t i t u t i n g h i g h ly a t t r a c ti v e l oy a l ty
r e s t r i c t e d l o c a l ly t o c it i e s . O n e s i d e p r o g r a m s . T h re e, th e co m p a n y ca n
n e e d s t o b e c o n t i nu ou sl y i n c en t iv iz e d i n s t a n t l y c r e a t e v a l u e b y g e t t in g i n to
to join; hence it u nd er m in es th e t h e t r a n s p o r t a t i on b u s i ne ss a n d n o t
e c o n o m i e s o f s ca l e . j u s t a r i d e - h a i l i ng b u s i n e s s b e c a u s e
t h a t c r e a t e s g l o ba l n e t w o r k e f fe c ts .
Differentiability: U b e r 's m od el h as
b e e n c o p i e d a c ro ss t h e g l ob e bec a u s e
it could not ex p a nd fa st eno u g h
o w i n g t o i t s l o c a l n e tw o r k e f f ec ts .
The r i d e - h a i l in g m a rk et c u rr e n t l y
a l s o h a s v e r y l o w sw it c hin g c os t s ,
a n d t h e c u s t o m e r g o e s to t he p l a y e r
with lower c ost s a nd higher
availability.

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 Section 3

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 Ravi Koshal

Understanding e-commerce

E-commerce (e lec tr o n i c c om m er c e )
is the a c t i v it y of e l ec t ro ni c al l y
buying or s e l li n g of pr o du ct s on
o n l i n e s e r v i c e s o r o ver th e in t e rn e t .
T h e i n d u s t r y c an be c l a ss i fi ed i n t o Figure 12.2 E-commerce user persona
following c a t eg or ies ba s e d on the
b u s i n e s s a p p l i c a t ion . T y p i c a l U s e r J o ur ne y

A typical user jo u r ne y on an e-
c o m m e r c e p l a t fo r m s t a rt s of f w i th
f i r s t a c q u i r i n g a u s e r fro m a ny o f th e
c h a n n e l s a v a i l a b l e o n t h e i n t e r ne t.
T h e c h a n n e l s ma y b e p a i d , o rg a n ic ,
d i r e c t o r r e f e r ra l.

P a i d: P a i d c h a n n e l is a c ha n n e l wh e r e
Figure 12.1 Industry categories a p l a t f o r m h a s t o p a y d i r e c t ly t o t h e
a c q u i r i n g c h a n n e l t o a cqu ir e u s er s .
User Personas
F o r e x a m p l e , G o o g l e SE M , f a c e b o ok
ads, retargeting on websites, app
Building any p r od uc t or se rv i c e
s t o r e a d v e r t i s e m e n t s , e t c.
r e q u i r e s a k e y u n d er s ta n d in g o f t h e
various user pe r so na s that w il l
O r g a n i c: O r g a n i c c h a n n e l co m p ri s es
i n t e r a c t w i t h t h e p l a t fo r m. I n c a s e o f
c h a n n e l s , w h e r e t he u s e r( s )/ t ra ffi c i s
e-commerce t he va ri o u s user
n o t p a i d f o r d ir e c t l y t o t h e a c q u i r in g
personas i n v o lve d a re as in th e
c h a n n e l . F o r e x a m p l e , G o og l e S EO ,
figure. (Note- d ep e nd in g on the
etc.
p l a t f o r m , t h e u s er p e r so n a s m a y b e a
s u b s e t o f t h e l i st e d).
D i r e c t: D i r e c t tr a ff ic i s t ra ffi c th a t
directly lands on y o ur a pp / t ra f fi c
a n d n o t t h r o u g h a ny o t he r c h a n n e l .
T h e r a t e o f c ha ng e o f t h is tr a ff i c
s e g m e n t i s a g o o d w a y t o g a u g e b ra n d

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 r e c a l l o f y o u r p la t for m . Fo r e xa m p l e , P a y F o r O r d e r: T h i s s t e p p ro vi d e s
d i r e c t a p p t r a ff ic, us er s ty p in g i n v a r i o u s p a y m e nt m e t h o d s a va i l a b l e
w e b s i t e U R L s i n t he b r ow ser d ire c tly f o r s e l e c t i o n f o r a u s e r on th e
r a t h e r t h a n s e a r c hin g o n go o g l e a nd platform. T he payment m e th o d s
t h e n c l i c k i n g o n a l i n k to ar r ive a t a may vary d ep e nd i n g on t he
platform. p r o d u c t a n d p la t for m .
P l a c e O r d e r : H e re is w h e r e t h e
T h e r e o n , t h e p l at f or m j ou r n e y c a n be u s e r i s a s k e d t o c o n f i rm t he o r de r
classified into key b u c ke t s of a n d t h e o r d e r is p l a c e d wi t h th e
r e s e a r c h , s e l e c t , s c h ed ule or d e r , p a y platform.
f o r o r d e r a n d p la c e or de r. Th e s t e ps
m e n t i o n e d a b o ve a r e t he ty p ica l s e t O n c e p l a c e d , t he o r d e r fu l fi l lm e n t i n
o f s t e p s i n v o l v ed . T he s t ep s m ay v a r y a l m o s t a l l c a s e s h a p p e n s o ff l in e b y a
depending on t he l a n d in g d e l i v e r y e x e c u t i v e . T h e fu l fi ll m e n t on
page/screen of th e use r. F or p l a t f o r m s l i k e B oo kM y S ho w d o e s n o t
i n s t a n c e , i f a u se r se ar c he s f o r a n e e d a n e x e c u t i v e a s t h e t ic ke t i s
p r o d u c t o n g o og l e a n d cl i ck s o n a m a d e a v a i l a b l e o n li ne i n t h e f o rm o f a
l i n k t h a t d i r e c t s th e m to th e P DP QR code.
(product d e s c r ip t i on p a ge ) of the
p r o d u c t o n t h e ec o m m e rc e p la t fo r m , Once done, t he re is a n ee d for
v i a a d e e p l i n k , t h e n th e r e se a rc h p l a t f o r m s t o g e t t h e u s e r s ba c k a n d
p a r t h a s h a p p e n e d o f f t he ec om me rc e increase the ov e ra l l LTV ( l i f et i m e
p l a t f o r m . H o w e ve r , i f t h e u se r f i r e s v a l u e ) o f a u s e r. T h i s i s a c h ie v e d by
up the app d ire ct ly , t h ey w ill be use of n o t i fi c at i on s and p i xe l
t a k e n t o t h e h o me sc r e en a n d t h e n r e t a r g e t i n g o n o t h e r pl a tf o rm s .
h a v e t o r e s e a r c h/ se a r c h t he p ro d u c t
a n d c o n t i n u e t he re o n . V a ri ou s s t e p s
i n t h e u s e r j o u r n ey fu n n e l a n d w ha t
they constitute are:
R e s e a r c h : S e a rc h f o r a p r o du ct on
the platform. T he se a r c h can
h a p p e n t h r o u gh va r io u s a ve nu e s ,
d e p e n d i n g o n av a il ab il it y o n t h e Figure 12.3 Illustration of the user
platform. The ty p ica l s ea r ch journey
a v e n u e s i n c l u d e , b ut n ot l im i t e d
Platform Structure
to, free-text s ea rc h, me nu
n a v i g a t i o n u sin g c a t e go r y l is t i ng ,
A p l a t f o r m t y p i ca l l y h a s 3 s e c t i o n s .
i n - a p p p r o m o t io ns a n d b a n ne rs ,
etc.
Section I
S e l e c t : H e r e a u se r s ele ct s t h e
This comprises the r e s e a r ch an d
p r o d u c t t h e y a r e in t ere st e d to bu y
s e l e c t i o n p h a s e . T h e s c re en s / p ag e s
a n d a d d s t h e sa m e t o t he ca rt.
t h a t c o n s t i t u t e a re :
Schedule O r de r : T hi s in c l u d e s
s c h e d u l i n g wh e n a n d wh e re th e
p r o d u c t i s t o b e d e li ver ed . F e w e -
commerce p l a t fo rm s l i ke
B i g B a s k e t , a s o n d a te, a s k f o r t h e
t i m e o f d e l i ver y. T h i s i s f oll o we d
by the l o c a t io n or th e a d d re s s
w h e r e t h e p rod uc t( s ) is /a re to b e
delivered.

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 L a n d i n g P a g e : Th e la n di n g pa g e i s P r o d u c t D e s cr i pt i o n P a g e (P D P ) :
the p a g e / sc re en that t he user This is the p a g e / s c re e n that
e n t e r s t h e p la t fo r m o n or s t a rt s p r o v i d e s i n d e pt h d e t a i ls a b o u t
t h e i r j o u r n e y f ro m . I t wil l b e th e t h e p r o d u c t . T h e e l e m e nt a l d e t a il s
home screen in case the user u s u a l l y i n c l u d e t he p ri c e , m e d i a
l a n d s b y d i r ec tl y fir ing u p t h e a pp ( p h o t o s / v i d e o s ), u s e r r a ti n g s a nd
f r o m t h e m o bi l e s cr e en o r l a n d i ng reviews, similar p rod u c t
on the homepage d ire c t l y or r e c o m m e n d at i on s , c o m p l e m e n ta r y
through SEO or SEM. In some p r o d u c t r e c o m m e n da t i on s , e t c .
c a s e s i t c o u ld a ls o b e a s pe c i f ic
page. For in st a n ce a m a r k e t i ng Section II
c a m p a i g n o r n o t ific a ti o n m a y l ea d C a r t P a g e : T h e c a rt p a g e / s c r ee n
a u s e r t o a l a n din g p a ge t ha t i s n ot l i s t s a l l t h e p ro d u ct s i n th e c a rt
n e c e s s a r i l y t h e h om e pa g e b u t a with q u a n ti t y of each. A few
t a r g e t e d l a n d i n g p a g e /s cre en . p l a t f o r m s a l lo w a u s e r to m o d i fy
P r o d u c t L i s t in g P a g e ( PLP ): T hi s i s q u a n t i t y t o o rd e r f ro m t h e c a rt
t h e c a t e g o r y p a g e w he re a ll th e page.
constituent p r od u c t s are li s t ed . C o n f i r m D e l i v e ry S c h e d u le : T hi s i s
T h i s p a g e is l a de n w it h fi lt e r (s ) where the user enters the
a n d s o r t i n g o pt ion s f o r a u se r to s c h e d u l i n g a n d cu s t o me r c o n ta c t
e a s e t h e r es ea rc h an d se le c t io n details. The details to be captured
p r o c e s s . T h e k ey el em e n ts to t ak e depend on the p l a t f or m , bu t
c a r e o n t h i s p a ge i s ho w to s o rt t y p i c a l l y i n c lu d e the t i m e s lo t o f
t h e v a r i o u s pr o d u c t s b y d e fa u l t . delivery, t he address, co nt a ct
Should it be p r ic e , r e l ev a n ce , i n f o r m a t i o n o f t h e c u s t o m er , e tc .
r a t i n g s e t c . Th e ch oic e o f d e fa u lt M a k e P a y m e n t : T h i s b l oc k t ak e s
sort is very p l a t fo r m and goal c a r e o f p a y m e n t m e th o d s a v ai la b le
dependent. t o t h e c u s t o m e r.

Figure 12.4 Illustration of detailed the user journey

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 Section III G i v e R e v i e w : O nc e t he o r d e r h a s
A l l o r d e r s pa g e/ O r de r Tr a c ki n g : b e e n p l a c e d , i t ' s i m p o r ta n t f o r a n
This p a g e / scr ee n l is ts all th e e - c o m m e r c e p l a t fo r m t o kn o w t he
p r e v i o u s o r der s w it h th e i n vo ic e q u a l i t y o r p r od u c t a nd s e l le r . T hi s
and s t a t u s. It a ls o l ist s the u s e r d r i v e n f e e d b a c k me ch a n i s m
o r d e r ( s ) t h a t h a ve no t y et be e n h e l p s t h e p l a t f o r m k e e p c h e c ks o n
fulfilled a lo n g w ith es t im a t e d f r a u d u l e n t s e l l e rs a n d a ls o he l p o n
d a t e / t i m e o f d el ive r y a n d c u rr e n t p l a t f o r m p o t e n t i a l b u y e rs m a ke a
status. m o r e i n f o r m e d d e c i si o n .

Based on the framework provided

a b o v e l e t ’ s n o w l o ok a t t h e fl o w of
amazon.

Figure 12.5 Home Page Figure 12.6 Product listing page

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 Figure 12.7 Product description page Figure 12.8 Cart page

Risks and Challenges C u s t o m e r l o y a l t y a n d re te nt i o n -

W i t h m u l t i p l e p l a y e r s i n th e s p a ce ,
T h e v a r i o u s c h a ll en ges a n d r is k s fo r i n c r e a s i n g L T V of a u s e r a t a l ow
e - c o m m e r c e p l a y e r s a r e a s b e lo w : r e t e n t i o n c o s t i s a b i g p ro b l e m f o r
B r i c k a n d m o r tar re t a il st or e s - e c o m m e r c e p l a t f or m s .
I n s t a n t g r a t if i cat ion is s o m e t h i ng New s t ri n g e n t c o ns u m e r
t h a t b r i c k a n d m o rt a r r et a il st o r e s p r o t e c t i o n g u i d e l i n e s - A n t it ru s t
have an u p p er ha nd over laws across g eo g ra p h i es are
e c o m m e r c e pl a tf or m s. getting s tr i n g en t wi t h t he
Data S e c u ri t y - W it h s a v in g d i s c o u n t i n g m od e l o n e c o m m e rc e
customer c o n ta c t in fo rm a ti on , p l a t f o r m s a n d i n t ur n h u r t in g s m a l l
c u s t o m e r c a rd d e ta il s on p la tf o r m , businesses.
t h e o n u s i s o n t h e e co m me rc e Foreign D i r e ct In v e s tm e n t ( F D I)
p l a t f o r m t o m a k e su re the de ta i l s r u l e s i n e - c om m e r c e - C h a n g i ng
are secure. g o v e r n m e n t r e g u la t i on s o n F D I i n
e c o m m e r c e i s a c on s t an t c h a l le n g e
of the platforms.

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 R u r a l a r e a r ea ch a n d l a st m il e d e li v e ry c o n s tra i n t s - W i t h v e ry l o w p e n e t rat i o n
in rural a r e a s, h ig h co st of cu st om e r e d uc a t i o n, poor i n f r a s t ru c t u r e ,
e c o m m e r c e p la t for m s a r e f in di ng i t h a rd t o ge t t he n e x t b i l l i o n u se rs o n t h e ir
p l a t f o r m s . F ur t he r m o r e , h ig h co s t a n d u n c e r t a i n ty i n l a s t m i le d e li v e r y i s a
p r o b l e m a l l p l a ye rs ar e f r a u g h t wi t h .
R e v e r s e l o g is tic s - Ea sin g a nd re du ci n g r e ve rs e l o g i s t i c s i s i m p o r t a n t f o r th e
s e l l e r a n d t he p la t fo rm to f un ct i o n a t lo w er c o s ts , e sp e ci a lly i n t h e a p pa r e l
domain.
S E O - W i t h v oic e a s t h e n ew u p c o mi n g w a y o f s e a r c hi n g a n d p l ac i n g o rd e r s,
S E O e v o l u t i o n is so me thi n g t ha t t he s e p la t fo rm s a r e w a r y o f .

Entrepreneurial Opportunities

V a r i o u s e n t r e p r e n e u ria l op p o r tu n i ti e s a v a i l a b le i n t h e E c o m m e r c e s p a c e a r e a s
below.

Figure 12.9 Illustration of future developments

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 Tech Stack

T h e t e c h s t a c k of A m a z on is as on d a te o f th i s do c u m e n t , i s a s b el ow :

Figure 12.10 Tech Stack of Amazon

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 Abhishek Kikani

Fintech Space in India and F i n t e c h B u s i n e s s M o de l s i n I nd ia

Fintech Business Models
There are a few fintech bu s i n e s s
F i n t e c h i s o n e o f t h e fa s te st gr o w i ng models which a re a l r e a dy popular
s e c t o r s i n I n d i a , an d I nd ia is a m o n g s t a m o n g c o n s u m e r s , b a nk s , S M E s , an d
t h e f a s t e s t g r ow in g f int e c h m ar ke t s corporates a m on g o t he rs . The l is t
globally. The ove r a ll t r a n s a c ti o n includes:
v a l u e i n t h e f i n t e c h s p ac e i s e x p e c t e d P a y m e n t G a te w a y s
t o j u m p f r o m $ 65 B n i n 20 19 t o $ 1 4 0 B n Digital Wallets
in 2023. D ig it a l p a y m en t s are D i g i t a l I n s u r a n c e / I n su r T e ch
e x p e c t e d t o g r ow a t a C A G R o f 2 0% Digital lending
till 2023. NEFT, R TG S, IMPS and PoS
d i g i t a l w a l l e t s ha ve p la yed a b ig ro le Neo banking
i n t h i s d e v e l o p m e n t a lo n g w i t h t he Wealthtech
demonetization d r iv e in November
2016 by GoI. T he r e has be e n Payment G a t ew a y s and Digital
c o n t i n u o u s g o v er n m e n t su pp or t a n d Wallets
i n n o v a t i o n i n t h e b a n k in g a n d f i n a n ce E v e r s i n c e d e m o n e t iz a t i o n h a p p e ne d
i n d u s t r y w h i c h h a s a ls o le d to t h e i n I n d i a , t h e e m e r g e nc e o f p a y m e n ts
a d o p t i o n o f n e w b us in es s m od e ls i n has been p h e n om en a l. With 37 5
this domain. The f ol l ow in g is the p a y m e n t s t a r t - u p s i n t h e c ou nt ry , t h e
n u m b e r o f s t a r t u p s a cr os s d if fe re n t d i g i t a l p a y m e n t s m a rk e t i n I n d i a i s
f i n t e c h m o d e l s in In d i a a s o f 2 0 19 . e x p e c t e d t o g ro w e x p on en ti a l ly ti ll
2 0 2 3 . A p r o a c t iv e g o v e rnm e n t , a n d
deep mobile p e ne tr a ti o n are t he
d r i v i n g f o r c e s f o r t h i s i nd u s tr y . S o m e
e m e r g i n g c o m p a n i e s i n t h is s p a c e a re
PayTM, MobiKwik a nd Fr e e C h a rg e
and RazorPay.

Digital Lending
D i g i t a l l e n d i n g F i n T e c hs a re m a i n l y
Figure 13.1 Number of startups by targeting the unmet d e m a nd of
fintech model MSMEs as well as consumers, f or
c r e d i t . T h e e m e rg e n c e of t ec hn ol o g y ,

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 e a s y a c c e s s t o d a t a h as le d t o t h e Zerodha
p o p u l a r i t y o f d igi ta l l en di n g ba se d o n
c r e d i t s c o r e s fo r l oa ns , m ort g a g e s , Zerodha pioneered the on li n e
a n d s m a l l b u s i n e ss es. So me p r om i s i n g d i s c o u n t b r o k e ra g e mo d e l in I n d i a .
start-ups in t hi s s p a ce are K i t e i s t h e f l a g s h i p t r a d i ng p l at f o rm
LendingKart, C a p ita l F lo a t, which offers RT m a r ke t da t a ,
R u p e e P o w e r a n d Ru p ee k. a d v a n c e d c h a r t s , a n d a n e l e g a nt U I .
Coin is the p la t f or m to buy
P o i n t o f S a l e ( P o S) c o m m i s s i o n f r e e d i r e c t m u tu a l fu n d s .
T h e p o i n t o f sa le ( PO S) o r p o in t o f Z e r o d h a a c c o u nt s f or a bo u t 15 % of
p u r c h a s e ( P O P ) is t h e tim e a n d pl a ce the retail t r ad i n g volume w i th a
where a r e ta il tr an s a ct i o n is c u s t o m e r b a s e of 2. 8 m il l io n . T h e
c o m p l e t e d . A d ig i ta l re t ail p o in t o f average age of t he cu s t om e r is
s a l e s y s t e m t y p ic a ll y in cl u de s a P O S b e t w e e n 2 5 t o 35 y e ar s . Z e r od ha h as
t e r m i n a l t h a t c a n r ea d d eb i t / c r e d i t b e e n a b l e t o s u s t a i n or g a ni c g r o w t h,
c a r d s a n d e n a b l e p ay m en ts th rou g h a a n d i t r e c e n t l y de ci d e d t o b u y b a c k
s w i p e . S e r v i c e p ro vid er s t h a t p ro v i d e t h e c o m p a n y ’ s s h a r e s g iv e n t o it s
both POS h a r dw a re and s of t w a r e e m p l o y e e s w h i c h t o o k i ts v a l u a ti o n to
s o l u t i o n s a r e c a l l ed PO S c om p a ni es . $1Billion. Below is the c om p a r is o n
between ICICI s e c u r it ie s and
S o m e o f t h e n o tab l e PO S t erm i n a l Zerodha.
p r o v i d e r s h e r e a r e E z et ap , M sw i pe ,
Pine Labs, I n n o vit i , M o sa m b e e ,
P a y s w i f f ( e a r l i e r k n o wn a s Pa yn e a r) ,
among others.

NEO Banking
Neobanking is a r e la t iv e l y new Figure 13.2 FinTech Financials
c o n c e p t i n I n d i a . B e in g a di gi ta l- o n l y
Z e r o d h a f o l l o w s t h e d is c o u n t b r ok i n g
p l a t f o r m , n e o b a n k s ar e f a st , ef f ici e n t ,
m o d e l a n d b a n ks o n hi g h e r us a g e t o
s t r a i g h t f o r w a r d , a d a p ta ble a n d h i g h l y
g e n e r a t e r e v e n u e . S i n c e i t o n l y h as a
cost-effective. D i f fe re n t n eo ba n k s
p r e s e n c e o n l i n e , c o mp a re d t o o t h e r
h a v e d i f f e r e n t foc u s es – s om e h e l p
traditional b r o ke r s it also ha s
w i t h m a n a g i n g on l in e ba n k ac c o u n t s ,
relatively lower op e r a ti n g costs
a n d w i t h b u d g e tin g a n d s a v ing to ol s .
compared to t r a d i ti o na l b ro k e ra g e
S B I Y o n o , O p e n , K o t a k 8 11 a re s o m e
houses.
o f t h e e x a m p l e s o f n eo b a n k s i n In d i a .

Business Model Analysis

Wealth Management
W e a l t h T e c h d e sc rib e s a n ew cl as s o f
The Osterwalder’s bu s i n e s s model
financial t e c hn ol o g y c o m pa n ie s
f r a m e w o r k h a s be e n us e d t o c o m p a r e
w h i c h a r e c r e a ti n g d igi ta l so l u ti o n s
a n d a n a l y z e Z e ro d h a w i t h it s p e e r s .
to transform t he i n ve st me nt
m a n a g e m e n t p r oc e s s . T h is i n c l ud e s
b o t h e n d i n v e s t or s a nd fi rm s t h at
s e r v i c e t h e m . S om e o f the p r ofi t in g
c o m p a n i e s i n t h is s p a c e a re Ze r o d h a ,
P a y T M M o n e y a n d Gro w w.

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 Figure 13.3 Zerodha business model canvas

Zerodha Tech Stack lists and can look for the stocks
a c r o s s a l l t h e li s ts i n a s ea m l e s s a n d
C++, Java, V u e J S, F l u tte r , K a f k a, efficient manner.
S e n t r y , G r a f a n a , P ro me t he us
Feature Enhancement
Zerodha App Critique
Stock History
Login Page Zerodha does no t provide any
The login page is d e sig n e d in a information a p ar t fr o m p ri c e and
m i n i m a l i s t i c m a n n e r, a n d d o es n o t trends on the s t o c ks . The u s er
a s k f o r a n y a d dit io n a l in f or m a t i o n . e n g a g e m e n t w i l l i n c re a s e if i t c a n
H o w e v e r , t h e p ag e ta ke s tim e t o l o ad , p r o v i d e r e l e v a nt n e w s i n fo rm at io n ,
o n c e y o u o p e n the a p p a n d th i s i s s t o c k a n a l y s i s a n d r e c e n t E P S s o t h at
s o m e t h i n g Z e r o d ha ca n w o r k o n i n users can access that i n fo rm a t io n
t h e f u t u r e . O t he r r el e v a n t a p p s op e n i n s t a n t l y . T h i s w i l l a l so in c r ea s e u s e r
r e l a t i v e l y f a s t e r w hil e Z er o dh a t a ke s e n g a g e m e n t a n d l e a d t o b e t t e r us e r
a b o u t 3 - 5 s e c s t o o p en th e c re d e n t ia l experience.
page.
Home Page
Stock Trend View T h e r e i s n o d e d i c a t e d ho m e p a g e . T h e
The mobile app ha s bee n cr e a t e d h o m e p a g e s h o w s t h e p or t fo l i o v a l ue
s u c h t h a t i t ’ s a c op y of t he w eb s i t e . and the stocks that the user holds.
A s a r e s u l t , f o r re vi e wi n g t h e s t o c k T h e d e s i g n c a n b e i m pro ve d t o j u s t
trends the i n fo rm a t i on lo o ks v e ry s h o w t h e p o r t f o l i o v a l u e , a n d th e n
c l u t t e r e d o n t h e p ho ne s c r ee n . T h is s h o w d a i l y n e w s u p d a t e s , a nd ha v e
p o r t i o n o f t h e a p p c a n b e m o d if ie d t o pre-selected fi l t e r s of s t o c ks li k e
r e f l e c t t h e m o s t im p o rt a nt f ea t u r e s N i f t y 5 0 , N i f t y S m a ll C ap e t c . T hi s
t h a t u s e r s w o u l d n e ed , a n d th e o t h e r a l l o w s u s e r s t o c l i c k o n t h os e fi lt e r s
o p t i o n s c a n b e d i sa ble d to h a v e a a n d l o o k u p s t o c ks t ha t t he y c a n
b e t t e r u s e r e x p e r ie n c e. invest in.

Watchlist N e w s a n d P a r t n e r A pp s
T h e w a t c h l i s t f e at ur e i s ve r y u s e r Z e r o d h a h a s a s e p a r a t e t a b fo r i t s
f r i e n d l y . T h e u s er c a n cr e at e m ult i p l e partner apps and the user needs to

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 download them as s ep ar a t e a p p s. h t t p s : / / i n c 4 2 . c o m / f e a tu r e s / wh a t
F r o m a u s e r e x p e rie nc e P O V it w i l l b e - a r e - t h e - m o s t -i n t e r e s t i n g -
h e l p f u l i f t h e s e c a n b e inc or p or a te d f i n t e c h - b u s i n e s s -m o d e l s /
into the Kite app to im p ro v e h t t p s : / / z e r od h a . co m /h tt ps : / / c r e
engagement. a t e l y . c o m / h t t ps : / / ww w . i nv es t i n d
i a . g o v . i n / s e c to r / b fs i - fi n t e ch -
References financial-services
h t t p s : / / i n c 4 2 . c o m / re s o u rc e s / h o
h t t p s : / / w w w. b u sin e s sin sid e r . i n / b w - c a n - n e o b a nk s -p o t e n ti a l l y -
u s i n e s s / s t a rt u p s/ ne w s/ ze r o d h a - t r a n s f o r m - s m e -l e n d i n g /
f o u n d e r - d e f e n d s-t he- se l f-
v a l u a t i o n - o f -n ea r l y -a -bi ll io n -
d o l l a r s - a n d - w h y - h e- n e v e r - ra i s e d -
funds-from-
i n v e s t o r s / a r t i c le sh o w /7 69 91 6 07 . c
ms
h t t p s : / / z e r od h a . t e c h/ b l og / h e l l o-
world/

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 Nikhil Kedia, Utkarsh Kumar

Industry Overview Healthcare Apps

Healthcare T ec hn ol o gy , a ls o
popularly known as H e a lt h t e ch ,
a l l u d e s t o t h e u sa ge of te chn ol o g ie s
c r e a t e d t o i m p r o ve a ll as p e c ts o f t he
m e d i c a l c a r e s y st e m . F ro m t ele h e a l t h
to r o b o t i c -a s si st e d medical
procedures, f ro m s p o rt s a pps to
calories c o u n t er s , al l d om a in s of
health a s s is ta n ce le ver a g i ng
technology can be t e rm e d as
Figure 14.1 Healthtech apps in different
healthtech.
spaces

Drivers of H e a l th T ec h – A big T h e h e a l t h t e c h i n du s t r y i s g row i n g a t

o p p o r t u n i t y f o r th e f u t u r e a v e r y f a s t r a t e , a nd i s a t tr a ct i n g a
lot of VC fu n d i ng , w hi c h has
1. A g r o w i n g l a n d s c ap e - I n c r ea s e i n b o l s t e r e d s t a r t u p s b u i l d i n g a pp s t o
h e a l t h t e c h f irm s . c r e a t e s p e c i f i c s o l u t i on s i n t he s p a c e .
2. G r o w i n g m a r k et o pp or t u n it y f o r T h e g l o b a l h e a l t h m a rk e t i s e x p ec t e d
Indian Health Tech p r ov i de rs - to reach $ 1 1 1. 8 b i ll i o n by 20 25 ,
I n c r e a s e i n m a rk e t si z e. g r o w i n g a t a C A G R o f 4 4 . 2% . A s c a n
3. A c c e l e r a t i o n i n f u n din g - B irt h o f be seen from the a b ov e f ig u r e ,
n e w h e a l t h t e c h f oc u se d s t a rt u ps . h e a l t h t e c h i s a v e ry b ro a d s e g m e n t
4. I n c r e a s e i n c o ns u m er aw a r e n e s s - w i t h s e v e r a l d i f fe r e n t c a te g o r ie s of
P r o l i f e r a t i o n o f B 2 C se gm e n t s . a p p s - f r o m b u i l d i ng up h a bi t a n d
p r o d u c t i v i t y , t o h e a l t h ca r e c h e c ku ps ,
from meditation a nd fi t ne ss to
m e d i c i n e d e l i v e ri e s a n d r em in d e r s . I n
this chapter, we have taken up the
I n d i a n s t a r t u p - P r a ct o t o d i ve i nt o
d e t a i l s f r o m a P ro d u c t Ma n a g e me nt
perspective.

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 Figure 14.2 Practo data flow

Key a c t iv it ie s: Sof t w a r e Key r e s o u r ce s : W e bs i te , P ra c t o

development, N e t wo r k in g w i th a p p , M a n p o w e r s k i l l s, IT .
m u l t i p l e s t a ke ho l de r s, Pr o m ot i o n s .
C o n s u m e r / P a r tn er se g m en ts :
Patients, C lin i c s , H osp i t a ls ,
Pathology L a b s, P h a r m ac ie s ,
Insurance c om p an ie s , D oc to r s ,
D e l i v e r y p a r t n ers .

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 Figure 14.3 Practo revenue model

How Practo crossed the ‘chasm’ book doctors seamlessly, a v oi d i n g

unnecessary e x i st i ng h a s s l e. T h is
C r o s s i n g t h e c ha sm is a th e or y b y m a d e P r a c t o a m u l ti -s i d e p la tfo rm
Geoffrey Moore b uil t around the w i t h s e v e r a l o t h e r s ta ke ho l de rs l i ke
technology l if ec yc l e for tech c l i n i c s / h o s p i t a l s , e v e n fo r th e M V P .
p r o d u c t s . A s w e c a n s e e i n t h e g r ap h
b e l o w , t h e r e i s a c h a s m be tw ee n t he Most s u c c e s s f ul m u l t i - s id ed
e a r l y m a r k e t a n d ma in s tre am m ar ke t , p l a t f o r m s f i r s t n e e d t o s e t u p th e
c r o s s i n g w h i c h c a n on ly he lp m a ke s u p p l y s i d e , a n d o n l y t he n c a n th e y
a n y c o m p a n y l ev er a ge ga in s a n d a e x p e c t t h e d e m a n d s i d e. T h i s me a n t
s i z a b l e m a r k e t ch u n k f o r t he pr o d u ct . doctor onboarding was a ve ry
T o c r o s s t h e ch a s m, co m p a n ie s n e e d i m p o r t a n t s t e p . T h e pa i n p o in t f o r
t o p r o v i d e p r o d u ct s th a t a d d v a l u e t o d o c t o r s , c l i n i c s a n d h os p it a l s a t t h e
c o n s u m e r s a n d a re e a sy e n o ug h t o time was maintaining p a ti e n t
use. i n f o r m a t i o n , r e c ord s a n d m a in t a i ni ng
b i l l i n g d e t a i l s . S o , P r a c to f ur ni s he d
them with a complete e nd -t o -e n d
p r a c t i c e m a n a g e m e nt e l e c t ro ni c t o o l
that managed their c o n s u l ta t i o ns ,
prescriptions, bi l l s , and medical
records. Within 2 y e a rs , had
o n b o a r d e d 5 0 0 d o c t o rs a nd 5 00 , 00 0
patients.

Figure 14.4 Crossing the chasm Crossing the c ha s m : Now t he y

n e e d e d t o o n b o a rd l a r g e a n d p o p u l ar
W h a t p r o b l e m d i d th e y s ta r t w i t h : T o d o c t o r s , a s o n l y t h a t c o ul d p u l l i n
m a k e c l i n i c v i s it s ca s h les s , p a p e r l e s s , more patients, and thereby c re a t e
and painless. n e t w o r k e f f e c ts t o p u ll in fu r t he r
more doctors a nd more p a ti e nt s .
MVP - Building th e m u lt i -s i d e d T h e y c a m e u p w i t h s e ve ra l fe at u re s
p l a t f o r m: Practo was, in a way f o r t h e d o c t o r s , to a s s i s t th e m a n d
d e s i g n e d t o h e l p t h e pa tie n t f in d a n d h a d a 3 - t i e r p r i ci n g p l a n a n d a fre e

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 v e r s i o n w i t h l i m ite d fea t ur e s. Fr e e s h o w i n g n e t w o rk e ff e c ts a nd h el p e d
service for p a ti en ts and minimal them cross the chasm.
m o n t h l y c h a r g e fo r l is ti n g d o c t o rs ,
o n c e t h e n u m b e r st a r t e d gr o wi n g . In E n t e r i n g t h e T o r n a d o : T h i s i s t he
t h i s n e x t y e a r , the n u m be r of d o c t o rs p h a s e r i g h t a f te r c ro s s i ng th e c h a s m ,
j u m p e d f r o m 5 0 0 t o 8 00 0 d oc t o r s a n d surviving which, the co m p a n y
3 million patients. b e c o m e s a b l e t o re a p t h e b en e fi t s o f
the mainstream m a rk e t. They
F o r m a r k e t i n g , t h ey we nt a h ea d w it h i n t r o d u c e d s e v e ra l f e a t u re s i nc l ud in g
t h e ‘ F l e e t o n s t ree t m o d e l’ . Th i s s a m e P r a c t o s o f t w a r e a n d a d s . T h ey s t a rt e d
m o d e l h a s b e e n u se d b y B y ju’ s , t o w i t h m u l t i p l e a c qu i s i ti o ns i n 20 1 5 .
grow. This m od el was to b r in g They also expanded t h ei r p r o d u ct
doctors o n b o a rd as we a l r ea d y p o r t f o l i o - m e d i ci ne d e li v e ry , c h a t
discussed, this was t he key in with doctors and even u n d e r to ok
g r o w i n g t h e a p p. Th ey a ls o i nit ia t e d g e o g r a p h i c e x p an s io n .
developing for B2 C f ea tu re s –
d i s c o v e r i n g t h e d oc t or s a n d bo o k i n g User Profiling and Jobs To Be Done
the a p p o i n t m en ts c o m pr e he n si v e ly . T h e m o s t i m p o r ta n t s t e p i n d e s ig n in g
‘ P r a c t o R a y ’ g o t d oc to r s o n b oa r d a n d any product or s o l ut io n is to
‘ P r a c t o S e a r c h ’ go t p a tie n t s o nb o a rd . u n d e r s t a n d t h e W H Y a nd W H O M . I t
T h e y b e g a n a s pr e e t o m ap e ve ry b e g i n s b y t r y in g t o un de r st a nd t h e
d o c t o r a n d c l in ic t o e n su r e g en ui ne u s e r a n d c r e a t e a u s er p ro fi l e , w h i c h
d o c t o r s . B y 2 0 13, t h e y ha d 10 ,0 00 + is more than just d e m o g ra p h i c
r e g i s t e r e d d o c t or s a nd 7. 5 m n+ u n i q u e information. A go o d u s er p ro fi le
v i s i t o r s . O n c e d o ct o rs we re o n bo a rd , should i l l u s t ra te the be h a v i or ,
they became h a b it u a t e d, so e ve n t e n d e n c i e s a n d p a i n p o i n ts of t h e
t h o u g h t h e c o s t o f a cq u is it io n w as user. From the JTBD primary
h i g h , L T V w a s h ig he r . I t wa s th e tw o- s t a t e m e n t , w e cre a t e a j o b m ap . T h i s
s i d e d m a r k e t p l a c e w h ic h b e g a n i s a s t e p b y s t e p , w h a t a c u s t om e r i s
t r y i n g t o d o . I t g iv e s a ‘ n e e d s v i e w ’,
r a t h e r t h a n a ‘ s o lu ti o n v i e w ’ .

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 App Critique - Customer How is it facilitated on the app - A
Journey Snapshot Critique:
Identification of s y m p t om -
I n g e n e r a l , a p at ie nt o r a p ot en t i a l S y m p t o m t o i s su e m ap p i n g i s s t i l l
p a t i e n t o r t h e i r re l at i ve / w el l- w i s he r r e l a t i v e l y w e a k , a nd d o e s n’ t c o m e
f o l l o w t h e s e s t e ps in c a s e of m ed ic a l o u t i n t h e U I , th o u g h t he r e i s a
issues. These st e ps ha v e a lo t of p r o v i s i o n f o r t he s a m e .
d e t a i l i n g w i t h in a s y ou ca n i m a g i ne , Q u i c k r e s e a r c h a n d s e lf- tr e a t m en t
w h e n y o u r e c a l l a t im e y o u we re no t - T h e a p p p rov i d e s a rt ic le s on
d o i n g g r e a t h e a lt h -w ise . i s s u e s a n d f re e e x p e rt a n sw er s .
However, it does no t seem to
S t e p s i n g e n e r a l: p r o m o t e t h i s i d e a , a s t he ho m e
1. I d e n t i f i c a t i o n o f sy m p to m s c r e e n s h o u l d h a v e h a d a s e a rc h
2. Q u i c k r e s e a r c h a nd se lf - t r ea t m e n t b u t t o n t o r e a ll y m ak e t h is a p a rt
3. D o c t o r s e l e c t i on o f t h e i r o f f e ri n g .
4. A p p o i n t m e n t
5. P o s t a p p o i n t m e n t

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 D o c t o r s e l e c t i on - T h e p r oc e s s o f Here, we w i ll only look at the
s e l e c t i n g d o c t or s is se am l e ss a n d snapshots of o nl y some of the
e v e n p e r s o n a l i ze d, a s t he d oc to r s processes:
p r e v i o u s l y c o n su l te d , s ho w up on
t h e h o m e sc r e en . T h is ha s b ee n Home page:
t h e c o r e o f fe rin g o f t h e a p p f o r a P r o s: T o b e g i n w i t h , h as a v e ry g o o d
l o n g t i m e . A l s o p r ov ide s r ev i ew s o f l o o k i n g , f a m i l i a r U I. M a j o r o f fe r in g s
doctors. in the home s c re e n an d other
Appointment - S e a m l e ss o f f e r i n g s c a n b e e a s i l y a c ce s s e d fro m
appointment b o o ki n g p ro c e s s , t h e m e n u b a r i n t h e h om e . H a s a v e r y
w h e r e a f t e r sel e c t in g t h e d o c t o r, e f f e c t i v e n u d g e t o t h e “ Pr a ct o P l u s ”
y o u c a n e a s il y se l ec t t h e re q u i re d f e a t u r e , w h i c h is a p a i d s u bs c ri p ti o n .
d a t e a n d t i m e f r o m the si mp l e U I. H a s m a j o r f e a t u r e s l is t e d o n th e to p
P o s t a p p o i n t m e nt - Th is i s a n e w of the home s c r e e n. Also, h as a
s e g m e n t t h a t t he y h a v e en te re d p e r s o n a l i z e d h om e s c r e e n w i th i n f o
a n d h a v e b e en a dd in g fe atu re a ft e r o n d o c t o r s c o n s u l te d .
feature wi t h f l a v or of C o n s: I t ’ s a l l w e ll a n d g oo d un ti l ‘ N ot
p e r s o n a l i z a t io n . Be it ord e r i ng f e e l i n g t o o w e l l ’ , w h i c h p r o v id es a
medicines, or la b t e sts and simple way to choose b et w e e n
checkups, or r em in der s - th e o p t i o n s . A t t h i s s t a g e u s a g e s ta r ts
U I / U X i s s e a m l e ss . g e t t i n g o v e r w h e lm i n g. A v e r y l e n g t hy
h o m e p a g e ( m o s t l y s e e m t o b e ad s ).
A user’s j o u r n ey b egi ns wi t h t he T h e a p p s h o u l d h a ve fo ll o w e d t h e
signup and o n bo a rd in g. Then t he y m a x i m u m 3 - s c r o l l s cr e e n ru le . P e o p l e
c a n d i r e c t l y b o ok a n a ppo in tm e n t or will just s c r o ll t h r o ug h w i th o u t
a d d m o r e p r o f il e d et a il s . Th e a p p ha s r e a d i n g . H a s t o b e s o m e b if u r c at i o n .
a l o t o f o t h e r f ea tu re s, l i k e se tt i n g Additionally, th e plus fe a t ure o n ly
reminders, a d d in g m e d ic a l h is to r y , supports debit and c re d i t c a rd
viewing p e rs on a li ze d a rt i c l e s , payments.
o r d e r i n g m e d i c in e s et c .

Figure 14.5 Practo home page

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 Menu bar C o n s: Your p r of i l e op t io n is
P r o s: A v e r y w e l l m a de m e n u b a r w i th c o m p r e h e n s i v e w hi c h i s a g oo d t hi n g .
s t a n d a r d i c o n s th a t ar e in t u it iv e, a n d B u t p e o p l e m a y no t w a n t t o f il l i n s o
w i t h f e a t u r e n a m es t ha t a re e as y t o much detail m a nu a l l y w i th o u t a ny
u n d e r s t a n d . O pt i on to a d d m e d ic a l i n c e n t i v e . E i t h e r t h e pro c e s s c o u ld
records, add r e m in d er s. Very b e m a d e m o r e s e a m le s s or it c o u l d b e
p e r s o n a l i z e d . A ls o, t he fe a t u r es a r e incentivized.
v e r y s i m p l e a n d e a s y t o u se . T h e
d e s i g n i s i n t u i t ive .

Figure 14.6 Practo menu bar

Figure 14.7 Practo reminder feature

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 App critique - Parametric v e r s i o n i s 4 . 6 , c l e a r l y s ho wi n g t he
Review u p s i d e p o t e n t i a l o f i m p r ov e m e n t in
Android. We w i ll a n a l y se the app
T h e a p p h a s o v er 5 m il l io n do w n lo a d s b a s e d o n s e v e r a l s t a n d a r d p a ra m e te rs
o n t h e P l a y S t o r e an d a ra ti n g of 4 . 2. of app critique:
H o w e v e r , t h e r a t in g i n t h e iO S

Product Management and M o b i l e A p p li c at i o n - H a s t o b e

Healthtech mobile, a l wa y s on a l w ay s
connected.
Future Trends B l o c k c h a i n B a ck -e n d - B l oc kc h a i n
Forefront v e rsa t il e h eal t h c a re is r e v o l u t i on i z i ng s ec u ri t y a nd
i n n o v a t i o n s a r e g oi n g t o be fo un de d s u p p l y c h a i n. H e a l t hte c h a lr e a d y
o n t h e f o l l o w i n g l ay e r s : h a s d a t a p r iv a cy c o n c e rn s a n d a
O p e n M a r k e t p l a c e - A g r ea t m u l t i- g r o w i n g n u m b e r o f s t a k e ho ld e r s.
sided p l a t fo r m th at s ea m le s s ly AI & Big Da t a A na ly s i s -
integrates th e e n ti re h e al t h c a re P e r s o n a l i z a t io n, o p ti m i z e d
ecosystem. r e c o m m e n d at i on s , s e l f d ia g no s i s ,
the entire doctor, c l i ni c and
hospital e c os y s t em wi l l be
a v a i l a b l e o n t he ph o n e .

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 Things to keep in mind when C r e a t e a p l a n fo r u s e r ori e n t a ti on
designing an app: and onboarding.
1. U s e r E m p a t h y : Th e m o st i m p o r t a n t M a k e U I M o c k u p s fo r t wo o f t he
thing to keep in m in d wh e n modules, s h ow i n g i nt e ra ct io n
d e s i g n i n g a s o lu ti o n i s t h e u s e r . between them.
W h a t d o e s t he us er w a n t , wh at a re S h o w t h e s t e p s fo r A / B te s ti n g .
her pain p o in t s a nd be ha v i o ra l D e f i n e t h e KP Is y ou w i l l m e a s u re
t r a i t s . D e f i n e y ou r t a rg et s e g m e n t a n d s h o w h o w t h ey w i l l he l p y o u
and build MVP f eat u r e s for it i n i m p r o v i n g y o u r a pp f r om a P M
b e f o r e e x p a n d in g f ur th er . PoV.
2. P e r s o n a l i z a t io n: He a lt h is a Create a business plan for t he
personal t h in g . Any user wo ul d M V P t o c r o s s th e c h a s m .
o n l y w a n t a n a p p t ha t c a t e r s t o
t h e i r n e e d s a n d th a t u nd er s t an d s References
their issues.
3. H a v i n g d ee p m ul t i - l ev e l S a r a n s h S o l a n k i , P r a c t o d e s ig n
a r c h i t e c t u r e i n t h e a p p ca n l e a d t o h t t p s : / / s a r a n s h s o l an ki . i n/ p r ac to .
u s e r s m i s s i ng ou t o n i m p o r t a n t html
f e a t u r e s o f t he ap p . T o n y U l w i c k , M e d iu m , J o b s to b e
4. V i s u a l d e s i g n sh ou l d b e co n si s t e n t d o n e m a p p i n g h t t p s : / / j o bs - to -b e-
w i t h t h e i n t e n d ed c o m mu n i ca t io n . d o n e . c o m / m a pp i n g - t he -jo b- to -
F o r e x a m p l e , a n o t if ic a t i o n i c o n b e - d o n e - 4 5 3 36 4 2 7 b 3 bc
s h o u l d b e u se d f or n o t ifi c at i on s A J u n i o r V C , W ha t H a p p e ne d t o
only. Using it to say ‘b o ok an Practo
appointment’ is n on -e m p a t hi c h t t p s : / / a j u n i o r v c . c o m / p ra c to -
design. h e a t h c a r e - h e a lt h te c h - s ta r tu p-
m e d i c a l - p r o v i d e r -d o c t or /
Exercise to solve H o w t o c r e a t e a h e a lt h ca r e a pp
D e s i g n a h e a l t h c a r e a p p (M V P) si m i la r like Practo
to Practo w it h i mp r o v e m e n t s or h t t p s : / / w w w. w e bc l u e s in fo t e c h. c o
f e a t u r e s t h a t ar e r eq uir e d bu t n ot m / h o w - t o - c r e a t e -a - h ea l t hc a r e -
p r e s e n t c u r r e n t l y, In th e p r oc es s , y o u a p p - l i k e - p r a c t o/
w i l l h a v e t o d o t he fo l l o wi n g as a p a r t U X C o l l e c t i v e , A c in g t he a p p
of the exercise: c r i t i q u e p r o d u c t d e s i g n i n t e rvi ew
P r e s e n t a s um m a ry u p f r o n t u s i ng h t t p s : / / u x d es i g n . c c/ a c i ng -t h e -
CIRCLES m et h od to sh ow th e a p p - c r i t i q u e -p ro d u ct - d e s ig n -
c o m p l e t e p r oc e s s. i n t e r v i e w - 2 6 0 ca 7 1e 8d 22
V e r y d i s t i n c t iv e u se r p r of il in g a nd Fitts’s law,
j o b s t o b e d o n e. h t t p s : / / l a w s o fu x . c o m / f i tt s s - la w
I d e n t i f y t h e p l a t f or m a n d b u s i ne s s H e a l t h T e c h M ob i l e a p p s
s t r a t e g y . W hic h m o d u l e w i ll y o u L a n d s c a p e o v e rv i e w - 2 0 18
m a k e f i r s t a n d w ha t f e at u r e s w i ll h t t p : / / a n a l y ti c s . dk v .g l o b a l / d a t a /
you add: p d f / H e a l t h - T e c h -M o b il e - A p p s -
P a t i e n t P a n e l M od u l e A n a l y t i c a l - R e p or t .p d f
D o c t o r P a ne l M o d u l e
A d m i n P a ne l M o d ul e
C l i n i c P a n el M o d u l e
D i a g n o s ti c P a n el Mo du le
D e l i v e r y P a n e l M o du l e

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 Arindam Raj, Shivani Spriha

Industry Overview C u s t o m e r S e g m e nt - U nd e r s ta n d th e
user who will i n t e ra c t w i th the
T h e t a x i - b o o k i n g m ar k e t w a s h i g h l y p r o d u c t a n d h o w t h e y w il l u s e it .
fragmented, and there wa s no
t r a n s p a r e n c y i n t he en tir e p r o c e s s C h a n n e l s - T h e w a y s th e p r od uc t
( f r o m b o o k i n g t o pa y m e n t ). E ar l i er , reaches the customer.
t h e r e w e r e s o m e r e gi on a l p l a yer s , b u t
t h e y w e r e n o t e st a b l ish ed pl a y e r s , Customer R e l a t i o n s hi p s -
and the value p r o p os i t i on th e y Relationships th a t the customer
offered were not s ig n if i ca nt l y e x p e c t s f r o m th e c o m p a n y , a nd th e
d i f f e r e n t f r o m t he t ra d i t ion al t a x i - c o s t r e q u i r e d to p rov i d e t h at .
booking services.
K e y A c t i v i t i e s - A ct i v i t i e s r e q u i r ed t o
U b e r a n d O l a b r o u g h t t ra n sp a r e n c y p r o v i d e t h e v a l u e pr o p o s i t i o n , a nd t o
t o t h e e n t i r e p ro ce ss , a n d ha ve al s o maintain the c ha n n e l, c u s t o me r
improved the re lia bi l i ty of ca b relationships and revenue source.
s e r v i c e s s i g n i f ic a n t l y. Low e r se a r c h
c o s t i s a l s o o n e o f th e ad d it i on al K e y R e s o u r c e s - R e s ou r c e s r eq ui r e d
value-adds that a c u st o m e r/ u s e r t o p r o v i d e t h e v a l u e p r o po s it i o n an d
enjoys t h r o u gh t h es e se rv i c e s. t o m a i n t a i n t h e ch a n ne l , c u s t o m e r
C u r r e n t l y , t h e r id e -h a ili ng m a r k e t i n relationships and revenue source.
India is e s t i m a t ed to be ₹2 0 00 0-
2 5 0 0 0 c r . ( P h i l i p , 20 2 0 ) . K e y P a r t n e r s - M e n t i o n t he pa r t n e rs
a n d s u p p l i e r s , a n d k e e p i n m in d t h e
Business Model Canvas r e s o u r c e s t h a t t h e y p ro v i d e .

T h e f o l l o w i n g m u st b e k e p t i n m i n d T h e b u s i n e s s m o d e l c a nv a s i n t h e
w h e n y o u a d d r e s s t he q u e st i o n . I t r i d e - r a i l i n g b u s in e s s i s a s fo l lo ws :
g i v e s u s a n e x h au s ti ve list of t h e
b u s i n e s s d e p e n d en cie s.

Value P r o p o s it io n - W ha t is the
problem/need a d d re s se d by the
product to the d if f er e n t cu s to m e r
segments? A l s o, t a lk ab ou t the
competitive a d va nt a g e of th e
product.

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 Figure 15.1 Business model canvas for ride hailing

W h e n a n a l y s i n g p la t fo r m a p ps , i t i s Tech Stack
i m p e r a t i v e t o c on su l t th e i n t e rvi e w e r
r e g a r d i n g t h e si de to b e e x pl ore d a n d Follow a b o t t om - u p ap p r o a c h, i . e.
t h e m e t r i c t o be f oc u s e d o n . Fo r f r o m t h e b a c k e n d to t h e U I / U X , t o
e x a m p l e , i n U b e r a n d O l a, th e y w i l l e n s u r e w e d o n ’ t m i s s a ny p a r t o f t he
h a v e d i f f e r e n t a p p s f or t he p a ss en g e r technology stack.
a n d t h e d r i v e r . A l so , k e e p in m i n d th e
1 0 h e u r i s t i c s o f u s e r in t e rf a ce d e s i g n Infrastructure an d S t o r ag e - A
t h a t w e r e d e v el op e d by N i e ls en an d hybrid cloud model is used, that is a
Morich and are m en t io n e d in t he mix of cloud data c e n t re s an d
c h a p t e r , “ U s e r E x pe r ien c e D e sig n f or p h y s i c a l d a t a c e n t re s. T h is e ns u re s
D i g i t a l P r o d u c t s” . Th e p r o du ct ca n b e that while h a nd l i n g bi g d at a , the
a s s e s s e d f r o m t h e f o ll o wi n g po i n t of compromise b e t w ee n a v a i la b i li ty ,
view: c o n s i s t e n c y a n d pa rt i t i on to le r a n ce i s
m i n i m i s e d . C u r re nt l y d a ta i s h a n d l ed
UI/UX u s i n g S c h e m a l e s s a lo n g w i t h S Q L , f o r
C u r r e n t f e a t ur es long term s t o ra g e and Riak a nd
Metrics used C a s s a n d r a f o r hi g h a v a i l a bi l i t y a n d
N e a r f u t u r e im pr o ve m e n ts low latency. Uber is also wo rk i ng
L o n g t e r m p r o du ct r oa dm ap towards b u i l d in g a r e al -t i me data
platform.
T h e m e t r i c s t h a t c an be fo cu se d o n
are: L o g g i n g - I t r e fe rs to t h e i n t e r a c t io n
Awareness b e t w e e n t h e p ro f i l e s . In ca s e o f a
Acquisition r i d e - s h a r i n g a p p , d r i v e r-r i d e r i s t h e
Activation only interaction p o s s ib le . This
Engagement interaction is e s ta b l i s h e d t h r ou g h
Retention clustering, u s in g a d is t ri b u t e d f i le
Monetisation system in Hadoop. T he c l us t e r i n g
Referral h e l p s i n d y n a m i c p r ic i n g . Cl u s t er i n g
i s d o n e t o e n s u re sh ort t e rm ( us i ng
K a f k a ) a n d l o n g t e rm a v a i l a b i l i t y

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 ( u s i n g H a d o o p ) . D a t a is a lso i n ge s te d too large to be ha nd l e d w i th th e
i n r e a l t i m e a n d in de xe d in t o a n E L K c u r r e n t t e c h n o l og y . (L o z i n s k i, 2 0 2 0)
stack for se ar c h i ng and
visualizations. App Comparison

App Provisioning - C he ck i ng the L o g i n - I n U b e r , t he re i s a m i n i m a l i s t

scalability of a m o d ul e of th e d e s i g n , w h e r e t h e u s e r i s f oc u s e d on
a p p l i c a t i o n . A n d co llec t iv e s ca l a b i li t y entering only i n fo r m a ti o n (t h e i r
of various modules. For running phone number), or proceeding
m i c r o s e r v i c e s , d o c k e r c on t a i n e r s a r e t h r o u g h s o c i a l lo g i n . O l a d if f e r s i n
u s e d o n m e s o s. A u r ora is u s ed f o r t h i s a s p e c t . I n a d d i t io n t o t h i s , O l a
l o n g r u n n i n g s e rv ic e s a nd c ron j o bs . m a k e s i t i m p e r a t i v e f or t h e us e r t o
s w i t c h o n t h e i r G P S . D o i n g th i s g i v e s
R o u t i n g a n d S e rvi ce D is c o v ery - An l e s s U s e r c o n t r ol a n d f re e d o m . W he n
essential part of a r id e- ha il in g Ola app prompts t he user f or
application, o p t im a l d is p a tch not s e l e c t i n g a m o b i l e n u m b e r ( i n c a se o f
o n l y i m p r o v e s th e se rv i ce r at e b u t d u a l s i m ) , t h e i nt e r fa ce i s p l a in , a nd
a l s o m i n i m i s e s t h e c o s t o f d is p a t c h . i n c o n s i s t e n t w i th t h e i nt e r fa c e o f t h e
T h i s i s a c h i e v e d b y usi ng AP I s (b a s e d ola app.
o n g o o g l e m a p s). A s erv ic e o r ie n t e d
a r c h i t e c t u r e ( S O A ) is u s ed a n d t he L a n d i n g s c r e e n - I n U b e r , t h e s cr e e n
services are w r it t e n u si n g any s h o w s o n l y o n e p ro m p t a n d p r o c e e d s
language or f r a me wo rk (a l l the according to steps in t he user
s e r v i c e s n e e d n o t b e wr i tt e n in t h e j o u r n e y . T h i s p re v e n t s t he us e r fr o m
same language). C o m m u n ic a t io n being distracted. In Ola, the user is
b e t w e e n s e r v i c es oc cu r s u si n g t oo l s presented with the option to select
l i k e H A P r o x y a n d H y p e rba hn . s o u r c e a n d d e st in a t i on , f o ll o w e d b y
r i d e o p t i o n s o n t h e s am e s cr e e n . A s
Development, D e pl o y m e n t a nd t h e G P S i s s w i t c h e d o n , a s te p i s
T e s t i n g - T h i s is ach ie ved th ro u g h m i n i m i s e d , i f t he re i s n o c h a n g e in
s i m u l a t i o n s o n vi rt u a l m a c hi ne s. pick up point. The shade of t he
s o u r c e m e n t i o n e d h er e i s v e r y li g h t
T h e t e c h - s t a c k m en t io n e d a bo v e is a n d a t f i r s t s i g h t , i t s e e m s l i k e it i s a
j u s t a t i p o f t h e ic eb e r g , f o r e x a mp l e, p l a c e h o l d e r t e x t a n d t h e s o u rc e i s
T h e h y b r i d c l o u d m o de l it s e lf h a s n o t s e l e c t e d . I n a d d i t io n, t h er e a r e
m a n y f u n c t i o n a l i t ie s , a n d i t ke e p s o n o t h e r t i l e s t h a t t a l k a bo ut o f f e r s a n d
e x p a n d i n g w h e n t h e da ta be c o m e s measures put in place because of

Figure 15.2 User Journey

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 Figure 15.3 Illustrative comparison of ola and uber
booking screens

C O V I D . T h e o f f e r f r o m Ph on eP e h el p s t h e r i d e . F u r t h e r, O l a m e n ti on s th e
Ola in m o n e ti z in g and al s o in c o l o u r o f t h e c a r, w hi c h c a n p r ov i d e
r e t e n t i o n o f u s e r s , b u t a t t h e s a me a m i r r o r t o t h e r e a l w or l d .
t i m e , t h e y d o n ot p la y a m ajo r ro l e i n
decision making. Fu rt h e r , t h is S c h e d u l i n g t h e r i de -T he o p t i on to
information is pr o vid e d at other r i d e l a t e r c o m e s o n t h e l an di ng p a g e
screens as w el l . T hi s c r ea te s a o f U b e r , b u t i n c a s e of O l a , it c o m e s
r e d u n d a n c y . T h e d e sig n of Ub er ’s a p p once the user has selected the route.
c o m p l i e s w i t h H ic k’ s la w w h ic h s t a t e s Further, Uber i n te gr a t e s th e r id e
t h a t “ t h e m o r e op t io n s a re a va i la b l e details with the calendar. These
t o a p e r s o n , t h e l o ng er it w il l ta k e f o r factors make it ea s i e r fo r t he
h i m o r h e r t o ma ke a d ec is i on a b o u t c u s t o m e r t o u s e U b e r . t h e b u t to n on
w h i c h o p t i o n i s th e b es t.” U b e r t o c o n f i r m t h e r i d e co ve r s th e
b r e a d t h o f t h e s c re e n . T hi s m a k e s i t
C o n f i r m i n g t h e r i de - U be r h a s a e a s i e r f o r a n y u s e r t o e a s i l y o p e r at e
d e f a u l t o p t i o n t ha t is b as ed o n t h e t h e a p p . I n O l a , t he b ut t on t o co nf i rm
previous rides ta k en by th e u s e r. t h e r i d e i s o n t h e ri g h t s i d e o f t h e
O l a ’ s d e f a u l t op t io n is “ Bo ok A n y ” s c r e e n , w h i c h i n a w a y f a v o u rs th e
m o s t o f t h e ti me , w hic h i s n ot a n right-handed users.
e c o n o m i c a l c h oic e f or e ve ry r id e r.
O n c e t h e r i d e i s c o n f ir m ed , an d t h e C O V I D - 1 9 u p g r a d es - Be fo re a r i d e i s
r i d e r c l o s e s t h e a p p, a n d t h e n re - c o n f i r m e d o n O l a , a s c re e n pro m p t s
opens, the s cr e en d oe s n ’t show the user to follow the s a fe t y
c u r r e n t b o o k i n g ; th ey m u st g o to t h e g u i d e l i n e s . T h i s c a n i n s t i l t ru s t i n th e
r i d e h i s t o r y o p t ion a n d s el e ct t he i r user regarding th e ri d e . Fu rt h e r,
c u r r e n t r i d e , t o c h ec k t h e s t a t u s o f t h e r e i s a p a g e i n t he a p p re g a rd i n g

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 C O V I D - 1 9 , t h a t e x p l a in s in det a i l th e Philip, L. ( 20 20 , S ep te m b e r 2 7) .
s t e p s u n d e r t a k e n fo r a s e cu r e r id e . Stuck in fi rs t gear: C ar
That page also ma ke s t he use of subscription s e rv i c e s a re not
a u t h o r i t y , b y sh o w in g f e ed ba c k fr o m gaining m o m e n t um . R e tr i e v e d
t h e c u s t o m e r s reg a rd in g t h e sa m e . September 2 8, 2 0 2 0, from
T h i s w a s n o t o b s e r v e d in Ub e r. h t t p s : / / e c o n om i ct i m e s . i n d i a t i m e s
. c o m / i n d u s tr y / a u t o/ a u t o-
References n e w s / s t u c k - i n - f i rs t -g e a r -c a r -
s u b s c r i p t i o n - s e r v ic e s - a r e -n o t -
L o z i n s k i , L . (2 02 0 , Fe b ru a ry 27 ). gaining-
T h e U b e r E n g in e er i ng T e ch St a ck , m o m e n t u m / a rt ic le s h o w / 7 8 33 7 0 6 3
P a r t I : T h e F ou nd at i o n . R et r ie v e d .cms
September 2 8, 2 0 2 0, from Uber Business Model E x p l a i ne d:
h t t p s : / / e n g . u be r .c o m /t e ch - F r o m S t a r t t o F i n i s h . ( 202 0, M a rc h
s t a c k - p a r t - o n e- f o u n d a t i on / 1 1 ) . R e t r i e v e d S e p t e m be r 2 8, 20 2 0 ,
from
h t t p s : / / m o b i s of ti n fo t e c h. c om /r e s
o u r c e s / b l o g / u b e r- b u s i n e s s -
model-explained/

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 Naimil Shah, Neha Mazumdar

The COVID-19 pa nd em i c has v e ry T h e r e a r e a v a ri e t y o f p l a y er s i n e a c h

s e v e r e l y a f f e c te d t h e t ra ve l in d u st r y , s t e p o f t h e u s e r jo u r n e y a n d m a ny
a n d w i l l p r o b a b ly c o n t inu e t o b e t h e players that cut a c ro s s a ll thr ee .
reason for its t r an sf o r m a t i on . The G i v e n a v e r y l o n g c u s t o m er j o u rn e y
sector was a lr e a d y tr a n sf o r m i n g a n d t e c h n o l o g y a d v a n c e m e nt s i n bo th
before the lo ck do w n , w ith t e ch t h e d i g i t a l a n d p h y s i ca l w o rl d, t h e
c o m p a n i e s e n a bl ing u s er s to t r a v e l strategy of a company is determined
b e t t e r . I n 2 0 1 9 t h e tr a v el i n d u s tr y by the choices it makes on it s
was at its p e ak wi t h o nl y leisure business model.
travel spending at $ 4 .7 tr il l io n
( S t a t i s t a , 2 0 2 0 ). A us er jou rn ey fo r O n t h e b a s i s o f a k n o w n u m b re ll a
travel, currently c om p ri se s m ai n l y b u s i n e s s m o d e l, w e l i s t n i n e d i f f er e n t
d i s c o v e r y ( w h e r e t o g o, w hat to d o ), categories which a re s h a p i ng th e
booking (for t r a n s p or t , lo d g i ng , m o d e r n d a y t r a v e l e x p e ri e n c e o f t h e
a c t i v i t i e s ) a n d e x p er ie n c e (s u p p o r t in g customers (Skift, 2016).
t h e d u r i n g t r a v el n ee ds ).

Figure 16.1 List of choices across business model

elements for travel tech Companies

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 Figure 16.2 Examples of companies in different
business categories

C o n v e n i e n c e a n d a b il it y t o c om p a r e 1. D e s i g n for your users, not fo r

p r i c e s h a v e p us he d t he a d op t io n o f y o u r s e l f : B u i l d fo r a n id e n t i f i e d
Online Travel A ge nc ies (O T A ) in u s e r p e r s o n a a n d n o t for y o u r s e lf .
I n d i a . T h e l e a d er s n ow c om p et e f o r a M a k e i t e a s y a n d d e li g h tf u l fo r
l a r g e r s h a r e o f th e m ar k et , an d t o d o t h e s e u s e r s to u s e t h e p ro du c t.
the same, co n t in u a l l y f oc us on 2. F e e d b a c k : G i v e u s e r s a l i tt le v i s u a l
offering better se rvi ce s and c o n f i r m a t i o n / r e sp on s e f or t he ir
i m p r o v i n g c u s t o m e r e x pe r ien ce . T he actions.
w e b s i t e a n d m ob i le ap p e x p e ri e n c e 3. D i g e s t i b i l i t y : Sh o w u s e rs only
b e c o m e a b i g p art of th e o ve r a ll u s e r l i m i t e d c o n t e n t , wh i c h t h e y c a n
i n t e r a c t i o n w i t h a n O TA . comprehend.
4. C l a r i t y : D e si g n to m i ni m i z e
To develop or e va lu a te UX in a confusion by e n su r in g elements
p r o d u c t w e m u st l oo k a t it by ke e p i ng w o r k a s e x p e c te d .
i n m i n d f i v e b a sic p r in c ip les o f U X 5. F a m i l i a r i t y : T a ke de si g n c u e s f r om
D e s i g n ( B a r u a , 20 19 ) real word or a c ce p t a bl e digital
standards.

W e c o m p a r e t h e U X o f t w o p op u la r
O T A a p p s i n In d i a : M a k eM y T ri p &
Yatra.

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rushikesh.kure@gmail.com
 Recommending a new feature D o e s t h e f e a tu r e h a v e to b e i n a n y
using CIRCLES Framework s p e c i f i c d o m a i n o f t he c urr en t a p p
structure, e.g. Hotels, F l i g ht s ,
T h e C I R C L E S f r a m e w o rk ( Le w i s , 2 0 16 ) etc.?
is used by p ro d uc t m an ag e rs for Y e s , i t h a s t o be c o h e s i v e w i t h
i d e n t i f y i n g n e w f ea t u re s & p r od u c ts t h e e x i s t i ng s t r u c t u r e
as it provides an e x h a u st i v e & No, it has to cover a new
s t r u c t u r e d f r a m ew o r k fo r t he s a me . domain
We have c l a r i fi ed t ha t the ne w
S t a g e 1 : C l a r i f y Y ou r G o a l s f e a t u r e n e e d s t o i nc r ea s e r e v e n u e s
A t t h i s s t a g e , o n e m u st a i m t o c l ar i f y through one of the three revenue
d o u b t s i n o r d e r to p r ov id e s u i ta bl e s t r e a m s , a n d i t ha s t o b e c o h e s i ve
r e c o m m e n d a t i o n s. So m e p o s s i b le w i t h t h e e x i s t i n g s t ru c tu re .
q u e s t i o n s a t t h i s s ta ge c o ul d be :
What is the en d go a l of this S t a g e 2 : I d e n t i fy U s e r P e r s o na s
feature? Knowing and u n d e r s t a nd i n g
I n c r e a s e u se r e n g a ge m e n t customers and t h e ir ne e d s a re
I m p r o v e U I/ U X crucial. Let us co n s i d e r th e
I n c r e a s e r e ve nu e / s a le s c u s t o m e r s w e h a d i d e n t if i e d u s i ng
A d d i t i on a l In-App t h e B u s i n e s s M o d e l d e ve l op e d e a rl ie r
Purchases i n t h i s c h a p t e r. W e w i l l a tt e m p t t o
I n c r e as ed bo o k in gs c r e a t e a b a c k g ro u nd o f t h ei r ge ne ral
I n c r e as ed ad ve rt i si n g behaviours, d e m o g r a ph ic s , app
revenues j o u r n e y a n d p o s s i b l e n e e d s t o a ch ie v e
Increase m a rk e t s h ar e of clarity.
product

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 S t a g e 3 : R e p o r t U se Ca se
I n t h i s s t a g e , w e t ry t o c o n n e c t t h e a fo r e m e n ti on e d u s e r p e rs o n a s w i t h th e i r
needs.

S t a g e 4 : C u t T h ro ug h U s e C as e s
I n t h i s s t e p , w e c u t t hro u g h di ff e r en t u s e ca s e s l i s t e d a b o v e a n d c h oo se a fe w
t h a t s t a n d o u t b a s ed on o u r c ri te ri a o r g oa ls l i ke r e ve n u es ( in t hi s c a s e ) or
c u s t o m e r b e n e f i t s. B as ed o n th e a b o v e us e c a s es & ou r e n d g o a l o f in c r e as i ng
r e v e n u e , w e s h o rt l ist o u r t o p c as e s :
1. Q u a l i t y A i r p o rt Se a ti n g
2. C o m p a r e / F il ter Ho t el s
T h e s e a r e c h o se n a s t h e y wo u l d b e m o r e l i ke l y to h a v e a hi g h er fr eq u e n c y o f u s e
a n d b e r e l a t i v e l y e a s ier t o mo n e t i z e a s c om p ar e d t o t h e o t h e r o p t io n s .

S t a g e 5 : L i s t S o lu ti o ns
I n t h i s s t e p , w e li st a c o up le of so lu t i o n s t o s o lv e th e a b o ve -s ho r tl is t e d u s e c as es .
T h e m o s t f e a s ib l e s o lu t io ns , m e e t in g u s e rs’ n ee d s p o s t t h is s t e p , w i l l b e
considered for evaluation.

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 S t a g e 6 : E v a l u a te Tr a d e of f s
I n t h i s s t e p , w e e v a lu a t e th e so l ut i o n s o n v ar i ou s me tri c s t o i d e n t i f y w h ic h
s o l u t i o n w i l l b e m os t b en ef ic ia l fo r th e e n d- u s e r w h i l e s i m ul t a n e o us ly m e e t in g
o u r g o a l s a n d n o t o v er bu r de n in g ou r d e v e l o p m e n t r e so u r c es .

S t e p 7 : S u m m a ri ze
I n t h e f i n a l s t e p , w e d is cu ss ou r i d e n t if i ed s o lu t io n a n d t h e r a ti o n a le b eh i n d t h e
s a m e : “ F o r o u r ide n t ifie d go a l o f i nc re a si n g r e v e n ue b y de vel o p i n g a n e w f e a t u r e
w i t h i n t h e c o n str a i n ts of t he e x is t i ng in f r a s tr u c t u re , I r ec o m m en d d e v e lop in g a
L o u n g e D i s c o v e r y a n d B o o k in g F e a t u re . T h is fea t u re w i l l pr im a r i ly t ar g e t B us i n e s s
u s e r s w i t h f a m il i e s be in g s e c on d a ry ta rg e t s . I t h a s b e e n c h o s e n a s b u s in es s
t r a v e l l e r s t y p i c a l l y h a ve a h ig h fr eq u e n c y o f t r av e l, a n d s in c e t he i r bi ll s a r e
r e i m b u r s e d t h r ou gh c o m p a n y a cc o u nt s, t h ey a re le s s l i ke l y t o b e p r ic e e la s tic . W e
c a n p r o m o t e t h is f ea t u re to b e a n a l t e rn a t i ve t o b oo ki n g h o te l ro o m s fo r s h o r t e r
t r i p s . T h i s f e a t u r e is a l so l es s co m pl e x t o d e ve l o p t ha n th e a l te rn at i v es a n d th e
K P I s a r e e a s i e r to m ea s u r e f o r a n in cre as e in r e v e n u e a s th e y s ha r e a d ir ec t l i nk
a s c o m p a r e d t o a d v er ti si n g r e v e n u e s ”

References

B a r u a , S . ( 2 0 19 , N ov em be r ). 5 P r i n c ip le s o f U X D e s i gn . R e t r ie v ed f r o m
U X P l a n e t : h t tp s:/ /u x p l an e t .o rg / 5 -p r i n c i pl e s - of - u x- d es i g n -d 1 5 7 9 e7 26 7d b
L e w i s . ( 2 0 1 6 ). i m p ac t in t e rv ie w. R e t ri e v e d fr o m C i r cl e s M e th o d P ro d u c t De si g n
F r a m e w o r k : ht t ps : // w ww .im p a ct i n te r v ie w . c o m / 2 0 1 6 / 0 6 / c ir c l e s -m et ho d -
p r o d u c t - d e s ig n - f ra m e w o r k /
S k i f t . ( 2 0 1 6 ) . Sk if t Tr a v el T ec h 2 5 0 . R e t r i ev e d fr o m S ki f t:
h t t p s : / / s k i f t .c om / t ra vel t ec h2 5 0 / S t a t is t a . ( 20 2 0 ) . Gl o b al le is u r e t r a v e l s p e nd
2 0 0 0 - 2 0 1 9 . R et r ie v e d f ro m St a t is t a:
h t t p s : / / w w w . st a tis ta . co m / s ta ti s t ic s / 10 9 3 3 3 5 / l e is u re - tr a v el - s p e n d i ng -
worldwide/

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 Amrit Verma

Industry Overview Customer Needs

‘EdTech’ refers to t he us e of C u r r e n t l y , t h e a p p s i n th e m a rk e t
t e c h n o l o g y i n t he ed uc a ti o n se c to r, work as a supplement to th e
starting from s m a rt d e v ic e s in c l a s s r o o m s , l i k e t h e tu i t io n c l as s e s
c l a s s r o o m s , t e st p r e p p l a t for m s a n d w h e r e t h e s t u d e n t ' s l e a rni n g i s s e l f -
online c e r t i f i c a t io n s for s ki ll p a c e d a n d t a i l o re d t o t h ei r l e a rn i n g
development. India has o ve r 1 ,1 00 speed.
m i l l i o n w i r e l e s s i nt e rn et s u b s c r i b e r s
( S t a t i s t a , 2 0 1 9 ) wi t h a h ig h ra te o f A s c h o o l s t u d e n t ma y s t a r t u s i n g s u c h
a d o p t i o n . T h e Ed Te ch se c to r s to o d a n a p p a t a ve ry y o un g ag e , a nd
f o u r t h a m o n g s t a ll se ct or s , w it h 8 . 5 % c o n t i n u e u s i n g i t t h rou g h t o g ra d e 12 ,
o f t o t a l s t a r t u p in ve s t m e n ts i n 2 0 1 8 and for a s so ci a te d c om p e ti t i v e
(Statista, 2018). e x a m s . H e n c e , t he i r jo u rn e y b ec om e s
a l l t h e m o r e c r i t i c a l . T h er e fo r e , t h e
The startups in vo lv e d in K 12 and experience s h o u ld no t be
o n l i n e c e r t i f i c a t i on s ha ve ac co un te d h o m o g e n o u s f o r e v e r y o ne , a s i s t he
f o r a s i g n i f i c a n t s ha r e ( ~ 8 8 % ) of $ 1. 6 c a s e i n i n d u s t r i e s l i k e r i d e - h a i l in g ,
b i l l i o n w o r t h o f in ve st m en ts , in th e where the service is t he s a me
e d u c a t i o n s e c t or be t w e e n 2 0 14 a n d i r r e s p e c t i v e o f t he c h ara c t e ri s t ic s o f
2019 (inc42, 2 0 2 0 ). T his s ke w e d t h e u s e r . I t n e e d s t o be ta i l o r e d to
f u n d i n g i s i n p a rt du e t o t he g r ad e s - i n d i v i d u a l a b i l i t y a n d i nte r e s t s .
f i r s t a p p r o a c h o f t h e I n dia n ma rke t
a n d t h e n e e d f o r sk i ll e d la b ou r in t h e Student Journey
fast-growing s erv ice s s e c t or .
Moreover, I n d ian s have a higher T h e t y p i c a l c u s to m e r j o u r n e y of a
w i l l i n g n e s s t o pa y fo r e du c a t io n , a n d school student on an E du T e ch
c o n s u m e r i n c o m e in e l a st ici ty i n t h i s platform looks like:
market is g r e at er t ha n even
healthcare in some cases.

Figure 17.1 Student Journey

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 Parent Journey

P a r e n t s p l a y a n e ss en ti a l ro l e i n a ll t h e m a jo r d e c is i o n s of t h e i r k i d s , a n d
e d u c a t i o n i s n o d iff er e n t. As t h e a m o un t in v o l v e d i s s i gn i f i ca n t w it h t y p ic a l
y e a r l y p a c k a g e s in t he tu n e o f 1 00 00 a n d a bo v e , t h e sa l e i s o n ly po s s i ble w he n
b o t h t h e s t u d e n ts an d the i r p a r e nt s s e e v a lu e i n t h e p la t f o r m .

Figure 17.2 Parent Journey

Byju's

F o u n d e d i n 2 0 1 1, By j u 's is t he hi g h e s t v a l u e d E d T e c h c om p a n y i n In d i a w i t h a
v a l u a t i o n o f $ 1 1 bi ll io n a s o f S ep t em b e r 20 2 0 ( i n c 4 2 , 2 02 0 ) . I t e n g a g e s i n o n l i n e
t u t o r i n g w i t h p r e-r e c or d ed c o u rs e v id eo s , w h i ch ca n b e v i e we d e i t he r t h ro u g h a
m o b i l e a p p l i c a t io n ( i OS / A n d r o id ) or on t h e B y j u' s t a ble t .

B y j u ' s h a s a r a n g e of ap p s , w h ic h t a r g et s s t ud e n ts fr om k i nd e r ga rt e n ri g h t u p t o
g r a d e 1 2 , a s w e l l a s fo r c om pe t it i ve e x a m s , w hi ch s ig ni f i c a n t l y i n c r e a s e s t h e
c u s t o m e r l i f e t i m e va l u e .

Figure 17.3 Byju’s range of apps

Vedantu

F o u n d e d i n 2 0 1 1 , it o p e r a t e s a s a m ar k e t p l a c e f or t e a c he r s a n d s t u d e n t s wh e r e
t h e s t u d e n t s ca n e n r o l in c l as s e s o f t h e t ut o r o f t he i r c ho i c e . It u s e s a
proprietary v i r tu a l l e a rn i n g e n v i r on m e n t, WAVE (W h i te b o ar d A ud i o Vi d e o
E n v i r o n m e n t ) t o d e li ve r liv e c l a s s e s t hro u g h i t s w e b si t e a n d m o bi l e a p p li c a ti o ns .

V e d a n t u c a t e r s t o s tud en t s o f g r a d e s 6 t o 1 2 , pr i m a r i l y f r om t h e C B S E a n d I C S E
b o a r d s . T h e y p r o vid e s u m m ari s ed n ot e s a t t h e e n d of e a c h c la s s .

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 Business Model Canvas

T h e p o i n t s i n r ed a r e sp e c ifi c t o B y j u ' s & th o s e i n y e l lo w a r e s p e c i fi c t o V e d an tu ,

w h i l e t h e r e m a i n in g po int s a pp l y to b o t h t h e co m p a n i e s .

Figure 17.4 Business model canvas

Evaluation of the Product

T h e c o m p a n i e s op er a ti n g o n t he s u b s cr i p ti o n mo d e l ha v e t w o p r i m a ry t a sk s a t
h a n d . F i r s t l y , s ign in g u p t he c u st o m e r, a n d s e c on d ly , r e d u ci ng t h e c h ur n th r ou g h
h i g h e r e n g a g e m e nt a n d v al u e de li v e ry . T h e U I / U X a n d f e a t ur e s o f t h e a p p s h a v e
b e e n e v a l u a t e d b a se d on t he f o llo wi n g th re e s t a g e s :
T r i a l & O n - b o a rd in g
N u r t u r i n g & Ex p a n s ion ( N iel se n 's H e u ri s ti c s)
R e n e w a l & L o y al t y

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rushikesh.kure@gmail.com
rushikesh.kure@gmail.com
 Recommendations and Product I n c l u s i o n o f a H el p D o c u m e n t : A
Improvement g u i d e t o h e l p r e s ol v e is s ue s o n t h e
go would i m p r ov e th e user
I n t r o d u c t i o n of a S ea r ch Ba r : I t experience, as the c u rr e n t
w o u l d a l l o w st ud en t s t o d ire c t l y m e t h o d s o f c a l l i n g u p th e se rv i ce
look for t he l es so n, wi t ho u t e x e c u t i v e , o r w a i t i n g f o r a re pl y
w a s t i n g t i m e i n r e m e m be rin g t h e o n t h e m a i l i s t oo c u m be r s o me .
p a t h , a n d n a v iga t in g t o t he sam e . In-app P u rc ha s e s : A l lo w up-
g r a d a t i o n o f t h e co nte nt b y p ay i n g
from within the app, without
c a l l i n g u p t h e s e r v i c e c e n t re , w i th
t r a n s p a r e n t p r i c i ng .

Figure 17.5 Disney Byju's early learn app (v 2.8.0; 21st sep 2020)

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 Figure 17.6 Byju's parent connect app (v 3.3.0; 21st sep 2020)

Figure 17.7 Vedantu app (v 1.7.3; 21st sep 2020)

References Statista. ( 2 0 1 8) . R e t r i e v ed fr o m
i n c 4 2 . ( 2 0 2 0 , F eb ). R e t ri e ved f r o m h t t p s : / / w w w. s ta ti s t a . co m / s ta t i s t i
h t t p s : / / i n c 4 2 .c o m /d a ta l a b / t he - c s / 1 0 1 8 6 0 1 / i nd ia - s h are -o f - s t a r t -
l a n d s c a p e - o f -ed t e ch- m a p p i n g - u p - d e a l s - b y - s e c t o r/
t h e - i n n o v a t i o n - r ev am p in g- Statista. (2019, Dec). R e t r i e v ed
e d u c a t i o n - i n - in d i a / from
inc42. ( 2 0 2 0) . R et rie v ed f ro m h t t p s : / / w w w. s ta ti s t a . co m / s ta t i s t i
h t t p s : / / i n c 4 2 .c o m /f e a tu r e s/ by j u - c s / 2 5 8 7 9 4 / m o b i l e -t e l e c om -
b e f o r e - b y j u s - t he - m a k i ng -o f -t h e - s u b s c r i b e r s - i n -i nd ia - by -
w o r l d s - m o s t - va l u a b l e - ed te c h - company/
company/

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 Dhiraj Kulkarni

Industry Overview H o m e F o o d t o t he of f ic e : T h e s e
c o m p a n i e s e n a b l e us e rs to p la ce
Foodtech a p p l ic a t io ns h av e seen d e l i v e r y o r d e r s , a n d o ffe r pi ck u p
t r e m e n d o u s g r o w t h in re c en t y e a r s . f a c i l i t i e s f o r t h e f oo d p r e p a r ed b y
T h e c o n t r i b u t i o n of on lin e o r de rs to h o m e c h e f s . F or e x a m p l e , O ot a bo x.
t h e o v e r a l l f o o d d e l i ver y m a r k e t h as R e c i p e D i s c o v e r y : T he s e p l a tf o r m s
g r o w n f r o m 2 % in 2 0 16 t o 1 1% in e n a b l e u s e r s t o s e a rc h , s t o re , an d
2 0 2 0 . Z o m a t o h a s s ho wn a n in c r e a s e u p l o a d t h e i r re c i p es . F o r e xa mp l e ,
o f 4 x i n t h e n u m b er of o rd er s in th e Tastemade.
f i r s t q u a r t e r o f 2 0 2 0 a s c om p a re d to Personalized n u t r i t io n: These
2019, showing the in c re a s in g companies o f fe r personalized
p o p u l a r i t y o f t h e o nl in e f o od d eli v e ry n u t r i t i o n pl a n s a nd d i e t t o t he
a p p l i c a t i o n s . T h e in d u s t r y c o m p r i s e s u s e r s . F o r e x a m p l e , Da y T w o .
a m u l t i t u d e o f bu sin es s m od e l s. S om e
of the prominent bu si n es s m od e l s O t h e r b u s i n e s s m o d el s i n c lu d e , b u t
include: are not limited to dine out apps,
R e s t a u r a n t A g g r e ga to r : T h es e a r e recommendation apps, in no v a t i v e
the platforms t ha t h ost the r e s t a u r a n t s , c a t e r i n g pl a t f o rm s , c he f
restaurants and allow users to marketplaces, an d n ov e l fo o d s . Fo r
search for r es t a u ra n ts . For further discussion, the r es ta u r a n t
e x a m p l e , Z o m a t o , S w ig gy . a g g r e g a t o r b u s i n e s s m o d e l i s c ho s e n ,
On-Demand F oo d : These a n d i n p a r t i c u l ar, Z o m a to an d S w i gg y
restaurants ha ve th e ir own a r e t h e f o c u s a p p l i ca t i o ns .
centralized k it c h e ns a nd t ak e
orders t h r ou gh t h ei r own Business Model Analysis
a p p l i c a t i o n / w e b si t e. F or ex a m p l e ,
R e b e l F o o d s , F r e sh m e nu . S w i g g y: S w i g g y i s l i mi te d to he l p i ng
R e a d y t o h e at fo o d : T h e p l a t f o r m s users to find re s ta u r a n t s / d i s h e s .
w h i c h p r o v i de t h e r e a d y t o h e a t Once the user places an o r de r,
m e a l s d e p e n d in g o n t he d e m a nd o r S w i g g y ’ s d e l i v e r y pa r t ne r s wi ll v i s i t
the s u b s c ri pt io n. Fo r e xa mp l e , t h e r e s t a u r a n t t o p i c k t h e o r d e r an d
Freshly. w i l l d e l i v e r t o th e cu s t o m e rs .

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 Figure 18.1 Swiggy business model canvas

Z o m a t o: I n a d d it io n to w ha t Sw i g g y o f fe r s, Zo m a t o a l so p r o v id es a p la t fo r m to
e x p l o r e t h e d e t a il e d re v ie w s o f t he re s ta ur a n t a l on g w i t h a p i c ku p o p t i on . T h e y
a l s o p r o v i d e a ‘ hy p er p u re ’ opt ion t o re s t a u r a n ts , a i m e d a t p r ov i d i ng h i g h q u a li t y
f r e s h r a w m a t e ri a l t o t he r es ta u ra n ts . T h e e le m e n t s o f b u s i ne ss c a nv a s wh ic h
d i f f e r f r o m S w i g g y a r e c ol o re d i n r e d .

Figure 18.2 Zomato business model canvas

User Persona

T h r e e d i f f e r e n t u s e r p e r son a s c a n b e d e fin e d o n t h e b a si s o f t he fr eq u e n cy o f
o r d e r s a n d t h e a f fin it y to w a r ds d i s h e s .
1. A u s e r w h o i s n e w t o th e p la t fo r m a n d w an t s t o ex p l ore v ar i o u s re s t a ur an ts , o r
t h e u s e r w h o d oe s n o t ha ve an y b i a s t o wa r d s a p ar t i c u l a r re s t a u r a n t o r d i s h .
2. A repeat u se r who wa n t s to ex pl o re th e d is h e s of a p a rt ic u lar
c u i s i n e / r e s t a u ra nt o n l y.
3. A r e p e a t u s e r w ho o rde rs pr e v i o u s l y o r d e r e d i t e m s f r om f av o r i t e r es t a u ra n t s
frequently.

Typical User Journey

S w i g g y: T h e t y p ic al u s e r j ou r n e y i n S wi g gy i s a s b e l o w :
L o g i n / S i g n u p : T he us er l og s i n, e i th e r u s in g m o bi l e n u m b e r / e m a il or so c ia l
m e d i a a c c o u n t s. T he us er c a n s k i p t h e p r o c e s s o f l o g i n a n d e x p l o r e t h e m e n u
o f t h e r e s t a u r a nt .
R e s t a u r a n t Se a r c h : Th e u se r s e a r c h e s fo r th e re s t a u ra n t a n d s e l e c t s a
r e s t a u r a n t f rom w hi c h t h e y w a n t t o o rd er .
P l a c i n g t h e O r d er: Th e u se r s el e ct s t h e d i s h e s th a t th e y w a n t t o h av e f r o m a
r e s t a u r a n t a nd t h en p l a c es an or d e r .
T r a c k i n g : A f t e r t h e p a y me n t is do ne , t h e u se r tr ac k s t h e p ro g re s s of t h e o rd e r .

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 Z o m a t o: T h e t y p ic a l u s e r j our n e y i n R e s t a u r a n t E x p l o r e r P a ge : T hi s i s t he
Zomato is: p a g e w h e r e t h e u s e r s w i ll e x p l o r e t h e
Login/Signup: T he user l o gs in d i f f e r e n t r e s t a u ra nt s a v a i la b le .
e i t h e r u s i n g m o bi l e nu m ber /e ma il S w i g g y: S w i g g y ’ s r e s t a u r a nt ex p l o r e r
o r s o c i a l m e d ia a cc ou nt s. T he u s e r page looks cluttered, w it h off er s
c a n s k i p t h e p r oc e s s of l og i n a nd floating e v e r y w h e re . They co u ld
explore the me n u of th e i n s t e a d h a v e o n l y o n e r o w fo r of f e rs ,
restaurant. rather than b o m b a rd i n g the users
Restaurant Se a rc h : The user w i t h o f f e r s . T he y d o p ro v i d e ‘ T o p
s e a r c h e s f o r t h e r e s t au ra n t a n d Picks for You’ at the b e g i n ni n g ,
s e l e c t s a r e sta ur a nt f r o m wh i ch a c c o u n t i n g f o r t h e u s e r p r e fe re n c e s
t h e y w a n t t o o r de r. o r t h e p a s t o r d e rs o f a u s e r . I n t h e
T h e r e a r e t w o cho ic e s a v a ila bl e t o r e s t a u r a n t d i s p l a y p a ne l , t he y h a v e
t h e u s e r s o f Zo m a t o , e it h er s i m i la r t i m e f o r d e l i v e r y , th e a v er a g e co s t
t o t h e S w i g g y u se r, t h ey ca n pl a c e p e r p e r s o n , a nd t he ra ti n g of t h e
t h e o r d e r , o r c an ex p l o re m o re r e s t a u r a n t . B u t t he y d o no t h av e a n y
about the re s ta u ra nt t h r o ug h filters on t he page. Also, the
d e t a i l e d r e v iew s a n d p ho to s . extracted number of people who have
Tracking: If the u se r g oe s fo r rated the r e s ta u ra n t is u n k no wn ,
p l a c i n g a n on l in e o rde r t hr o u g h impacting the tr u s t of t he user.
t h e a p p l i c a t io n , h e/ s h e c an t ra c k T o w a r d s t h e b o t t om o f t h e p a g e , t h e
t h e p r o g r e s s o f th e o rd e r. u s e r h a s s e a r c h, c a r t , a nd a c c o u n t
options. The c a rt o p ti o n seems
App Critique and Comparison u n w a r r a n t e d w he n t he re a re no i t e m s
i n t h e o p t i o n . T he op ti on c o u ld h a v e
D i s c l a i m e r s : T h e cr i t iq u e is d o n e o n been made dynamic.
t h e b a s i s o f t h e ap p s ’ d e si g n as o n 1 s t Z o m a t o: Z o m a t o ’ s re s ta u ra n t e x p l ore r
Oct, 2020. p a g e c o n t a i n s a l is t o f r e s t a u ra n ts ,
similar to the Swiggy. But t he
S i g n - i n O p t i o n: L a z y sig n - in i s a n i n f o r m a t i o n r e l at e d t o the n u mb e r o f
important f e a t u re , co ns id eri n g a o r d e r s s i n c e t h e l o ck d o wn h as b e e n
h u n g r y u s e r w il l b e lo o ki n g f o r fo o d i m p o s e d i s g i v e n s o a s t o g a i n th e
q u i c k l y a n d h e n c e f o r c e d s ig n in a t trust of the user. There is also an
t h e s t a r t c a n in cr e a s e t he bo u n ce option to b o ok m a rk a p a rt i cu l a r
r a t e . B o t h t h e a p p l ica t io n s gi v e a n r e s t a u r a n t . A l s o, t h e f il t e ri ng op t i o ns
o p t i o n o f l a z y s ig n in g in a n d a ll ow including cuisine, ra t i n g, cost pe r
users to e x p l or e th e d is hes and p e r s o n a l o n g w i t h s o rt i ng o p t i o n s b y
r e s t a u r a n t s w it ho u t m a n d a ti n g th e m d e l i v e r y t i m e , c o s t, a n d p o p u la r i t y
t o l o g i n . T h e s ign in ca n be d o n e a r e a v a i l a b l e , e a s in g o u t t h e p ro ce s s
w h e n t h e u s e r i s pl a cin g t h e o r d e r . of finding the best s u it a b l e
B u t , t h e o p t i o n t o sk i p th e lo g i n is r e s t a u r a n t f o r t h e u s e r . T he a p p al s o
m o r e i n t u i t i v e in t h e ca s e o f Zo ma t o o f f e r s t o p b r a n d s in t h e s p o t l i g h t ,
w i t h t h e b u t t o n t it l e a s ‘S ki p ’ . I n t he what’s new on Zo m a to , and o t he r
c a s e o f S w i g g y , t h e o p t io n o f l a z y o p t i o n s t o h e l p o u t e x p l or e rs t o tr y
s i g n - i n i s a v a i l a b l e wit h b ut ton ti l e n e w i t e m s o r t h e i t em s l i k e d b y t h e
‘ S w i g g y ’ m a k i n g it l e ss int u i t iv e t ha n c o m m u n i t y . T o w a rd s t h e b o t to m o f
Zomato. the screen, t h e re a re op t i o n s for
h i s t o r y , v i d e o s , a nd ac c o u n t

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 m a n a g e m e n t . T he h ist o ry o p t io n i s reviews for a ll t he dishes in th e
particularly u se f u l fo r th e t hi r d r e s t a u r a n t f o r g a i ni n g t he tr u st o f
p e r s o n a , w h o m ig h t be in t e r e st e d i n t h e u s e r . T h i s , in m y o p i n i on , i s o n e
r e p e a t i n g t h e p a st or d e rs f re q ue n t l y . o f t h e t o p d i f f e re n t ia t i n g f e a t u r e s i n
A l s o , t h e v i d e o op t io n g ive s a cc e s s t o Z o m a t o , a s n o t a l l t h e d i sh e s in t h e
Zomato o r i g i n a l s, c o ok w it h p ro s , r e s t a u r a n t s a r e e q ua l l y g o o d . I t a l so
e a s y t o c o o k re c ip e s i n cr e a s in g t h e provides best s e ll e r d is he s , a nd
u s e r e n g a g e m e nt in th e ap pl ica tio n. u n l i k e S w i g g y , be s t se l l e r di s h e s a re
displayed at the t op , m a k in g the
R e s t a u r a n t L a n di n g Pa ge: W he n the o r d e r i n g p r o c e s s co nv e n i e n t fo r t h e
user finalizes which res ta ura n t to u s e r s . Z o m a t o a ls o t ri e s t o in c r e a s e
order from, t he y l an d on the t h e o r d e r v a l u e t hr ou g h s u g g es t i o n s
r e s t a u r a n t ’ s l a n di n g pa ge , w h er e t he y s u c h a s p o p u l a r a dd -o n s, w h ic h g e t
can select d is h es , f r om th e d i s p l a y e d w h e n t h e u s e r i s in th e
r e s t a u r a n t ’ s m e nu . p r o c e s s o f c o m p l e ti n g t he p a y m en t.
S w i g g y: T h e r e st au r a n t la n d in g p a g e
i n S w i g g y s h o w s a r a tin g, d e l iv e r y C o v i d R e l a t e d I n i t i a t iv es : In t i m e s
t i m e , a n d c o s t pe r pe rs on o n t h e l i k e C o v i d , u s e rs ca r e a b o u t s a f e t y
p a g e . T h e n u m b er o f p e o pl e w h o h av e the most. In any food delivery
rated the r e s t au ra n t is n ot made platform, food t r an s f e rs f r om
p u b l i c a n d i s s h o wn a s 20 + o r n u l l o n restaurant personnel to d e li v e r y
the page. S w i gg y c ou l d sh ow th e p a r t n e r s t o c u s t om e r s. A s m u l t i p l e
number of r e vie w e rs e x pli c it l y , to p e o p l e a r e i n v o l v e d i n t h e e n d - t o-
g a i n m o r e c u st om e r t r u s t an d a d d end delivery of fo o d , g a i n i ng th e
c r e d i b i l i t y t o t h e r a t i n g sy s te m . A ls o , t r u s t o f t h e u se rs , pr o vi d i n g t he m
it provides an o p t io n to m a rk a w i t h c o n f i d e n c e a ro u n d t he s a f e t y
r e s t a u r a n t a s a f a vo rit e . A s c om pa r e d m e a s u r e s t a k e n b y t h e p la tfo rm i s o f
to Zomato’s b ook m a r k fe a t u r e, p a r a m o u n t i m p ort a n ce t o a n y f o o d
m e n t i o n e d i n t he r es t a u ra n t ex p l o re r delivery platform.
p a g e , t h e f a v o r ite r es t a u ra n t f ea t ur e S w i g g y: Swiggy m e n t io ns ‘d e l i v er y
i n S w i g g y i s w el l p la c ed , a s t h e u s e r partner safety’ on its r e s t a u r a nt
w i l l m a r k a r e st a u ran t f a v or it e o n l y explorer page. Bu t it d oe s no t
a f t e r l o o k i n g a t t h e m en u . T h e p a g e mention the safety precautions
a l s o m a r k s s o m e of the dis h e s a s be s t followed by a restaurant. A l s o , th e
s e l l e r s o n t h e m en u, bu t th ey a r e d e l i v e r y p a r t n e r s a fe t y b a nn e r i s n o t
r a n d o m l y p l a c e d on th e m e n u . S w i g g y a t t h e t o p o f t h e p a g e . H e nc e , t h e
could have p l a c ed the bes t s e ll e r u s e r a t f i r s t g l a n c e , wo u l d n o t s e e
i t e m s a t t h e t o p . t o pro v id e t he u s e r t h e i n i t i a t i v e s t a k e n b y S w ig g y t o
c o n v e n i e n c e o f f in d in g t h e p o p u l a r d e l i v e r t h e f o o d s a fe l y .
dishes. Z o m a t o: Z o m a t o me nt i o n s h ow f o o d
Z o m a t o: Z o m a t o’ s l a n d in g p ag e h a s d e l i v e r y i s s a fe an d ho w cu s to me rs ’
d e t a i l e d r e v i e w s o f th e r es ta u r an t, s a f e t y i s a p r i o ri t y fo r t h e m. T h e y
along with time for d el i ve r y . T he h a v e a l s o m e n t i on e d th e nu mb e r o f
r e v i e w h i g h l i g h ts ar e a l s o pr o v id e d , o r d e r s d e l i v e r e d s i n ce t he l o c kd ow n
t o g e t t h e g i st of al l t he r ev i e w s started. They also m e nt i o n the
m a k i n g t h e p r o c e ss o f go in g t h r o u g h number of o rd e r s fr o m each
t h e r e v i e w e a s y a n d c o mf or t a b l e for r e s t a u r a n t , g i v in g a se n s e o f s a f e t y t o
t h e u s e r . T h e a p p al s o p ro vi d es t h e c u s t o m e r s . O n th e r es ta u r a n t ’s
landing page,

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 Z o m a t o e x p l i c i t ly m e nt ion s t h e s a fe t y References
measures f o l l o we d by a pa r ti c u l a r
r e s t a u r a n t i n a n a t te m p t to r e in fo r c e h t t p s : / / b r a nd ri d d l e .c o m / z o m a t o -
t h e t r u s t i n t h e cu sto m er . business-model/
h t t p s : / / b r a nd ri d d l e .c o m / s w i g g y -
I n a n u t s h e l l , z o m a t o a p p e ar s t o b e business-model/
d o i n g b e t t e r i n t e rm s o f c u s t om er h t t p s : / / b s t r a te g y h u b. co m / z o m a t
c o n v e n i e n c e , e a s in g o u t t he p r o ce ss o - b u s i n e s s - m od e l - ho w - d o e s -
o f f o o d o r d e r in g , b ri ng ing in m ore z o m a t o - m a k e - m on e y /
transparency and c us t o m e r h t t p s : / / b s t r a te g y h u b. co m / s w i g g y
e n g a g e m e n t . O rd er tr ac ki n g on t h e - b u s i n e s s - m o d e l- h ow - d o e s -
a p p s i s n o t c ov er e d in t h is c h a p t e r, s w i g g y - m a k e - m o ne y /
a n d i s l e f t t o t h e r e a de r to e x pl o r e .

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 Section 4

rushikesh.kure@gmail.com
 Ishmeet Singh, Yuvraj Singh Bawa

Problem p e r s o n a l u s e r s on In s t ag r a m w i t h th e
I n t e r v i e w e r: E st i m a te t he n u m be r o f a v e r a g e n u m b e r o f u pl o a d s t he y m ak e
I n s t a g r a m u p l o a d s o c c u r r in g in I n d i a e a c h d a y . F i r s t , I s h a l l es t i m a t e t h e
n u m b e r o f p e r s o n a l us e rs . T h e n I wi l l
A s k c l a r i f y i n g q ue s t io n s c o m e u p w i t h t he a v e r a g e n u m b e r o f
C a n d i d a t e: I’d l ik e to a sk some uploads figures by s p l i t ti n g these
c l a r i f y i n g q u e s tio n s . D o y ou wa nt me users into c a te g o ri e s based on
t o e s t i m a t e t h e nu m be r of u p lo a ds f r e q u e n c y o f u s e.
p e r d a y o r p e r y e a r?
I n t e r v i e w e r: A l ri g ht , g o a he a d .
I n t e r v i e w e r: U p l o ad s pe r d a y.
Guesstimate
C a n d i d a t e: Do u p lo a d s c on si s t of ( C a n d i d a t e w r i t e s d o wn t h e f o ll ow i ng
p o s t s o r s t o r i e s o r bo t h ? o n a s h e e t o f p a p e r)

I n t e r v i e w e r: C o n si de r on l y po sts . General equation:

# uploads = [# of u s e rs on
C a n d i d a t e: Are we c on sid e r i ng I n s t a g r a m ] * [ a v g . n um b e r o f u p lo a d s
p e r s o n a l o r b u s i n es s a cc ou n t s ? per person each day]

I n t e r v i e w e r: C o n s id e r o n ly p e rs o na l C a n d i d a t e: T o e s t i m a t e t h e n u m b e r o f
accounts for now. p e r s o n a l u s e r s of In s ta g ra m , I w i ll
multiply the fo ll o w i n g p a r am e t e rs:
C o m m e n t s: T h e c la r if y ing q u e s ti on s ( C a n d i d a t e w r i t e s d o wn t h e f o ll ow i ng
showcase th e c a n d i da t e ’ s o n a s h e e t o f p a p e r)
u n d e r s t a n d i n g o f th e d iff er e n t ty p e s
of uploads that can be ma de on [# of users on In s t ag r a m] =
I n s t a g r a m ( p o s ts , st ori e s) , a n d th e [ p o p u l a t i o n o f In d i a ] * [ % p o p u la t i o n
u s e r p r o f i l e s ( pe r s on a l , bu sin es s ) . It with smartphone and a cc e ss to
portrays a sense of internet] * [% of pe o p l e on
c o m p r e h e n s i v e ne ss . I n s t a g r a m ] * [ % o f m o n t hl y a c ti v e
users]
S t r a t e g y F o r m u l at i o n
C a n d i d a t e: I w i ll a p p r o ac h t hi s
p r o b l e m b y e s t i m a t in g t he n u m be r of

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 C a n d i d a t e: T h e p op u la t io n of I n d ia is Comments:
1 . 2 b i l l i o n . D u e to a n a l l-t i m e h ig h
penetration of mo b i l e s er v ice s , I T h e c a n d i d a t e pr o v i d e s ra t i o na le for
estimate that 40% u se r s have a e v e r y e s t i m a t e t he y m a ke . T h ey a l s o
s m a r t p h o n e w i t h a cc e s s t o in t e rn e t . simplify t h e ir c al cu l a t i o n s by
I n s t a g r a m i s t h e t hi r d mo st p op u la r r o u n d i n g o f f . T h i s i s a g o o d t ri c k , as
a p p o n t h e P l ay S tor e w it h o ve r a numbers can s t a rt g e tt i n g
b i l l i o n d o w n l o a d s, s o I a ss u m e t h at complicated when s e g m e n ta t i on is
5 0 % o f t h e s e u se rs h a v e I n s ta g r a m . d o n e . T h e C a n d i d a te a l s o p r o v i d e s
A b o u t 3 0 % o f th e s e a c co un ts w o u l d a l t e r n a t e w a y s of s eg m e n t in g , w hi c h
b e f a k e o r i n a c t iv e, l ea v in g u s w i th shows that t he y u nd e rs t a n d th a t
7 0 % m o n t h l y a c t i ve us ers . trends can v ar y a cr o s s user
demographics.
I n t e r v i e w e r: S o u nd s r e as on a b l e.

( C a n d i d a t e w r i t es do wn t h e f oll ow in g
o n a s h e e t o f p a p e r)
[ # o f u s e r s o n In st ag r a m ] = 1. 2 b i ll i o n
* 4 0 % * 5 0 % * 7 0 % = 16 8 m il lio n

C a n d i d a t e: I ’ l l r o u n d t ha t of f t o 1 7 0
m i l l i o n . N o w , I ’ ll e st im a te t he a v e r a g e
n u m b e r o f u p l o ad s pe r pe r so n p e r
d a y . F o r t h i s , I ’ll d ivi d e t h e m o n t hl y
a c t i v e u s e r s i n t o t h re e c a t e go ri e s ,
with rough e st i ma t es for the
p e r c e n t a g e o f u se rs in ea c h ca t eg o r y
f r o m m y o w n e x p erie nc e:
1. L i g h t u s e r s : 1 p os t e v e r y m on t h on
a n a v e r a g e - 3 0% = 5 1 mi l li o n
2. M o d e r a t e u se rs: 1 p o st e v er y 10
d a y s o n a n av era ge - 60 % = 10 2
million
3. H e a v y u s e r s : 1 p o st e ve r y 2 d ay s
o n a n a v e r a g e - 1 0% = 17 m il lio n

T h e r e f o r e , n u m b er of p os ts p er d a y =
5 1 * 1 / 3 0 + 1 0 2 * 1/ 10 + 1 7 * 1/ 2 ≈ 20
million posts

A d d i t i o n a l w a y s o f s eg m e nt i ng wh i c h
could be done:
A g e / g e n d e r wi se s eg me n t a ti o n f o r
posting habits
U s e r s c o u l d b e I nd ia n s o r t o u r is t s
m a k i n g p o s t s in I n d ia

I n t e r v i e w e r: S o u nd s g o o d, t ha n k y o u .

rushikesh.kure@gmail.com
 Akash Shukla

I n t e r v i e w e r: E s t im a te th e re ve nu e F o r e s t i m a t i n g t h e t o t a l n u m b e r of a d
t h a t Y o u T u b e m a k es in a d ay ? v i e w s , t h e r e a r e t w o wa y s w e c a n g o
about it - es t i m a t i ng f r om th e
I n t e r v i e w e e: I n te res t in g! T o e st i ma te d e m a n d s i d e a s t o h ow m a n y v id eo s
t h e t o t a l r e v e n u e , I w il l h av e t o br e a k d o p e o p l e w a t c h on Y o u T u b e o n a
d o w n t h e s a m e i n t o rev en u e s tr e a m s . d a i l y b a s i s . T h e s e c o n d w a y i s fro m
A s p e r m y k n o w l e dg e , Y o u Tu be ha s the supply side as to how many video
multiple revenue s t re a m s - Ads, views does Y o u T u be have the
Y o u T u b e m u s i c , Y ou Tu b e TV , a ff il i a t e c a p a c i t y t o s e r v e . S i n c e , i n th i s c a s e
m a r k e t i n g , e t c . A d r e ve nu es f or m th e c a p a c i t y w i l l n ot b e a p ro b le m a s
m a j o r i t y o f t h is . A m I m iss in g a ny Y o u T u b e c a n e as i l y s ca l e u p i t s in fra
r e v e n u e s t r e a m ? D o yo u wa n t m e t o t o s e r v e t h e d e ma nd , w e s h o u l d g o
g o i n t o a p a r t ic u l a r r e ve n u e s tr e a m via demand e s t i m a t i on . D oe s t h is
or across all of them? sound fair?

I n t e r v i e w e r: S in ce y ou m en t i o n e d I n t e r v i e w e r: A l ri g h t , t h a t d o e s s o u n d
t h a t a d r e v e n u e s fo rm a b ul k o f i t , like a plan. Lets go ahead.
l e t ' s d e e p d i v e i n t o t ha t .
I n t e r v i e w e e: F o r e s ti m a t i n g t h e to ta l
I n t e r v i e w e e: S u r e, d o yo u wa n t m e to n u m b e r o f a d v i ew s i n a d a y , I w i l l
c o n s i d e r t h e a d r e v e n u e s of Yo u T u b e s t a r t w i t h t h e p op ul a ti o n o f t he U S ,
g l o b a l l y o r i n a sp ec ifi c ge og ra p h y ? segment it i n to age i nt e rv a l s and
t h e n a s s u m e a p e rc e nt a g e o f th e m
I n t e r v i e w e r: G oo d tha t y ou as ke d t h a t w a t c h e s Y o u T ub e v i d e o s o n a
that! Lets look at e st im a t i n g t he d a i l y b a s i s . T h i s w i l l g iv e m e a v e r a g e
r e v e n u e s s p e c i f ic a ll y in t h e U S. t o t a l d a i l y Y o u t u be v i e w e r s i n t h e U S .
T h e n , I w i l l a s s u m e t he n u m b e r o f
I n t e r v i e w e e: A l ri g h t s o t he ap p r o a c h v i d e o s w a t c h e d b y e a c h o f t h es e a g e
I ’ m g o i n g t o t a k e i s a s f o ll ow s - s e g m e n t s o n a d a i l y b a s is to g e t t o
t h e t o t a l n u m b e r o f Y o u t u b e vi d e o
Y o u t u b e a d r e v e n ue s = To ta l n um b e r views in a day. A s s u m i ng a
o f a d v i e w s x a v g c h ar g e p e r a d vi e w p e r c e n t a g e o f th i s h a s a d s o n i t, we
c a n g e t t o t h e t ot a l a d v i e w s p e r d a y
Youtube ad rev en u es = Vi d eo s in the US.
w a t c h e d p e r d a y x A vg a d s/ vid e o x
a v g c h a r g e p e r a d vie w

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 I will start wi t h the t o ta l US I n t e r v i e w e r: A l r ig h t a n y t hi ng el s e
p o p u l a t i o n a s 3 0 0 m w ith a n av e ra g e t h a t y o u w o u l d wa nt t o s e e i n t h i s?
life expectancy of 80 years and
a s s u m e a u n i f o r m a g e dis t ri b u t io n . I n t e r v i e w e e: I w o u ld l i ke t o h a v e a
sanity check on t hi s answer. I’ m
Estimating the avg n u m be r of getting a per a n nu m Youtube
Y o u T u b e u s e r s pe r d ay - revenues of = $10 * 365 = $3. 6 5
0 - 5 y r s : d o e sn’ t w a t c h = > 0 billion
5 - 1 0 y r s : wa t c hes o n 5 0 % of t he
d a y s = > ( 5 / 8 0 ) *3 0 0 *5 0 % = ~ 10m I know that G o og l e makes ad
10 - 20 y r s: watch d ai l y => revenues of ~$ 1 0 0 billion on an
( 1 0 / 8 0 ) * 3 0 0 * 10 0 % = ~4 0m annual basis of which Y ou T u be
20 - 40 y rs: watch d a i ly => contributes a ro u n d 10-15%. T h is
( 2 0 / 8 0 ) * 3 0 0 * 10 0 % = 7 5 m brings global youtube r e v e nu e s to
4 0 - 6 0 y r s : wa t c h o n 7 5 % o f t h e a r o u n d $ 1 0 - $ 1 5 b i l l i o n.
d a y s = > ( 2 0 / 8 0 ) * 30 0 *7 5 % = ~ 6 0 m
6 0 - 8 0 y r s : w a tc h o n 5 0 % d a y s = > $ 3 . 6 5 b i l l i o n f o rm s a b i g c hu n k o f t h i s
( 2 0 / 8 0 ) * 3 0 0 * 50 % = ~ 4 0 m r e v e n u e c o m i n g f ro m t h e U S a lo n e . It
sounds sane g i ve n the higher
S o n o w w e h a v e th e d a ily vie w e r s i n t e r n e t p e n e tr a t i on i n t h e co u n t ry
a c r o s s a g e s e g m e n t s w e c a n go a he a d as compared to other geographies.
w i t h c a l c u l a t i n g t h e d a il y vie ws -
0 - 5 y r s : 0 d a ily vi e ws I n t e r v i e w e r: A lr ig h t , s ou nd s fa i r, we
5 - 1 0 y r s : w a t ch 5 v id e o s p er d a y c a n e n d t h e i n t e r v i e w h e re .
= > 5 * 1 0 = 5 0 m vi e w s
1 0 - 2 0 y r s : w a tch 2 0 v ide os pe r
d a y = > 2 0 * 4 0 = 8 0 0 m vie w s
2 0 - 4 0 y r s : wa t c h 1 0 v id e os p e r
d a y = > 1 0 * 7 5 = 7 5 0 m v ie w s
4 0 - 6 0 y r s : w a t ch 5 v i d eo s p e r
d a y = > 5 * 6 0 = 3 0 0 m v ie w s
6 0 - 8 0 y r s : w at ch 5 v id e os p e r
d a y = > 5 * 4 0 = 2 0 0 m v iew s

H e n c e , w e g e t t he t ot a l n u m be r of
v i e w s a s = 5 0 + 8 0 0+ 7 5 0 +3 0 0 +2 00 = 2 .1
billion views

We will assume that of t he se 2. 1

b i l l i o n v i e w s , 5 0 % o f t he m h a ve a d s
s h o w i n g u p o n t he m => T h is gi ve s u s
a t o t a l o f ~ 1 b n a d vi ew s p er d a y .

T o t a l e s t i m a t e t he ad r e ve n u es , I’ l l
a s s u m e a p e r $ 1 0 c ha rg e p er 1 0 0 0
v i e w s t o t h e a d ver tis er s .

Total ad r e ve nu es = 10 * 1
b i l l i o n / 1 0 0 0 = $1 0 m il l io n p e r d ay

rushikesh.kure@gmail.com
 Akash Shukla

I n t e r v i e w e r: E s t im a te th e m ar k e t I n t e r v i e w e e: U nd er s to od ! S o h e r e ’ s
s i z e f o r d r i v e r l ess c a r s . h o w I ’ l l s t r u c tu re t hi s pro b le m a s -
I’ll formulate the m a r ke t size of
I n t e r v i e w e e: I nt er e st i n g ! I ’ v e a fe w d r i v e r l e s s c a r s a s a p e r ce n t a g e o f t he
questions regarding the p r o b l em t o t a l n e w c a r p u rc ha s e s i n th e U S -
statement b e fo r e I g et i nt o
s t r u c t u r i n g a s ol u t io n f or t he sa m e . Driverless cars unit sales = New car
S o , i s t h e r e a p art icu la r g e o g rap h i c p u r c h a s e s i n t h e U S x M a r ke t sh a re
a r e a t h a t w e a re c on s id er i n g f o r t h e of driverless ca rs N e x t , I w ou l d
estimation? e s t i m a t e t h e t o t a l c a r p u rc h a s es i n
t h e U S i n a n y e a r b y c o n s i d er i n g the
I n t e r v i e w e r: Y es ! I w ou l d li ke y o u t o r e p l a c e m e n t c y cl e o f t h e c a r -
e s t i m a t e t h e m a r k e t siz e f o r th e sa m e
in the US. N e w c a r p u r c h a s e s i n a n y e a r = T ot a l
number of c a rs in the US/Car
I n t e r v i e w e e: S u r e. Al s o, d o yo u w a n t replacement cy c l e T o e s ti m a t e t he
m e t o e s t i m a t e m a rk et s ize in te r m s t o t a l n u m b e r o f c a r s i n a c ou nt ry - I
o f u n i t v o l u m e s or in t er m s of to t a l w i l l s t a r t w i t h t h e po p u l a t i on o f t h e
value of cars sold? c o u n t r y a n d e s ti m a t e t h e nu m be r o f
h o u s e h o l d s i n th e s a m e b y a s s u m i n g
I n t e r v i e w e r: T ha t’s a g o o d q ue st i on . a n a v e r a g e h o u s e h o ld s i z e . Fu rt h e r, I
L e t ' s l o o k a t i t i n t e r m s of t h e un it w i l l t h e n m u l t i p l y t h e s a me w it h a n
volumes. average car per ho us e h o ld
assumption -
I n t e r v i e w e e: G re a t , w e c an a lw a y s
g e t t o t h e t o t a l v a l u e b y m u lti pl y i n g T o t a l n u m b e r of c a rs i n t h e U S =
w i t h a n a v e r a g e u n it pri ce . S o , t ha t T o t a l n u m b e r o f h ou s e h o l d s x A v g .
m a k e s s e n s e . L as t ly , t h e m a rk e t s i z e cars per household
w i l l i n c l u d e b o t h B 2 B a n d B 2 C s a l es .
S h o u l d I c o n s i d e r b ot h ? T o t a l n u m b e r o f h ou s e h o ld s = T ot al
p o p u l a t i o n / A v e ra g e ho us e h o ld s i z e
I n t e r v i e w e r: L e ts o n ly go f o r t he B2 C
o r p u r c h a s e s m a d e b y US ho us e h o l d s . So, does this s ou n d like a fa i r
approach?

rushikesh.kure@gmail.com
 Interviewer: Y e s, t ha t so un ds f a ir ! I n t e r v i e w e e: I kn o w t h a t i n t h e U S ,
Lets go ahead. Tesla is the l a rg e s t p ro d uc e r of
driverless cars. F u rt h e r , w it h t he
I n t e r v i e w e e: G re a t ! So , l e t' s start m o d e l 3 b e i n g i ts m o s t a ff o r d a b l e c a r
with the US p op u l a t io n of 30 0 i n t h e d r i v e r l e s s s e g m e nt , T e s l a h a d
million. I will a ss u m e an a ve ra g e s o l d a b o u t 3 0 0 k c a r s w hi c h i s a r o un d
h o u s e h o l d s i z e o f 4 in t h e US to g e t 1 . 6 6 % o f t h e t o t a l ma rk e t s i ze . I ’ l l
t h e t o t a l n u m b e r o f h o u seh o l ds i n t h e a s s u m e t h i s m a rk e t s h a re t o fu r t h e r
country as - 30 0 / 4 = 75 mi l li o n i n c r e a s e m a r g i na ll y t o ar oun d 2 % t o
households. get total driverless cars sale as -

F u r t h e r , g i v e n t h at t he U S is a h i g h 1 5 m i l l i o n x 2 % = 3 0 0, 0 00 c a r s
income c o u n tr y c o m bi ne d w it h a
m u c h h i g h e r p e rc e n ta g e o f w om e n i n H e n c e , w e r e a c h a m a r ke t s i z e o f
the workforce, we can safely assume 3 0 0 k d r i v e r l e s s c a rs be i n g s ol d in t h e
t h a t o n a n a v e r a g e, t h e ho u s eh o ld s in US per year.
t h e U S w i l l h a ve a c a r ea ch f o r b ot h
t h e e l d e r m a l e a n d f em a l e m e m b e rs . I n t e r v i e w e r: I n t e r e s t i n g ! Al r ig h t , w e
H e n c e , I w i l l c o n t i n ue b y ass um i n g c a n c l o s e t h i s y e a r.
the average n um b er of ca r s per
household as 2.

H e n c e , w e c a n fo rm u la t e t he t o t a l
n u m b e r o f c a r s in th e U S a s = 7 5 * 2 =
150 million

N o w , I ’ l l e s t i m a t e th e tot al c a r s al e s
i n t h e U S o n a n a n n ua l ba si s. F or t he
s a m e , u s i n g m y p r io r k n o w l e dg e, I ’l l
a s s u m e a c a r r ep l a ce m en t cy c le o f 10
years. This means that ea ch car
w o u l d b e r e p l a c e d by a n e w o n e af t e r
1 0 y e a r s o f u s ag e . Th is g i ves u s th e
t o t a l n u m b e r o f ca r s s old i n a n y e a r
i n t h e U S a s - 1 5 0 m i l lio n / 10 ye a rs =
1 5 m i l l i o n c a r s p e r ye ar

I n t e r v i e w e r: G re at , so n o w th a t w e
h a v e r e a c h e d t he to t a l n um b e r o f c a r
sales in a year, ho w wo u ld you
e s t i m a t e t h e d r i ve rl e s s ca r s m a r k e t
size?

rushikesh.kure@gmail.com
 Yuvraj Singh Bawa

Problem I n t e r v i e w e r: You can consider

I n t e r v i e w e r: E st i m a t e Z oo m ’ s da il y b u s i n e s s a c c o u n t s fo r no w .
server usage d ur i n g t he l o ckd ow n
period C a n d i d a t e s: A mo n g b u s i ne s s
a c c o u n t s , s h o u l d I a c c ou nt fo r bo th
A s k c l a r i f y i n g q ue s t io n s e v e n t s t r e a m i n g o r j u s t p ro f e s s i o n al
C a n d i d a t e: I’d l ik e to a sk some c a l l s b e t w e e n e m p lo y e e s ?
clarifying q u es tio ns . My
u n d e r s t a n d i n g is t h a t Z o o m ’ s s e rv e r I n t e r v i e w: Y o u m a y p r oc ee d w i th th e
usage would co m pr i s e of t he latter.
following:
1. S t o r i n g i n f o r ma t io n a bo ut its C o m m e n t s:
u s e r s a n d t h e ir c a ll log s The clarifying q u e s ti o n s s ho w c a s e
2. S t r e a m i n g t he da t a (a u dio , v i d e o t h e c a n d i d a t e ’ s u nd e r s ta n d i ng of t h e
a n d t e x t ) t o an d f ro m pa r t ic ipa n t s d i f f e r e n t t y p e s of da t a us a g e t h at
in a zoom call Zoom may have and the t y pe s of
3. M i s c e l l a n e o u s p r oc es sin g tasks u s e r s i t c a t e r s t o.
(backend)
Strategy Formulation
Among these, I be l ie ve th a t th e C a n d i d a t e: I w i ll a p p ro ac h this
second point w ou ld ta k e up t he problem by estimating the number of
m a j o r i t y s h a r e o f t he se r v e r u s a g e . e m p l o y e d p e r s o n ne l i n In d i a w o rk i n g
S h a l l I p r o c e e d w it h th i s a s s u m p t i o n ? white collar jobs. My assumption is
t h a t m o s t o f t h e s e p e o p l e w o u ld b e
I n t e r v i e w e r: Y e s, t h a t so u n ds r ig ht . u s i n g s o m e v id e o c o n f e re nc i n g a pp
f o r t h e i r w o r k d a y . Z o om h as t w o
C a n d i d a t e: Do yo u want me to m a i n c o m p e t i t o rs t h a t I ca n t h i n k of -
account for g lo b a l u sa g e or Microsoft Teams and Google Meet.
c o n s t r a i n e d t o p ar t icu la r g e og r a p hy , H o w e v e r , Z o o m h a s t h e m a j o r s ha r e
such as India? o f v i d e o - c o n f e r e n ci ng a p p u se rs , s o I
w i l l a s s u m e t h a t 6 0% o f t h e w h i te -
I n t e r v i e w e r: C on si de r th e u sa g e f or c o l l a r e m p l o y e e s u s e Z oo m .
India.
I n t e r v i e w e r: A l ri g ht , g o a he a d .
C a n d i d a t e: Are we c on sid e r i ng
personal, s t u de n t, or business
accounts?

rushikesh.kure@gmail.com
 C a n d i d a t e: I w il l u s e t h e f ol l o w i n g C a n d i d a t e: F i n a l l y , t o g e t th e d at a
general equation: usage per hour, d ra w i n g f ro m my
D a i l y s e r v e r u s a ge = # o f Zo om u se r s personal experience, a zoom c a ll
* d a t a u s a g e p e r u se r f u n c t i o n s b e s t w h e n I h a v e a c c es s t o
= 6 0 % o f w h i t e c o ll ar em p l o y e e s * a t l e a s t 1 M b p s of d a t a . So I w i l l
d a t a u s a g e p e r ho ur * # h o ur s p e r a s s u m e t h a t a z o o m c a l l u s e s 1 Mb p s
user o f d a t a i n a c a l l . T hi s e q u a t e s to 3 6 0
M b o f d a t a i n a n ho u r.
C a n d i d a t e: F i r st , I w i l l s t a r t w ith t he
n u m b e r o f z o o m u se rs . A s t he r e a re a So, finally we have:
l a r g e n u m b e r o f j o bs in I n d ia t h a t a re 3 0 m i l l i o n z o o m u s e rs * 2 ho u r s * 3 6 0
i n t h e m a n u f a c t u r in g a n d a g r ic ul t u re M b / h o u r = 2 1 , 6 0 0 m i l l io n M b = 2 1 . 6
s e c t o r , I w i l l a s su m e th a t 10 % o f t h e Tb/ day
w o r k f o r c e i s e m p lo y ed in wh it e c o l la r
j o b s . A n d t o e s t im a t e t h e w or k f o r c e , I I n t e r v i e w e r: S o u nd s g o o d , t ha n k y o u .
w i l l a s s u m e t h a t 8 0% o f a du lts i n t he
age range of 20 -6 0 in I nd ia are C o m m e n t s:
employed. I w i ll a ssu m e that the T h e c a n d i d a t e pr o v i d e s ra t i o na le for
p o p u l a t i o n i s u n ifo rm l y d ist r ibu te d e v e r y e s t i m a t e t he y m a ke . T h ey a l s o
b e t w e e n t h e a g e s of 0 - 80 , s o 5 0 % o f simplify t h e ir c al cu l a t i o n s by
the population is in the 2 0 -6 0 r o u n d i n g o f f . T h i s i s a g o o d t ri c k , as
r a n g e . # o f w hi t e c ol l a r em p lo y e e s = numbers can s t a rt g e tt i n g
1 0 % * 8 0 % * 5 0 % * p o p u l a t ion o f I n d ia complicated when s e g m e n ta t i on is
= 4 8 m i l l i o n . 60 % o f th is i s r ou g h l y done.
30 million.

A m o n g t h e w hi t e c o l l a r em p l o y e e s
t o o , t h e r e w o u l d b e a g r ad a ti on in
usage based on how cr i t i c a l
c o l l a b o r a t i v e t a sks a r e t o t h e ir jo b or
h o w m u c h t i m e o f t h ei r w or k d a y i s
s p e n t i n a m e e tin g. S o f o r es t im a t i n g
data usage, I w il l co ns ide r t h re e
c a t e g o r i e s o f u ser s:
H e a v y u s e r s : > 5 0% of t he w or k d a y
s p e n t i n a m ee ti n g => > 4 ho u r s
M e d i u m u s e r s : 1- 2 h o u rs
Light users: <1 hour

C a n d i d a t e: I w ill ma k e a si m p l i f y i ng
a s s u m p t i o n t h a t u se r s a r e di st r ibu t ed
among these c at e go ri e s r o u g hl y
n o r m a l l y , s o 2 0 % o f t h e u s e rs a r e
h e a v y u s e r s , 6 0% a r e m e d i u m a n d
20% are light u se r s and that th e
u s a g e f o r t h e c a t e go rie s is e x ac tl y 4 ,
1.5 hours an d 0.5 h o urs
respectively.So, a ver a g e u sa g e per
u s e r = 2 0 % * 4 + 6 0 % *1 . 5 + 2 0 % * 0 .5
= 1 . 8 h o u r s , w h i c h is r ou gh l y 2 ho u r s .

rushikesh.kure@gmail.com
 Shivam Kumar

I n t e r v i e w e r: D e si gn a m o bi l e d e s i g n . A l s o , I be l i e v e w e a re n o t
application for an of f i c e space focusing on m on e t i z a t i on fo r t he
s h a r i n g b u s i n e s s fo r A irb n b . b u s i n e s s a s o f no w, l a t e r f or s u re ,
please correct me if I am wrong.
C o m m e n t: The f i r st st e p of the H o w e v e r , I w i ll a d d r e s s t h e p a y m e n t
candidate is to c l ari f y any i s s u e s b e t w e e n t h e o w ne r an d th e
ambiguities in t he p r o b l em person renting it. Now tha t I
statement. u n d e r s t a n d t h e b u s i ne s s , I w i ll lo o k
f o r u s e r s e g m e n t s , t h e n fi n d t h e i r
C a n d i d a t e: B e f o r e m ov in g f urt h e r , I n e e d s , b u i l d u s e r s t o ri e s , s e a r c h fo r
w o u l d l i k e t o u nd ers t a n d a b it m o re s o l u t i o n s a n d c re a t e a n M V P t o f i t
a b o u t t h e p r o b l em a t ha n d . W h a t i s these solutions.
the exact b u s in es s model of this
o f f i c e s h a r i n g a pp ? F or w ho m w o u ld C o m m e n t: After u nd e rs ta n d i ng t he
w e b e d e s i g n i n g t h e a p p , t he o w n e r problem statement, the c a nd id a t e
o r t h e r e n t e r ? A nd l a st ly , w ha t is th e clears all his/her as s u m p ti o n s
o b j e c t i v e o f t h i s a pp. beforehand. Also, h e / s he gi v e s an
overall flow of how he/she is
I n t e r v i e w e r: Good q ue s tio ns . The a t t a c k i n g t h e p rob l e m . T h is he lp s t o
w h o l e b u s i n e s s i d e a i s th a t p e o p l e k e e p t h e i n t e r v i e w e r i nt a c t w ith t h e
w i t h e x t r a o f f i c e s p a c e c a n re n t o u t broad view, and a l ig n e d with the
t o s t a r t - u p s o r fre el a n c ers , A ir b nb c a n d i d a t e ’ s t h o ug ht . It ’s a l w a y s g o o d
will take the em p t y s p ac e and t o f i r s t g i v e a h i g h -l e v e l v i e w a n d
r e m o d e l i t , b u t the ow n e r w il l ta ke t h e n g o o n t o t h e d e t ai l i n g .
c a r e o f t h e o p e ra t io n s. W e n e e d t o
d e s i g n t h e a p p f o r b ot h o w n e r a nd C a n d i d a t e: T h e re a r e 3 us e rs fo r thi s
t h e r e n t e r . A s o f n o w , th e ob jec t iv e i s application
t o g e t a s m a n y c u st o m ers a s p o ss i b l e 1. O w n e r
on board. 2. T h e p e r s o n r e nt i n g i t
3. A i r b n b
C a n d i d a t e: T h at ’ s helpful. I am W h i c h o n e s h o u l d I f oc u s o n ?
assuming that th e p e rs on who is
r e n t i n g t h e s p a c e is t h e o w n e r, ju s t I n t e r v i e w e r: Y o u m a y d e c id e t h a t .
t o r e d u c e t h e c om pl e x it y o f t h e

rushikesh.kure@gmail.com
 C a n d i d a t e: For an y m u lt i - s i d e d C o m m e n t: I t ’ s a l w a y s g o o d t o br ea k
p l a t f o r m , i t i s i m p or t a n t t o so l ve t h e down the whole p ro c es s in t o
chicken-egg p ro b l e m . T a k in g t he i n t e r m e d i a r y s t a g e s an d f i g u r e ou t
e x a m p l e o f U b e r w h o fi rst f oc us e d on t h e c u s t o m e r i n t h e s e s ta g e s , t hi s
o n - b o a r d i n g t h e d r i ve rs, I w il l a ls o h e l p s i n g e t t i n g t h e e x h a u s t i v e li s t o f
focus on o w n e r s. Si nc e we a re u s e r n e e d s , a n d a v o i d s m i s s i ng o f a ny
f o c u s i n g o n t h e o wn er , we m us t fi rs t important part.
define their pe r s o na . M os t ly , the
o w n e r w i l l b e a p e r so n or a co m p a n y I n t e r v i e w e r: F ai r e n o u g h . B ut h o w
who have e x tr a sp a c e in t h ei r will you prioritize a m on g the
building which ca n be mo n e t i z e d . d i f f e r e n t n e e d s o f t h e us e r?
T h e y w i l l b e c o mf or t a b l e in sh a ri n g
t h e i r s p a c e t o a st r a n ge r . I f it i s a C a n d i d a t e: S i n c e w e a re f oc us i n g o n
c o m p a n y , t h i s wi l l b e a n a dd iti o n a l M V P , I w i l l l o o k a t th e m o s t n e e d e d
source of money. f e a t u r e s w h i c h a r e 2, 3 , a n d 4 . S o m y
u s e r s t o r i e s a s a n ow ne r a r e : Ke e p a
C o m m e n t: The c a n d id a t e c ho s e a check on the o f fi c e s u p p li e s and
p a r t i c u l a r u s e r t o foc us , b u t he / s he other f u r n i t ur e, re p l e n i s h them
a l s o g a v e a p r o p e r r a ti on a l e f or t h a t. w h e n e v e r n e c e s s a ry I w a n t t o k no w
He/she b a c k ed it up a s im i la r t h e r e n t I w i l l g e t s o t ha t I c an d ec i d e
b u s i n e s s m o d e l lik e of U be r t o ri g ht l y w h e t h e r i t i s m e a n i n g fu l fo r m e o r
c h o o s e t h e u s e r . I t w o u l d h ave b e e n n o t A w a y t o i n t e ra ct w i t h t h e s y s t e m
b e t t e r i f t h e c a n d id a t e w o u l d be g o n e to c o n f i r m / c a nc e l b oo kin g s and
d e e p e r a b o u t t h e u se r(t he ow n e r) l i ke settlements
t h e i r d e m o g r a p hic s, t he ir siz e, t he i r
location etc. C o m m e n t: P ri o ri t i z i n g the
r e q u i r e m e n t s is o ne o f th e k e y r ol e s
C a n d i d a t e: F e w o f t he n ee d s o f t he o f a p r o d u c t m a n ag e r. S i n c e i ts a
owners would be boundary spanning role, p r o du c t
1. F i n d i n g r e l i a b le p eo pl e to r e n t i t managers are bo m b a r d e d with
t o , a l s o t h e a b il it y to a p pr o ve o r m u l t i p l e t a s k s of t he p r od u c t , f r o m
d e c l i n e r e q u es t s the business team, f rom t he
2. F u r n i s h a n d m a i n ta i n t h e s p a c e e n g i n e e r i n g t e a m , fr o m t h e m a r k e t i n g
w i t h o f f i c e s u p pli es t e a m e t c , b u t t h e pr o d u ct m a n a g e r s
3. E s t i m a t e d r e n t a n d in f or ma tio n o n have to make h a rd calls on
r e n t a l p e r i o ds a n d o w n er ’ s r u le s p r i o r i t i z i n g t h e r e q u i re m e nt s. S o m e
4. P a y m e n t a n d c u sto m e r s u p po r t o f t h e m u s e t h e e f fo r t - i m p a c t m a t r i x
5. S e c u r i t y o f t he p la ce to do this, h ow e v e r, th e r e are
m u l t i p l e o t h e r f ra m ew or k s a s we l l.
T h e u s e r n e e d s c a n b e an aly ze d by
navigating t h ro u g h the ste p s th e C a n d i d a t e: F o r a n M V P , I w i l l a dd re s s
o w n e r w o u l d n ee d to go t hr ou g h t h e a l l t h e s t o r i e s i nd i v i du a ll y fi r s t
whole process.

S o t h e n e e d s of t he u s e r s ho u l d b e
identified at ea ch st a g e of the
process.

rushikesh.kure@gmail.com
 Solution to story 1: I n t e r v i e w e r: Would you go ahead
D i s p l a y t h e li s t o f al l t h e s up p li e s with all of these?
and f u r n i t u re a v a i la ble in th e
location. C a n d i d a t e: N o , I wi l l e v al u at e t he
P r o v i d e t h e ca p a bil it y to t h e p l a c e solutions in e a ch story based on
orders t h r o ugh th e app i ts e lf , customer impact and its ease of
A i r b n b c a n p r ov ide su p p or t . i m p l e m e n t a t i o n . A f t e r t he e v a l u a t i o n,
A n a b i l i t y t o d i sp la y to t h e r e n t e rs I w i l l s e l e c t 1 , 2 in S 1 , 2 i n S2 , 1 , 2 in S3
w h a t a l l f u rn i tu r e a n d e qu ipm e n t f o r t h e M V P . D o y ou li k e m e t o g o in
i s p r e s e n t i n t h e of f ic e . detail about these?

Solution to story 2: I n t e r v i e w e r: N o , t h i s i s g o o d . T h an ks
O p t i o n f o r t he ow n e r to se nd th e f o r y o u r t i m e a n d a l l t he b es t .
r e n t t o t h e p er so n re nt in g it
R e n t e s t i m a t io n ba se d o n C o m m e n t: Candidate c o ul d have
S p a c e o c c u p i ed e x p l a i n e d h e r e a b i t m o re a b ou t ho w
No. of days s e l e c t e d t h e f e a t u re s f o r t h e M V P ,
Special however, since th e i n t e rv i e w e r
r e q u e s t s / Cu s to m isa t io n c o n f i r m e d t h e n i t ’ s f i n e . I t ’ s a lw a y s
N u m b e r o f p e op le/ em p lo y e es b e t t e r t o b a c k u p y o ur a r g u m e n t s
w i t h d a t a a n d l og i c, i n t er v i e w e rs a re
Solution to Story 3: l o o k i n g f o r c r it i ca l th i n k i n g o f t h e
A tab to manage r eq ue st fo r a b i l i t y o f t h e c a nd i d a t e .
r e n t i n g . O p t i o n t o c on f irm / ca n c e l
o r c h a t w i t h a n in te re s t ed pe r s o n .
H a v e a p a ym e nt ga t ew a y t o p a y
full rent in a d van ce . Provide a
weekly s e t t l em e n t into th e
owner’s ac c o u nt .
C a n c e l l a t i o n s /R ef u nd s wil l be
handled by Ai r bn b in be t we e n
settlements

rushikesh.kure@gmail.com
 Yuvraj Singh Bawa

I n t e r v i e w e r: D es ign a n A l e xa s k i ll f or is that of graphic ar t i s ts and

a r t i s t s / d e s i g n e rs t ha t can be designers. They use p r od u c t s l i ke
monetized. Adobe I l l u s t r a t or, GIMP, etc. to
c r e a t e d e s i g n s r a n g i n g f ro m p o s te rs
C o m p r e h e n d t h e s i t u a ti o n a n d f l e x e s t o l o g o s f or c l i e n ts . T h i s i s
o n e m a r k e t s e g m e nt t h a t I c a n t h i n k
C a n d i d a t e: L e t m e ju st cla rif y t he of targeting. T h e ir needs i nc lu d e
p r o b l e m s t a t e m en t . I n ee d t o d e s ig n s e a r c h i n g f o r a p p ro p r ia t e g ra ph ic s t o
a n A l e x a s k i l l f o r a r ti st s or d e si g n e r s . be used in their designs and being
I a m a s s u m i n g t h a t t h is m ea n s th a t a b l e t o c r e a t e th e d e s i g ns in a t im e -
t h e s k i l l I a m d e si gn i ng sh a ll h a v e a efficient manner.
voice-interface?
T h e s e c o n d s e g m e n t I ca n t h i n k o f
I n t e r v i e w e r: Y es. Y o u ma y f e e l fr e e a r e U I d e s i g n e r s wh o c re a t e m o c k
t o a d d o t h e r i n t er f ac es too . u p s o f a d s , a p p s , a n d w e b s i t e s . T he s e
c u s t o m e r s c a n b e c at e re d t o w it h t h e
C a n d i d a t e: O k a y . A re w e ta r ge t in g a v a l u e p r o p o s i ti on of ha v i n g v o i c e -
particular s eg m en t of a r t is t s ? assisted designing.
S c u l p t e r s / p a i n t e r s/ gra ph i c art i s t s ,
etc.? I n t e r v i e w e r: S o u nd s g o o d .

I n t e r v i e w e r: Y ou c a n c on si de r a n y C o m m e n t: T h is p ro b l e m s t a t e m en t
a r t i s t s o r d e s i g n e r s. requires you to cr e a t e a re v e n u e
g e n e r a t i n g p r o d u c t , s o i t i s g o od to
I n t e r v i e w e r: Y ou c a n c on si de r a n y identify use cases up front that have
a r t i s t s o r d e s i g n e r s. d e m o n s t r a b l e m o n e t iz i ng p o t e nt i a l .

Identify the c u st o m ers & R e po rt C u t , t h r o u g h p r io r i t i z a t i o n

their needs C a n d i d a t e: A s t he b u s i ne s s g o a l i s t o
C a n d i d a t e : I w i ll f ir s t t r y t o i de nt i fy have a m o n e ti z a b le s ki ll , I w i ll
c e r t a i n u s e r p e r so n a s t h a t th e A le x a p r i o r i t i z e a m o n g t h e t w o p e r s on a s o n
s k i l l c a n c a t e r t o. A m o n g a r t is ts , t he m o n e t i z a t i o n p o t e n t ia l . I a m a w a r e
m o s t a t t r a c t i v e m ar k et th a t h a s a t h a t A d o b e p r o d u c t s a r e p ro v i d e d f or
d e m o n s t r a b l e m o n e t iz at i o n p o te n t i a l a h i g h s u b s c r i p ti on f ee s . T h u s , I t h i n k
t h a t p r o f e s s i o n a l g ra ph i c d e s i g n e r s

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 a r e m u c h m o r e w il l in g to p a y fo r a C a n d i d a t e: The p ri m a ry re ve nu e
p r o d u c t t h a t t h e y ca n u s e , w he r e a s s t r e a m i s f r o m th e s a le s o f t h e A l e x a -
f o r U I d e s i g n e r s, p ro t ot y p ing is a b a s e d a d d - o n (w h i c h wo u l d h a v e to
secondary a c t i vit y. S o, I w ou ld be done in c o n j u n c ti o n with the
choose g r a p h ic d esi g n e rs as my g r a p h i c d e s i g n s o ft w a r e ). T h e s e c o n d
target users. s t r e a m i s f r o m co m m is s i o n o n s a l e of
p r e m i u m d e s i g n s f ro m s h u t t e r s t o c k .
List Solutions
I n t e r v i e w e r: I n w ha t w a y w oul d t h i s E v a l u a t e T r a d e -o f fs
Alexa skill c a te r to g r ap h i c I n t e r v i e w e r: As a PM, would you
designers? w o r k o n t h i s p ro d u ct t o b r i ng i t t o
market?
C a n d i d a t e: T h e t yp i ca l us e r jo u r n e y
f o r a g r a p h i c d e si gn er i s: i d e at io n - C a n d i d a t e: N o . M y re a s o ns fo r n ot
> p l a n n i n g - > s e a r ch i n g for pursuing this p ro d u c t to m a r ke t
g r a p h i c s / v e c t o r c li p a rt t o be u s ed - would be:
> d e s i g n i n g - > i t e r a t in g. One of the 1. T h e s i z e o f th i s m a r k et i s v e ry
i s s u e s t h a t I u s ed to f a c e w he n I s m a l l , a n d d e v e l o p ing s u ch a s ki l l
w o u l d c r e a t e p ost er s fo r m y co l l e g e would require a lot of product
f e s t w a s f i n d i n g a p p ro p ria t e gr a p h i cs d e v e l o p m e n t e ffo rt . It i s n ot e a sy
t o b e u s e d o n t he p o st e r s. Th a t is o n e to s e a m l e s s ly i n te gra t e voice
pain point that ca n be ad dr e s s e d plugins w it h s op h i s t i ca te d
a m o n g t h e u s e r s: sea r c h f or gra p h i c s s o f t w a r e l i k e I ll u s t ra t o r.
t o b e u s e d i n t h ei r d esi gn s , a s a n a d d 2. A m a z o n f o c u s e s o n c re a ti n g v a lu e
on tool for s om e g ra ph ic d es i g n f o r u s e r s a n d c re a t i ng a co m p l e t e
software. e c o s y s t e m . A s a s k i ll t h a t w o u ld be
a s e c o n d a r y a d d o n t o a g ra p hi c
I n t e r v i e w e r: S o, how would t hi s s o f t w a r e , t h a t w o u l d b e op t e d b y a
work? f e w g r a p h i c d e si g ne rs , a n d t ha t
shows l i m i te d p o te nt ia l o u ts i d e
C a n d i d a t e: T h e u se r c a n c a l l, “A l e x a , this market, I w o u ld no t
f i n d m e a n i m a l c l i p- a rt s” . Ap a r t fr o m recommend d e v e lo p i n g t h is
a s k i n g f o r c l i p -a r t s f r o m a p re m iu m product.
library that can be b u ilt by
partnering wi t h fir ms l i ke C o m m e n t: T h e c a n d i d a te d r a w s o n
S h u t t e r S t o c k , t he u s e r s ca n a lso u s e p e r s o n a l e x p e r i e n ce . T hi s g i ve s m ore
A l e x a t o m a k e u se of v o i ce a s s i st a n c e c r e d i b i l i t y t o th e ir as su m p t i o ns a n d
to rapidly p r ot o t yp e d e s ig n s and prioritization cr i t e r i a . T h ey a l so
s t o r y b o a r d s . T he y c an a s k f o r t he s h o w t h a t i t i s o ka y t o a n s we r t he
right elements and w ith a t ou c h ‘Would you build th i s p ro d u c t?’
interface and t he vo ice in te r fa c e q u e s t i o n n e g a t i ve l y , i f y ou ca n g i v e a
r e p o s i t i o n e l e m en t s on th ei r c a nv a s l o g i c a l a n d / o r bu s i n e s s r e a s o n fo r
t o g e n e r a t e q u i ck de sig n s . the same.

I n t e r v i e w e r: W ha t a r e th e p o ss ib le
r e v e n u e s t r e a m s f ro m t h is pr od u c t ?

rushikesh.kure@gmail.com
 Mounica Rudra

I n t e r v i e w e r: D es i gn a p r od uc t for I n t e r v i e w e r: T h a t s ou n d s o ka y
s o c i a l m e d i a a p p s to f ig ht C o vid - 1 9
I n t e r v i e w e e: D e f in in g u s e r ne e d s f o r
C o m p r e h e n d t h e s i t u a ti o n e a c h o f t h e c a t e g o r ie s
I n t e r v i e w e e: I s t he m a in p u r p os e o f
t h i s p r o d u c t t o ac ce ss in f or m a t i o n H e a l t h c a r e w o r ke r s :
easily and r e d u ce m isi n f o r m a t i on N e e d t o c o m m u n i c a te w i th o t h e r
g o i n g a r o u n d a n d b e a r e li a b l e s ou r ce hospitals a nd g ov e rn m en t
for data? o f f i c i a l s t o co n fi rm p r o to c o l s t o
be followed
I n t e r v i e w e r: Y e s, A lo n g w it h th i s we A v a i l a b i l i t y o f k it s , m e d i c i n e s e t c .
w o u l d a l s o u s e t h is p r od uc t t o b u i ld A s t h i s i s a he a v y s t r e s s p e r io d ,
s t r o n g s u p p o r t c o m m u n it ie s in t hi s c o n c e n t r a t i o n s h o u l d be t h er e o n
difficult times t h e m e n t a l h e a lt h o f h e a lt h c a re
workers.
I n t e r v i e w e e: S u r e, W e ca n als o s ha re E x p r e s s c o n c e rn s a nd u p da te the
s a f e p r a c t i c e s t o b e f ol l o w e d . status of patients etc.

I n t e r v i e w e r: S u re , G o a he a d C o v i d - 1 9 P a t i e nt s :
Confirmed patients: Steps to be
Customer I d e n ti f i c a ti o n and f o l l o w e d n e x t a n d a c t i on s to be
reporting their needs taken
I n t e r v i e w e e: I w ou l d l i ke to N o n - c o n f i r m e d p a ti e nt s : S t a r ti n g
segregate users b a se d on the f r o m t e s t i n g p ro c e d u re , w ha t a r e
e m e r g e n c y a n d th ei r im p a ct o n th e t h e s t e p s t o b e fo l l o we d
situation. So, the m a in seg m en ts
would be Government:
H e a l t h c a r e w o rk e rs Send alert m es s a g e s when new
C o v i d - 1 9 p a t i e n ts c a s e s a r e d e t e ct e d
Government G e n e r a l i n f o r m a t i on a nd ru le s t o
Others ( F ri end s, f a m il y and be followed - in t e rm s of
e v e r y o n e e l s e) conveying t he m to ci t i z e ns or
checking if they a re b e i ng
I w o u l d l i k e t o f ir st d ef i n e t h e u s e r f o l l o w e d e t c .,
n e e d s o f t h e s e se gm e n t s an d p ic k t h e Track confirmed p a t ie n t s and
m o s t c r i t i c a l on e t o so l ve . I s t h a t r e t u r n e e s f r om a b ro a d
okay?

rushikesh.kure@gmail.com
 A c t a s s i n g l e c ha nn e l t o a d d r e s s I n f o r m a t i o n p o rt a l : T h i s wi l l a c t
all the frequent c o n cer ns and a s a s o u r c e w h e r e d o c t or s f ro m
q u e s t i o n s t h a t p u bl i c m ig ht h a v e d i f f e r e n t h o s p i t a l s w i ll be a b l e t o
A c t a s a m e d iu m to le t pu bl i c k no w update d i f f e re nt requirements
of the ne w s c h e m es by t h e y h a v e ( l i ke bl o od , p la s m a , P P E
government kits etc.,) and u p da t e m u l ti p l e
things like nu m b e r of patients
A l l t h e o t h e r u s er s e t c . , a n d b e c a u s e l a rg e a m o u n t o f
A c t a s s i n g l e t r us te d s ou r ce f o r al l people a l re a d y us e d i ff e re nt
the information p l a t f o r m s t h i s wi l l b e h e l p f ul
Protocols to be fo l l o w e d as One of the other o bj e ct i v e s in
advised by W HO and o th e r t h e s e t i m e s i s mo r a l e b u i ld i n g . If
governments w e e n a b l e u s e r s o n f a c eb o o k to
a p p r e c i a t e t he re a l w o r l d e v e n t s
F o r t h e p u r p o se o f t h is i n t e r vi ew I happening a ro u n d th e m, t hi s
w o u l d l i k e t o a d d r e s s t h e iss ue s fa c e d would act as a m ot i va t o r f or
b y h e a l t h c a r e w o rk er s a s t h ey a r e t h e h e a l t h c a r e w o r ke r s in t h e s e to ug h
ones most i m p a c t ed and h a ve to t i m e s . T h i s ca n p r o b a b l y in c lu d e
s p e n d l o n g h o u rs at ho sp it a l , a wa y sending a p p r e c i a ti on s to r i e s to
f r o m f a m i l y a n d a r e rea l ly im po rt a n t t h e i r p r o f i l e , o r g i v e s o m e ba d g e s
for us to catch a ho ld of the o r r a t i n g s o n d i ff e r e nt p l a t fo rm s .
situation.
W h i l e s u g g e s t i n g t h es e y o u m a y f a c e
To define these p e r s o n as a li t t l e s o m e q u e s t i o n s l i ke b y w hom , wh o
more, they are mo s tl y d oc t o r s , w i l l s u p p o r t t h e p l a t f o rm a n d fu n d in g
n u r s e s , h o s p i t a l s ta f f a nd ot he r s t a ff etc., be c a re fu l to no t quote
related to h ea l t h ca r e. The s o m e t h i n g t o t a l l y u n r ea li s t i c .
a s s u m p t i o n h e r e w il l b e th a t mo s t of
t h e s e p e o p l e a r e w el l c o nn ec t ed w it h C u t t h r o u g h p r io ri t iz a t i o n
t e c h n o l o g y a n d ar e of t en 2 5 ye a rs o r T o c o m e u p w i t h t h e p r i or i t iz a ti o n
older. l i s t l e t ’ s c o n s id e r e n g i n e e ri n g c o s t s
a n d t h e n u m b e r o f p eo p le th i s w i ll
Possible s o l u t io n s - h e al t h c a r e impact.
workers e s p e c i a l ly d oc to r s an d S o , i n m y o p i n i on t he In for m a t i o n
nurses portal has the hi g h e s t ROI
I n t h e p r o b l e m s m e n ti o n e d a bo ve fo r amongst the s u g g e st ed o p t i on s
the healthcare w o r ke r s I w ou ld b e c a u s e i n t he s e t o u g h ti m e s , it i s
s u g g e s t t h e f o l l o w in g s o l u t io n s hard to get co r re c t data a nd
Online c o u n se ll i ng ap p to h a r d e r t o f u l fi l l t h e r e qu i re me nt s
healthcare w o rk e r s wo r ki n g n e e d e d . T h i s m i g h t ac t a s o ne o f
d i r e c t l y w i th C ov id p a t ien ts : T h i s t h e w a y s i n br i d g i n g th a t g a p .
will be a v a i l ab le f or both T h i s c a n b e fo l l o we d b y On l in e
h e a l t h c a r e p r of e ss ion a l s a n d t he i r counselling a pp as keeping
f a m i l i e s t o h el p t hem g e t t hr o u g h d o c t o r s m e nt a lly he a lt h y is a l s o
t h i s s t r e s s f u l s itu a t io n critical.

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 A t t h e e n d w e c a n h a v e f a ce b o o k Summary
stories w h er e ot h e r s can T o s u m m a r i s e , d a ta h a s a c r u ci a l r o l e
appreciate t he r ea l word t o p l a y t o u n d e rs t a n d t h e s p r e a d o f
h a p p e n i n g s t o in cr e a s e m o ral e of disease, c a p a c i ty of wo rk fo r c e we
d o c t o r s a n d n u r s es . h a v e , n e c e s s i t y o f m e d ic a l e qu i p m e n t
e t c . , s o t h e p r o c e s s o f d a ta s h a ri n g
Success metrics s h o u l d b e s e a m l e s s , fo r t h is r ea s o n
#people u s in g t h is ser vic e (i n t h e i d e a o f a n i n fo r m a ti on p o r t a l i s
t e r m s o f r e g io n s, pr of e ss i on s i n a prioritised.
time frame lik e 1 mo n t h s , 3
months e t c .,) - h el p s us
u n d e r s t a n d t h e a t t r ac tive n e s s o f
our features
#of r e q u es t s a n sw er ed by
g o v e r n m e n t o ff ic i a l s i n t er m s o f
supplying k it s , f i l l in g up
vacancies, ad d r e ss in g c on c e r n s
( c o n v e r t e d ) - o n d a il y b a si s

rushikesh.kure@gmail.com
 Jayant Jain

I n t e r v i e w e r: D es ign a n e w bi c y c le Residents:
r e n t i n g a p p t o b e u sed in a co l le g e ’ s C o l l e g e s t u d e n ts : T h e y w o u l d
campus. b e y o u n g ( ge n e r al l y , 1 8 y r s t o
30 yrs) and tech savvy.
I n t e r v i e w e e: So w e h a ve t o d e s i g n a H o w e v e r , th e y w i l l ha v e l o w e r
b i c y c l e r e n t i n g a p pl i ca tio n f or t he w i l l i n g n e s s t o p a y . T he y m i g h t
people staying in large co l l eg e use the bicycles fo r f a st e r
c a m p u s e s . I w a n t to co n f i rm th a t th e commuting between ho s te ls
g o a l o f t h i s p r o du ct w il l be t o pr o v i de a n d a c a d e m i c c o m p l e xe s, a n d
a n e a s y m o d e of c o m m u t e for t h e f o r l e i s u r e ca mp u s r i d es .
c o l l e g e ’ s r e s i d e n t s? Al s o , wil l t h es e F a c u l t y m e m b e rs : T h e y o un g e r
bicycles be a l l ow ed to be driven section of faculty me m be r s
outside campus? m i g h t b e i nt e re s te d i n u ti li z i n g
the bicycles f or co m m u t i n g
I n t e r v i e w e r: Y e s , t his is t h e g oa l . T h e within c a m p u s. Their
b i c y c l e c a n b e d r ive n o n l y in si de t he willingness to pay w o u ld be
campus. h i g h e r t h a n t ha t o f s t u d e n t s .
College s t a ff : They would
I n t e r v i e w e e: T he n t hi s can be a c o m p r i s e g u a r d s , m es s wo rk e r s
m o b i l e a p p l i c a t io n , thu s, g iv i ng u s e rs a n d w o r ke rs i n fo o d ou t l e t s .
t h e f l e x i b i l i t y to p l a n th e c o m mu t e Fewer of these w il l be t e ch
from anywhere. M ov i n g f o rw ar d , I savvy and have hi g he r
w i l l f i r s t i d e n ti fy t he cu st o m e rs f o r willingness to pay t h an
the product, t h en lis t down and students. Their main goal
p r i o r i t i z e t h e i r n e e d s. T h e n , I w i ll w o u l d b e t o t ra v e l fr o m o n e
brainstorm the so l ut i on s a nd l o c a t i o n t o a n o t he r fa s t e r a n d
p r i o r i t i z e a m o n g t he m f or t h e M V P. carry goods.
Lastly, I will de f in e t he su c c es s Visitors: They may v is i t th e
m e t r i c s f o r t h e pr o d u ct . D oes t h i s c a m p u s d u r in g f e s t s , c o n f e r en ce s
plan look good? and competitions. T h e ir
w i l l i n g n e s s t o p a y m i g h t be hi g he r
I n t e r v i e w e r: Y e s, p l e a se co n ti n u e . when c o m p a re d to r e s i d e nt
s t u d e n t s . T h e i r g oa l w o u ld b e to
I n t e r v i e w e e: T he r e ca n b e f ol l o w i n g travel from d o rm s to event
type of users: l o c a t i o n s f a s t e r a nd s i gh t s e e in g .

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 Whom shall I focus on f or t h is 5 . S h e w i l l e n d th e r id e af t e r r e a c hi n g
interview? t h e d e s t i n a t i o n s o t h a t s he ca n s t o p
the meter fro m ch arg i n g her
I n t e r v i e w e r: L e t s f o cu s o n stu de n t s . anymore.

I n t e r v i e w e e: S u r e. I w il l f ir s t list 6. She would want to ma ke th e

d o w n t h e n e e d s of a s t ud en t as p e r payment through th e apps she
t h e i r u s e r j o u r n ey. c o m m o n l y u s e s s o t ha t s h e do e s n ' t
1 . A s t u d e n t w o u l d w a n t t o fin d t h e have to maintain a new wallet.
n e a r e s t a v a i l a b le b ic yc l e so t ha t s h e
i s a w a r e o f w h e r e t h e b ic yc l e ca n b e 7. She would want to g e ne ra te
p i c k e d f r o m . F u r t he r m o r e, sh e w o u l d r e c u r r i n g b i c y c l e b o o k i n g re qu e s t s s o
b l o c k t h e b i c yc l e f or so me ti me s o that she can have a mode to commute
t h a t n o o n e e l s e t a ke s i t b y t h e t im e f o r e a c h o f h e r c la s s e s .
she reaches there.
8 . S h e m i g h t w an t t o s y n c h ro n iz e h e r
2 . S h e m i g h t n e e d d i rec t io ns t o re a ch academic c a l e nd a r with b ic y c l e
t h e n e a r e s t b i c yc le s t a n d . booking so that a bi c yc le can be
tentatively blocked for her.
3 . A f t e r r e a c h in g t he l oc a t ion , s h e
w o u l d h a v e t o ide nt i f y her bi c y c l e F o r M V P , w e w o u l d i n i t i a l ly fo c u s on
a n d u n l o c k i t t o s t a r t t h e r ide . f u l f i l l i n g t h e f o l l o w i n g n e e ds s o t h a t
s t u d e n t s r e n t t he bi c y c l e fo r e a s y
4 . N e w s t u d e n t s m ig h t wa n t t o b e commuting: 1, 2, 3, 5, 6.
navigated to the d es t in at i on .
Students will a lso re qui r e an B r a i n s t o r m i n g fe w fe a t u r e s f o r M V P
emergency c o nt a ct n u m be r whom of mobile a p p l i c a t i on a nd also
t h e y c a n r e a c h ou t i n c a se t h e b ic y c l e m e a s u r i n g t h e i r im p a c t :
b r e a k s i n t h e r o u t e.

rushikesh.kure@gmail.com
 B a s e d o n t h i s , I w il l p ri or it ize t h e f ol l o w i n g f e a t u re s : 1 , 2, 3 , 8 , 10 , 11 , 1 2 , 1 3 , 1 6 .

T o m e a s u r e t h e su c c e s s o f t h e p r o d u ct, I w o u l d t r a c k t he fo l l o w i n g m e t r i c s:
N o . o f a p p d ow n l o a ds p e r m on t h
N o . o f n e w r eg ist r a t ion s p e r m o n t h
N o . o f r i d e s pe r m o n t h
A v e r a g e d u r a t io n of a r id e
A v e r a g e d i s t a n ce o f a r i d e
P e r c e n t a g e o f pic k u p s f r o m ea c h p o i nt
P e r c e n t a g e o f dr op s f r om e a ch po i n t s

W o u l d y o u l i k e m e t o d o s om eth i n g m o r e ?

I n t e r v i e w e r: T h is is g o o d . T h a n k y o u !

rushikesh.kure@gmail.com
 Yuvraj Singh Bawa

I n t e r v i e w e r: H ow w il l y o u m ea s u r e E n g a g e m e n t : T h e y c a n e x p a nd th e
the success of Wh at sA p p’ s in - a pp video to full s c re e n , or s t op
v i d e o p l a y i n g f e a t u re ? v i e w i n g b y c l i c ki ng on th e c lo s e
button
D e s c r i b e t h e f e a tu re & i ts go a l A l t e r n a t e l y , th e y c a n c li c k o n t h e
C a n d i d a t e: F i r st , I w o u ld lik e to Y o u T u b e b u t t o n t o be t a k en t o th e
describe the f e at u r e and my YouTube app
understanding of i ts o bje c t i v e . I f t h e y c ho s e th is op t i on , t he y
W h a t s A p p h a s int r od u c ed a n i n - a p p c a n e i t h e r c on t in u e bro ws in g
v i d e o p l a y i n g f ea tu re , w he r eb y u s e r s on YouTube ( L e a k a g e) , or
c a n p l a y Y o u T u be vi de os f r o m w i t h i n r e t u r n t o W h a ts Ap p
t h e c h a t w i n d o w i t se l f. I th in k t he
o b j e c t i v e o f t h e f ea t ur e i s t o k ee p t h e Q u a n t i f y b e h a v io u r i n t h e c u st o m e r
u s e r s w i t h i n t h e a p p c on t e x t, s o t h a t journey
t h e t i m e s p e n t on W h a t s A p p c an be C a n d i d a t e: S i n c e t h i s fe a tu r e w ou l d
i n c r e a s e d . T h e r e a re t h re e t y pe s o f b e a v a i l a b l e o n ly o n p h o n e s w it h a n
i n t e r a c t i o n s t h a t ca n b e d on e w h e n A n d r o i d v e r s i o n t h a t s u p p or ts i n- a p p
t h i s f e a t u r e i s i n u se : windows, and an update version of
1. E x p a n d t h e v i deo to fu ll s cr e e n the app, all the m e t ri c s s ho u l d
2. C l o s e t h e v i d e o account for that.
3. W a t c h t h e v ide o on Yo u T ub e b y
c l i c k i n g o n t h e Y ou T ub e i co n Activation
% o f u s e r s t ha t p la y a l in k th e y a re
I n t e r v i e w e r: T ha t so un ds g oo d . sent
Please proceed. R e l a t i v e a c t i v a ti o n r a t e : % o f u s e r s
with this f e a t u re a v a il a b le th a t
W a l k t h r o u g h th e c u s to m e r j ou r ne y play a video v/s % of users
C a n d i d a t e: The u se r ’s j ou r n e y f or w i t h o u t t h e fe a tu re wh o p l a y a
u s i n g t h i s f e a t u re wo ul d l o ok l ik e v i d e o ( w h i c h o p e ns t he Y o u T u b e
this: app instead)
Activation: Th e u ser re cei v e s a
link to a Yo u T u b e vi de o on Engagement
WhatsApp % o f u s e r s w ho p l a y e d th e l i n k a n d
Engagement: They click on the w a t c h e d t h e v i d e o ( e it h e r pa rt l y
l i n k , a n d t h e v id eo s t a rt s pl a y i ng or wholly)
within the app

rushikesh.kure@gmail.com
 R e l a t i v e r e t u rn ra t e: % of us e rs Wrap up
w h o s t a y e d in W ha t sA p p a f t er t he y C a n d i d a t e: T o s u m ma ri z e , t he i n -a p p
s t o p p e d w a t c h in g t he vi d e o v / s % v i d e o p l a y i n g f e a tu re i s a n e f fo r t b y
o f u s e r s w i t ho u t t h e fe at u re wh o WhatsApp to boost ti m e s pe n t by
r e t u r n t o W h a t sA pp a ft e r w a t ch i ng users within W ha ts A p p as well as
the video e n a b l e m o r e m e d ia c on s u m p ti o n fo r
T i m e s p e n t on W h a t s A pp b y u s e rs users. P r i m a ri l y , the r e l a ti v e
w i t h t h i s f e a tu re v/s w ith ou t t h i s a c t i v a t i o n a n d r e t e n t i o n r at e s w i ll
feature help evaluate these v a lu e
p r o p o s i t i o n s o f t h e f e a t u re .
Leakage:
% o f u s e r s w it h th e f ea t u re o p t i ng
t o v i e w t h e v id eo o n Yo uT u b e
% o f u s e r s w ho o pt ed t o v iew t h e
v i d e o o n Y o u T ub e t h a t r e t ur n e d t o
WhatsApp

E v a l u a t e t h e m e t ric s
C a n d i d a t e: T h e en ga ge me nt m e t r i cs
w i l l g i v e a p i c t u re o f w he the r t h e
f e a t u r e h a s b o o st ed tim e s p e nt on
WhatsApp and wh e t her it en a bl es
users to e n g ag e w ith Yo uT u b e
c o n t e n t m o r e f r e q u e nt l y.

E a s e o f m e a s ur em e n t : T he m e t r i c s
can be easily t r a c ke d by l o gg i n g
a c t i o n s o f t h e u se rs .

rushikesh.kure@gmail.com
 Shivam Kumar

I n t e r v i e w e r: H ow d o y ou m e as u r e t h e these accounts. C o n v e r s io n might

success of the I n st a gr a m s to ry m e a n d i f f e r e n t t h i ng s f o r d i f fe r e n t
h i g h l i g h t s f e a t u re s? accounts, for i ns ta n ce , for the
personal a c c o u nt it c ou ld m ea n
Understand the f e at ure and it s increased fo ll o we rs/ l i k e s , fo r
objective business a c c o u n ts , it c ou l d m e an
C o m m e n t: T h e fi rst st ep f or d e c id i n g i n c r e a s e d p r o d u c t s a l e s e tc .
p r o d u c t m e t r i c s is to un de rs t a n d the
p r o d u c t o b j e c t i ve s w e l l . Also, Instagram has i n t ro d u c e d a
s t o r y a r c h i v e fe a t u re w hi c h i s t he
C a n d i d a t e: I w o u l d li k e t o cl a rif y my b a c k b o n e o f h i g h l i g h t s fe a t u r e . S o ,
u n d e r s t a n d i n g o f th e I n s t ag ra m s to r y even after 24 hours of p o s t i ng a
h i g h l i g h t f e a t u r e a n d it s o bje c ti v e . s t o r y , y o u c a n g e t t h o s e s t o ri e s i n
Y o u m a y i n t e r ru pt an d cor r ec t m e i f the archive.
my u n d e r s t a n d in g is w r o n g. So,
basically, the In st a gr a m s t o ry I n t e r v i e w e r: B a n g o n. Y o u a re r i g ht ,
h i g h l i g h t s i s a fe a t u r e t o de scr i be a please go ahead.
p a r t i c u l a r a c c o un t in c risp se l e c t e d
stories. The int en t io n of t he C a n d i d a t e: T h an ks . So, u s e rs can
highlights c o ul d be m u lt ip l e. Fo r make any old s to ri e s a h i g hl i g h t,
i n s t a n c e , i f w e t a lk o f a p h ot o gr a p hy which will be pr e s e n t on th e
p a g e , t h e h i g h l igh t m igh t i n c l ud e i ts I n s t a g r a m a c c o u nt u n ti l a n d u n l e s s i t
b e s t p h o t o w o r k s t o in d ic a te t h e l e v e l i s r e m o v e d m a n u a l l y b y t h e ac c ou n t
of quality to i ts cl i en t s . If the owner. It just a c ts l ik e key
Instagram page is a bo u t a t e ch highlighted posts for the a c c o u nt .
product, its h ig hli gh t may in c lu d e These highlights a re like small
h o w t o u s e t h e p r o d u c t in st epw i s e , c i r c u l a r i c o n s , s i m i l ar t o s t or y ic on s
or maybe the a ns w er to t he p r e s e n t o n t o p o f al l o f t he p o s t s o n
f r e q u e n t l y a s k e d qu e st io n s a bo u t t he the account page.
product. So, the o bje ct i ve of th e
s t o r y h i g h l i g h ts f e a t u re i s to r e d u c e S o , t h e r e a r e t w o s t a k e ho l d e rs i n t h i s
viewer’s time to u n de r s t a n d/ kn ow system:
a b o u t t h e I n s t ag r am p r of il e/ p r o d u c t
i n a s h o r t s p an of t i m e a n d t hu s
i n c r e a s e t h e c o nv e r s io n r a t e f o r

rushikesh.kure@gmail.com
 Account o wn e r : The account Engagement: The e n g a g e m e nt here
o w n e r f o l l o w s the b elo w s te p s : i n d i c a t e s w h e t h e r th e a c c o u n t o w n er
C l i c k o n t h e n e w b u t ton o n i s a b l e t o e n g a g e w i th t hi s fe at u re or
account page not, basically t he hi g hl i g h ts t he y
S e l e c t t h e I n st a g ra m s to ri e s t o created. For account vi s it o r s , the
b e h i g h l i g h te d engagement depends on va r io u s
Confirm the st o r ie s to m ak e other factors li k e time s p e nt by
t h e m t h e h i gh l ig ht visitors on o t h e r ’s account s ee i n g
A p a r t f r o m t h i s, th e r e is o n e mo re these highlights and so on.
way to add I n s t ag ra m h ig hli g ht s . P e r c e n t a g e o f n um b e r h ig hl i g h t s
Once the u s er has p o ste d one c r e a t e d t o t he n u m b e r o f s t o ri e s
I n s t a g r a m s t o r y, t h e y c a n v i sit t h e i r p o s t e d p e r u s e r p e r mo nt h .
story and click on the h ig h li g h t s P e r c e n t a g e o f n um b e r h ig hl i g h t s
b u t t o n b e l o w . Th en co n fi r m t o ma ke c r e a t e d , f r o m a c co u n t p a g e t o th e
it a highlight. n u m b e r o f s to ri e s p o s t e d p e r u s e r
per month.
Account v is it o r: O n ce a user P e r c e n t a g e o f n um b e r h ig hl i g h t s
visited the Instagram a cc o u nt , c r e a t e d , f r o m s t o ry p a g e t o t he
t h e y c a n s e e a l l t h e hig h l igh t e d n u m b e r o f s to ri e s p o s t e d p e r u s e r
story in c irc ul a r ico ns on the p e r m o n t h . A v e ra g e t i m e s p e n t on
a c c o u n t p a g e . Th en th e y c a n c l i c k watching o t he r a cc o u n t' s
o n t h e h i g h l igh t o f t h e i r c h oi c e h i g h l i g h t s p e r u s e r p e r m o nt h.
a n d t h e y w il l b e a b l e to g e t t he
story like any ot h er I ns ta g ra m C o n v e r s i o n : T h e w h o l e p u r po s e of t he
story. f e a t u r e i s t o i m p ro v e th e c o n v e r s i o n
for users. So, o nc e a user has
I n t e r v i e w e r: Y e s co r re ct, yo u h a v e engaged with o t he r’ s h ig h l ig h t s ,
g o t t h e p r o d u c t c o rr ec t ly . No w t el l he/she should be able to q u ic k ly
m e , h o w w i l l w e m e a s ur e i t s s uc c e s s . u n d e r s t a n d a b o u t th e o th e r’ s a c c o u n t
a n d m a k e d e c i s i o n s w he t he r t o fo l lo w
C a n d i d a t e: L e t’ s go t hr ou gh t he o r n o t , w h e t h e r t o b u y t he i r p ro d uc t
c u s t o m e r j o u r n ey in ph as es . I h a v e or not etc.
a l r e a d y e x p l a i n ed th e d et a il e d s te p s Average time s pe nt on a n ot he r
for both the a c co u nt ow n er a nd account's page per u se r per
visitor. Now, l e t’ s ge t in t o the month.
c u s t o m e r j o u r n ey st a g e s. Percentage of h i g h li g h t v i e w e rs
following o t he r’ s page per user
Awareness: The a cc oun t owner per month.
s h o u l d b e m a d e a w a re t ha t su c h a Percentage of h i g h li g h t v i e w e rs
f e a t u r e e x i s t s . It is c ur r en t l y b e i ng ordering s e rv i ce s fro m o t h e r ’s
d o n e a t t w o p l a c e s, on t he a cc o u n t account per user per month
page and on the story page. Average time s p e nd on o th e r’s
Average # of t im e s hig hl i g ht a c c o u n t b e f o r e f ol l o w i n g t h e m p e r
button c l i ck s per st o ry on th e u s e r p e r m o nt h
story page Average time spent on o t he r ’ s
Average # of t im e s hig hl i g ht a c c o u n t b e f o r e p l a c i n g t h e ord e r
b u t t o n c l i c k s o n t h e a cc ou n t pag e for their p r od u ct s / s e rv i c e s per
p e r a c c o u n t p a ge v i si t pe r us e r u s e r p e r m o nt h .

rushikesh.kure@gmail.com
 C o m m e n t: A l w a ys tr y to q ua n ti f y t h e m e t ri c s li k e w h at i s t h e t i m e r a n g e w e a r e
t a l k i n g a b o u t , is i t p e r m o n t h , i s i t pe r d a y e tc . A l s o, e a c h s t a g e o f t h e p ro d u c t
h a s d i f f e r e n t o b je c t iv e s a n d th u s t he m et r i c s s h o ul d b e a l ig n e d w i t h t h a t . T h u s ,
w e m u s t b e f i r st c le ar w ha t w e e x p e c t fr om a pa rt i cu l ar s ta g e , f o r i n s t a nc e , wh at
i s e x p e c t e d o u t of Aw ar e n ess s t a g e , o r co nv e r s i o n st a g e a nd t he n a l i g n yo u r
m e t r i c s t o t h e ir ob j ec tiv e s .

rushikesh.kure@gmail.com
 Premnandhakumar K

Interviewer - Yo u are a p r o d uc t D i s t r i b u t io n o f 5 s t a r s v s 1 s ta rs
manager at a leading E -c o m m e rce Signup
c o m p a n y . W h a t w i ll be t h e m e t ri c s N u m b e r o f n e w r e g i s t ra t i o n s
t h a t y o u w o u l d f o ll ow / o b s e r ve ? Number of e x i s t in g
r e g i s t r a t i o ns us in g i t f o r t h e 1 s t
C a n d i d a t e - W ha t a re t he pl a t f o rm s t i m e ( S w i t c h i ng t o t he m ob i l e
o n w h i c h t h e c o m p a n y e x it s ? a p p f r o m t he in t e rn e t s it e )
% of logged-in customers
I n t e r v i e w e r - Th e c o m pa n y h a s a Browsing the product
p r e s e n c e b o t h in a m o bil e a p pl ic a t i o n T o t a l S e a r c h e s t hr o u g h u s e r s
a n d o n t h e i n t e r n et pl a tf o rm . The number of org a n i c
searches fo r a p a r t i cu la r
Candidate - O k a y. T he p o in t s of product
c o n s i d e r a t i o n f o r a PM a r e Rev e n u e , Number of re c o mm e n d a ti o n s
U s e r E x p e r i e n c e a n d O f fe rin g li st i n g s l a n d i n g to t h e p ro d uc t p a g e
t o e n s u r e t h a t t he re a r e ple n t y o f A d d i n g t o t h e ca rt
choices. N u m b e r o f p r o d u c t s a dd ed t o
the cart
F o r a m o b i l e a p p l ica t io n, i de nti f y t he V a l u e o f th e c ar t
j o u r n e y o f t h e c on su me r t hr o ug h t h e Number of p r o d u ct removals
app. f r o m t h e c a rt
Purchase
I’d like to f o l l ow the c us to m e r Cart to f i na l purchase
journey and q u a nt if y c us to m e r s conversion
b e h a v i o u r a t d iff e r e n t p oi n t s o f th e C a n c e l l e d pu r c ha s e s
journey. Number of tr a ns a c t i o n s in a
period
D o w n l o a d t h e ap p t hro ug h G oo g l e S i z e o f t r a ns a c t i o n s
or apple p la y s to r e . So the After Purchase
q u a n t i f i a b l e m e tr ic s ar e R e t u r n r a t e - % of p r od u ct s
N u m b e r o f d o w n l o ad s p er d a y t h a t a r e re t u r n e d o u t of t o t a l
Number of d ow nl o ad s per sales
month R e f u n d r a t e - m on e t a ry va l ue
N u m b e r o f u n i n sta l ls pe r m on t h t h a t i s r e f u nd e d o u t o f t he to t a l
( t o i d e n t if y t h e c hu r n r a te ) sales
R a t i n g o n t h e p l a y st or e p a g e N u m b e r o f s e rv i c e c a l ls

rushikesh.kure@gmail.com
 F o r a n e - c o m m er ce sit e , i de n t i fy t h e C a n c e l l e d pu r c ha s e s
j o u r n e y o f t h e c on su me r Number of tr a ns a c t i o n s in a
period
I ’ d l i k e t o f o l l o w a s im il a r pr o ce d u r e S i z e o f t r a ns a c t i o n s
for identifying the m et ri cs to be R e a c h e s o u t i n c as e o f is s u e s
f o l l o w e d f o r t h e w eb site . Return Rate
G o o g l e s e a r c h es Refund Rate
Google Se ar c h O rg a n i c S u p p o r t c a l l s i n c a l l c e n t re
I m p r e s s i o ns - Nu m b er of C o m e s b a c k a nd s t a rt s a l l o v e r
i n s t a n c e s w hen t h e c u s t om e r again
sees the w e b sit e in G oo g le Retention Rate
s e a r c h r e s ul t s. Frequency of usage
R a n k o n G oo g l e s ear ch e n g in e R e t u r n o n I n ve s t m e n t
results C u s t o m e r a c q ui si t i o n c os t
C l i c k - T h r o ug h Rate - % of M o n t h - o n -M o nt h g ro w t h
instances wh e n t he w e bs i t e C h u r n r a te
gets c l i c ke d out of all th e Stickiness
impressions th r ou gh se a rc h D a i l y / M o nt hl y a c t i v e u s e r s
results. D a i l y s e s s i o n s p er u s er
CTR on pa id Ad s - % of S e s s i o n d u ra t io n
instances wh e n t he w e bs i t e L i f e t i m e to d a t e
gets c l i c ke d out of all th e C u s t o m e r L i f e t i me V a l u e
i m p r e s s i o n s t hr ou gh pa i d a d s . A v e r a g e re v e n u e p e r u s e r
V i s i t s t h e p r od u c t
T o t a l U s e rs T h e M e t r i c s t h a t a re re l e v a n t fo r t he
O r g a n i c s ea r c h es company:
B r o w s e s t h e p ro d u c t R e t u r n o n I n v e s t me nt
B o u n c e R ate - % o f v isi t or s w h o C u s t o m e r a c q u i s i ti o n co s t
e n t e r t h e s it e a n d t he n l e a v e Retention rate
r a t h e r t h a n c on t in ui n g t o v i e w Churn rate
o t h e r p a ge s w it h i n t h e s a m e Stickiness
site. D a i l y / M o n t h l y a ct i v e u s e r s
P a g e s / S e s si on - N o o f pa g e s Daily sessions per user
v i s i t e d p e r se ss io n . Session duration
Time on S ite d. E x it rate on Lifetime to date
Product pages C u s t o m e r L i fe t i m e V a l u e
Registers T h e a v e r a g e re v e nu e p e r u s e r
% o f L o g ged In Us er s o u t o f M o n t h - o n - M on t h g ro wt h
Total users
% o f N e w Si g n u ps T o s u m m a r i z e , t h e c u s t om e r j o u r n e y
Adds to Cart i s a l m o s t t h e s a m e f o r w e b s it e a n d
N u m b e r o f it e m s i n c a rt p e r m o b i l e a p p e x c e p t fo r t he d i s c o v e ry
user p a r t , w h i c h h a p p e n s v i a S e a r c h an d
C a r t A b a n d o nm e n t R a t e - th e Playstore re s p e c t i v e l y . The
rate at w hi ch th e c u st om e r quantifiable m e t ri c s across t he
a b a n d o n s t h e c ar t in st e a d o f customer j o u rn e y are enumerated
m a k i n g a pu rc h as e h e r e . F i n a l l y , w e a ls o l i st ed d o w n th e
Pays metrics that t he c o m p a ny should
Cart to f ina l p ur c h a se follow.
conversion

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 Jayant Jain

I n t e r v i e w e r: Y ou ar e the D i g i ta l I n t e r v i e w e r: Y ou can d e f i ne the

P r o d u c t M a n a g e r of Bi g B a sk et . W h a t m e t r i c s f o r o n l y th e w e b si t e f or no w .
w o u l d b e t h e m e tr ic s yo u w o u ld l i k e
to follow? I n t e r v i e w e e: S u r e. The value of
o r d e r s c a n b e f o r m u l at e d a s f o ll ow s :
I n t e r v i e w e e: O ka y, f ir st I w an t t o
c o n f i r m t h a t m y u n d er sta nd in g o f B i g T o t a l V a l u e = # o f o rd e r * a v e ra g e
B a s k e t i s c o r r ec t . B ig Ba ske t i s a n value per order
Indian food and g ro ce ry store e- # o f o r d e r = # o f v i s i t o rs * % o f
r e t a i l s t o r e . A u s er ca n o rd e r e d i bl e Viewed/added items to cart * %
p r o d u c t s a n d g et t h em de l iv er e d a t bought the items
their doorstep. T h ey ha ve also # o f v i s i t o r s = # o f n e w v i si t o r s + #
cataloged few other p ro d u ct s like o f r e t a i n e d v i s i t or s .
a l u m i n i u m f o i l a n d m u gs. M ore ov e r ,
t h e u s e r s c a n u se b o t h a m ob ile a p p The user would go t h ro ug h th e
a n d w e b s i t e f o r p l a c in g a n o r d er. following journey:
T h e u s e r e i t he r l a n d s t he h o m e
I n t e r v i e w e r: Y e s, yo u may m ov e p a g e t h r o u g h u r l or t he p r o d u ct
forward. p a g e t h r o u g h a s e a r ch e n g i n e .
T h e u s e r t he n br o w s e s t h rou g h
I n t e r v i e w e e: C ou l d y o u p l e ase sh a r e the website either t h rou g h
t h e b u s i n e s s g oa l w h ic h w e wo u ld n a v i g a t i o n o r t hr ou g h t he s e a rc h
l i k e t o r e p o r t t h ro u g h th e m et r ic s . box.
T h e u s e r a d d s t h e p rod u c ts he
I n t e r v i e w e r: A ss u m e t ha t t h e g o a l o f w a n t s t o p u r c h a s e t o t he b a s k e t .
t h e b u s i n e s s i s t o i nc rea s e t h e v a l u e The user ca n also s av e the
o f o r d e r s p l a c e d. product. For s av i ng , Big B a s ke t
will ask the user to login or
I n t e r v i e w e e: I w il l c r e a te a user register. The user can c r e a te
j o u r n e y m a p , id en t if y w hic h a c t i o n s c u s t o m l i s t s a n d a d d t h e i te m s t o
i n d i c a t e s u c c e s s an d f ail u re to wa rd s the list for repeated purchase.
p l a c i n g o r d e r a n d t h e n d ef in e t he F o r o r d e r i n g t h e p ro d u ct s f r o m
a c t i o n a b l e l a g g in g i n d ica tor s. S ho ul d t h e b a s k e t a l s o , Bi g Ba s ke t w il l a s k
I d o i t f o r b o t h, we bs ite a nd mo bi l e t h e u s e r t o l o g in o r r e g i s t e r . T h e
app? u s e r c a n r e v i e w t he i t e m s w e w a n t
t o b u y a n d t h e n cl ic k o n ch e c k ou t .

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 Following t his , the u se r is Average time of a s e s s io n per
n a v i g a t e d t o t he c h ec k ou t s c re e n . month Average q u a n ti t y per
H e r e , t h e u se r c a n s el e ct o r a d d p r o d u c t a d d e d t o t h e b a s k e t p er
t h e d e l i v e r y a d dr e s s. H e ca n a l s o month
s e l e c t a n a p pr op ria t e d el i ver y s l ot Number of s a v ed l is t s p er
a n d a p p l y f o r a v ouc h e r . m o n t h P e r c e nt a g e o f u s er s u s i n g
Users can also o pt to buy the referrals per month
B B s t a r m e m be rsh ip if he p la n s to P e r c e n t a g e o f l og g e d i n u se rs p e r
o r d e r f r e q u en t l y w it h h ig h v a l u e month
carts. Percentage of new re g i s t r a t i on s
T h e u s e r i s th e n n a v ig a te d t o h i s per month
preferred p a ym en t g a t ew ay fo r N o . o f c o m p l a in t s p e r m o n th
placing the order. N o . o f o r d e r s p e r u s er p er mo n t h
A f t e r p l a c i n g th e or d er , th e u s er i s V a l u e o f r e t u rn s p e r m o nt h
navigated to the c o n f i r m a ti o n D a i l y a c t i v e us e r s
screen. C o n firm a t or y email and Monthly active users
m e s s a g e i s a ls o d el i ve r ed .
T h e u s e r c a n c on n e ct wi th t he Conversion: After adding th e
c u s t o m e r c a r e a n y t im e t o m a k e a products to the basket, the user
c h a n g e i n o r d e r o r de l ive r y t i m e r e v i e w s t h e b a s ke t a n d c h e c ks ou t .
s l o t o r r e q u e st ing c a n cel l at io n . T h e f o l l o w i n g c an b e m e a s u re d t o
The user r e c e iv es th e i m p r o v e c o n v e r s i on :
confirmation a ft e r t he or d er is Average number of items in the
d e l i v e r e d a t t h e d oo r st ep . basket per month
Average value of i te m s in th e
I n t h i s j o u r n e y , t h e u s e r g oe s th ro u g h basket per month
5 stages: Basket a b a n d o nm e n t rate p er
A w a r e n e s s : T h e u ser s c a n vi sit B i g month
B a s k e t e i t h e r t h ro u g h u r l o r s e a rc h O r d e r c a n c e ll a t i o n rat e p e r m o n th
e n g i n e . T h r o u g h se a r c h e n g in e s a l s o , A v e r a g e o r d e r va l ue p e r u s e r p e r
the user can na v i ga t e t hro u g h month
o r g a n i c s e a r c h re su l ts or i n o rg a n i c Percentage of u s e rs wh o se l e ct
paid results. H en c e we ca n h av e s i m i l a r p r o d u c t s d u ri ng c he ck o u t
following metrics: per month
N o . o f v i s i t s p er m o n t h Percentage of users applying
Percentage of v isit s th ro u g h v o u c h e r s p e r m o nth
o r g a n i c r e s u l t s p er m o n th Value of v o uc h e r s a p p li e d per
Percentage of v isit s th ro u g h month
i n o r g a n i c r e su l t s pe r m o n t h
R a n k o n s e a rc h en g in e r esu l t s R e t e n t i o n : T h e u s e r s h o u l d a g a i n op t
f o r B i g B a s k e t f o r f ur t h e r p urc ha s e s
Engagement: T he us er br o w s e s w i t h i n 2 w e e k s . T h e fo l l o w i n g ca n be
t h r o u g h t h e w e bsi te t o fin d p ro d u c ts . m e a s u r e d t o i m p r o v e r e t e n ti o n:
T h e f o l l o w i n g c an b e m ea su re d t o Percentage of u s e rs op ti n g f or
i m p r o v e u s e r e n ga g e m e n t : B B s t a r m e m b e rs h i p p e r m on th
Bounce rate per p ro d u c t or P e r c e n t a g e o f u s e rs bu y i n g a g ai n
c a t e g o r y p a g e pe r m on th per month
A v e r a g e n o . o f pa ge s v i si t ed p e r
s e s s i o n p e r m on th

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 R e f e r r a l : T h e u se rs c an al s o b e a
marketer for ou r p r od u c t th r o u g h
w o r d o f m o u t h a n d s ha r in g re f e rra l
code.
Percentage of u s e rs sh a ri ng
r e f e r r a l s p e r m on t h

I n t e r v i e w e r: T h is is g r ea t. T h a n k y o u !

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 Mahendra B

I n t e r v i e w e r: You a re PM at the u s e a d s t o g e n e ra t e r e v e nu e . O ne o f
F a c e b o o k b u i l d in g f or I nd ia . Y o u ’ r e the main reasons fo r a fre e m iu m
tasked to come up w it h a Go to m o d e l i s t o g e t t he u s e r s to u s e th e
Market s t r a t egy for a dating p r o d u c t a n d r e al i z e t h e v a lu e be fo re
a p p l i c a t i o n t h a t F a c e bo ok h a s c om e a s k i n g t h e m t o p a y . T he r e i s a l s o t he
up with. a s p e c t o f n e t w o rk e f f e c t s. G e t t i n g
m o r e u s e r s o n t h e p la t f or m i s v e ry
C a n d i d a t e: B e f o r e I m ove o n , I w a n t i m p o r t a n t f o r it s s uc ce s s .
t o c l a r i f y t h e m a r k e t in g g o a l . It i s to
l a u n c h t h e a p p l ic a t io n in I nd ia ? I n t e r v i e w e r: S o h ow d o e s F a c e b o o k
f i t i n t h i s m a r k e t ? W h a t c a n F a c e b oo k
I n t e r v i e w e r: Y e s, yo u n e e d to com e do differently?
u p w i t h a s t r at e gy t o l au n c h t h i s
a p p l i c a t i o n i n I nd ia . C a n d i d a t e: T a l k i n g a b o u t F a c e bo ok , I
t h i n k t h e g o a l o f F a c e b oo k i s t o b r i n g
C a n d i d a t e: S u r e . I w o u l d lik e t o s t ar t t h e w o r l d c l o s e to g e t h e r a n d h e l p
o f f b y a n a l y z i n g t he c u rre n t d a t in g b u i l d c o m m u n i ti e s . A d a t i ng p l a t f orm
a p p l i c a t i o n m a r ke t. Da t in g is a m o ng that enables b ui l d in g new
t h e t o p - g r o s s in g ca t eg ori es on t h e c o n n e c t i o n s f i t s ri g h t i nt o i t s v i s i o n .
G o o g l e p l a y s t o re i n I n d ia . Pe op le a r e The key strength of Facebook is its
w i l l i n g t o p a y f or s u c h p r od u c t s . T he d a t a . I t c a n l e v e ra g e t hi s da t a t o f i nd
t o p a p p l i c a t i o n s w hi ch i n ca n r e ca l l a n a l m o s t p e r f e ct m a t c h. H o we v e r ,
a r e T i n d e r , B u m b le . Th ey a r e a g lo b a l d a t i n g e x p e r i e n ce s v a r y fr o m c ul tu r e
p r o d u c t . T h e r e ar e q u it e a f ew lo c a l t o c u l t u r e . F a c e b o o k h a s t o ke e p i n
p r o d u c t s a s w e l l. B u t a l l th e se a re mind that dating e xp e c t a t i o n s a re
dating a p p l i c a t ion s f irs t . N on e of completely d i ffe re nt in In d i a
them have th e c a p a b i li t ies th a t c o m p a r e d t o w e s t e rn c ou nt r i es . So
Facebook has, in t e rm s of S o ci al t h e d a t a o n u s e rs a n d t h e i r n et w o r ks
g r a p h , u s e r p r e fer e n ces , e t c. M o s t o f c a n b e l e v e r a g e d t o b u i l d a p ro du c t
t h e u s e r s a r e be t w e e n t h e a ge s o f 1 8 that people can trust. D at i n g
- 2 7 . T h e y a r e u sua ll y in c ol l e g e o r p l a t f o r m s i n t h e m a rk e t s tr u g g l e t o
early stages of the i r p r o f es si o n a l k e e p t h e p l a t f o r m c l e a n of b o t s an d
c a r e e r s . M o s t o f t he d a t in g p la t fo rm s fake accounts. This is a h ug e
f o l l o w a f r e e m i u m m o d el . T h e y a l s o p r o b l e m , w h i c h is h a r d t o s o l ve

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 w i t h o u t t a x i n g t he a ct u a l u se rs to Post-launch - Facebook sh o u l d
give out p e r so n a l inf orm a t io n. actively market the p ro d u c t and
H o w e v e r , t h e c u rr en t p l a t f o rm s h a v e e d u c a t e t h e u s e rs a b ou t h o w t h i s
t h e a d v a n t a g e of u n de rst a n d in g t h e platform is d i f f e re nt fro m its
u s e r s ’ b e h a v i o r . T he y a lso h ave b ra n d c o m p e t i t o r s . T h e y c a n u s e e x i s ti n g
e q u i t y . T h i s w o u ld t a ke q u it e s o me products like F a c e b oo k and
time to build. F a c eb o ok c an ha ve M e s s e n g e r t o m a r ke t th i s p ro du c t .
f e a t u r e s l i k e f r a u d d e te ct i on an d a
better r e c o m m e n da tio n sy st e m to Now, talking about d i st ri b u t i o n ;
w i n o v e r t h e c u sto m e rs ’ t r u st . S o Facebook can launch t hi s as a
F a c e b o o k s h o u ld fo cu s o n p ro vid i n g a separate application. Facebook has
platform for b u il d in g l a s ti ng a c c e s s t o 3 0 0 m i l l i o n I nd ia n u s e r s
relationships as t h ey ha v e e n ou g h a n d t h e y c a n u s e t h i s u s er b a s e t o
data about t he us er s and t he i r m a r k e t t h e p r o d u c t t o.
behavior.
I n t e r v i e w e r: N ow l e t ’ s m o v e o n t o
I n t e r v i e w e r: Okay, th is is good. the retention of these users.
Considering t h is to be wh a t th e
a p p l i c a t i o n d o e s, ho w w o ul d yo u g o C a n d i d a t e: S u r e . W h e n i t co m e s t o
a b o u t l a u n c h i n g it ? dating p l a t f o rm s , re t en ti o n is
d e p e n d e n t o n t h e v a l u e p e o p l e d e r iv e
C a n d i d a t e: S u re. I w ou ld l ik e to in terms of c o n ne c t i o n s made.
d i v i d e t h e m a rk et in g a c t iv iti e s i nt o Facebook should not focus on
t h r e e b u c k e t s . P re- la u n c h, L au n c h , w h e t h e r t h e s a i d m a t ch go e s o n a
a n d P o s t - l a u n c h . I wo u l d l ik e t o g o d a t e o r m e e t u p i n re a l l ife a s t h e r e
t h r o u g h t h i s o n e b y o n e. a r e a l o t o f o th e r f a c t o rs b e y o n d
F a c e b o o k c o n t r o l . T h e p r i m a r y fo c us
I n t e r v i e w e r: S o u nd s g re a t . G o on s h o u l d b e o n h o w ha p p y a u s e r i s
w i t h t h e k i n d o f p e op le t he y m e e t o n
C a n d i d a t e: O k a y . the platform. We can measure this by
s e e i n g h o w l o n g t h e y i n te ra c t w i t h
P r e - l a u n c h - F a ce bo ok sh ou ld id e a l l y e a c h o t h e r o n t h e p la t fo r m a n d a l s o i f
s t a r t b y t e s t i n g i t in a f ew r e g io ns t h e y a d d e a c h o t h e r o n Fa c e b o ok a s
within India. P r ob ab l y st a r t with friends. We can also ask them for
m e t r o c i t i e s l i k e M u m b a i , Ba ng a l o re feedback a week a ft e r t he y s ta r t
where the d a t in g c ul t ur e is m or e i n t e r a c t i n g w i t h e a ch o t he r . W e n e e d
p r o g r e s s i v e . F a ceb oo k s ho ul d c r e a t e t o m e s s a g e t h e fe e d b a c k in su c h a
h y p e a r o u n d t h e p r o du ct . Th e y c o ul d w a y t h a t t h e us e rs r e a l iz e w h y t h e
r e l e a s e t e a s e r s , sm a ll c l ip s s h o w i n g f e e d b a c k i s b e i ng t a k e n .
w h a t t h e p r o d u ct cou l d do .
I n t e r v i e w e r: H o w w o u ld y ou g o a b o u t
Launch - They sh o u l d l au n c h the pricing this product?
p r o d u c t b y c r e at in g a v irt u a l / l iv e
event. All the c om p e tit o r s in the
m a r k e t a r e k i n d o f e st a bl i sh ed , s o
F a c e b o o k s h o u l d se e k to m a k e a n
i m p r e s s i o n o n i ts u s e rs .

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 C a n d i d a t e: The p r o d uc t s ho u l d be C a n d i d a t e: S u re . The g oa l fo r
f r e e f o r a l l u s er s. N ew e xp e ri e nc es F a c e b o o k w o u ld b e to s t a nd o u t a n d
can be added l a t er w hi c h ca n be differentiate itself f ro m t he
m a d e p a i d . W e c a n a ls o t ap i n to li v e c o m p e t i t i o n . T h e f oc u s s h ou l d b e on
experiences w it h v i rtu a l p a rt i e s , b u i l d i n g l o n g t e rm r e l a t i o ns hi p s, b e i t
e v e n t s , e t c . T h e y ca n al s o cr ea t e a f r i e n d s h i p o r d a t i ng . M ov i n g o n t o
p r o v e r s i o n f o r t h e u se r w h ic h w ou l d m a r k e t i n g , F a c e b o o k s ho ul d fo c u s o n
u n l o c k s e v e r a l f ea tu re s to f in d be t t er c r e a t i n g h y p e t o w a rd s t he p r o d uc t .
matches or eve n f in d m at ch e s This will also set the ri g h t
quicker. expectations fo r t he users. They
s h o u l d b a c k t h a t u p w i t h a la u n ch
I n t e r v i e w e r: T his is g o od . C o u l d y o u t h a t i n v o l v e s it s u s e rs . H o we v e r , i t
p l e a s e s u m m a r i z e t h e w ho le p la n? would be a p ro d u c t that w o u ld
determine s u c ce s s . Mo s t p l a t fo r m s
d o n ’ t h a v e e n o u g h d a t a to f in d t he
perfect match f or a p e r s on .
T h e r e f o r e , t h e v a l u e d e ri v e d fr o m t he
p l a t f o r m i s n o t m a x i m u m . A ls o , t h e s e
p l a t f o r m s s t r u g g l e t o i d e n ti fy b o ts o r
fake accounts on th e ir p l a t fo r m .
F a c e b o o k c a n d i ffe r e n t i a t e i ts e lf b y
s o l v i n g t h e s e v e ry p r o b le m s .

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 Premnandhakumar K

I n t e r v i e w e r - T h e c om pa n y “G r o ce rs ” introduce new s e rv ic e s , make the

w a n t s t o l a u n c h a p r od uc t w hi c h d o e s l o g i s t i c s c h e a p e r . T h e p ro d u c t h as
g r o c e r y d e l i v e r y s e r v ic e . G i v e u s a f e a t u r e s l i k e s c h e d u l i ng o f d e l i v e r y ,
Go-to-market st ra t e gy for th e taking limited credit, v e rn ac u l a r
company. l a n g u a g e s u p p o rt .

C a n d i d a t e - W h a t a r e t h e g oa l s o f Weaknesses: S e cu r i t y of c u s t om e r
the company? What are the data, Technical g l i t c he s in the
c o m p a n y ’ s s t r e n g t h s a nd we ak n e s s e s? p r o d u c t , M i s m a t c h or e rr or s by th e
human agents in th e sy s t e m l ik e
I n t e r v i e w e r - Th e c om p a n y w a n t s t o delivery agents.
c a p t u r e m a r k e t s h ar e in T i er - 2 c i ti e s
and towns in t he c o u n t ry . The Candidate - H ow do competitors
product has ve rna cu la r language position their p rod u c t s ? W ha t a re
s u p p o r t , w h i c h ad ds f u r th er s t r e ng t h t h e i r s t r e n g t h s a n d w e a kn e s s e s ?
t o t h e c o m p a n y ’s go a l o f e nt e ri n g
T i e r - 2 c i t i e s a n d t ow n s . Interviewer - Gi v e n the c u r re n t
c h a n g i n g s c e n a r i o, we c a n d i v id e th e
C a n d i d a t e - W ha t d oe s t he pro d u c t competitors based on t he d e l i v e ry
d o a n d w h a t i s t he va l ue pr o po s i t i o n c h a n n e l s a s O n l i ne D e li v e ry pl a t fo rm s
for the c u s t o m e r? Wh at ar e the and physical stores.
strengths and w e ak n es se s of th e
product? Within Online P la t fo r m s , we ha v e
H y p e r l o c a l s e r v i ce s ( li ke B ig b a s ke t ,
I n t e r v i e w e r - Th e p rod uc t d el i ve rs G r o f e r s , S w i g g y G e n i e et c ) a nd E -
g o o d s l i s t e d o n t he ap p / w e bsi t e t o Commerce p l a t f or m s (l i k e A m a z on ,
your doorstep, with a m in i ma l F l i p k a r t e t c ) . T h e h y p e rl oc a l d el i v e ry
d e l i v e r y c h a r g e . W i th t h e s t re ss on s e r v i c e s n o w h a v e a qu i ck e r d e l i v e ry
s o c i a l d i s t a n c i ng , th e p r o d u c t g i v e s time when c om pa re d to the E-
t h e f r e e d o m o f sh op pi n g f r om h o m e . commerce p l a t fo r m s . E - C om m er c e
p l a t f o r m s a r e v e n t u r i ng i n t o g ro c e ry
S t r e n g t h s : T h e p ro du ct c a pt u r es d at a d e l i v e r y n o w la t e l y . T he a d v a nt a g e
a n d t h e s a m e c a n b e u se d t o p r ed i c t t h a t t h e o n l i n e p l a t fo r m s h a v e a re
d e m a n d , i m p r o ve p r od u c t fe a t u re s , t h e a g g r e g a t i o n o f o r d e rs a n d t ha t

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 successively h elp s in planning the W e o f f e r d i f f e re nt p a y m en t o p t i o n s
deliveries and p ro c ur e m en t be t t e r . f o r t h e c u s t o m e r s l i k e C a r d s , W a l le t s ,
Also, tech p r o d uc t s g iv e a bu nd a n t U P I a n d a l s o t a k e cr e d i t w it h a l i m i t
u s e r d a t a , f r o m w hic h i n s i gh t s c a n b e b a s e d o n t h e c u s t o m e r p r o fi le . T h e re
mined and used. is s u b s c r i p t i o n -b a s e d p a y me nt fo r
c e r t a i n p r o d u c t s s u c h a s m i l k, w h i c h
Within the t ra di tio na l p hy s i c a l c a n b e d e l i v e re d d a i l y . O u r r ev e n u e
stores, we h a ve O rg a n is e d and s t r e a m i n c l u d e s t h e d e l iv e r y fe e a n d
Unorganised r e t a i l. In organised the margins t ha t we get on ea c h
retail, we h a ve b ig p l a ye r s (l i k e order.
R e l i a n c e F r e s h , B ig B a z a a r , D - M a rt
etc) and small p la ye rs ( l ike local C a n d i d a t e - W ha t a re t he tre n d s ?
s u p e r m a r k e t s ) . Big p la y ers h a v e t h e What are the le g a l and re g io n a l
advantage of b ig b a sk et siz e a nd issues?
enjoy economies of sca l e Under
u n o r g a n i z e d r e ta il, we ha ve t h e lo ca l Interviewer - The O nl i ne e-
k i r a n a s t o r e s . T he u n or g a n iz ed re t a i l commerce i n d us t ry is c ur re n t ly
u s u a l l y w o r k s w it h lo w vo l u m e a n d g r o w i n g v e r y f a st d u e t o t h e C o v i d ’ 19
h i g h m a r g i n s a l es . s c a r e . M a n y n e w pl a y e rs a r e c om i n g
in, like A m a z on , Flipkart who are
Since our target m a r k et is Ti e r - 2 g e t t i n g i n t o t he g r o c e ry c a te go r y to
c i t i e s a n d t o w n s , w e d o no t h a v e B i g meet the increased demand amidst
Organized r e t a i le r s and H yp er l oc a l Covid’19.
d e l i v e r y s e r v i ce s t o a l a rg e e xt e nt .
T h e m a j o r c o m p e ti to r s st i l l w ou l d b e C a n d i d a t e - I wa nt to s e g re g a t e t h e
p h y s i c a l s t o r e s on l y . marketing a c ti v i t i e s in 3 headers,
p r e - l a u n c h , l a u n c h , a n d p o s t- l a un c h .
C a n d i d a t e - W h o a re o u r cu st o m e rs ? I’ll cover different a s p e c ts like
W h a t d o c u s t o m er s w a n t to u se t he Product, D i s t ri b u t i o n , P r o m o t io n,
p r o d u c t f o r ? H o w d o t he y p a y fo r t h e Partnerships, R e t e n t i on s tr a t e g y ,
product? P r i c i n g t h a t a re as s o c i a t e d w i t h th e
launch.
Interviewer - With t he p a nd e m ic S p e a k i n g a b o ut t he f ea tu r e s t h a t
situation, w o r k in g p r of e ss i on al s in the product m us t ha v e , W hi l e
m e t r o s h a v e m o ve d t o W F H . T h e y a re m o v i n g t o T i e r -3 ci t ie s a nd to wn s ,
e i t h e r w o r k i n g f r o m th e i r h om e s i n it is n e c e s s a ry to f o cu s on
t h e s a m e c i t y o r ha v e m ov ed t o t h ei r r e g i o n a l f e a t u re s l i ke v e rn a c ul a r
h o m e s i n T i e r - 2 c it ie s a n d to w n s . languages, b uy i ng habits of
T h e y n o w l i v e w it h t h e i r p a re n t s , w h o consumers, t r a d i t i o na l customs
a r e a g e d a n d h a v e a h ig her r is k du e etc.
t o t h e p a n d e m i c. Regarding d i s t r ib u t io n , the
p r o d u c t c a n b e a v a i l a b le a s a n A p p
They would take s uf f ici e n t on the P l a y s t o re , W eb s it e and
p r e c a u t i o n s t o e n su re t ha t t h e a g e d O r d e r i n g v i a P ho n e . O rd e r i n g v i a
parents are sa f e and w ou l d be p h o n e i s a n i m p o r t a nt ch a n n e l t o
inclined to u se al l th e m ea ns consider because our goal is to
available to e n su r e t ha t . The c a p t u r e t i e r -2 c i t i e s a n d t o w n s .
c u s t o m e r s c a n u se ou r pr o du ct t o d o
their usual g r oc e r y s h o p p in g in a
safer manner.

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 About P r o m o t io n s , An ou tb o u nd Partnerships wi t h farmers and
m a r k e t i n g s tr a t e gy ca n b e u se d to mandis would enable p ro c u r in g
cover the a u di en ce in ma s s e s, f r e s h s u p p l i e s i n a l o w e r c o s t.
again due to t he na t ur e of Loyalty p r o g r am s to e n s u re
c o n s u m e r s i n Tie r- 2 c it ie s. W h i l e c u s t o m e r r e te n t i o n, a c c u mu la t e d
a s i g n i f i c a n t n u m b er of p e o pl e i n d a t a w o u l d e n a b l e b e t t e r l og i s t i cs
t h e s e p l a c e s w ou ld ha ve or d e re d planning and hence c he ap e r
online, our ou tb o un d m a r ke t i n g delivery costs.
strategy s h ou l d be f oc u se d on T h e p r o d u c t p i tc h e s in t h e e n a b l e
m a k i n g t h i s a ha bit . t h e c o n v e n i en c e of s h op p i n g f r o m
P a r t n e r s h i p s w it h w h ole sa le r s a n d h o m e , a m i d s t a n d p o s t C ov i d ’ 1 9
s u p p l i e r s . P a r t n e r sh ip s w ith l oc a l w h e r e p h y s i ca l d i s t a n c in g i s v e ry
f a r m e r s t o b u y f re sh pr o d u c e , a t i m p o r t a n t . T h e c om p e ti t o rs h e re
low prices. a r e L o c a l s u p e rm a rk e t s a n d K i r a n a
T o k e e p u s e r s ac tive l y u s ing t h e s t o r e s w h e r e t he c o n su m e rs h a v e
p r o d u c t , r e t en t i o n s t r a t e g ie s l i ke to interact physically. W h e r e as
P r o m o t i o n s a n d dis co u n t s b a se d our product enables consumers to
o n a L o y a l t y p rog r a m. f o l l o w p h y s i c a l d i s t a n c in g .
Our Pricing st r at e gy ca n be
offensive or d ef en siv e . T he
offensive c o ul d be price
leadership, p e ne tr a tio n p ri c i n g ,
p r i c e / p e r f o rm a n ce p ri cin g, or
p r o m o t i o n a l d isc o u n t s . D ef e n s i v e
c o u l d b e v a lu e - ba se d , m a in ta i ni ng
t h e h i g h e s t p ri ce , p r i ce sk im m i n g ,
or b a i t - a n d - sw it c h p r ic in g . We
c o u l d g o w i t h a n Of f en s i ve p ri c in g
with p r o m o t i on a l d is c ou nt s to
c a p t u r e m a r k e t s ha r e f rom L oc a l
s u p e r m a r k e t s a n d K ira n a st or e s .

I n t e r v i e w e r - C a n y ou su m ma r iz e t he
l a u n c h s t r a t e g y f o r t h e co mp a n y an d
wrap it up?

C a n d i d a t e - T he c o m p a n y is a i m i n g
t o c a p t u r e a m a r k et sh a r e in th e
g r o c e r y s p a c e in Ti e r -2 c i t i e s a n d
towns in I n dia , th r o u gh O n li n e
delivery service.
T o t a r g e t t h e T ie r - 2 co ns u m er s
effectively, t he p ro du c t has
vernacular l a n gu a g e s u pp or t ,
Ordering vi a C all s, O u tbo un d
m a r k e t i n g s t ra t eg y t o e du ca te a n d
create a w a re ne ss a mo n g the
people.

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 Aditya Doiphode

H o w w o u l d y o u l a u nc h a M u lt i -C l o ud The key p a r t ne r s hi p s f ro m th e
a r c h i t e c t u r e s e r v ice in Ind i a ? p r i m a r y b u s i n e s s c a rr i e s o v e r t o
t h i s b u s i n e s s s m o o t hl y . T h e r e are
Marketing Goal synergies in b o th s id e s of th e
Ask c l a r i f i c a t io n q ue s t io ns to business.
u n d e r s t a n d w h a t t h e m a i n o bj e c t i v e B e c a u s e t h e co m p a ny is no t w e l l
is- known in the space, ra i si ng
T h e o b j e c t i v e i s t o r a is e a w a r e n e s s a w a r e n e s s o f th e i r c ap a b il it i e s a n d
f o r t h e t e c h no l og y a nd h o w ca n the variety of s o lu ti o n s is
the company h el p w it h the important.
a s s e m b l y a n d d e p l oy m e n t o f t he
solution. P r o d u c t- What e x a ct l y is t he
A s y o u c a n a ss um e, th i s is a B 2 B product? What a re the key
m a r k e t i n g c a s e. d i f f e r e n t i a t i n g fa c t o rs ?
T h e p r o d u c t is a s e r v i c e p ro v i d e d
Analysis b y t h e c o m p a n y w h e r e t h e y wi ll
C o m p a n y — W h a t a re t h e g oa l s o f t he c r e a t e a p la tf o r m fo r t h e c l i e n t
c o m p a n y ? W h a t a re t h e c o m p a n y ’ s which can host i nfo rm a t i o n on
s t r e n g t h s a n d w e a k n es se s? b o t h p u b l i c c l o u d s l i k e M ic r os o ft
The company is an em e r g in g A z u r e , A W S e t c . a nd p r iv a t e cl oud
player in the c l ou d s er v i c e t h r o u g h d a t a c e n t re s . T h e s e rv ic e
industry with p a r t n e r s hip s with w o u l d i n c l u d e bo t h g a i ni ng a c ce s s
multiple cloud i n f ra str u c t u re to public cloud as well as
p r o v i d e r s . T h e f o cu s i s s ell i ng t h e deployment of p r i va t e da ta
clients on the id ea of h av i n g c e n t r e s t o h o s t a pri v a t e c l o u d .
p u b l i c a s w el l a s p ri v a t e cl o u d fo r T h e d i f f e r en ti a t i n g fa c t or i s t he
a s e a m l e s s a c ce ss t o a l l t he d a t a. n u m b e r o f d i f fe r e n t pa rt n e r s h i ps
T h e c o m p a n y h a s b e e n a pi o n ee r t h e c o m p a n y h a s w i t h d i f fe r e n t
in the tech wo r ld and is we l l c o m p o n e n t m a n uf a ct u re rs , OE M ’ s
renowned for it s ha r d w ar e a n d I S V ’ s . H e n c e t h e o p t i m i s a t i on
p r o d u c t s . T h e y a r e l oo k in g f o r a n o f p a r t s a nd i n t e g r a ti o n do n e b y
e x p a n s i o n t o oth e r s ec t o r s a s th e the p a r t n e rs hi p is much m or e
competition in th e ir pr im a ry efficient than d o i ng this
industry is g ro w i ng at a rapid i n d i v i d u a l l y . T h i s a s p e c t n e e d s to
space. be highlighted.

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 C o m p e t i t o r s- W ho a re t he major p o i n t o f t i m e , i t w ou ld b e g o o d t o
competitors? W h at a re t he have a private cloud which hosts the
s u b s t i t u t e s t o t h e p ro d u c t s ? i n f o r m a t i o n a s w e l l. T h i s a l s o w o r ks
A c o u p l e o f o t he r G l ob al Sys t em t h e o t h e r w a y a r ou n d .
i n t e g r a t o r s ( G S I ’s ) h a ve a s er vi c e i n
this domain b ut the co m p a n y ’ s M a r k e t i n g A c t i v i t ies
o f f e r i n g i s m o re d e t a il e d a n d i t T h e a c t i v i t i e s a r e bi f u rc a t e d o n t h e
h e l p s w i t h t he gro u n d u p b u il d. In b a s i s o f t h e o b je c t i v e b e i n g fu l f i l l e d
comparison to c o m pe ti t iv e by them, feel fr e e to use th e s e
s e r v i c e s w h ere y ou w o u l d h a ve t o e x a m p l e s f o r a n y ot he r c a s e w he r e
a v a i l m u l t i p l e s e r vic e s t o a ch i e ve you can i d e n t i fy a p p l i c a ti on fo r
t h e s a m e e n d re s u lt . them-
T a l k i n g a b o u t t h e s ubs t it u te s , t he Lead A c q u i s i t io n- Mass b r o a d ca s t
c o m p a n y c a n op t t o h a ve e i t he r programs can be c o nd u c t ed to
p u b l i c c l o u d l e t’ s sa y fr o m A WS or g e n e r a t e o p t - i n s a s we l l as l e ad s fo r
j u s t g o f o r p riv a te cl o u d w he re targeted c o m m u n i ca t io n. The
l e t s s a y L e n ov o w o u l d bu il d t h e m programs can i n cl u d e b ro a d
t h e s e r v e r s an d t h e co mp an y g o e s technology p o d ca s t s , n e w s l e tt e rs ,
t o s o m e I S V fo r the s of t wa re a n d c o n t e s t s ( e g . H a c k a t h on s ) e t c .
i n t e g r a t e i t t he ms el v es .
R a i s i n g A w a r e n es s- T hi s n e e d s t o b e
C u s t o m e r s- W h o a r e the c us t om e rs ? m o r e s o l u t i o n s p e c i f i c. T a lki ng m o re
Which d e c i s i on m a k er s s hou l d be a b o u t t h e a p p li c a ti o n o f t he s o l ut i o n
t a r g e t e d f o r t h e c a m pa i g n s? a n d i t s b e n e f i t s . T hi s c a n in c lu de
T h e c l i e n t s a r e b ig c om p a n i e s w it h Webinars, t ho u g h t le a d e rs hi p
a l o t o f d a t a w hi c h n ee d s to b e p r o g r a m s , P r o d u c t d e m os e t c .
accessed e a s il y . Co n v ey in g to
them the a d va n t a ge s of h a v i ng T a r g e t e d e n g a g e m en t- T hi s i s a m o re
M u l t i - c l o u d in f r a st r uc tu r e is k e y . f o c u s e d p r o g r a m . T h is wi ll i n c l u d e
I d e a l l y t h e d e c is io n m ak e rs l i k e d e m o s f o r t h e p r o d u ct fo r a s e l e c te d
CIO’s should be t a r ge t ed fo r a set of p e o p le . E ng a g em e n t w i th
more focused ca mp aig n . Bu t p e o p l e a l r e a d y i nt e re s te d i n c lo u d
engaging with managers and i n f r a s t r u c t u r e a n d tr a i n i n g t h em i n
t e c h n i c a l a r c hit e ct s is im po rt a nt . w a y s o f e n g a g i n g w it h t h e c o m pa n y .
R a i s i n g a w a re ne s s for th e s ol u t i o n
amongst the b ot t om of th e Strengthening ex is t i ng a c co un t s-
p y r a m i d i s i m p or t a n t . T h i s i s f o c u s e d fo r d e c i s i o n m a ke r s i n
T h e r e v e n u e fo r t h e co mp an y i s existing c l i e n ts . E ng ag i ng w it h
from both, d e p l o y m en t of the c l i e n t s w h o a l r e a d y d o bu s i ne s s wi t h
solution as w e ll as t he se r v i ce t h e c o m p a n y i s e a s i e r th a n g a i ni n g a
provided for k eep in g the n e w a u d i e n c e . T h e b a r r i e rs to e n t ry
infrastructure up and running. a r e l o w e r a n d t he y a l r ea d y tr u st t he
c o m p a n y t o g i v e t he m a g o o d se r v i c e
M a r k e t L a n d s c ap e- I n t h e po s t c o v i d a s t h e y a l r e a d y d o b u s i n e s s w i t h th e
w o r l d , t h e r e i s a n ee d f or o n the g o company. I n c e nt i vi s i n g f i rs t ha n d
access to i n f or ma ti o n and t ha t is u s a g e o f t o o l s n e e d s t o b e i nc ul c a te d
made possible by a Mu lt i- cl ou d i n s o m e m a n n e r.
s o l u t i o n . T h e r e ar e i ss u es w ith pu b l i c
c l o u d , t h e y m i g ht sh u t d o wn , a t th a t

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 Messaging Utilise the new leads to
U s e f u l n e s s o f M ul ti- C l o ud in a p o s t u n d e r s t a n d t r e n d s a n d d o ta r g et e d
c o v i d w o r l d - T he pa i n p oi n t w h ic h c a m p a i g n s li ke W e b i na r s , d e m os ,
n e e d s t o b e d e sc r ib e d i s h ow s o m e t h o u g h t l e a d er s h ip e ve n t s e t c .
companies felt ha n d ica pp ed when Engage with t he s c a t t e re d
t h e y h a d t o m o ve to w o r k f r o m h o m e . d e c i s i o n m a k e rs
M a n y c o m p a n i e s di d n ’t h av e t he r i g ht H a v e f o c u s e d pro g r a m s f o r CIO ’s
i n f r a s t r u c t u r e t o f ac i l ita t e wo rk fr o m to educate them on ways of
home. That is where co mp a n i e s i m p r o v i n g t h e I T in f ra s t ru c t ure of
h a v i n g a m u l t i cl o u d ar c h itec t u r e ha d their c o m p a ni e s . C o ll a b o ra t i ng
n o i s s u e s m o b i l is in g th ei r wo r k fo r c e . with t e c h n ol o g y a na ly s t s or
I n t h e f u t u r e it w o u l d be gr e a t t o b r a n d s l i k e C IO b y I D G c a n h e lp i n
have the o p t io n to ho st t he i r g e t t i n g l e g i t im ac y fo r t he e v e n t s .
workforce in a w o rk f ro m h o me C r e a t e s o l u t i o n co l la t e r a l s a lo n g
setting. with the p a r t ne rs . H a vi n g jo i nt
c o l l a t e r a l s w i l l he l p a s t he re a c h
Usefulness of P a r tn e r s h i p- The w o u l d b e b roa d e r i f c o n t a c t s f or
different p a r t n er s h ip s need to be all the p a r tn e r s a re l e v e r a g ed .
h i g h l i g h t e d . I t w ou l d b e g r ea t t o u s e Solution collaterals ca n i nc lu d e
the partner’s m a r k e ti ng rea ch and creating W h it e p a p e r s and
end user i n f l u e nc e to d r iv e t he S y n d i c a t e r e p o rt s .
campaigns. Hi gh li gh t t he
o p t i m i s a t i o n c a p a b il i tie s w hi c h c o m e F o l l o w i n g a l l th e s e p ra c ti c e s w o u l d
o n w o r k i n g w i t h t he p a r tn e r. surely help in d iff e re nt i a t i ng t he
product for the c o mp e t i t or s a nd
Wrapping up m a k e i t m o r e a p p e a l i ng co m p a r e d t o
t h e s u b s t i t u t e s . In a l l , a wa re ne s s f o r
R e s t a t e t h e O b j ec t ive of M a rk eti n g Multi-Cloud s ol u t i o n s would be
T h e o b j e c t i v e i s t o e du ca te p e o p l e increased.
on the u s e f u ln es s of h avi ng a
M u l t i - C l o u d in fr a st ruc tu r e.
R a i s i n g a w a r e ne s s fo r th e p r od u c t
a n d t h e v a r i ou s p ar t n e r sh ip s d o n e
b y t h e c o m p a n y t o d el i ver t he b es t
product.

S u m m a r i s i n g a c t i vi t ie s
T h e m e s s a g in g f or the m ar k e t i n g
a c t i v i t i e s n e e d to b e a s d es cr i b ed
i n t h e p r e v i o us se ct ion .
W h e n i t c o m e s to a ct iv it i e s, t he
p r a c t i c e s n e ed to st ar t w i t h b ro a d
reach c a m p a ig n s to gain ne w e r
leads.

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 Mounica Rudra

I n t e r v i e w e r: L yft w a nt s to enter L e t s n o w e x p l o r e t h e op p o r tu ni ty o n
I n d i a n m a r k e t , w ha t s h ou l d b e i t s g o t h e s e g m e n t s . o n e o f th e m a i n t h i n g s
t o m a r k e t s t r a te gy ? t o k e e p i n m i n d i s t h e t ra f f ic i n Ind ia ,
a l o n g w i t h t h i s w e a l s o n e e d t o ke e p
C a n d i d a t e: L y f t h a s b oth rid e sh a r i n g in mind demand and supply for these
a n d F o o d d e l i v e r y . I s t he r e an yt h i n g s e g m e n t s . M y s u g g e s t i o n in h er e i s t o
s p e c i f i c t h a t I s ho u l d b e f oc us i n g o n ? take use of h ig h nu m be r of c ar s
existing already a nd give good
I n t e r v i e w e r: L et ’ s f o cu s on ride b e n e f i t s t o d r i v e rs s o t he y u s e l y ft
sharing. m o r e t h a n o t h e r c om p e t i t o rs

C a n d i d a t e: I n r id e s ha rin g sho ul d w e C o m i n g t o o u r cu s t o m e rs mo s t of
f o c u s o n o n l y c a r s or sh o u ld we a ls o t h e m m i g h t n o t kn o w a b ou t t h e b ra n d
l o o k a t A u t o s a n d bi ke s ? i t s e l f a n d m o s t o f th e m m ig h t b e
regular c u s t o m e rs to other
I n t e r v i e w e r: W e ’ ll jus t ke e p it t o c a rs c o m p e t i t o r s w e ha ve . W e n e e d t o g i v e
for now. t h e m a c o m p e l l i n g r e a s o n t o tr y o u t
our app, can be d i s c ou nt s , more
For this lets f ir s t a na l yz e the safety etc.
s i t u a t i o n i n t h e m ar k et.
As we know we ha v e 2 m a j or
Company competitors c u rre nt l y a nd many
L y f t i s a r i d e sh ar i ng a p p l i k e O LA u p c o m i n g o n e s . U b e r e x p an d e d i nt o
and Uber. It co nn ec t s r id er s a nd t h i s m a r k e t w i t h a l ot o f c o m pe t i t i o n
d r i v e r s a n d a l l ow s a n e a si er m od e o f and was successful, if we h av e a
transportation. Ly f t ha s many c o m p e l l i n g d i f f e r e nt i a t i n g f a c to r w e
v e r t i c a l s i n o t h e r c o un t rie s l ik e U b e r c a n a l s o b e s u c c e s s fu l as c u s t o m e rs
d o e s i n I n d i a ( Au t o s , S ha r ed , n o r m a l l o o k f o r b e s t op t io n s f o r th e m . We
e t c . , ) . W e n e e d to de ci d e i n w hi c h c a n p r o b a b l y t i e u p wi t h lo ca l c a r
segments we are goi ng to l au n c h d e a l e r s t o c r e a t e l oc a l i s a t i on f e el in g s
i n i t i a l l y a n d t h e f utu re p l a n. among customers which w ou ld
p r o b a b l y e n c o u ra g e d r i ve rs t o jo i n us .
W e s h o u l d a l s o i n v e s t h e a v il y in t o

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 m a r k e t i n g i n i t i a ll y a n d pr ob ab l y b e a Launch
l o s s m a k i n g f i r m l ik e A m a zo n in i t i a ll y Promotions and discounts f or
t o g e t c u s t o m e rs t o t r y o u r p rod u c t . r i d e r s , c u s t o m e rs
In addition to thi s our p ri c in g Advertisements in local news
s t r a t e g y i s u n i q u e an d wil l he l p u s i n papers, pamphlets Tie ups with
r e m a i n i n g c o m p e t it i ve . corporates
B l o g s w i t h i nf l u e n c e r s / c el e b ri t i e s
Market Conditions t o c r e a t e p o s i t i ve i m a g e s e t c . , ca n
If we divide I nd ia in t o r u ra l, be done.
s u b u r b a n a n d M etr o p o l it a n w e ne e d
t o d e c i d e o n w he r e to l a u n c h f i rs t Post Launch
and what would make s en se to This is where we measure t he
achieve our goa l . Be c a u s e major m e t r i c s . I t h i n k t h e s e a r e t h e m et r i c s
c u s t o m e r s a r e t he r e in Me t ro p o li ta ns w h i c h w e m a k e m ore s e n s e i n t h is
that would be t he f irs t pla ce to case.
launch according to me.
For Acquisition
Regulatory Issues # c u s t o m e r s i n t i me f r a m e s l i k e 1
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c o n s i d e r r e g u l a t o ry iss ue s a n d ru l e s #drivers in time fr a me s like 1
t h a t t h e c o u n t r y h a s so t h a t we wo n ’ t m o n t h , 3 m o n th s a nd 6 m o nt h s
g e t i n t o t r o u b l e la t er w h ic h m i g h t # a p p d o w n l o a d s i n t im e fr a m e s
s p o i l t h e b r a n d re pu t at ion . like 1 month, 3 m o n ths and 6
months
N o w t h a t w e h a ve a n al y s e d d iff e re nt
components we s ho ul d go to t he For Revenue
l a u n c h i n g s t r a t eg ies . L e t ’ s d iv id e t h e E x p e n d i t u r e / ri d e - 3 m o nt h s V s 6
a c t i v i t i e s i n t o 3 s ta g es : P r e l a un ch , months
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months
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M a r k e t i n g A ct ivi t ies F o r C u s t o m e r E x pe r i e n c e
B i l l b o a r d a d s, n ew s p ap e r a d s , # o f r e p e a t cu s t o m e rs i n a w e e k
p a m p h l e ts , e x p er ie n c e v id e o s W a i t t i m e ( a v e r ag e ) i n a d a y
f r o m o t h e r co u n t ri es e tc . # c a n c e l l a t i o n s i n a d ay
E n o u g h s u p ply ac co rd ing t o t h e Ratings given by cu s t o m er s on
d e m a n d i n t h e a r ea average
Offer m o n et a ry b e n ef it s to
d r i v e r s b e t te r t h a n c o m pe t i t o rs In addition to all this we should
R e f e r r a l p r og ra m m es p r o a c t i v e l y r e a ch o u t t o c u s t o m e rs
T i e u p s w i th lo c al d e a l er s with complaints to resolve them soon
T r a i n i n g a n d a d h e r ing t o ru le s f o r b e t t e r e x p e r i e n c e a n d a l s o r ea c h
C o m p u l s o r y t r a in i ng f or d r iv e r s out to p e o p le for f e e d b a ck fo r
to i m pr o v e cu sto m e r c o n t i n u o u s i m p ro ve m e nt .
e x p e r i e n c e a s t hey a r e t h e fa c e
of our brand

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 Mahendra B

I n t e r v i e w e r: Ji o S a a v n is a music a s s u m e J i o S a a v n ’ s m a i n u s e r b a s e is
streaming s e r v ic e th at w a n ts to t h o s e l i s t e n i n g t o r e g i o na l s o n g s a n d
l a u n c h a f a m i ly m u s ic p l an f or i ts t h i s p l a n w o u ld b e t a rg e te d to w a r ds
u s e r s . H o w w o u l d y o u g o a bo u t i t? t h e s a m e u s e r s e g m e n t . ( O ne c a n u s e
a matrix to better re p r e s e n t the
I n t e r v i e w e e: S u r e, from what I market)
u n d e r s t a n d J i o Sa a v n w a n t s t o l a u nc h
a new s u b s c r ip t io n p la n aimed at I n t e r v i e w e r: S u re , g o a he a d .
f a m i l i e s . S o I h a v e t o c om e u p w i t h a
p r i c i n g s t r a t e g y fo r t his p l a n ? I n t e r v i e w e e: I t h i n k G a a na an d W y n k
a r e t h e a p p r o p r i a t e c o m p e t it o r s . I
I n t e r v i e w e r: Y e s, go a he a d. w o u l d l o o k a t t h e i r p ri c i ng s t ra t e g i es
a s w e l l a s t h e of f e ri n g s t h e y p r o v i d e
I n t e r v i e w e e: O k a y , a n d I a s su m e t h e to their customers.
g o a l o f t h e p r ic ing s t ra t eg y i s to
a t t r a c t m o r e us er s . E sp e ci all y , t h e I n t e r v i e w e r: H e re is the p ri c i ng
u s e r s w h o a r e n ot e a rn in g or t h o s e chart.
w h o a r e t a k e n c ar e o f by o t he r s i n
the family.

I n t e r v i e w e r: F a ir en ou g h . H ow wo u l d
y o u g o a b o u t p r ic ing su ch a pl a n ?

I n t e r v i e w e e: F r o m wh at I k n o w m u s i c
streaming is a ver y c om p e t i t i v e
m a r k e t i n I n d i a a n d I w ou ld l ik e to
concentrate on co m p et i t or based
pricing. H o w e ver v a ri o u s players
t a r g e t d i f f e r e n t c u st o m er s e g m e n t s .
To identify t he mo st ap pr o p r i a t e
c o m p e t i t o r s t o be n c h m a r k a ga i ns t , I
w o u l d l o o k a t t h e cu sto m e r s e g m e n t
t h a t w e w o u l d b e t a r ge t in g t h is p l a n
and identify the c om pe ti t o rs
t a r g e t i n g t h e s a m e c u s to m er ba se . I

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 I n t e r v i e w e e: L oo k i n g a t t he c ha r t , I T o s u m m a r i z e , I w ou l d p ri c e i t the
see that there is ve ry l i t t le s a m e a s t h e c o m p e t i ti o n b u t m ay b e
differentiation wr t to the o ff e r in g r u n a f e w e x p e r i m e n ts t o f in d t he
f r o m e a c h s t r e a m ing s e rv ic e . I t h in k r i g h t v a l u e p r op os i t io n. I w o u l d a l s o
t h e a p p r o p r i a t e pr ici n g wo u l d b e R s t a k e i n t o c o n s i d e ra t i on t h e m a r ke t
4 9 9 f o r 5 u s e r s o r R s 39 9 f o r 4 us e rs . a n d J i o S a a v n s p o s i t i on i n t h e m a r ke t .
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s e e w h i c h o f th es e of fer s w ou l d b e s t r a t e g y i s a l i g n e d w i t h t h e o ve r a ll
m o r e a t t r a c t i v e to t he u se r s . T he r e i s s t r a t e g y o f t h e co m p an y .
a n o t h e r d a t a p oin t I w o u ld l o ok a t to
e n s u r e t h a t w e ar e n ot m is si n g ou t on I n t e r v i e w e r: Great! This s o u nd s
a n y o p p o r t u n i ti e s. I w o uld lo o k a t t h e good.
number of s u b sc r ib e rs to each of
t h e s e s t r e a m i n g se rv ic e s. E s pe c ia ll y
t h e n u m b e r o f p a id u s e rs . I f we a r e
significantly l a g gin g be h in d the
c o m p e t i t o r s , I w o u l d co ns id er p r ic in g
i t m o r e a g g r e s siv e l y . I f n ot , I w o u l d
stick to the c om p et it o rs ’ p r i ci n g
range. The m a rk e t is v e ry
competitive, and b e in g a gg r e s s i v e
a b o u t p r i c i n g m ig ht lea d t o a pr i c e
war.

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 Aditya Doiphode

I n t e r v i e w e r - W it h t h e l a un c h of th e Interviewer - T h e s cr e e n s i ze s a re
i P h o n e 1 2 a f ew m o nt h s a w ay a n d g o i n g t o b e 5 .4 ” , 6 . 1”, 6 . 1 ” a n d 6 . 7”
keeping in co n s id er a tio n Ap p l e ’ s r e s p e c t i v e l y w i t h 1 2 0 HZ XD R O L E D
f o c u s o n g r o w i n g t h eir ma r ke t s ha re d i s p l a y f o r t h e P r o m od e l s . T he P r o
a c r o s s t h e w o r ld . H o w d o yo u t h in k models will have a triple c a m e ra
A p p l e s h o u l d g o a bo ut pr i cin g t h e s e t u p w h e r e a s t he n on P ro m od e l s
iPhone 12 lineup? w i l l o n l y h a v e d ua l c a m e r a s. A p ar t
f r o m t h i s y o u ’ re fr e e t o m a k e a n y
Candidate - I s t he re a n y pa rt ic u l ar other assumptions.
manner would you like me to go
a h e a d w i t h , f o r ex a m p le : Candidate - Who are the main
C o m p e t i t o r b a se d p ri c in g c o m p e t i t o r s f o r t h e i P h o n e 1 2 a nd
V a l u e b a s e d p r ic in g iPhone 12 Pro models?
C o s t b a s e d p r ici ng
Interviewer - Y o u c a n c on s i d e r t h e
Interviewer - Yo u a re f re e t o g o OnePlus 8/Huawei P 30 P ro a nd
a h e a d a n y w a y y o u w ou l d lik e. S a m s u n g S 2 0 + t o be t h e c o m p e t i t o rs
respectively.
Candidate - S u re , in th a t ca s e I
would prefer go in g w it h the Candidate - How much do those
C o m p e t i t o r b a s ed p r ic i ng . I t w o u l d b e retail for?
g r e a t i f y o u c ou ld f u r th e r e x pl a in t h e
p r o d u c t p o r t f o lio f or t he iP ho ne 12 Interviewer - OnePlus 8 retails for
lineup? $ 6 9 9 , H u a w e i P 3 0 P r o r e ta il s f or $ 59 9
a n d S a m s u n g S 20 + re ta il s f o r $8 9 9 .
Interviewer - Su re, t h er e a r e g o in g
t o b e f o u r m o d e l s , na m e ly - iP h o ne 1 2 , Candidate - D o I n e ed t o co ns i d e r
i P h o n e 1 2 M a x , iP h o n e 12 Pr o a n d different storage variants or just a
iPhone 12 Pro Max. s i n g l e b a s e s t o ra g e v a ri a n t fo r a l l t h e
models?
Candidate - C a n y o u t el l m e th e k ey
d i f f e r e n t i a t o r s be t we e n t h e m o d el s ? I n t e r v i e w e r - Ju s t c on s i d e r th e b a s e
m o d e l s w i t h 1 2 8 G B s t or a g e .

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 Candidate - T ha n k s fo r the s a l e s s e v e r e l y i n s u c h m a r ke t s . H e nc e
background i n f or m a t io n , t h er e are i t i s s u g g e s t e d t h a t t h e i P h o n e 12 be
t h r e e d i f f e r e n t wa y s we c a n l o o k a t p r i c e d b e t w e e n $ 5 9 9 a n d $ 6 9 9.
pricing
C u s t o m e r ’ s w i ll in gn e s s to p a y A s f o r t h e i P h o n e 1 2 P r o m od e l , it s
C o m p e t i t i v e p rici ng c o m p e t i t o r t h e S a m s un g S 20 + r e ta i l s
C o s t - b a s e d p ri c in g f o r $ 8 9 9 . W e a ls o n e e d t o c o ns i d e r
t h e b i g g e r i P h o n e 12 P ro M a x m o d e l.
F i r s t I ’ l l s t a r t l o o k in g a t th e p r o d u c t I t w o u l d b e b e t t e r t o h a v e a P ro
f r o m t h e c u s t o m e r ’s p er sp e ct ive . T he model iPhone which costs higher
customer will l oo k fo r t he best t h a n S a m s u n g ’ s f la g s h i p m o d e l. T h er e
a l t e r n a t i v e t o o u r pr o d u ct o r f in d a i s a l w a y s t h e b i g g e r i P h o n e 1 2 P ro
s u b s t i t u t e p r o d uc t . N e g o t ia t or s c a ll M a x m o d e l t o b e t h e b e s t t h a t Ap p le
i t B A T N A o r t h e be st a lt e r n a tiv e to a o f f e r s w h i c h c a n c o m m a n d a p r em i u m
n e g o t i a t e d a g r eem en t . He re I w o u l d over other c o m pe t it o r s f l ag s h i p .
c a l l i t t h e c u s t o m e r’ s wi l lin gn e s s to P r i c i n g A p p l e ’ s fl a g s h ip iP h o ne 1 2 P r o
pay. Max higher t ha t all the other
competitors will help in two ways-
I n t h e c a s e o f t h e iPh on e 12 , t he n e x t H e l p m a i n t a i n Ap p le ’s bra n d i m a g e
b e s t a l t e r n a t i ve s ar e p r ice s a t $ 5 9 9 of being the m os t p re m iu m
and $699. T h is gap of $ 1 00 is smartphone a nd its a l wa y s a
something Apple ca n t h in k a bo u t s t a t e m e n t t o c a rr y a n i P h on e .
p l a y i n g a r o u n d i n . T he pe rc ep t ion fo r I t w o u l d h e l p s ki mm in g f ro m th e
a n O n e P l u s d e v ic e is tha t it ’ s a g o o d top and t ap into t he s u p e r-
p r o d u c t b u t t h e c o st do e s n ’t ju s ti f y p r e m i u m / l u x u ry s m a r t p h on e
t h e h i g h p r e m iu m t he y a r e as k i n g f or market.
t h e i r b r a n d . W h e n it c o me s t o H u a w e i
P 3 0 P r o t h e b r a n d im a g e i s n ot th at Interviewer - So what are y ou r
o f a p r e m i u m s m a rt p ho ne but t h a t of recommendations?
a Chinese m a n u f a ct u re r. If A p p le
p r i c e s t h e i P ho n e a t a co st lo w er C a n d i d a t e - F o r t h e i P h o n e 12 m o d e l ,
t h a n t h a t o f t h e H u a w e i P 30 P ro th e n I w o u l d s u g g e s t t o c o s t i t a t $ 6 49 .
t h a t w o u l d g i v e ou t t he p er ce p ti o n T h i s w o u l d h e lp u n d e rc u t t he m a s s
t h a t t h e i P h o n e 12 is jus t a c h ea p e r p o p u l a r O n e P l u s 8 w hi l e p re s er v i ng
v e r s i o n o f t h e su p er i or P r o m o d e l s . the iPhone’s br a n d name by no t
That would be de t rim e n t a l to the b e c o m i n g a c h e a p p h o n e or b e i ng
iPhone 12 as a st a n d al o n e p h o n e. c o m p a r e d t o t h e H u a we i P 30 P r o.
H e n c e i t i s l o gi ca l t o co st t he i P ho ne T h i s c a n h e l p i n s e l l i n g m o re q u a n t i t y
1 2 m o r e t h a n $5 99 .A p pl e a l so n e e d t o o f i P h o n e s a n d t h e re v e n u e w o u l d b e
consider the s cre en si ze of t he d r i v e n b y t h e su r g e i n d e m a nd f or t h e
i P h o n e 1 2 . A t 5 . 4” th e iP hon e 1 2 w o u l d a p p l e a c c e s s o r i e s , a pp st o r e l i c e n s i n g
be s i g n i f i c a n tl y s ma l le r th a n th e f e e s a n d a l s o f r o m ot h e r s e rv ic e s l ik e
O n e P l u s 8 . I n m a ss co ns u m e r ma r ke ts a p p l e m u s i c a n d i C l o u d s t o r a g e t ha t
like India, the p er ce p t io n is t ha t iPhone provides.
bigger the s m a rt p ho ne sc re e n t he
m o r e p r e m i u m an d d es ir a ble i t i s .
H e n c e p r i c i n g t he i Ph on e 12 at a c os t
h i g h e r t h a n O n eP lu s 8 w o u ld hi t t h e

rushikesh.kure@gmail.com
 T h e l a r g e r o f t h e n on Pr o m od el s , th e Interviewer - Ca n y o u s um m a ri z e
i P h o n e 1 2 M a x c a n b e p r ic e d a t $ 7 4 9 the pricing for me?
a s a b e t t e r a l t e r n a t iv e to t h e i Ph o n e
1 2 a n d w o u l d a l so s e e m s u p e r i o r t o Candidate - T he i P h o n e 1 2 s h o ul d b e
t h e $ 6 9 9 p r i c e d O ne Pl u s 8 . p r i c e d a t $ 6 4 9 , t h e i Ph o n e 12 M a x
s h o u l d b e p r i c ed at $ 74 9 . T h e P ro
C o m i n g t o t h e Pr o s e r ies o f p ho ne s , models would ch a rg e a s i g n i fi c a n t
h e r e I w o u l d s u gg es t t ha t t h e i P h o n e premium, partly b e ca u s e of the
n e e d s t o p r e s e rve it s p r em iu m b ra nd t e c h n o l o g y u s e d i n t h e m a n d p a r tl y
i m a g e . E v e n i f S a ms u n g c om e s u p because of it b ei n g t he f la g s h ip
with a more e xp en si v e se r ie s of o f f e r i n g b y A p p l e . H e n ce , t h e i P h o ne
p h o n e s b e f o r e t h e n ex t c y cl e of A p p l e 1 2 P r o s h o u l d b e p r i ce d a t $9 9 9 a n d
i P h o n e s , t h e co st o f iPh on e 1 2 P ro t h e i P h o n e 1 2 P ro M a x s h o u ld b e
s h o u l d b e a t l ea st o n pa r wi th t h e priced at $1099.
flagship phones fr o m other
manufacturers. Hence I would
s u g g e s t t o p r i ce t h e iP ho n e 1 2 P ro
m o d e l $ 1 0 0 o v e r t he p ri c e o f th e
competitor. T h er e is always a
cheaper non P ro s e r ie s for a
c u s t o m e r w i t h a s m a l l e r b u dg et . T h e
i P h o n e 1 2 P r o M a x , b e in g th e f lag s h i p
p r o d u c t o f f e r e d b y A p p l e, co m m a n d s
a p r e m i u m f o r t he l ar g er s c r e e n ov e r
the standard pro mo d e l . Hence I
w o u l d s u g g e s t to pr i c e it a t $1 09 9 .

rushikesh.kure@gmail.com
 Akash Shukla

I n t e r v i e w e r: R ec en t l y , D isn e y has I n t e r v i e w e e: A l ri g h t , w e ca n l oo k a t
p a r t n e r e d w i t h H o t s t ar to p r o vid e i t s t h e p r i c i n g p o li cy of N e t fli x th r o u g h
D i s n e y + s t r e a m in g s er v ice s i n I n d i a . three lenses –
T h i s p o s e s a m a jo r t h r e a t t o t he u s e r C o m p e t i t o r b a s e d p ri c i n g
b a s e o f N e t f l i x . As a p r o du c t m a n a g e r V a l u e b a s e d p ri c i ng
a t N e t f l i x , y o u n e ed t o f o rm ul a te a C o s t b a s e d p r ic i ng
c o m p e t i t i v e r e s p o ns e i n t e rm s o f th e
pricing and p ro d u ct s tr at e gy of I would look at H o t st ar and
Netflix in India. P r i m e v i d e o a s th e on ly t w o m a j o r
c o m p e t i t o r s o f Ne t fl i x . Ca n y o u t e l l
I n t e r v i e w e e: S o , I u nd er sta n d t h a t m e m o r e a b o u t t h e c u r r e n t p r ic i ng
t h e o b j e c t i v e he r e is t o p r e ser ve a n d p o l i c y o f t h e s e p l a t f o rm s ?
g r o w t h e u s e r b a s e (m a rk e t s h ar e ) of
N e t f l i x i n I n d i a . I s t h at ri g ht ? I n t e r v i e w e r: F ol lo w i n g are t he
p r i c i n g m o d e l s of t h e th re e p la y e rs .
I n t e r v i e w e r: Y e s, t h a t so u n ds f a ir . G o
ahead.

rushikesh.kure@gmail.com
 I n t e r v i e w e e: I t s ee ms t h a t f r o m a Moreover, it would not n e g a ti ve l y
competitive a n g le, a Ne t fl i x i m p a c t t h e t o p - li n e , a s t he c h a n g e in
subscription b e c om es ec o n om i ca l product mix is l ik e l y to be
o n l y w h e n s h a red a m o n g 4 d iff er e n t c o m p e n s a t e d b y th e hi g h e r n u m b e r o f
users. Further, N e tf l ix d oe s n ’t users buying the l o w -p r i ce
provide annual su b s c r ip t i on s. T hi s subscription.
can increase c h u rn rates du e to
h i g h e r m o n t h l y co st s f or t h e us e rs . F u r t h e r , I a l s o re c o m m e n d a s e c o n d -
Further, N e t f li x sh o w s a cl e a r degree price di s c r im i na ti o n by
i n s t a n c e o f d e c o y p ric in g w h e r e i n i ts p r o v i d i n g a n n u a l su b s c r i p t i o ns . T h i s
c h e a p e s t p r i c i n g su b sc r i p t io n o f 5 00 w o u l d a t t r a c t t h e u s e rs w i t h a l o w e r
i s a d e c o y t o s t im u l a t e u ser s t o o p t p r i c e p o i n t p e r c e i v e d o n a m on t h l y
for the m a r g in a l l y hi ghe r p ri c e d b a s i s a n d w o u l d a ls o h e lp r e d u ce u s e r
o p t i o n s w h i c h in tu r n c os t us er s l e s s churn that happens on a m o nt h ly
o n a n i n d i v i d u a l ba s is . basis due to higher monthly
subscription c ha rg e s .I nt e rv i e w e r:
L o o k i n g a t t h e p ri c in g st r a te g y o f Alright, that sounds fair. What else
c o m p e t i t i o n , I wo u l d su g g es t N e tf l i x y o u w o u l d b e l o o k i n g a t?
to decrease its low es t p r ic e to a
c o m p e t i t i v e l e v e l c l o se t o 30 0 . T hi s I n t e r v i e w e r: A l ri g ht , t h a t s o un d s fa i r.
g o e s i n l i n e w i t h in cr ea s in g t h e u s e r W h a t e l s e y o u w o u l d b e l o o k in g a t ?
base within t he h i g h ly p ri c e
conscious c u s t om e rs in I n d ia. It I n t e r v i e w e e: W e a l s o n e e d t o a n a ly ze
w o u l d b e e c o n om i c al f o r v ie w e r s t o t h e v a l u e p r o p o s i t i o n o f t h e th r e e
buy a single sc r ee n p la n wh i le platforms and ho w they st i m u l a t e
eliminating t he m a rke t f r i ct io n t r i a l a n d s t i m u l at e re ne w a l . H e nc e,
i n v o l v e d i n f i n d in g a c o-s ub sc ri b e r t o d o s o , I w o u ld b e lo o k in g a t t he
f o r t h e “ 2 s c r e e n s ” ve r sio n t o re d u ce following p a r a m e te rs a c ro s s the
cost. platforms.

rushikesh.kure@gmail.com
 T h e v a l u e t h a t N e t fl ix p ro vid e s l i e s i n I w o u l d a l s o r e c o m m e n d N e tf l i x t o
i t s o r i g i n a l l y pr o d u c e d co n t e n t s u c h inculcate third-degree p ri c e
a s H o u s e o f C a r d s, e tc . H ow ev er , t hi s d i s c r i m i n a t i o n b y p ro v i d i n g s e pa ra t e
c o m p e t i t i v e a d va n ta ge is w e a th e ri ng c o n t e n t o p t i o n s t o u se rs a t d i f fe r e n t
o f f d u e t o p o p u l a r Di s n e y a n d M C U p r i c e p o i n t s . I n c a se of N e t fl i x , t h e s e
c o n t e n t c o m i n g u p o n H o ts t a r . T h i s p r o d u c t o p t i o n s c an b e
e n t a i l s t h a t f r o m a v a lu e p er s p e c t i ve , N o n - o r i g i n a l c o n t e n t – A m e ri c an
i t ’ s d i f f i c u l t f o r Ne t f l ix to ju st i f y a TV shows, movies, etc.
price premium ba se d ju st on i ts N e t f l i x o r i g i na l s c on te nt + N o n -
e x c l u s i v e c o n t e n t. o r i g i n a l c o n te nt .

N e t f l i x s h o u l d lo o k a t in cr ea s i n g it s Decoy pricing s ho u l d be used in

t r i a l . A n o f f e n s ive st ra t egy f o r t h e t h e s e p r o d u c t o p t i on s t o s t i m u l a t e
s a m e c a n b e t o p r o vi d e so m e c on te nt u s e r s t o b u y t h e c om p l e te b u n d l e of
f o r f r e e c o u p l ed w i th it s ex ist i ng 3 0 - Netflix originals and no n - o r i g in a l
d a y f r e e t r i a l p o lic y, so me t hi n g th a t content.
Hotstar has b e en do in g s inc e its
i n c e p t i o n . T o i n c r ea se c o n v er s ion o f Further, Netflix should lay emphasis
t h e s e p r o s p e c t s t o p ai d - u ser s, N e t f l ix o n d u b b i n g a t le a s t t h e mo s t p o p ul a r
c a n a d o p t a s t r a t e g y o f p r o vi d in g t he content to regional languages to
p i l o t e p i s o d e s of so m e of it s m o s t enhance its r e a ch to p e op l e f ro m
popular web se r ie s f or f r ee . This across the country.
would p s y c h o l o gic a l l y in c re as e th e
tendency of us er s to b uy a
subscription.

rushikesh.kure@gmail.com
 Further, moving on to cos t based Further, should al s o i m p l e me nt
pricing, it d o es n’ t m ak e s en s e to a n n u a l s u b s c r i p t i on s t o p rov i d e f o r
a n a l y z e i t f r o m a c os t p ers p e ct i v e a s l o w e r p r i c e m o n t h l y p ri ce p o i n ts f o r
t h e v a r i a b l e c o st i n v ol v e d in se rv in g t h i s p r i c e - c o n s c i o u s m a rk et a n d a t
e v e r y a d d i t i o n a l s u b sc r ib er i s c l os e the same time re d u c i ng th e
to null. This in du s try c om p ri s e s s u b s c r i p t i o n c h u rn r a t e .
primarily of hig h f ix e d c o sts of
o b t a i n i n g c o n t e nt l ic en se s, co n t e n t I t c a n a l s o l o o k a t i n c r e a s i n g t he tr i a l
p r o d u c t i o n , I T i n f ra s tr u ct ur e co st s , b y p r o v i d i n g s e l e c t c o n t e nt fo r fr e e
e t c . a n d h e n c e sh ou l d n ’ t b e lo o k e d a t and adoption a partially fr e e mi u m
t h r o u g h a c o s t - p l u s p ric in g a n g l e. m o d e l . A l s o , g i v e n t h e h et e r o g e no u s
market, N e t f l ix should f o c us on
I n t e r v i e w e r: S u re , t ha t l o ok s g o od . r e g i o n a l c o n t e n t to p ro v i d e v a l u e t o
So, can you su m m a r ize your t h e c u s t o m e r s a n d ju st i fy i ts p r e m i um
r e c o m m e n d a t i o n s f or t h e p r icin g a n d pricing.
p r o d u c t s t r a t e g y.
I n t e r v i e w e r: Alright, s ou n d s good.
I n t e r v i e w e e: A l ri g h t ! S o, w e s a w t ha t W e c a n c l o s e t h e ca se he r e .
f r o m a c o m p e t i t iv e v iew p o i nt , N e tf l ix
is priced m u ch hi ghe r than its
competitors. F ur t h e r , due to its
d e c o y p r i c i n g , it s lo we st p r ic e p o in t
o f 5 0 0 c o m e s a t a m uc h hi gh er l e v e l
than its c o m pe t it o r s . H en c e, I
r e c o m m e n d r e d u c in g t his l o we r p ri c e
p o i n t t o a c o m pet it iv e l e v e l o f 3 25
a n d s h i f t t h e d ec oy p r i cin g t ow ard s
t h e 2 p r o d u c t -b a s ed o p tio n s of n o n -
o r i g i n a l c o n t e n t a n d n on - or i gi n a l +
N e t f l i x o r i g i n a l c o nt e nt .

rushikesh.kure@gmail.com
 Mayank Chauhan

E x c e r p t: W h il e m o st pr ic i n g I n t e r v i e w e r: Currently we have a
questions cater to se tt i n g th e pay-per-use p a y me nt m od e l . Here
a p p r o p r i a t e p r ic e fo r n e w p ro d u ct s the amount to be paid per u s er
or services, n eg ot i a t i ng vendor d e p e n d s o n t h e b a n d i n w hi c h t h e
c o n t r a c t s i s a n o t h e r k i n d o f p ri ci n g l u m p s u m r e q u i re m e n t s o f t h e s e rv er
problem that a ma n a ge r might c a p a c i t y l i e s . D u r in g t h e t i m e s o f
encounter COVID, there has been a surge in the
server capacity used by our
I n t e r v i e w e r: H i, Y ou a re a p r o d u c t a p p l i c a t i o n , w h i c h h as mo t i v a te d t h e
m a n a g e r a t a la r g e g a m in g c om p a n y . v e n d o r t o d e m a n d a n ov e r a g e .
I t h a s o n l y o n e a p p li c a t io n i n th e
m a r k e t - a m u l t ip l a ye r f irs t -p e r s on C a n d i d a t e: A l r i g h t . S o t h i s s u rg e i n
s h o o t e r g a m e . Th e s er v er fo r t hi s usage could be both du e to an
g a m e i s h o s t e d w it h a t hir d-p a r t y i n c r e a s e i n t h e u s a g e p e r a ct i v e u s e r ,
v e n d o r w h o i s di s sa t is f ied w ith t h e o r a s p i k e i n th e n u m be r o f a c ti v e
p r i c i n g c o n t r a c t t ha t is cu r re nt l y i n u s e r s i t s e l f . W h i c h o n e ha s b e e n t he
p l a c e a n d i s a s kin g f o r the p ay m e nt case with us?
o f o v e r a g e c h a rge s . Ho w w o ul d y o u
proceed? I n t e r v i e w e r: G o o d qu e s t i on . S o w e
h a v e h a d a s p i ke i n t he nu m b e r of
C a n d i d a t e: T h at’ s an i nt e re s t in g u s e r s a n d i n a d d i ti o n , th e a v er ag e
q u e s t i o n . T o b e g in w it h I wo u l d l i k e t i m e f o r w h i c h a u s e r e n ga g e s wi t h
to clarify some aspects of t he t h e a p p l i c a t i o n ha s i n c r e a s e d t o o.
problem.
C a n d i d a t e: A l s o , t o u n d e rs t an d t he
I n t e r v i e w e r: G o a he a d business requirements b et t e r, I
w o u l d l i k e t o k no w m or e a b ou t t h e
C a n d i d a t e: I w o u ld li k e t o u n d ers ta nd business model in place. T y pi c a l l y
what kind of pr ici n g st ruc t ur e is such a p p l i c a ti o n s would e i t h er
c u r r e n t l y i n p l a c e , a n d wh a t is t h e g e n e r a t e r e v e n u e b a s e d o n ad v e r t s or
r e a s o n f o r w h i c h t he ve nd or is a s k i n g b a s e d o n r e g i s t ra t i o n f e e s , o r a m i x
f o r t h e r e n e g o t iat i on ? o f t h e t w o . I f t h e m o d e l i s a d -b a s e d ,
w e w o u l d b e i n a m a r g i n a l ly b e t te r
position, because the i nc re a s e in
e n g a g e m e n t t i m e w o u l d t r a n sl a te to

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 h i g h e r a d r e v e n u e p er u se r . I n t he O n t h e p r i c i n g e n d . We c a n e i th e r
c a s e o f r e g i s t r a t io n f ee s, t he ex i s t i ng continue with t he cu r re nt p ri ci n g
fee would ha ve b e en d e c i d ed s t r a t e g y o r s h i ft t o a ne w o n e . T h e
considering the b re a k- e ve n point new strategy can, in turn, be
w i t h t h e o n g o i n g ser ver c o st s - h e nc e r e g i s t r a t i o n - b a s e d or u s a g e -b a s e d .
t h e l o s s o f p r o f its wo u l d b e h igh er. Is there s o m e th i n g e l se I s h o u ld
consider?
I n t e r v i e w e r: F a ir a na l ys is. As s um e
for simplicity t h at t h er e ar e no I n t e r v i e w e r: N o t h is l o o k s p e rf e c t.
a d v e r t b a s e d r e ve nu e s , w e a r e si m p l y W h a t p a r a m e t e rs wo ul d y o u e v a lu a t e
u s i n g a r e g i s t r a t io n fe e -b a se d mo d e l . t h e s e o p t i o n s o n?

C a n d i d a t e: G r e a t so w e c a n a p p r oa c h C a n d i d a t e: We c oul d e v a l ua t e t he
t h e i s s u e i n t h e f ol lo w in g w a y . T h er e o p t i o n s o n t h e r e v e n u e s ( a p r o x y of
a r e t w o c o u n t e r f o rc es t o s ha pe th e pricing s u c c e s s ), co s t (a p ro x y of
r e s p o n s e t o t h e s itu a tio n - S e r v e r c o s t i n g s u c c e s s ) , a n d ri s k ( a s a n i ty
c o s t i n g a n d P r o d uc t p r ic i ng . c h e c k o n w h e t h e r t h e o p t i o n m a ke s
s e n s e f o r t h e b us i ne s s ).
S e r v e r s c a n ei th e r b e o u r o w n o r
f r o m a t h i r d - p a rt y . T he thi rd- p a rt y I n t e r v i e w e r: G re a t. Now you can
s e r v e r a d d i t i o n al l y c a n b e e x ist ing o r present your a n a ly s is a nd
n e w . T h e e x i s t in g on e ca n h a v e t h e recommendations
o n g o i n g c o s t i n g m od el , o r i t ca n be
renegotiated. C a n d i d a t e:
H=High, M=Medium, L=Low
S i n c e t h e o n g o in g c os t in g m od e l i s
clearly l o s s -m a k in g, we w o u ld
e x c l u d e t h a t f r o m o u r a n a l ys is.

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 B a s e d o n t h i s I w o ul d l ike t o r e c o m m e n d op t i o n s 3 a nd 5 , d u e to l o w ri s k s an d
high returns.

I n t e r v i e w e r: T h a t ’ d be a l l , t h a n ks !

rushikesh.kure@gmail.com
 It is time to...

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rushikesh.kure@gmail.com
rushikesh.kure@gmail.com
rushikesh.kure@gmail.com
rushikesh.kure@gmail.com
 h t t p s : / / m u n d oe nl i n e a . c l/ 20 20/ 0 6 / 01 / n u e v o - r ob ot -d e- c o br a n z a - a u to m a ti c a -
a y u d a - a - e v i t a r -l a -q ui ebr a /
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ m o d e rn -p r o d u ct i v i ty -c on c e pt -w it h -
f l a t - d e s i g n _ 3 27 12 0 0 . h tm # p a g e = 1 & q u e r y =p r o d u c t % 20 m a n a g e m e n t & p o s i t i on = 1
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ c ol o r f u l - h a n d -d r a w n - pr o d u ct i vi ty -
c o n c e p t _ 3 2 71 318 .h tm #p a g e=1 & q u e r y = pr o d u c t % 20 m a n a g e m e n t & p o s i ti o n= 20
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ j o b - in t e r v ie w -
c o n v e r s a t i o n _ 9 6 50 00 7. ht m # pa g e = 1 & qu e ry = jo b % 2 0i n te rv i e w & p o si t i o n =3
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ m o b i l e -s oc ia l- m e d i a -
m a r k e t i n g _ 9 9 86 52 1 .h t m# p a g e = 1 & q ue r y = i n f o rm at i on % 2 0 t e c h no lo g y & p os it i o n =
25
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ t e em - d i s c u s s i ng - p ro je c t - ka n b an -
b o a r d _ 4 9 5 1 5 7 0 .h t m # p a g e= 1& qu e ry = a g i le & p o s i ti on =0
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ c u s t om er -g iv i n g - q u a li t y -
f e e d b a c k _ 8 27 0 9 8 8 . h t m # p a ge = 1 & q ue r y = u se r% 20 e x p e r ie nc e & po s i t i o n= 1
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ s ci e nt i s t s -m a k in g -ro b o t s- l a b -
i s o l a t e d - f l a t - v ec to r - il l u s t ra t ion - c a r t o o n -p e o pl e -c re a t in g - c o m p u t e r-
h a r d w a r e - m ac hi n e s-s cie nc e- t e c h n o lo g y-d e v e l op me n t -
c o n c e p t _ 1 0 6 1 35 7 9. h t m # p a g e= 1 & q u e ry = a r ti f i c i a l %2 0 i nt e l li g e nc e& p o si t i o n = 9
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ a u g me n te d - r ea l i ty -b a c kg r o un d -w it h -
d e v i c e _ 2 3 1 7 11 2 .h tm #p a g e= 1 & q u e ry = au gm en te d % 2 0 re a l i t y & p o s i t i o n = 9
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ g ro u p - a na ly s t s -w o rk i n g -
g r a p h s _ 5 5 6 1 8 7 5 . ht m # p a ge =1& q u e ry = b i g % 2 0 d a t a &p os it i o n = 1 8
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ f a c t o r y - wo r k e rs -r ob ot i c - a r m-
r e m o v i n g - p a c k a ges -f rom -c o n v e y o r-l i n e -en g i n e e r- u s i n g - c o m p u t e r -o p e ra ti n g-
p r o c e s s - v e c t o r -i ll u str a t io n - b u s i n e s s - p r o d u c t i o n- m a c h in e - t e c h n o l o g y -
c o n c e p t s _ 1 0 6 0 6 4 5 4.h t m #p a g e = 1 & q u e ry = i n t e rn e t% 2 0 o f% 20 th in g s & p o s i t i on =9
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ i s o m e t r i c - i c o n s - c l o u d - w i t h -b o o k s -
computer-
s m a r t p h o n e _ 10 1 0 8 794 .h t m # p a g e = 1 & q ue r y = clo u d % 2 0 co m pu t i n g & po s i t i o n = 0
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ c ha ra cte rs - p e o p le - h o l d i n g -
blockchain-
n e t w o r k _ 2 9 2 1 442 .h t m # p a g e=1 & q u e r y= bl o c k c h a i n & p os i ti o n =1 # p os i ti o n = 1 & p a g e
= 1 & q u e r y = b l o c kc ha i n
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ b i g - d a t a - c e n t e r - s e r v e r -r o o m -ra ck -
e n g i n e e r i n g -p r o ce s s- t ea m w o r k - co mp u te r- te c h n o l o g y -c l o u d -
s t o r a g e _ 4 1 0 3 163 .ht m # pa ge =2 & q ue r y = b i g +d a t a& p o s i t i o n =2 9
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ a p p - d e v e l o pm e n t-
i l l u s t r a t i o n _ 10 35 4 2 35 . ht m# p a g e = 1& qu e r y= m o bi le % 20 a p p l i ca t i o n & p o s i t i on =1

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 h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ o nl i n e - s h o p p in g - c o n c e p t -
i l l u s t r a t i o n _ 7 01 0 8 2 3. h tm # p a g e = 1 & qu e r y = e c o m m e r ce & p os i ti o n =2
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ m an - t ra ns fe rri n g -m o n e y- w o m a n - v i a -
s m a r t p h o n e -o n l ine - tr a n sac t io n- ba n k i ng - fl a t- ve c t o r - i ll u s tr a t i o n -f i n a n c e -
d i g i t a l - t e c h n o lo gy -
c o n c e p t _ 1 0 6 1 319 8 . ht m # p a g e = 1& q ue ry =f i n a n ce %2 0 t e c h n o l og y & p o s it i o n = 9
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ o nl i n e - d o ct o r - w i t h -
c o m p u t e r _ 7 87 86 78 .ht m# p a ge = 1 & qu er y = h e a l t h % 20 t e c h no lo g y& p o si t i on = 5
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ t a x i -a p p -c on c e p t -
i l l u s t r a t i o n _ 7 60 7 04 1 .h t m #p a g e = 1 &q u e r y = t a x i &p os i t io n = 7
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ t r a v e l- o n b oa rd in g - a p p-
s c r e e n s _ 6 6 8 8 5 5 4.h t m #p a g e = 1 &q ue ry = tr a v el % 20 te ch n o l o g y & p o s i t i o n = 4 8
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ g ro u p - s t u d e n t s -w a t ch i n g - on l i ne -
w e b i n a r _ 8 2 7 1 02 0. h tm #p a g e= 1& q u e ry = e d u c a t i o n% 2 0t e ch n o lo g y & p o s i t io n= 14
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ d e l i v er y - i l lu s t r a t ed -c on c e pt - l a nd i n g -
p a g e _ 5 5 3 8 6 7 8 .h t m #p ag e=1 & q u e ry = d e l i v er y %2 0 t e c hn o lo g y & p o s i t io n =2
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ r o b ot s - h um a n - c a n d i d a t e s - w a i ti ng -
l i n e - j o b - i n t e r v ie w - b u s in ess m e n- b u s i n e ss w o m e n -c o m pe t i n g -w it h -m a ch i n e s -
h i r i n g - v e c t o r - ill u st r a t i o n -em p l o y m e n t -b us i ne ss -re cr ui t m e nt -
c o n c e p t _ 1 0 6 1 35 5 3. ht m # p a ge= 1 & qu e ry = j o b %2 0 i n t e rv i e w & po s i t i o n = 7
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - p s d / s oc ia l- m e d i a - i ns ta g r a m -p os t-
t e m p l a t e _ 6 3 5 3 5 5 4. htm # p a ge= 1 & q u er y = i n s t a g ra m& p o s i t i o n = 16
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ y o u tu b e - p la ye r- d e v ic e - w i t h -f la t -
d e s i g n _ 2 4 4 8 0 62 .h t m # p age =1 & q u e r y= y o ut u b e & p o s i t i on = 1 7
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ f u t u r i s t ic -a u to n o m o us - c a r - w it h -f l a t -
d e s i g n _ 2 6 0 6 48 6 .h t m # p a g e =1 &q u e ry = d ri v e r l es s% 20 c a r& p o s i t i o n = 20
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ t e le c om m u t i ng - co nc e p t -
i l l u s t r a t i o n _ 7 32 1 31 6 .h tm #p a g e = 1 & q u e r y= v i d e o % 2 0 c o n fe re n c e & p o s i t i on = 2
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ m an y - o ff i c e -b u i l di n g s -
c i t y _ 6 0 5 2 3 8 3 .ht m# p ag e =1 & qu e r y = o ffi ce % 2 0 b ui l d i n g & p o s it i o n = 0
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ a r t- w o rk s h o p -
s t u d i o _ 7 7 3 2 5 90 .ht m # pa ge = 1& q u e ry = a r ti s t & p o si ti o n = 3
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ s oc i a l -m e d i a - m a rke ti n g -
c o n c e p t _ 6 7 44 06 2 . h tm # p a g e= 1 & q u e ry =s o c i a l % 2 0 m e d i a & po s i t i on = 2 # p o s it i o n= 2
& p a g e = 1 & q u er y= s oc i a l% 2 0m e d ia
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ p e o p l e - d ri v i n g - e le c t r i c- t r an s p or t-
c o l l e c t i o n _ 8 4 45 5 96 .h t m #p a ge = 1 &q ue r y = b y ci c l e & p o s i t i o n= 5
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ w h a ts ap p- s c re e n -
t e m p l a t e _ 3 0 4 9 3 01 . ht m # p a ge = 1& q u e ry = w h a ts a p p & po s it i o n = 11
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ i n st a g ra m- po s t -w i t h- t ra n s p a re nt -
b a c k g r o u n d _ 23 8 7 0 35 .h t m #p ag e = 1 &q u e r y= in st a g r a m & p o s i t i o n = 1 3

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 h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ a d d - c a rt - co n c e p t-
i l l u s t r a t i o n _ 7 140 74 1.h t m # p a ge = 1 & q ue r y = e c om m e rc e & p o s i ti o n= 1 4
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ e -b u s i ne s s -
c o n c e p t _ 7 5 67 82 .ht m # p a ge =1 & q u e r y = e co m m e rc e & p o s i t i on = 1 6
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ p e o p l e - le a n i n g - p h o n e - w h i l e -c h a t ti ng -
c o n c e p t - i l l u st ra t io n _ 5 45 3 4 17 .h t m # p a g e = 1 & q u e ry = d a t i n g & p o si t io n= 1
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ o nl i n e - g r o ce ri e s- c o n c e p t-
i l l u s t r a t i o n _ 7 709 34 3 . ht m # pa g e = 1& qu e r y = o n l i n e % 20 g ro c e r y & po s i t i o n = 0
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ c om p u t e r -t e c h n o l o g y - i s o m e t r i c - i co n -
s e r v e r - r o o m -d ig i ta l- d ev i c e- se t-e l e m e n t -d e s i gn - p c -
l a p t o p _ 4 1 0 3 1 5 7. h t m #p a g e= 1& q u e r y = d a ta b a s e % 2 0h o s t i n g % 20 c lo u d % 2 0 co m p u t i
ng&position=0
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ t a x i -a p p -i nt e rf ac e -
c o n c e p t _ 7 4 0 21 9 8 .h t m #p a g e= 1& q u e ry = c a b & p os it io n =4
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ h ap py -ti ny -p e o p l e -l i s t e n i ng - s p i r i t u al -
m u s i c _ 8 6 0 9 3 38 .ht m# pa ge =1& qu e r y= m u s i c % 20 te c h n o l o g y &p os i t i o n = 0
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ i p ho n e - x - w i t h -d if f e r e n t -v i e w s -
realistic-
s t y l e _ 2 4 3 0 7 9 1 .h t m# p a g e =1 & q u e r y = i ph o n e & p os i ti o n =1# p o s i t io n = 1 & pa ge =1 &q u e
ry=iphone
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ l i v e - st re a m -
c o n c e p t _ 7 9 16 7 8 0 .h t m #p ag e= 1& q u e ry = s t re a m ing & po s i t i o n = 1 7
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ o nl i n e - g a m e s -
c o n c e p t _ 8 3 9 98 76. htm # p a g e= 1 & q u e ry = g a m i n g %2 0g a me % 2 0 t e c hn o l og y& p os it io
n = 4 9 # p o s i t i on = 49 & p a ge =1& qu e r y = g a m i n g %2 0 g a m e % 20 t ec h n o lo g y
h t t p s : / / w w w. f r e ep i k. c o m /f r e e - v e ct o r/ t e am w o r k- c o n c e p t- la n d i n g -
p a g e _ 5 1 6 8 2 5 9 .ht m # p age =1 & q u e r y = t e a m & p o s i t i o n= 5

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 This is a book for the aspiring Product Manager, new age tech product enthusiast and
truly anyone interested in understanding what makes the technology around us so
engaging and effective.

Rather than repeat and reuse the wealth of jargon and frameworks that the internet
buries one in, this book focuses on 2 simple and powerful ideas. First, it brings the
average reader up to speed on today’ s most relevant technologies, including artificial
intelligence and machine learning, and methods of problem solving, such as design
thinking. Secondly, it cuts straight to learning by doing, critiquing apps that every reader
has used, ranging across Uber, Amazon and Zomato.

Depending on the reader’s level of knowledge and understanding of Product Management,

they may find tremendous value in each chapter of this book, or crisp insights by leafing
through specific sections.

Why is this book needed?

In today’s age of information, it is easy enough for aspiring Product Managers to find
resources which layout the basics of the PM interview, as well as information on what to
expect from the industry. As Product Management continues to grow as a career of
choice, and become increasingly competitive, a need was felt for a resource which builds
not just a theoretical understanding, but a practical experience and intelligence.

This book therefore was born out of industry relevant discussions and sessions
conducted by the ProdMan Club of IIM Ahmedabad & the ProdX Club of IIM Ahmedabad.
In each chapter, the learnings and perspectives of the youngest generation of students
entering the industry are used to provide the reader with the advantage of cutting edge
industry knowledge. These chapters are further refined with insights, springing from a
healthy discussion and dissection of concepts, by a group of budding Product Managers.
Finally, ideas are presented through simple user journeys and relatable app critiques.

@prodmaniima
facebook/prodmaniima
linkedin.com/prodmaniima
twitter.com/prodmaniima
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 COMPLETE GUIDE TO
PRODUCT MANAGEMENT
A guide on how to prepare for the Product
Management Companies that come to IIM Bangalore

Academic Calendar: 2022-2023

Table of Contents

I NTRODUCTION ...................................................................................................................... 5
Book Structure .................................................................................................................................... 5
How To Read This Book?.................................................................................................................... 6
CHAPTER 1: I NTRODUCTION TO P RODUCT MANAGEMENT ....................................................... 7
What is Product Management? ............................................................................................................ 7
Which skills are required to be a good Product Manager? .................................................................... 7
Types of Product Managers ................................................................................................................. 8
Types of products a PM might encounter ............................................................................................. 9
How does a PM’s career trajectory look like? .................................................................................... 10
CHAPTER 2: P REPARING FOR THE PM ROLE ...........................................................................11
Do I need to have some technical /coding background? ...................................................................... 11
Preparation Tips – How can I build my PM Profile? .......................................................................... 11
Does Preparing for other fields help my preparation for a PM role?.................................................... 13
CORE PM T OPICS - MUST P REPARE T OPICS ...........................................................................16
CHAPTER 3: P RODUCT DESIGN ..............................................................................................20
CIRCLES Method ............................................................................................................................. 20
Practice Question 1 – Product Improvement....................................................................................... 23
Practice Question 2 – New Product Development .............................................................................. 26
Solved Examples ............................................................................................................................... 28
CHAPTER 4: F EATURE P RIORITIZATION .................................................................................29
A. RICE ............................................................................................................................................ 29
B. Value vs. Effort ............................................................................................................................ 30
C. Kano Model ................................................................................................................................. 31
D. MoSCoW...................................................................................................................................... 32
E. ICE ............................................................................................................................................... 33
F. Other Frameworks ......................................................................................................................... 33
Solved Examples ............................................................................................................................... 34
CHAPTER 5: METRICES ........................................................................................................35
HEART Framework .......................................................................................................................... 35
PIRATE Framework (AARRR Framework)....................................................................................... 35
North Star Metric............................................................................................................................... 36
Common Performance Metrices......................................................................................................... 37
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 Practice Question 1 ............................................................................................................................ 38
Practice Question 2 ............................................................................................................................ 38
Solved Examples ............................................................................................................................... 39
CHAPTER 6: G UESSTIMATES .................................................................................................40
Practice Question 1 ............................................................................................................................ 40
Practice Question 2 ............................................................................................................................ 42
Solved Examples ............................................................................................................................... 44
I NDIA DEMOGRAPHIC STATISTICS CHEAT SHEET .....................................................................45
CHAPTER 7: APP CRITIQUE ...................................................................................................46
Establishing App Critique Objectives................................................................................................. 46
Five steps for Critiquing Apps ........................................................................................................... 46
Avoiding Common App Critique Mistakes ........................................................................................ 50
Solved Examples ............................................................................................................................... 50
CHAPTER 8: ROOT CAUSE ANALYSIS (RCA)...........................................................................51
Framework ........................................................................................................................................ 51
Practice Question 1 ............................................................................................................................ 53
Practice Question 2 ............................................................................................................................ 55
Solved Examples ............................................................................................................................... 57
Other Questions to try yourself .......................................................................................................... 57
CHAPTER 9: DASHBOARDS ....................................................................................................58
How do you create one?..................................................................................................................... 58
Customer KPIs .................................................................................................................................. 58
Product quality KPIs ................................................................................................................... 58
User engagement KPIs................................................................................................................. 59
Business performance KPIs......................................................................................................... 59
Practice Questions ............................................................................................................................. 59
CHAPTER 10: BEHAVIORAL QUESTIONS .................................................................................60
STAR Framework ............................................................................................................................. 60
SOAR Framework ............................................................................................................................. 61
CAR Framework ............................................................................................................................... 61
Questions to Prepare .......................................................................................................................... 61
Why Product Management? ........................................................................................................ 61
What if you do not get into Product Management? .................................................................... 62
You do not have relevant work experience (IT), so why do you think you are fit for this role? 62

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 Tell me a challenge you faced while working as a team? How did you overcome it? ................ 62
Delivering faster vs. Delivering a better product. What would you choose? ............................. 62
Tell us about a time you used data to influence an important stakeholder. ............................... 62
Why do you want to work at our company? ............................................................................... 63
What’s your approach to prioritizing tasks? .............................................................................. 63
What main changes would you make to our product? ............................................................... 63
ADVANCED PM T OPICS - OPTIONAL T OPICS...........................................................................64
CHAPTER 11: P ROJECT EXECUTION .......................................................................................64
AGILE Framework............................................................................................................................ 64
Agile principles ............................................................................................................................ 65
Agile methodologies and frameworks ......................................................................................... 65
A/B testing ........................................................................................................................................ 67
Product Roadmap .............................................................................................................................. 67
How to build a theme-based product roadmap?......................................................................... 67
Go-to-market (GTM) Strategy ........................................................................................................... 68
Stages in building a GTM strategy .............................................................................................. 69
Product Requirements Document (PRD) ............................................................................................ 70
What to include in a PRD ? ......................................................................................................... 70
Design thinking Method .................................................................................................................... 71
Solved Examples ............................................................................................................................... 72
CHAPTER 12: WIREFRAMING .................................................................................................73
UX design ......................................................................................................................................... 73
UI design........................................................................................................................................... 73
What is wireframing? ........................................................................................................................ 73
What is prototyping? ......................................................................................................................... 74
What are the tools we can use to make a mockup? ............................................................................. 74
Solved Examples ............................................................................................................................... 74
CHAPTER 13: SYSTEM DESIGN ...............................................................................................75
What is System Design? .................................................................................................................... 75
Why is System Design important? ..................................................................................................... 75
Companies asking system design questions........................................................................................ 75
Framework with Practice Example..................................................................................................... 75
Solved Examples ............................................................................................................................... 77
CHAPTER 14: COMPANY F RAMEWORKS .................................................................................78

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 Working Backwards by Amazon........................................................................................................ 78
Reasons for using Amazon’s Working Backwards Framework ................................................. 78
Product Excellence Framework by Google......................................................................................... 79
Reasons for using Google’s Product Excellence Framework ..................................................... 79
Experimentation Framework by Spotify ............................................................................................. 80
Reasons for using Spotify’s Experimentation Framework ......................................................... 80
CHAPTER 15: P RODUCT STRATEGY ........................................................................................81
Monetary Strategy ............................................................................................................................. 81
Pointers to keep in Mind.............................................................................................................. 81
Prevalent Models ......................................................................................................................... 81
Pricing Methodology.................................................................................................................... 81
Market Entry ..................................................................................................................................... 82
Solved Examples ............................................................................................................................... 83
CONCLUSION ........................................................................................................................84
RESOURCES ..........................................................................................................................85
CHEAT SHEET .......................................................................................................................87

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Introduction
Hello Dear Reader!
Welcome to this modest attempt at passing on some knowledge, or Gyan as you might call it. The
purpose of writing this book is to give you insights into acing the ‘Product Management’
interviews for companies that visit IIMB during the summer-placement internship process.
Some of you might be wondering, ‘What does Product Management mean?’ That’s ok. Many of
us didn’t know either what Product Management (called PM from now on) meant and how to go
about preparing for the role. We learnt along the way, a lot from material available on the internet
and a lot from seniors in our time.
‘You mentioned material. If there are resources out there already, why do we need this book?’
Good question. The simple answer to that is, while we were preparing for the PM role, we got a
lot of unorganized, and sometimes, confusing advice from a lot of sources. Some sources asked us
to do something while other sources asked us to do something else. We felt that there was a need
for some standardization of the knowledge that was being passed on. Thus, this book is an attempt
at standardizing some of the advice and knowledge that we received throughout our own prep and
convey it in a way that makes prepping for the PM role more structured.

Book Structure
This book is having the theoretical content of the various topics that you need to prepare for
cracking the interview. Some pointers about the book:
1. Each chapter has a couple of practice questions where we walk you through each step on
how to go about solving them.
2. Under solved examples section we have attached video links of potential questions that
you could refer in each chapter to get a better grasp of your concepts.
3. There are interview experiences of people in the summers for the last 5 years attached
separately to this book.
The chapters in the book are divided as following:
1. Ch 1&2: What is Product Management? How to prepare for it?
2. Preclude to Chapter 3: Introducing you to Core concept of Product Management (A Must
Read)
3. Ch 3 - 10: Core Concepts – Product Design, Feature Prioritization, Metrices, Guesstimates,
RCA, App Critique, and Dashboards, Behavioral Questions (A Must Prepare)
4. Ch 11 – 15: Advanced Topics – Project Execution, System Design, Company Frameworks,
Wireframing and Product Strategy (Optional)
5. Conclusion
6. Resources and Cheat Sheets (A Must Read)

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How To Read This Book?

1. This book introduces you to the topic and subtopics. The idea of this book is to provide
you an exhaustive list of topics for you to prepare for and get you acquainted on the type
of questions usually asked.

2. Please go through one chapter a day, do not be in a haste to prepare all the chapters in
limited time.

3. While reading through the chapters, understand the core concepts. In case you have any
doubts please look at the “Solved Problems” section to understand with the help of a video.
We’d suggest you solve them by yourself first before watching the video. You should try
to identify where and how did you differ form an answer and analyze to see you have not
missed any obvious things and learn from your shortcomings.

4. Try to read the Practice examples under each chapter twice, once to understand how to
approach such a question and getting the structure right and the second time on how you
would have solved this differently. Remember there are multiple solutions or ways to solve
the same problem. Quality of Preparation and not quantity matters!!

5. Find focused people who want to target PM and discuss the cases in this book in depth
with them to understand multiple viewpoints and approaches.

6. The adjacent books which talk about interview experiences are tagged with which topics
does a particular question asked in the interview refers to. This is for you to know if a
particular interview has the questions on the topic you studied for. Please check out the
keyword “PM Topics Covered”.

7. Solve the interview experiences in a group preferably and brainstorm on different

approaches.
Disclaimers
• The methods discussed in the book are just one of the many ways to solve the problem and
should be treated as a mere guidance rather than the exact right answer.
• Reading the book doesn’t guarantee you of getting that PM internship but use it as a
resource to guide you with how to get there and practice the things written here to prepare
for the questions and cases and might come on the GD/Interview Day.
Let’s begin this journey of preparing for a PM role.
Don’t forget to, Work Hard! Play Hard! Stay Motivated!

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Chapter 1: Introduction to Product Management

What is Product Management?

If you try finding the answer to this question on the internet or ask people around, you'd get the
simplest and yet most confusing answer “CEO of the product”. Now this paves the way for the
next question, “What does a CEO actually do?”. So instead of making things more complicated,
we’ll try to answer this question by breaking it into two parts:

1. What is a product? Goods or services that a company sells

2. What is management? Planning and organizing activities to achieve a specific goal

By combining these two definitions, we can define Product Management as-

Planning and organizing various tasks to ensure a product serves its intended function to the
consumers throughout its lifespan.

The multiple tasks a Product Manager is responsible for include:

1. Designing the features of the product
2. Designing and building a product prototype
3. Testing the prototype
4. Making the required changes to the product prototype based on user feedback and
usability
5. Designing and developing the final product
6. Maintaining the product

In conclusion, a Product Manager oversees every stage of the product life cycle, from design to
maintenance.

Which skills are required to be a good Product Manager?

While we are still attempting to come up with a solution to this answer, we can direct you to the
basic abilities that a PM uses daily. It is clear from looking at the various stages of the product
lifecycle that there is a lot of decision-making, weighing options, and planning involved in
answering questions like what features the product should have, how the prototype should be
constructed, what metrics should be considered to measure the product's success, etc.
This clearly suggests that a PM must be

1. Very organized in their thinking and

2. Be able to use a step-by-step approach to decision-making.
3. The product's success ultimately depends on how consumers perceive it; thus, the PM must
maintain constant communication with potential customers to understand their needs and
pain points. Therefore, a PM must have effective communication skills.
4. Any company's aim is ultimately profits, so resource allocation is one of the most important
tasks for a PM. Hence, it is important to come up with the best possible product/service in
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 the shortest time and with a well-defined budget. Therefore, a PM must have critical
thinking to evaluate choices and make decisions within limitations.
5. Finally, a PM must convince clients of the product's earnest utility, which necessitates
decent marketing abilities.

Types of Product Managers

Although this section may not seem very pertinent from the perspective of internships, it will give
you an understanding of the many kinds of responsibilities that a PM has to perform depending on
the job role. Additionally, we have mentioned a few companies (just for reference) with their
respective roles. Three main verticals have been used to divide the sorts of PM:

1. Technology
2. Business
3. Design

Technology
Technical Product Managers
Their job includes researching and studying rival goods and services, working with development
leads, offering product training, and analyzing market trends. (ADP, Amazon, HackerRank)

Digital Product Managers

The development and design of digital goods are within DPM's control. Then, they transform those
demands into features that their team will design. They investigate digital goods and their features,
organize product launch campaigns, and get in touch with customers to learn more about the wants
and requirements of the market. (IndusInd, Gartner, Wells Fargo, Goldman Sachs)

Software Product Managers

They identify client needs and collaborate with the design team to develop features and products
that address them. They also identify the software solutions that are out of date, and which should
be phased away. (Lenovo, Logitech)

Business
Product Operations Managers
They carry out best practices, encourage resource sharing, and support ongoing training. They also
strengthen departmental communication channels. (Uber, PayTM, Google)

Data Product Managers

They look for methods to make the most of data rather of merely using it. They also use product
data for early design iterations and design enhancements. (Michelin, Airtel)

Product Marketing Managers

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They are technical experts who know how to promote the company's products. Their job is to
understand the utility of the features from consumers’ perspective and market the product in the
best relatable manner. (PhonePay, Amazon, Xiaomi)

Growth Product Managers

When it comes to experimenting with product design and ideas for new features in already-existing
goods, GPMs take the lead. Additionally, they produce data-driven decision-making techniques.
(Meesho, Uber, Unilever)

Ecommerce Product Managers

They oversee improving the performance and sales of the company's products across all e-
commerce platforms. (WakeFit, Google)

Design
Product Design Managers
They coordinate the task of developing new product features and enhance existing ones while
assuring design viability. (PayTM, RazorPay, PhonePay)

Types of products a PM might encounter

There are generally seven different types of products a PM encounters within his career:

SaaS or B2B Products

They are geared at meeting the demands of other businesses. They majorly address the financial
and operational needs of the clients. Example: Salesforce

Mass Consumer Apps

They are designed to satisfy the straightforward needs of the mass market. Making the product
appealing to the masses while being functional at the same time is the main goal. Example:
Instagram and Uber

Additive Features:
They are a single component of a whole product that has the potential to have the main USP. The
goal is to improve the product's overall functionality. Example: The shopping cart function on
ecommerce

Early-Stage Products:
These are what today's entrepreneurs refer to as the Most Viable Product (MVP). As further
development occurs after launch, depending on user input and product performance analysis, the
emphasis is on quick development and the most essential features.

Internet of Things (IoT), Physical and Machine Learning Products:

These products implement usage of these technologies. The goal here is not just correct
implementation of the technologies, but also to ensure that all the product's features cooperate,

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enhance one another, and prevent the issues associated with siloed development. Example: Smart
Home Security Systems

Marketplace Platforms:
By building the product on the knowledge of the user accumulated over time, the goal is to reduce
transaction costs. Instead of technical expertise, here, abilities like an awareness of supply-demand
and the psychology of clients are helpful. Example: Amazon Business

How does a PM’s career trajectory look like?

The regular process, based on responsibilities handled by a PM looks something like this:

The names/titles might be different for different organizations but the roles and responsibilities at
different stages are similar. To help you better understand the tasks at each level, we’ve referred
to article by Dacheng Zhao, a Product Director from MIT who broke down the tasks involved in
each step as “levels”:

Junior Product Manager:

Given a feature, you can ship that feature

Product Manager:
Given a strategy, you can execute and ship the entire product

Senior Product Manager:

Given a problem, you can form a winning strategy

Lead Product Manager:

Given a space, you can find the right problem(s) to solve in that space

Product Director:
Given a person, you can reliably help them up-level (e.g. Jr PM => PM, PM=>Sr. PM)

Head of Product:
Given a team, you can create the environment and breathing room such that they can progress in
hierarchy

Chief Product Officer:

People (PM, Eng., UX, etc) disproportionately want to work with you and on your team.
Now, one cannot define a certain period for moving through the stages, based on the time taken
by one to achieve excellence in the roles mentioned above, one can hope to move forward.
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Chapter 2: Preparing for the PM role

Do I need to have some technical /coding background?

It is needless to say that Product Management roles are one of the most sought after at MBA
colleges. However, with the current curriculum, it is difficult to equip oneself with the skills and
technical expertise required to crack PM role interviews. So how should one go about preparing
for the same?
One of the things PM companies’ values is a technical background or a CSE degree. But worry
not, you can still land yourself a PM role without either of these two things. Read further to find
out how.
1. Technical Background – Assuming you have a software engineer profile or have a CSE
degree, the interviewers will not go easy on you. Your background will help you land
interviews at many PM companies during the process. It is advised that you brush up your
fundamentals. You will get detailed information about the same later in this book. So, along
with the PM cases, you can expect technical questions.
2. Non-Technical Background – While having a technical background does give one an
edge, it does not mean that one cannot be a product manager without it. A lot of non-
technical background folks have thrived in this field. If you can discipline yourself and
hone the required skills over time, you can easily land a PM role.

Preparation Tips – How can I build my PM Profile?

PPTs of PM Companies: Several companies give Pre-Placement Talks before the placements.
Attending these PPTs is moderately useful. Sometimes they talk about the new products or
technologies the companies are building. For those company interviews, it can become an
interview question or at least a plus if you know about the company. In either case, their PPTs will
be helpful in just knowing more about the company and help you evaluate your interest for the
same.
Case Studies/Design Competitions: Taking part in these competitions can be a good way for the
company recruiters to get to know your ideas. Sometimes, winning these company competitions
can directly award you a PPI. You will also learn PM concepts, especially the application part
while solving cases.
PM cases for landing interviews: Many PM companies may provide you with a case to solve and
submit a ppt of the same to get their interview shortlist during placements. Preparing well for these
will be helpful, you will also need to learn to make basic wireframes that you will have to include
in your ppts. Wireframe is a schematic, blueprint, useful to help you and your programmers and
designers think and communicate about the structure of the software or feature you wish to
develop. Do look out for these activities to get a place in those companies’ interview panels.

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Forming groups for interviews & GD prep: Preparing for interviews and GDs is recommended
in groups rather than individually. You can also try to form a group with similar people who are
also looking to get into PM roles. Preparing in a group has the following advantages:
1. Different group members bring with them diverse ways of solving a problem. Some of
these solutions might be more efficient and optimized than your solution.
2. You can get to learn from different experiences especially if someone has a technical
background and how they dealt with technical problems in the past. This knowledge can
be useful in interviews when you are given a problem to solve that you have personally
never encountered but you had talked to someone who had been in a similar situation. You
can mould your situation to the interviewer according to what you heard from someone
else.
3. Tasks can be divided among the group members and conquered together. Given the limited
time and energy, you can divide the workload among the group members. For example,
one person can prepare daily technical news tidbits, while the other person can look through
company websites and make a summary of all their products. Information can be shared
amongst group members once all bases are covered by individuals.
4. You get motivation and encouragement. You will get better with practice and hence it will
increase your confidence as well. You can collectively grow with the group members.

A good rule of thumb while opting for PM prep as someone from a non-technical background
is to form a group of 3 people who are dedicated to PM preparation. All three friends can get
together once a day and discuss different PM concepts, solve cases, check out tech news, prepare
for some common questions, etc. Of the three people, 1 will be an interviewer, 1 will be an
interviewee and the third person will be a spectator. Keep rotating the people to optimize benefits
for everyone. Try solving ~2 cases and going through the news every day

Try to research, critique, and discuss different apps widely used by people. This will help you
develop and enhance your product acumen. Have the frameworks written down in a document or
your whiteboard or your notebook, whichever you find easily accessible. Frameworks are a good
way to ensure structural thought processes while solving a PM case or problem. Over time you
will adapt to the PM process and be well prepared for the interviews.
The same method of preparation applies to all backgrounds but is essential for people with
a non-technical background. Also develop questionnaire common for PM and try to write down
your answers for the same. Try to get it peer reviewed and improve upon those answers. These can
be resume based questions, HR questions, technical questions, product design questions, etc. No
matter the background, all PM enthusiasts must prepare themselves for case studies, questions
regarding their past work experience and most importantly, why PM?

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Here is a list of topics you should prepare for:
1. Resume based questions
2. HR questions
3. Guesstimates
4. Product Design/Modification questions
5. Technical questions including latest technology news
6. Technical cases
7. Coding/Algorithm based questions
8. Company specific products
A few resources that will help you get started:
1. Cracking the PM Interview by Gayle: This book will help you structure your preparation
process. It covers the basics of most of the topics in the list above.
2. Decode and conquer by Lewis C. Lin: Another great book similar to cracking the PM
interview. It helps one learn the basics of most of the topics and covers a variety of example
cases
3. Case Interviews Cracked by Kelshikar and Garg: This is a case prep book and contains
many example cases and their solutions. It provides a good brief about how to solve cases.
The knowledge and skills you learn from this can help you solve other PM type questions
such as guesstimates, product design/modification questions, and technical cases. The aim
of going through this entire book should be to learn how to structure your thinking in a way
that it can be used to solve any problem.
4. TechCrunch and any other technical news websites: Useful for keeping oneself up to date
with the latest technology news.
5. Company Websites/PPTs: Useful for finding out company specific product information.
6. The Product Folks YouTube/website: You will find a lot of teardown videos of different
products that have been uploaded by them on their website and YouTube channel.
This is not an exhaustive list of resources as you will be able to find a lot more useful resources
online.

Please refer to appendix of resources for more information.

Do not skip that while reading this section

Does Preparing for other fields help my preparation for a PM role?

This is a frequent question that gets asked. Preparing for fields like finance for example, will not
be helpful. Finance prep is knowledge heavy and the knowledge you would be acquiring will be
mutually exclusive to a PM role. Prep for marketing may help a little as you might pick up some

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marketing frameworks while solving marketing cases. However, marketing requires different
learning skills which are not directly applicable to a PM role.
On the other hand, prep for consulting does help. The reason why prep for consulting can be useful
while preparing for PM is that consulting prep teaches you how to structure your thoughts and
break down problems to come up with the best solutions despite a lack of information. And that is
a useful skill in a PM interview. An interviewer always evaluates how well you can structure the
problem given the limited information and how you come up with the best solutions.
Despite consult prep being useful, it is only a subset of the total PM prep and is in no way a
compulsory thing. Also, if you do consult prep, be prepared to put in the extra effort to gain
knowledge that is specific to a PM role.
If you are into books, you can read the following books for PM topics.
Note: The images are clickable

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Core PM Topics - Must Prepare Topics
The chapters from 3 to 10 are the must prepare topics to prepare for your summers – Product
Design, Feature prioritization, Metrices, Guesstimates, Root Cause Analysis, Dashboards and
Behavioral questions. Questions during your summers will revolve around these topics.

First Time Readers – You must skim through this section before starting with the chapters.
You do not need to go in depth by clicking on the reference links right now. Revisit this chapter
once you are done with major chapters 3 to 9. It is fine if you do not get everything in one
reading. Please do not worry! Just try to understand the flow or the sequence of events

Advanced users – Focus more on the adjacent links/references go in detail on each of these
steps as this is what is typically expected out of you especially during interviews. So be crystal,
clear on this as this is the heart and soul of a PM’s job

Let us first discuss the flow of events that happens typically for a PM:
1. Problem Scoping: Clarifying the meaning of the important keywords in the problem and
the places where it is applicable – What? Why? Who? How? For instance, say “We are
asked to improve user engagement for a music streaming like Spotify”, some of the
clarifying questions could be:
• What do we mean by engagement here? Is it increasing the user’s ability to listen
to longer durations of music? Or does it involve interacting more with features on
the app?
• Spotify has both website and app do you want to improve the engagement in
website or for the app? If for the app – is there any specific preference for Android
vs IOS?
• Spotify also allows you to listen to podcasts and music. Which one do you want to
target?

This is crucial to do in any problem statement. Some ways of going about doing this is
mentioned here

2. User Segmentation: Normally we know a very broad set of audience for whom we need
to create an App. But we would need to identify what are the different possible segments
of users that could be potential users of the application and try to categorize it by defining
their characteristics. For the above problem statement, a way of segmenting the users can
be found here.

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Note: You could also classify users on basis of multiple parameters like age, moods, location,
usage frequency or a combination of these to come up with an apt segmentation w.r.t the above
problem.

Common methods of user segmentation could be found here. Try to do a MECE for the user
segment to ensure we do not miss any potential customer while addressing about the problem

3. User Targeting: Typically, when you have multiple user segments from step 2, on basis
of your objective defined in the problem statement, you should do some guesstimate on
how large each segment and some secondary research would be to find out whom probably
should you target to achieve your objective. In interviews this can be based on your gut
feel but with sound logic. For the above problem statement, let’s say we target low level
Involvement users – so the problem reduces to “How can Spotify facilitate the ability to
listen to curated music for a user who does not want to control music at all times?”

4. Developing customer personas and Identifying Pain Points: We should take a

representative for a set of similar audience and try to find what are the problems they face
while using the application. To do this we should put ourselves in their shoes and empathize
with the customers. Look at their journey right from getting the app opened till the end:
• Map it out with how the customers feel during this entire process,
• List down what portions of the process are painful for the chosen target segment
at each stage.
• Is there something that the app is missing that they might be looking for? “Unmet
Needs”
• Is there something that the direct competitors might be offering to them that we are
not? Is that something relevant to this chosen target segment?
Note: A Sample persona for Spotify app would be found here . There could be multiple
such personas

Once the target user segment is chosen, do not deviate from that selection while thinking
about pain points. This is a very common trap that people fall into, the thought process must
be coherent all the way through.

5. Prioritizing the User Pain Points: The above list collated in step 4 could be very huge for
each customer persona, and it is impossible to address all of them at the same time.

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 So, we need to pick. For deciding on how to pick, we can look at the probable severity of
the issues and how poorly it impacts customer experience. Based on the above you
combination of attributes, you can classify the problems into High, Moderate, and low
based on how significantly this problem impacts the user journey. Post which you can
choose to address 1-3 most significant problems you feel this user persona would face.

A step by step process on how to go about prioritization of customer pain points can be found
here

6. Listing down all solutions: For only the prioritized user pain points in step 5, think about
various ways to solve the problems in the application. These ways are called features in
product management. Do not worry if they are technically feasible or not but should be
something that a PM at his level could do. Typical features for the above problem statement
regarding Spotify can be found here
7. Feature Prioritization: Among the features listed in 7, now is the time to decide on how
to prioritize the features based on some frameworks which are captured in Chapter 4.
Normally in actual process this is done by talking to the engineering team, doing market
study and competitive benchmarking to come up with valid data points to target a particular
feature. Discard those solutions which cannot be achieved technically and choose the top
2 features you want. Say we prioritized the development of live room feature in spotify

Ensure the features that you propose is something that the target user segment defined earlier
will be able to perform and benefit from. Your solution cannot go against the pain point
and target segments chosen earlier
DO NOT PROPOSE marketing solutions, partnership/collaborations, changing the
strategy/vision for the product unless the question specifically ask for it.

8. Wireframing & Task Flow: Coming up with how the feature would look like and operate
for a user. For Spotify the task flow can be found here and the wireframes are:
• Creating a live room
• Live Room Home Page
• Interaction in Sub-Community

Once you have covered chapter 4, you can come and revisit this page to see some when to use
which framework on a case to case basis

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 9. Metrices: Once you have defined the top 2 features decide on how to measure those
features, coming up with measures for the same using some of the frameworks defined In
Chapter 5 of this casebook.

10. Product Implementation: Once the features are finalized, come up with how you would
implement those features, some sort of timelines and making sure you keep a tab on the
commitments. Normally this is skipped in the interview but is a requirement in day-to-day
job.

Note: The example of Spotify is taken for illustration purpose, and it currently has this live room
feature in its application, but this is how they went about developing it.
The above steps form the basis of how you go about reaching the solution from a problem
statement in a typical PM situation.
We will now be revising most of the concepts covered in these 10 steps in Chapters 3 to 9 to get
some more flavor on how to solve typical such problems in the world of PM.

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Chapter 3: Product Design
The questions need to be answered in a very structured manner, even though they might seem like
open-ended questions. Understanding user needs is most important here. This type of question is
one of the most asked questions as they evaluate your creativity, ability to empathize with users,
ability to connect the company’s goals with user needs, and prioritization skills, all of which are
core to being a good product manager. Mainly of 2 types – Improve a product or create a new
product from scratch. The products can be physical or digital
Examples of Product design/ improvement questions
1. Design an intelligent table for restaurants.
2. How would you improve WhatsApp?
3. You are a PM at Spotify; how would you increase user engagement?
4. Design a smart shoe.
5. Design an application for trek enthusiasts.
Common mistakes candidates make when asked product design questions
1. Jumping to features directly - Listing features and giving solutions without setting up an
appropriate context shows that you haven’t thought about the answer holistically. The
listener doesn’t know who the intended customer is or what problem you are trying to
solve. You won’t be able to justify your solution among other possible solutions.
2. Unstructured answer / Rambling - If you haven’t organized your thoughts before
speaking, you will end up improvising as you go, which is painful for the listener. The
solution won’t be impressive, and you will invite many cross-questions.
3. Not asking questions – In case of vague problem statements or questions about a product
you are not familiar with, it is better to get more clarification and understand the
expectations through clarifying questions.
The following framework will help you answer any type of design question. The sequential
structure of the framework will enable you to move through essential questions to understand what
to design fully. It will act as a checklist to form an exhaustive and organized response to design
questions.

CIRCLES Method
C – comprehend the situation
I – identify the Customer
R – report the customer’s needs
C – cut through prioritization
L – list the solution
E – evaluate trade-offs
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S – summarize your recommendations

1. Comprehend the situation

A product manager should seek to gather as much information as possible about a design
question to understand the context better. You can clarify the goal (e.g., increase revenue,
market share, or engagement), understand the constraints, if there are any, and understand
the context (e.g., what is it? who is it for? Why do they need it?).
2. Identify the Customer
You don’t want to build a product that does everything for everyone; hence focusing on
one customer target segment is essential while answering. You are suggested to list
potential consumer personas for the product and explain their characteristics briefly. A
comprehensive approach and listing of interesting personas will fetch you the brownie
point. Some examples of customer personas are:
• College students
• Professional athlete
• Trek enthusiast
• Food lover
• Small business owner
Now you need to choose one persona to focus on; one way to prioritize the user persona
can be based on the total addressable market and the extent of unmet needs. Explain whom
you are talking about briefly using the following characteristics.

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 Persona name Behavior Needs and Goals Pain Points
Kat, the • Goes on vacations with • Discover new books • It is difficult to find
traveling books • Discuss books with good books to read
reader • Travels four times a others • It is difficult to get into
year • Write a book one day the habit of writing
• Carries four books per
trip

3. Report the customer’s needs

The third step of the CIRCLES method is reporting the customer’s needs. You can define
customer needs in a use case or user requirement format. The following template can be
used

As a <role>, I want <goal/desire> so that <benefit>.

e.g., in the case of user persona Kat, the user story can be written as follows

a. As a traveling reader, I want to get recommendations so that I read books that

are either well-written or are good examples of my favorite genres.
b. As a traveling reader, I want to write 500 words daily to publish my memoir.

4. Cut through prioritization

With the given time constraint in the interview scenario, you cannot design a solution for
every pain point you discovered in the previous step. Hence, among all the customer needs
to be listed, you must prioritize one or two customer needs. One way to prioritize can be
based on how acute the problem is (depth) and what is the frequency (breadth). Another
method can be found on customer value generated and effort; you choose a pain point that
will create maximum customer value if solved with low or medium effort.

The prioritization step mimics the real-world development process. You’ll have a
significant backlog of use cases, but you’re limited by time, money, and labor. Which one
do you do first?

5. List solutions
This is undoubtedly the most fun part of the answer; this is your opportunity to show off
your passion for product management. A customer pain point can be addressed in various
ways. For example, for book recommendations, there can be a recommendation algorithm
or a feature that lets your friends recommend books to you on the app. Also, if you have
chosen more than one user pain point, you will list solutions for each one. These solutions
must be features you can include in the product that will solve your customer’s needs. Thus,
you will have a short list of solutions (not more than 4). Remember that most employers
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 are evaluating your creativity and product vision. They’re looking for product managers
who can see future trends in technology and customer behavior. They expect those product
managers to plot and execute a plan that exploits that trend for the company’s benefit.
Once you’ve listed all the solutions, you can prioritize the solutions based on popular
frameworks such as RICE, Value vs. Effort, Kano model, MoSCoW Method, etc. These
frameworks will be explained in the latter part of the book.
6. Evaluate trade-offs
The second last step of the framework is to evaluate the trade-offs of your solutions. You
can mention the pros and cons of the solution. For example, suppose you have mentioned
a rating system for an accommodation app so that users can look at the reviews from
previous guests and know what to expect. In that case, it may also lead to issues where
dishonest reviews might hurt the owner’s business. By describing the trade-offs, you come
across as thoughtful, analytical, and objective. You’ll also protect yourself from being
defensive. If you’ve taken the initiative to critique your own solutions, the interviewer has
fewer things to criticize.
7. Summarize your recommendations
In this optional step, you can take 20-30 seconds to summarize your answer using the
following three steps
1. Which feature do you recommend?
2. Recap on what it is and why it is beneficial for the users and/or the company
3. Why do you prefer this solution over others?

Understanding the CIRCLES method and more importantly practising multiple questions on it,
is the key to cracking the PM interviews. Watch this video to get more clarity.

Practice Question 1 – Product Improvement

Interviewer – How would you improve engagement for Headspace?
Candidate – Here’s how I would like to go about this problem statement

• Headspace’s Mission
• Users and their use cases
• Pain points
• Solutions and prioritization
First, I’d make sure that I understand the company’s mission; then, I’d explore the user and use
cases; and lastly, I’d prioritize the use cases and focus on brainstorming solutions.

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Interviewer – Sounds good.
Candidate – Headspace’s mission is to improve the health and happiness of the world. People use
Headspace to meditate, and engagement for Headspace can be measured as no. of a meditation
session or an average number of minutes meditated.
User segment can be divided into three groups – Skeptics, Rookies, and Die-hards
Skeptics – people who may be tried Headspace a few times but didn’t resonate with the idea.
Rookies – Tried Headspace a few times, saw some value but could not form it into the habit and
getting into the grove of meditating regularly.
Die-hards – Those people who saw the direct impact of meditation on their life have already
formed a habit. Perhaps they are the advocates of the app and meditation.
Does this sound good?
Interviewer – Yes, that makes sense.
Candidate – I would now like to take a minute to prioritize the user segment we will be focusing
on. Two criteria come to my mind.
1. TAM – total addressable market
2. Unmet needs
From a TAM perspective, I am thinking about people who are actually using Headspace as we are
targeting engagement here. In this context, rookies are the most significant segment with maximum
potential to increase engagement. Die-hards are already seeing the benefit, and incremental
engagement will be less. Skeptics have higher friction and may not open the app very often.
In case of unmet needs, rookies can still not form a habit of meditation and get maximum value
from the app.
Moving to paint points of rookies, I am thinking about the user journey

Pre meditation During meditation Post meditation

Paint points
1. Forgetting to meditate
2. Concentrating during meditation
3. Understanding the direct impact of meditation
Premeditation – most significant pain point, just getting into the phase to remember to meditate.
Usually, people are so busy and get caught up in day-to-day activities that forming a meditation
habit is difficult.

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During meditation – for those who remember to meditate and make an effort to do it while you
meditate, perhaps the most significant pain point is that it’s difficult to concentrate.
Post meditation – If you are a rookie, it is somewhat difficult to see the direct impact of meditation
on day-to-day life as it’s a slow process, and one must be consistent.
Now, I would like to prioritize the pain points based on two factors, how acute and how frequent
the problem is.
I think the first pain point is most frequent and will prevent a rookie from becoming a die-hard.
I think potential solutions to address this pain point can be Support Group, Score
Board/Leaderboard with Friends, Loyalty Program, which is explained in detailed as follows
1. Support Group – With a support group, you can build a rapport with someone facing similar
difficulties, and it's harder to disappoint someone than to disappoint yourself. Create a support
group where you can have live meetings, reflection meetings, and weekly cadence. Meditating
with a group will help to develop a habit. Also, in the support group, you can find other
practitioners of varying levels; they can help each other clear up doubts and confusion
regarding the best practices.

2. Scoreboard/leaderboard with friends – In leaderboard functionality, users can simply see

who among their buddies has used the app on that day or how many times a week. If they
haven't used it, users can just send them a nudge and remind them to meditate. The app can
provide badges such as longest streak and most levels mastered that will motivate users to
maintain consistency and help them track their progress in the app.

3. Loyalty Program – Headspace can develop a loyalty program where users can access special
sessions with expert practitioners, in-person seminars, and meet-up events to build a strong
community. The app can also send merchandise such as stickers to users enrolled in a loyalty
program that will remind them to meditate.
I would like to pause here for a moment. If you have any questions or suggestions for me, please
let me know
Interviewer – I agree with some of the solutions you have come up with. Can you tell me which
one should be implemented first?
Candidate - Yes, now I would like to move on to prioritization. I will evaluate the solutions
regarding the effort required and the impact created. The feature that makes the most impact on
the required effort should be implemented first.
The scoreboard/leaderboard looks like a solution with maximum impact for a given effort. A
support group will require us to curate the mechanism of group creation and facilitation of
interactions and work in the long term once we see strong network effects. The loyalty program
may have limited reach in the initial phases, and it will be challenging to increase engagement for
the majority of users through such as program.
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Practice Question 2 – New Product Development
Interviewer: Design a smart table for a restaurant

Candidate: First, I would like to consider the restaurant space in general, the types of restaurants,
and what we can offer that is differentiated. These can be different types of restaurants
1. Fast Food Restaurants
2. Casuals cafes, clubs, and restaurants
3. Mom and pop restaurants
4. High-end restaurants (cuisine specialties)

Thinking of smart tables, some fundamental functionalities can be

• Order food
• Call you waiter
• Track the order
• Entertainment

I would like to narrow down to a good intersection of type of restaurant and touchscreen or smart
table

In fast food restaurants, people don't want to spend too much time; Also, mom-and-pop restaurants
are generally family owned and operate on small margins; when it comes to high-end restaurants,
the atmosphere is sophisticated, dimly lit, and quiet. They want to provide a quiet and intimate
dining experience. Not ideal for the potential sounds and lights of a touchscreen table. Hence all
these types of restaurants won't be the first targets

Casual cafes, clubs, and restaurants are perfect opportunity; these places can have a capital
expenditure budget and aims to provide casual, fun time with family and friends.

The product's mission can be - To design a touch screen table for casual restaurants and clubs that
want to provide a fun and friendly dining experience to their customers.

Moving on to use cases and types of users. Following are some of the potential user types

1. Couples dining on the dates – Want to focus on each other's company, hence no significant
need for entertainment.
2. Friends get together - unmet needs, want to socialize and have fun in novel ways. A large
number of diners.
3. Families eating out - unmet needs, primarily to entertain kids. However, some existing
solutions like smartphones do that.
4. People celebrating special occasions like birthdays, and anniversaries - unmet needs, can
help them to make this event special.

I will pick ‘friends get together’ as the product's mission is to provide customers with a fun and
friendly dining experience.
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Can I go ahead with this user segment?
Interviewer: Yes, please go ahead!

Candidate:

User journey and their associated needs can be described as-

Some of the solutions to address these needs can be

1. Transforming the dining experience with the help of games and interactive activities
2. Sharing of digital content via a common network similar to screen share
3. Next generation of food ordering – Digital menus, recommendations, food picker, tracking
order, customizing orders
4. Digital payment and review integration

I will prioritize the solution based on the impact on the user's goal and the complexity of
development

Value Effort
Games and interactive activities High High
Sharing of digital content Medium Medium
Next generation of food ordering Medium Medium
Digital payment and review integration Low Low

Based on the prioritization, I want to focus on 'Transforming dining experience through games and
interactive activities’ because it fits into the goals of our target segment and brings a new way of
thinking about the restaurant experience.

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Solution Details
1. The table has an interactive menu where you can pick a game to play. Categories like card
games, board games, trivial, drawing games, etc
2. You can invite other friends who are not at the table with you; they can join you virtually
3. Once the game is selected, the screen's layout changes to suit the game.
4. Can integrate with an app store to download new games

Lastly, some of the Trade-offs of this solution will be

1. People spend more time at the table for activities other than eating
2. The layout should be designed to make sure there is enough space for food, plates, glasses
3. Sound from these games can disturb other people at the restaurant

Interviewer: Very well thought through, that will be all. Thank you.

Solved Examples
1. Improve Whatsapp
2. Improve Instagram Stories
3. Improve Air Travel
4. Improve a Fin Tech Product
5. Design a Parenting Product
6. Design a Photo App for the Blind
7. Design a Fitness App
8. Design a Product for Rush Hour Drivers

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Chapter 4: Feature Prioritization
Product managers must decide where the product moves next. But one cannot do this in isolation,
many voices of various stakeholders weigh in and customer feedback guides what to build next.
Without a prioritization framework, the product manager would be relying too much on
subjectivity and fail to reach stakeholder consensus. Effective prioritization provides transparency
and builds confidence in the planning process.

The following are a few commonly used frameworks:

A. RICE
This scoring methodology measures every feature or initiative based on four factors: reach, impact,
confidence, and effort.

Individual scores output an overall score through RICE formula. It gives a standardized number to
compare various features or initiatives to compare.

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 Do not confuse between Reach and Impact – Reach Talks about how many people will this
impact? and Impact talks about how much will this impact each person

Example:

B. Value vs. Effort

This is simplified version of RICE which is also known as the value and complexity framework
and gives an objective way to determine which initiatives or features to prioritize. Each action is
scored according to the value it would bring to the product and level of implementation
difficulty. It is built on a 2x2 prioritization matrix,

While estimating scores for value and effort, product team can think of these guidelines:
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C. Kano Model
Kano model believes that Customer Satisfaction depends on feature’s level of functionality. It has
two dimensions:

Satisfaction, alternatively Delight/Excitement ranging from Total Satisfaction (Delighted or

Excited) to Total Dissatisfaction (Frustrated or Disgusted).

Functionality, alternatively Achievement/Sophistication depicting how well a given feature is

built. It ranges from Didn’t Do It at All (None or Done Poorly) to Did It Very Well.

It classifies features into four categories:

1. Expected (Must-have), some features are expected as basic functionality.

2. Normal (or Performance enhancers), the more of such features added, the more satisfied
customers are.
3. Exciting (or Attractive/Delighters), provides delightful customer experience but does not
add value functionality-wise.
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 4. Indifferent, the presence or absence of some features doesn’t impact the customer value.

D. MoSCoW
The MoSCoW method classifies features into four priority buckets. MoSCoW stands for Must-
Have, Should-Have, Could-Have, and Won’t-Have features.

1. Must-Have: These are the features essential for a product to be functional. These are non-
negotiable and essential. Without fulfillment of all of these, a product cannot be launched,
thus it is the most time-sensitive of all the buckets.
a. Example: User login feature
2. Should-Have: These requirements are important with respect to delivery but are not time
sensitive for launch.
a. Example: Reset password feature
3. Could-Have: This feature is not essential or important to deliver within a timeframe for
launch. Example: Single sign on
4. Won’t-Have: These are the least critical features, tasks, or requirements and would be
considered for future iterations or releases.

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E. ICE
Similar to RICE model, ICE model scoring model based on Impact, Confidence and Ease of
development. It is also referred to as a minimum viable prioritization framework.

Impact – Impact of an initiative

Confidence – Confident of initiative’s ability to prove hypothesis and deliver the desired results
Ease – Ease of implementation

These factors are generally scored from 1 to 10, and the total is averaged to get the ICE score for
a particular feature. An example of ICE prioritization can be:

F. Other Frameworks
There are multiple other frameworks like – Story mapping, Opportunity scoring, The product tree,
Cost of delay Affinity grouping, Buy-a-feature, weighted shortest job first, which help product
managers to smoothly prioritize between competing requirements and plan product execution
strategy. In case you are interested, you can look at these frameworks on the net.

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Solved Examples
1. Explanation Videos can be found here for more prioritization frameworks.
2. A sample interview for product prioritization can be accessed here.

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Chapter 5: Metrices

HEART Framework
Use case: This is a framework to evaluate a specific aspect of user experience. It is generally used
as a framework to determine areas to prioritize while developing new features or products
Origin: Google UX team
Direction for use: HEART is an acronym that denotes the 5 key aspects for a given features for
every category we need to define Goals, Signals & Matrices.

Goals Signals Metrics

Happiness
Engagement
Adoption
Retention
Task Success

Goals are broad objectives. For Happiness, the Goal could be to “increase user satisfaction”.
Signals are an indication of progress. For example, “users spending more time per session in our
software”. Metrics are Quantifiable data points that can indicate success of failure. For example,
“Churn rate” is a useful metric for Retention.

Using these metrics can help you objectively prioritize activities for your project. It is however not
necessary to always use all the parts of the Heart framework. In some cases, just four or three
categories are sufficient.

Check out the Video Link for better understanding:

https://www.youtube.com/watch?v=ulQ3NKPBCt0 (10 Min)

PIRATE Framework (AARRR Framework)

Use case: To study user behavior using matrices relevant for product led growth business.

Origin: Dave McClure, a Silicon Valley investor and founder of 500 startups. He developed these
matrices to drive focus to important only those matrices that are important to the growth of the
company and to prevent distraction from superficial matrices like social matrices

Direction to Use: The AARRR framework is yet another acronym. It's also known as pirate
framework due to how the sound “AARRR” is frequently associated with pirates in popular movies
and shows.

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The acronym stands for the following:

Acquisition (or awareness) – How are people discovering our product or company?

Activation – Are these people taking the actions we want them to?
Retention – Are our activated users continuing to engage with the product?
Referral – Do users like the product enough to tell others about it?

Revenue – Are our personas willing to pay for this product?)

The objective of using this framework is to focus our attention on the one matric that matters. At
every stage of the customer's journey, we will need to track one specific metric.

Given below are some of the many matrices one could consider in different phases:

Check out the Web Link for better understanding:

https://medium.com/@ginoarendsz/an-introduction-to-the-aarrr-framework-b8570d6ae0d2 (10-
min read)

North Star Metric

Use case: The North Star Metric is a metric a company uses as a focus for their growth. The
objective is to guide our decision making in line with the long-term objectives of the company.
The general idea is that in the long term if a company brings more value to its customers growth
is assured.

Well-known North Star Metric examples are:

• Spotify = ‘Time spent listening ‘
• Airbnb = ‘Number of nights booked ‘
• Facebook = ‘Monthly active users ‘
Check out the Web Link for better understanding:
https://growwithward.com/north-star-metric/ (10-min read)

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Common Performance Metrices

Name Definition Calculation

Trial Customer To measure the rate at which the # 𝑜𝑓 𝑝𝑎𝑦𝑖𝑛𝑔 𝑐𝑢𝑠𝑡𝑜𝑚𝑒𝑟𝑠
Conversion Rate number of free users convert to paid # 𝑜𝑓 𝑡𝑟𝑖𝑎𝑙 𝑢𝑠𝑒𝑟𝑠
user
Retention Rate % of customers that continue the # 𝑢𝑠𝑒𝑟𝑠 𝑖𝑛 𝑝𝑒𝑟𝑖𝑜𝑑 2
platform from one period to next # 𝑢𝑠𝑒𝑟𝑠 𝑖𝑛 𝑝𝑒𝑟𝑖𝑜𝑑 1
Churn Rate It’s the inverse of the Retention rate # 𝑢𝑠𝑒𝑟𝑠 𝑖𝑛 𝑝𝑒𝑟𝑖𝑜𝑑 1
# 𝑢𝑠𝑒𝑟𝑠 𝑖𝑛 𝑝𝑒𝑟𝑖𝑜𝑑 2
Daily Active average number of users in a day
Depends on the product
Users (DAU)
Weekly Active average number of users in a week
Depends on the product
Users (MAU)
Monthly Active average number of users in a month
Depends on the product
Users (MAU)
Stickiness Measure of how often users engage 𝐷𝐴𝑈
with your product (Several times a day 𝑀𝐴𝑈
or few times a month)
Customer This is the cost incurred for acquiring 1 𝑀𝑎𝑟𝑘𝑒𝑡𝑖𝑛𝑔 𝑠𝑝𝑒𝑛𝑑 𝑖𝑛
Acquisition Cost unit customer 𝑎 𝑝𝑒𝑟𝑖𝑜𝑑
(CAC) 𝑇𝑜𝑡𝑎𝑙 𝑁𝑜 𝑜𝑓 𝑐𝑢𝑠𝑡𝑜𝑚𝑒𝑟𝑠
𝑔𝑒𝑛𝑒𝑟𝑎𝑡𝑒𝑑 𝑖𝑛 𝑡ℎ𝑒 𝑝𝑒𝑟𝑖𝑜𝑑
Customer The total revenue that can be earned 𝑅𝑒𝑣𝑒𝑛𝑢𝑒 𝑝𝑒𝑟 𝑈𝑠𝑒𝑟 𝑖𝑛 𝑎 𝑝𝑒𝑟𝑖𝑜𝑑
Lifetime Value from an average user 𝐶ℎ𝑢𝑟𝑛 𝑟𝑎𝑡𝑒 𝑓𝑜𝑟 𝑡ℎ𝑎𝑡 𝑝𝑒𝑟𝑖𝑜𝑑
(CLV)
Net Promoter The percentage of users likely to
Score NPS) recommend your product (promoters– % 𝑜𝑓 𝑝𝑟𝑜𝑚𝑜𝑡𝑒𝑟𝑠
users not likely to recommend your % 𝑜𝑓 𝑑𝑒𝑡𝑟𝑎𝑐𝑡𝑜𝑟𝑠
product (detractors)
Session Duration total time users spend in your product, divide it by total users, and take the
mean value.
Bounce Rate the percentage of users who visited only one page of a website or app and left
Number of users This metric helps understand key user behavior: how often users come back
per session and use the site.
Number of users It displays which actions a user made and which feature(s) they used while
action per session using the app. This metric is used to understand the popularity of a certain
feature since it was introduced and compared to a particular period of time.
Also, you can compare these metrics of churned and retained customers and
get an idea of what makes the users interested in your product.

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Practice Question 1
Evaluate WhatsApp's in app Video Playing Feature?
Step 1: Describe the feature and its underlying goals

WhatsApp's in app video playing feature allows users to watch a particular YouTube video from
within the chat window itself. The primary goal of this feature is to improve customer engagement
on the platform
Step 2: Explore the customer Journey (specific to the use of the feature). A sample customer
journey is given below:
Step 3: Quantify the action taken by the users
Step 4: Summarize your recommendations

Here the success of the feature depends on how well we can improve the engagement of customers
with WhatsApp. Identify which of these are the most important metrics in this context and
therefore prioritize them accordingly. In this example as our objective is to improve engagement,
the average time spent per user & number of users using the new feature can be our most important
metric based on the goal we have set.

Practice Question 2
As a product manager at a leading E-commerce company, what are the metrics you will observe?
Step 1: Describe the products and its goals: An ecommerce company can operate with just a
website or using a mobile application. Identify key features of the business and its goals. For a
leading e-commerce organization, the key goals are either revenue or profit margin (or both)
Step 2: Explore the customer Journey (End to End customer experience)

A sample customer journey for a website is as follows:

1. Customer uses google search to identify a particular product
2. The customer visits the website
3. Customer views the product page
4. Customer completes user registration
5. Customer adds products to cart
6. Customer Pays for their products
7. Customer reaches out in case of issues
Step 3: Identify relevant matrices using any relevant framework based using customer journey

Acquisition:

• Google search organic impressions

• Click Through Rate

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 • Click Through rate on paid ads
Activation:

• Bounce Rate
• Pages/ session
• Time per session
Retention:

• Number of new users in a given period

• DAU- Daily Average users
• MAU- Monthly Average users
• Churn Rate
• Stickiness
Referral:

• App referrals/ user

• User feedback
Revenue:
• ROI
• Customer Lifetime Value
• Cost of Acquisition
• Number of Items per Cart
• Value of Items per cart
• Conversion from Add to cart to purchase
• Cancelled purchases
• Product Return Rate
• Refund Rate
Step 4: Summarize your recommendations

Solved Examples
1. Metrices for Facebook Marketplace
2. Metrices for Social Media

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Chapter 6: Guesstimates
You might be asked to estimate a business-related number as part of a "sizing" or "estimation"
question during product management interviews. These questions can be termed as Guesstimates,
which are questions that ask for a specific number as an answer but require you to make educated
guesses and apply logic to arrive at that number. These questions evaluate your quantitative skills
as well as your ability to effectively deconstruct a challenging situation to arrive at a viable
solution. This type of question requires some practice, but once you get the hang of it, it's
straightforward.
Before we start, a couple of things to remember about these questions:

1. You are not expected to have previously considered this metric.

2. They are questions to which your interviewer is unlikely to have a satisfactory response.
3. On the job, estimates are used (though not every day!). However, they are beneficial
exercises for demonstrating your logic in problem solving with very little or no information
available to make the correct decision.

• “When would be the right time release this product?”

• “Should the marketing campaign put emphasis on these features?”
• “What theme should my product follow?”

These are some of the problems that you might need to solve without proper data and information.
And hence the ability to come toa solution with proper reasoning and logic pays up.

Practice Question 1
Q. How Much Money Is Spent on Gas In The Us Every Year?

Step 1: Breakdown the question and seek clarification to questions

The first step to solving this problem is to take the question, break it down word-by-word, and
focus only on the words that are important. How much money is spent on gas in the US every
year. The 4 bolded words are important. They mean that you need to come up with a yearly
demand/consumption of gas in US which can be later converted to amount using appropriate
conversion metrics.
Here are some crucial clarification questions to ask:

• Should we solely look at gas use from road transportation? Or does it also include things
like house heating and plane travel?
• Should we limit ourselves to personal automobiles? Or should we include usage from
business cars as well?

These questions can assist you figure out what your interviewer is searching for. They're also a
great way to buy yourself some time. Your subconscious mind may start working on step two of
the approach while your conscious mind is asking these questions.

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Step 2: Map out your calculations
Here is a detailed process for calculating that number:

1. Find out how many personal vehicles there are in the US.
2. Calculate the normal utilization of a personal vehicle.
3. Add up your consumption in dollars and then in gallons.

If you can't think of a beginning point, an alternate way is to start with the number you wish to
compute and create an issue tree from top to bottom, as shown below. Furthermore, the advantage
of this technique is that it forces you to be mutually exclusive and collectively exhaustive
(MECE).

Both strategies can be considered acceptable. However, before beginning to compute figures in
either scenario, you should VALIDATE your strategy with your interviewer by outlining the
various calculating procedures you plan to use (step three). This is crucial because it provides the
interviewer with the opportunity to change your line of action if they have another idea in mind.
It is exceedingly hazardous to skip this validation stage since your interviewer can become aware
too late in the exercise that you are tackling the problem differently than they desired. In our
experience, it's really difficult to bounce back from that circumstance.

Step 3: Form the equation and calculate

Once you've chosen a course of action, it's time to begin your calculations. You'll need a lot of
data points to get at your final estimate (for example, the amount of miles travelled by an average
US motorist each year). Most of the time, your interviewer will ask you to create your own
hypotheses in order to determine the final number. They could, however, provide you access to
data in certain circumstances.

It is crucial to make assumptions using simple math. For instance, utilize 350 days each year rather
than 365. You should figure that a gallon of gasoline typically costs $3.00, not $2.50. Etc. Making
computations more straightforward and error-free by rounding numbers.
Additionally, when making computations, talk loudly so that the interviewer may comprehend
your thought process. Your interviewer is more interested in what you are thinking than in the
outcome.

Step 4: Sense-check your answer

At the conclusion of stage three, most applicants quit speaking. They glance up and anticipate
hearing from their interviewer whether they arrived at the correct conclusion or not. This is an
error. Before saying they are finished with the interview, the top applicants double-check their
work and look for their own errors.
Mental calculating mistakes are common. If the interviewer finds an error in your figures, it will
undoubtedly work against you. You still have a chance, though, if you recognize your own error.
Let's take an example to illustrate the strategy you should employ when responding to inquiries
about product estimation.

Here are a few things to consider:

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 • Although the data may appear imprecise, keep in mind that you won't have access to the
internet at that time, therefore all the figures and equations you use must be ones you can
recall off the top of your head.
• Tell the interviewer in detail every assumption you are making during the computation
process. It is not a test of accuracy to solve guesstimates.
• Your method for answering the question—rather than the answer itself—is what is
important in this situation. Therefore, be sure to fully explain your thought process to the
interviewer even if the response isn't quite accurate.

You might be thinking this is something I have already looked while preparing for consulting
interview. So, what is the difference over here. The questions are more focused towards the
guesstimate of digital products just like the next one. However, the approach and the way to
solve is quite similar. In case, you want more solved examples apart from this two to develop
your approach, you can look the material of consulting for guesstimates section

Practice Question 2
Q. How much revenue does Youtube make per day?

STEP 1
Here are a few clarifying queries regarding this estimating problem that immediately come to
mind:
1. Do you want us to estimate YouTube's whole revenue? Or is the only source, which is
unquestionably advertising?
2. On YouTube, do advertisers get paid per 1,000 views or each click? Do we care more about
YouTube's global or simply US earnings?

Let's say we just want to calculate YouTube's advertising revenue ($) in the US. Let's assume for
the sake of simplicity that YouTube charges for advertising largely per 1,000 views.

STEP 2
To calculate YouTube's daily revenues in the United States, we may employ a three-step
procedure.
1. Determine the number of daily YouTube users in the United States.
2. Determine how many commercial videos they see and how much money they make
consequently.
Before you begin your calculations in a live interview, you should describe your technique to your
interviewer and ensure that it makes sense to them.

STEP 3

A. Determine the number of daily YouTube users in the United States.

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 The United States has a population of 300 million people. Assume that the population is
evenly distributed throughout all ages and that the average life expectancy is 80 years old.
We need to figure out how often each age group views YouTube:

• 0 to 10 years old does not watch

• 10 to 20 years old every day
• 20 to 40 years old every day
• 40 to 60 years old 75% of the time
• 60 to 80 years old 50% of the time

The number of users must then be computed for each age group. If you split 300 m by 4,
you get 75 m, and if you divide it by 8, you get about 40 m. For age groups of 10 years or
less, we split by 8; for age groups of 20 years or more, we divided by 4.
Age group:
• 0 to 10: 0
• 10 to 20 years old 100% x 300m / 8 = 40m
• 20 to 40 years old: daily 100% x 300m / 4 = 75m
• 40 and 60: 75% of days 75% of 75 minutes, or 55 minutes.
• 60 and 80: 50% of days 50% x 75m, or 40% of days.
• Total length 40 + 75 + 55 + 40 m.

The number of everyday YouTube users in the US is therefore around 200 million
It's a good idea to back up your assumptions in a real interview by relating them to your
own experience. You may say, for instance, "Since my parents watch YouTube on average
seventy-five percent of the time, I'm going to assume that the 40 to 60 age group does as
well. And given that my grandparents used to use it so regularly, I'll assume 50 percent for
individuals between the ages of 60 and 80 watch it."

B. Determine the total number of advertisements watched.

Let's now determine the daily average for YouTube ad views.
1. Viewers' video viewing habits are likely to differ substantially. YouTube users who
stream music often watch 20 or more videos every day. Only one video may be seen
by other users. Let's assume that you typically view 10 videos every day. 2 billion
views per day are possible with 200 million users.
2. At the beginning of each video, YouTube does not show adverts. Let's assume, based
on our observations, that only 50% of videos watched start with an advertising. This
translates to 1 billion views of commercial videos daily.

C. Determine the associated revenue.

If YouTube charges advertisers $10 for every 1,000 views, the total daily income is $1
billion x $10/1,000 = $10 million. As a result, we project that YouTube only produces
roughly $10 million in daily ad income in the US.

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STEP 4

As was previously said, it is imperative that you take the time to sense-check your findings. In
practice, you should verify both your final outcome at the end of the estimating procedure and
your intermediate results as you proceed. But in order for you to keep track of what we're doing,
we're confirming all the statistics in one location.

1. Intermediate finding: If 200 million people visit YouTube daily, this suggests that over
two-thirds of people watch at least one video every day. That makes sense.
2. Last but not least, if YouTube makes $10 million per day, it will make $3.65 billion
annually. Once more, this is in the right order of magnitude given that Google generated
over $120 billion in ad income in all regions of the world in 2018.

Solved Examples
1. Estimate Pixel Phone Storage Cost
2. Market sizing for Self Driving Cars
3. Estimate the number of Uber Drivers in San Francisco
4. Estimate the size of paint market

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India demographic statistics cheat sheet
You may need to make assumptions about various demographic aspects of India for several of the
estimation questions. A few of the more typical ones are listed below:

Population
Population 1,412,000,000 (2021 est.)
Bangalore Population 1.32 crores (1% of India)
Rural Population 70%
Urban Population 30%

Age Wise Divide:

0–14 years 28.6% (male 55% / female 45%)
15–64 years 63.6% (male 60% / female 40%) (2009 est.)
65 and over 5.3% (male 45% / female 55%) (2009 est.)

Education Level
Literacy in India 74%
Urban 82%
Rural 65%

Gender & Life expectancy

Male : Female 1:1
Avg Life Exp. 70 years

Income
Avg Income per individual 10000 per month

Automobiles
2 Wheelers 15 Crores
4 Wheelers 20 Crores

Mobile Users
Mobile subscribers 120 Crores
Smartphone users 75 Crores

Internet Penetration
Users 65 Crore
Urban 60%
Rural 40%

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Chapter 7: App Critique
The app critique is one of the easier interviews you’ll encounter when interviewing for a product
manager role.

Establishing App Critique Objectives

It’s important to understand how the critique will be carried out. Your interviewers might give you
a general prompt like “critique app X” or get specific: “how can app X maximize revenue from its
existing customer base?”

In either case, start with high-level objectives:

• Context. If you’re bringing in an app yourself, let the interviewers know why you’ve
selected it. If an app has been picked for you, you can set the context based on what you
know about it.
• Goals. If the prompt is open ended, narrow the scope by establishing goals. What’s the
business objective? What is the user trying to achieve? What are we trying to get at in the
next 20 minutes?
Think of the app critique like improve you’re building on top of interviewer feedback.

Five steps for Critiquing Apps

Now the fun part. Here are six frameworks to help you examine the app:

1. Jobs to be done. Uncovering the core objective.

2. Personas. Goals, motivations, scenarios.
3. User familiarity. New users, intermediate users, and experts.
4. Inclusivity. How accessible is this app?
5. Zooming in and out. Aesthetic, functional, and strategic layers.

Many of these frameworks complement each other, and you’ll use a combination of them in your
critique.

Jobs to be done: uncovering the core objective

The job varies depending on the context. Uncovering the jobs-to-be-done, or JTBD, will provide
you objective criteria to critique the app against.

• What is the customer trying to accomplish?

• If the app didn’t exist, what would the customer do?
• Is the alternative better or worse than the app? Why?
A JTBD might be enough context to start getting into app flows and the UI.

Personas: goals, attitudes, and behaviors

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While JTBD provides an objective high-level framework, personas can give you an extra layer of
empathy with details. They’re especially helpful when you’re addressing users who are very
different from you and the interviewer.

In the app critique context, you won’t have research handy, so you’ll need to make these up as you
go. One way of organizing this info is through proto-personas

• Goals. What objective(s) are they trying to accomplish?

• Motivation. Why are they motivated to use the app?
• Attitudes. How do they feel about the task they’re trying to accomplish?
• Behaviors. Where in the context of a user’s life does the app fit in? Where do they use it—
home, work, or on their commute? How do they use it? What else is happening in the
background?
Pairing personas with a scenario (think mini customer journey) will help you make the most of
them by putting yourself in their shoes and imagining how they would use the app to accomplish
a task.

New users, intermediates, and experts

You can segment your prototypical persona further, based on how familiar they are with the app.

1. Welcoming newcomers. New users offer a different type of challenge compared to your
everyday users who are already bought in. The app will need to communicate quickly to
entice the user to continue. Depending on how much time you have, consider stepping all
the way back to the initial app discovery phase. How do the users find the app? What gets
them to download and try it out?

As a new user who downloaded the app:

• What is the value proposition? Can I easily find it? Does it resonate with my needs?
• Do I need to sign up or can I try it out without commitment?
• How much effort do I need to make in the beginning?
• What barriers or friction do I encounter during onboarding?
• Is it clear what I need to do next?
• How much guidance do I need in the onboarding process?
• How does this app incentivize me to use it more?

The new-user perspective might be easiest to take during the app critique. It doesn’t assume prior
app knowledge and it gets you and the interviewer on the same page by starting out fresh.

2. Becoming a regular user. With continued use of the app, the customer gains experience
and becomes an intermediate user. Tasks that took a long time are a snap to complete. For
an app critique, this provides a rich exploration area—how do I as a new user become a
repeat customer?

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 • How does the app guide me?
• Where can I find shortcuts? What accelerators exist to improve my workflow?
• How does the experience grow with my needs?
• How can the experience be more personalized?

This approach works well with popular apps like Facebook that you and the interviewer use
frequently. Be sure to establish some common ground first, though, as they might be proficient on
parts of the app that you don’t use.

3. Expert users. Depending on the application, experts have taken the time to squeeze every
last bit of efficiency out of the tool. Similar to intermediate users, you can think about
evaluating the experience from a transition perspective:

• How does the app level up intermediate users?

• Where can you find advanced functionality?
• What tools are missing that might be helpful for an expert?

For the app critique, this might be the hardest perspective to take, but it might be worthwhile for
tools that are highly task oriented. Usually these tend to be enterprise apps like Photoshop or Visual
Studio. Taking this perspective shows that you know the user well and that you’ve developed a
point of view on how to meet your user’s needs.

Inclusivity and accessibility

So far, we’ve talked about ideal user journeys and expert evaluation techniques with no mention
of edge cases or customer impairments. If you want to step up in the critique, consider accessibility.
Ensuring apps don’t exclude users is not a nice-to-have—in many parts of the world it’s the law.
The Google Design team created an accessibility card deck to generate different scenarios.

The Google Design team created an accessibility card deck to generate different scenarios.

I won’t be able to do justice to accessibility here, but for the purpose of the app critique you can
think about the following impairments:

• Vision. What affordances does the app make for users with low vision, color blindness, or
blindness? Think size, color, contrast, or environmental factors like screen glare.
• Hearing. How does the app make use of sound? Does it provide backup cues? Does it have
alternative text or captions? Think about the app’s use in a busy environment—for
example, a busy train station.
• Motor. Does the app require intricate touch gestures? Are tap targets large and easy to
discover? Think about using the app while walking.
• Cognitive. How much cognitive load does the app require of the user? Does the user need
to memorize instructions or remember complicated operations?

Zooming in and out on the experience

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As you’re going through the customer journey, you’ll at times be going back to the strategic goals
of the critique to make a point, diving into app functionality or zooming all the way in to a
particular micro-interaction.

One way to think about this is a top-down structure that encompasses visible (aesthetic) and
invisible (functional and strategic) layers:

1. Aesthetic. How it looks. Domain of visual design, motion, sound, touch.

2. Functional. How it works. Domain of information architecture and interaction design.
3. Strategic. Why it exists. Domain of value props and business strategy.

Aesthetic Layer

This layer is a summation of all the parts that you experience when you open up the app. How does
this application achieve visual design and consistency?

• Brand. What message is the app trying to convey?

• Visual. How does the app use the visual language (color, shape, type, and so on) to
reinforce its identity? What is the aesthetic experience like?
• Motion. How does animation help orient the user? Are there any signature moments?
• Sound. How does the app use sound to inform or entertain?
• Touch. What gestures exist and are they easily discoverable?
Pairing this layer with personas will be helpful. This is also a prime layer to think about
accessibility and inclusivity.

Functional Layer
Below aesthetics lies functionality—these are core mechanics that help the user accomplish their
goal.

• Information architecture. How is the information labeled and organized? What paths
exist to browse or search?
• Interaction design. How does the app work? What macro and micro flows exist? What
patterns are being used, what are the trade-offs?

This layer pairs well with personas and expert evaluation.

Strategic Layer
In this layer you’ll find problem framing and value proposition.

• App. Why does this app exist? For whom? What problem is it solving?
• Business. What problem is the company trying to solve? What are the values that we
believe in? How does the company want to portray itself? How does it make money?
What’s the company’s mission? What values does it abide by?

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The strategy layer overlaps significantly with JTBD, so you’ll probably be going back and forth
between the two.

Avoiding Common App Critique Mistakes

Mistakes that designers make when doing critiques for interviews.

Shopping at aesthetics: Sometimes it’s tempting to dive right in and point out all the things
that look off on the UI. Don’t get stuck on aesthetics. None of that will matter if the app doesn’t
help the user achieve its core goal in the first place. Establish your first principles based on the
frameworks above and work forward.

Stuck on one approach: If you have an app that you’ve already picked yourself, then you’ve
already come prepared with how you’re going to critique it. But be ready to adapt your
approach and consider different methods when prompted. Doing so also allows you to show off
other tools at your disposal and handling ambiguity is a sign of maturity as a designer.

All praise, no substance. I’ve encountered situations where instead of critiquing, the designer
lavishes praise on the app. As an interviewer, this tells me that you can’t reflect critically on the
work, and you assume that whatever’s been launched is best.

Spending too much time describing the UI. Don’t get stuck explaining what you see or what
the app does. If you’re not actively sharing your mobile app screen where the interviewer can
see it, it’s ok to give some context but make sure you focus more on the critique itself.
Interviews want to know you’re thinking; they don’t want you to recite the UI.

Always ask why. Why does this work well—what makes it good? Why does this not work—
what things make it less effective? A critique framework helps you stay objective and avoid
this pitfall. I also recommend looking at similar apps and comparing them against

Solved Examples
1. Tips for App Critique
2. Critique Amazon App
3. Critique Google Maps
4. Critique Spotify

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Chapter 8: Root Cause Analysis (RCA)
One of the most commonly asked question types in product management interviews- “Find Root
Cause.” Root causes test around fundamental problem solving, structuring, and narrowing skills.
These are generally just one-liner questions that would create a false impression of it being easy,
doable, but it is one of the most complex problems in a product interview. At the end, your
approach should always converge.

Framework
On a broader level, to perform root cause analysis, breakdown the problem at every step and follow
the below mentioned framework:
Clarify
Before jumping on to solve a problem, make sure that all the key terms used to define the problem
are clearly understood. It might be the case that the problem conveyed by the customer/interviewer
is very different from the problem that you perceived. For instance, the interviewer said that
customer is not being able to view a particular feature in a product. This open-ended statement
could mean a whole lot of things. It could mean that feature is not intuitively placed and thus
couldn’t be located by the user. It could mean the option to use that feature is not present on the
interface. Which is why it is very important to get the problem properly clarified and define the
key terms unequivocally. Start with asking few relevant questions to clarify the problem.
Verify the metrics defined in the problem
At the heart of any decision lie the metrics that substantiate the claims in a problem. Thus, it makes
logical sense to ensure that the veracity of any metrics presented in a problem are correct. For
instance, let’s say that a user analytics report says that YouTube average view duration is down
20% (Month over Month) and reducing further since last month. In most situations, data provided
by the customer has bad quality or they have wrongly defined threshold value that could be causing
these wrong values to show up on the user analytics report. You should ask questions such as: i)
how are we quantifying the Engagement? Ii) Since how long the engagement is being affected?
Iii) did we change the tool which used to measure this cancellation rate? Thus, doing a quick
double-check on the veracity of the metrics presented in the problem statement, would allow you
to clearly see if a problem actually exists.
Check for external factors
An excellent way to test the involvement of external factors in a problem is to ask “Is this an
industry-specific problem or company-specific?”. Industry-specific problems can have root causes
in factors beyond product line of work. External factors can be: i) New campaigns or
announcements by competitors ii) New product entry in the market/product substitute iii) Larger
macro-economic factors like new government regulation/policy change and iv) Sentiments on
social media or significant User behavior change. For instance, if video streaming product’s
analytics team identifies that the number of monthly subscriptions has gone down by 30% in the
last few weeks, it may well be that the drop had nothing to do with the product itself. It may be
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that competitor has sliced their subscription fee causing more people to move to their product or
the government could have announced a new tax on video streaming services thereby influencing
people decision on whether to subscribe to such a service in the first place.
Check for the demographic being impacted
It is general good practice to understand which group of end users the problem really impacts. Is
this a problem faced by all users alike or is this something faced only by a specific subset of
people?
List out any recent changes or internal factors
A good place to start identifying the problem, would be to ask when the problem was first spotted?
And recently is there any changes made in user flow? It would give the problem’s origin and also
give you a rough timeline to potentially observe patterns that could give a clue on what might have
caused the problem.
User Journey
Try to make an end-to-end user journey for the product so that you can cover every tiny point of
failure where a problem can reside. Any user interaction with a product can be broken down into
the buckets of input, process and output. Analyzing the user-flow through each of these segmented
endpoints would allow you to derive insights on the problem. A example can be, a user is
complaining that he is unable to see the changes he makes to a certain segment of the web portal.
Using the above segmentation process we can divide the flow into 3 buckets. The problem could
lie at the place where the information is being entered (input), it could be because of the way that
input is getting processed by the back end (process), or it could be that the stored information is
not being displayed properly to the user on the front-end (output). Following this flow will help
eliminate problem domains in a step-by-step manner.
Follow a top-down approach (Prioritization)
This is the time to identify as many causes as possible. Techniques that can be used are the 5 Whys
or Fishbone analysis to narrow down the potential underlying cause or causes of the problem and
the major contributing factors. To explore all potential options and to dive down into the most
likely ones, you can form a tree structure with the problem statement at the root of the tree.
Segment the problem into sub-problems and explore each of those sub-problems in further detail.
When doing so, prioritize and determine which of these sub-branches can be ruled out completely,
as and how we gather more information. Explore down the branches that are not ruled out and
iteratively apply the process until the Root Cause is identified.
Solution, Recommendation, and Implementation
It is a good practice to end the discussion by giving possible solutions to the root cause. Come up
with multiple solutions and prioritize them using impact and effort matrix.

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Practice Question 1
You are the PM for a streaming video service. You notice that one key metric has dropped by 80%.
How will you find the root cause?
Describe the feature/product
The company’s primary business is its subscription-based streaming service which offers online
streaming of a library of films and television programs, including those produced in-house. We
offer video streaming in the US and internationally. Is this correct?
Interviewer: Yes.
Clarifying questions
Is this a new product (post launch)?
Interviewer: No, we’ve had this service for years.
What’s the absolute number of the drop (sometimes the absolute number is small but percentage
seems large)?
Interviewer: Assume that the absolute number is also large.
Does this drop affect US, international or both markets?
Interviewer: All markets.
Are internal or external stakeholders affected by the drop?
Interviewer: External.
So, the drop is affecting our end users, i.e. customers?
Interviewer: Yes
Issue is in which device, mobile or desktop?
Interviewer: Mobile.
Do we offer it on all types of phones (e.g.: iphone, android)?
Interviewer: Yes
Did the drop was device specific (e.g., iphone only)?
Interviewer: No
Let me restate the problem,
We’ve been providing streaming video service to customers in the US and internationally for years.
The product is available on desktop and on mobile (all devices). Today we discovered an 80%
drop in key metric on mobile platforms (all devices) that affects external customers in all markets

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(US and internationally). I’m in charge of investigating the problem and finding the right course
of actions. Is this correct?
Interviewer: Yes
As this is affecting our external users, i.e. customers, I’d like to draw the user journey and try to
identify where the drop occurred. Does this sound good?
Interviewer: Yes
As a user of the video service, I download the app on mobile to watch the content in the car/etc., I
create the account/pay subscription fee, log in, search through database of videos, filter the output,
find the video I want to watch, watch it, log out, repeat. Is this the right sequence? Did I miss
anything significant?
Interviewer: Yes, it’s correct and no, you didn’t miss anything.
As you mentioned the problem only affected mobile users, is % of app downloads the same?
Interviewer: Yes.
What about % of paid mobile subscribers?
Interviewer: The drop is in paid mobile subscribers.
Is it a monthly/quarterly or daily subscriber?
Interviewer: Monthly.
With 80% in paid mobile monthly subscription, I’d need to investigate further.
Internal
Did we change how we calculate this metric?
Interviewer: No
Has the drop happened in the past (seasonality)?
Interviewer: No, that’s the first time the drop is that dramatic.
Was there a technical incident, bug, server issue that affected the number of downloads this month?
Interviewer: No.
Did we release a new version that’s lagging technically or on UX?
Interviewer: No
Did we release a new free feature that’s cannibalizing our paid service?
Interviewer: No
External
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Did the % of mobile devices sold drop this year/quarter/month?
Interviewer: No
Are there any micro/macro-economic factors that affecting the decline in % of paid mobile
subscribers?
Interviewer: No.
Is there a competitor that’s taking our market share?
Interviewer: Bingo.
I assume the competitor is focused on both the US and international market and specifically on
mobile. Is the competitor providing free service or a major discount?
Interviewer: Free video content on mobile apps.
I’ll restate the root cause:
We’ve been providing a paid streaming video service to customers in the US and internationally
for years. The product is available on desktop and on mobile (all devices). This month we’ve
discovered an 80% drop in monthly paid subscription on mobile platforms (all devices) in all
markets (US and internationally). The reason for the drop is a new competitor who entered a video
mobile market and offers a free video content.
Interviewer: This sounds good.
Note: There is no one way of solving root cause analysis questions, at the end it should have a
logical structural breakdown to come up with most probable root cause.
Another way to analyze such questions is by listing all the possibilities from your end and take a
buy-in from interviewer at every step.

Practice Question 2
Q. 15% drop in usage of Facebook groups. Identify the root cause.
Usage definition in this case can be: User can post, User can read, User can connect, User can
discuss, User can buy/sell.
Facebook groups can be formed on following three topics:
Topic Discussion: Climate Change, Political Views, Professional Views
Market places: Buy & Sell Groups, Apartment Rent
Connections: Dating, Alumni, Friends & Family
Interviewer: For the sake of simplicity, pick “Topic Discussion” as target and “number of posts”
as usage metric.

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Rephrasing the original problem: “Posts per Group per User” down by 15% for Topic Discussion
Groups for the following types of topics:

• User Description: Active User, Motivated, Spread across Demography/Geography

• User Motivation behind post,
• Share Knowledge
• Share Viewpoint: Feel connected with peers, Feel connected to cause, Feel part of group
• Ask Help: Looking for information
• Market Product: Sell Something, Market their product or services.
Interviewer: let’s concentrate on “Sharing Viewpoint” as most common motivation behind users
posting content on Facebook Groups.
Looking at User Journey: User likes a topic -> User searches for a group -> User joins the group
-> User reads/like/comments on posts -> User makes his first post -> Other users
read/like/comment on his post -> User engages with other likeminded users.
User Pain Points (Probable):
Users don’t feel a need to post anything: Concept of community doesn’t exist anymore.
Users don’t view groups as viable options for posting anything: They find other channels more
viable, Advertisers crowd the group.
User find difficult to post something in groups: Stricter policy, UI not supportive, Privacy issues.
Users don’t get what they seek by posting in groups: Other users don’t engage (Most Likely),
Community is getting weaker.
Interviewer: You have breakdown the problem properly, Users don’t get what they seek by posting
in groups is the major reason for reduction in posts.
Can you give some solutions how we can improve this?
I will redefine the problem,
Redefined Problem: Improve user engagement in Facebook groups so that users are motivated to
post their view points in groups.
Solutions: I) Tweak Feed algorithm to prioritize group posts ii) Auto post most engaging posts
across similar groups iii) Personalized recommendation of groups to users iv) Group Chat feed
Considering drop of 15% in usage metric, I would recommend implementing Group Chat
functionality for groups. User can participate in live chat in groups. This will lead to high
engagement and improved motivation for users to post content leading to improved usage metrics.
Interviewer: This is good enough.

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Solved Examples
• RCA Youtube Watch Time
• RazorPay - RCA

Other Questions to try yourself

1. Order cancellation on Amazon is up by 10%; find the root cause?
2. Instagram Stories Engagement is down 30% (week over week) from last two weeks.

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Chapter 9: Dashboards

Dashboard reporting helps you make well-informed decisions by allowing you to not only
visualize KPIs and track performance but also interact with data directly within the dashboard to
analyze trends and gain insights. Tracking metrics is crucial for product managers. Product
managers require data-driven insights to illustrate the performance and growth of their products
because they interact with a variety of stakeholders.

Dashboards are a brilliant solution; a visual tracking approach to selected product KPIs is a product
management dashboard. It provides a real-time picture of the state of the product's life cycle.

How do you create one?

Whatever a dashboard's intended use, it should display Key Performance Indicators (KPIs) based
on a company's high-level or low-level objectives and represent the specific needs and culture of
that company. These KPIs will serve as metrics i.e., quantifiable measurements of each aim.
Business/Product health can be analyzed based on this list of essential product management KPIs
that every product manager's dashboard should contain. Below are a few KPIs that can be
included.
Refer to KPI examples for information on Industry wise KPIs.
Refer to the Metrics section of the book for more information on prioritization.

Customer KPIs
Using customer KPIs helps teams determine if customers are satisfied with the product and
showcase the business value delivered to the company.

1. Customer satisfaction score: How many customers are happy with the product.
2. Customer retention rate: The average number of customers retained at the end of a
specific period
3. Conversion rate: The percentage of customers who are purchasing the paid version of the
product versus the ones using the free version
4. Average lifetime revenue that the company receives from one single customer
5. Customer acquisition cost: The average cost of acquiring customers

Product quality KPIs

Product quality KPIs establish product management goals. They give insights on improving the
product and reducing the defects count.

1. Number of support tickets a month: Number of customers requesting product support

2. Defect rate: Number of defective products manufactured in a specific period

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User engagement KPIs
User engagement KPIs allow teams to track customer engagement to check if users find the
product suitable for their needs.

1. Monthly active users: Number of product users over a specific period

2. Average session duration: Time spent on product usage per customer
3. Number of user actions per session: The steps users take when using the product

Business performance KPIs

Measure business profitability by including KPIs that track the business performance of the
product.

1. Monthly recurring revenue: The amount of revenue generated each month from one
product
2. The average revenue per user: The total revenue generated by an average customer over
a specific period

Resources: https://amplitude.com/

Practice Questions
Example 1:
Design a dashboard to track the health of the business. What KPIs are you proposing to use?

Example 2:
Select a product from our company. You are now in charge of creating a dashboard that regularly
updates our team with all essential KPIs. What do you track?

Example 3:
You are the PM for a particular feature. What dashboard would you design to track its
effectiveness? Which metrics would be used?

1. If you were the PM for Uber, what dashboard would you build to track the health of the
app?
2. You are the PM for Flipkart’s cart page. How would you build a dashboard to measure
success?
3. You are the product manager for Lyft Direct Debit Card for drivers. The product just
launched. How do you build this product's first dashboard?

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Chapter 10: Behavioral Questions

Imp: One of the most skipped sections while preparing for the interview. But there would be a
couple of questions in at least one round of each interview you appear so be prepared in
advanced to answer. Also please see the note below:

Obviously, we will not be giving you a model answer, because we are sure you will start copying
it in all your interviews!! Trust us we have all been there . These are just guidelines that gives
you a direction. Remember each one has a unique story so do leverage it when you get the chance.

STAR Framework

S - Situation
T - Task
A - Action
R – Result
These are not just a bunch of random words combined to make a word. This is a framework which
is typically followed by interviewees to answer behavioral questions in a structured manner. The
key is to quote your real-life examples.

Example:
“Describe a situation when you had to communicate complex information to your team”

Answer:

• Situation – Describe the situation in detail. What were you working as? Your role? Did
you have someone who reports to you? Did you have to give this complex information to
your boss too? What was that ‘complex’ information? Describing the whole situation to
your interviewer as a story helps him/her visualize it and sets the context well.
• Task – Now, when you were in that situation, what were you expected to do? What were
the challenges that you were expecting? How were you planning to solve them? What
exactly was your plan? What was the final goal? Did you have to convert the complex
information into something simpler?
• Action – After all the planning of tasks, how did you finally execute it? Any unexpected
challenges during the execution? What went right and what went wrong? What tools did
you use?
• Result – This is the easiest part because you would obviously choose a situation when the
result was on your favor. So just say it with confidence! How did it help you and all the
stakeholders involved and the company.

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“As a part of the project, I had to report to my team on my findings from the qualitative and
quantitative research into customer trends. The information consisted of so much data which was
very unorganized for someone to understand intuitively. I had to find a way to make this
information simpler. I had to analyze the information, plot data as graphs for better understanding.
I made use of my Excel and Tableau skills to present data in the simplest way possible. My
presentation was well received, and the team also started looking at market research in a new
light.”

SOAR Framework
S – Situation
O – Obstacles
A – Actions
R – Result
Like STAR framework except that we talk about ‘Obstacles’ here. After explaining the situation
and while you explain your approach to the problem, you could talk about the obstacles/challenges
you faced and how you resolved them.

CAR Framework

C – Challenge
A – Actions
R – Results

• Challenge - Describe a situation or a task that you needed to accomplish and where there
were some difficulties to overcome. Describe a specific event or situation. Give enough
detail for the interviewer to understand.
• Actions - Describe the action you took and keep the focus on YOU. Even if you were part
of a group, describe what YOU did. Tell what you DID, not what you would do.
• Result - What happened? How did the event or situation end? What did you accomplish or
learn?

Note: All the three frameworks mentioned above are extremely useful to answer questions like
“Describe a situation when....”, “Tell me about a time when....” where the interviewer wants to
understand your approach to the problems you had been facing at your work, college etc.

Questions to Prepare

Why Product Management?

You should be well aware of the roles and responsibilities of a Product Manager. The challenge
here is that PM role is not standard across all the organizations. Hence, you should do thorough
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research into the role at the company that you’re interviewing for. Link the role’s qualities with
yours and let them know how you think you’ll be the right fit. Back the qualities up with examples.
For example, if you say that you’re a visionary person you must quote an example from your life
when your vision helped you achieve something.

What if you do not get into Product Management?

Never give answers like “I don’t know”, “I haven’t decided” etc. Planning tasks is one of the key
roles a PM holds. It is always a good thing to let them know your plan B because even they know
that it is not possible to always get everything right at the first attempt. You could frame an answer
in which you tell them that you will learn from the mistakes and keep trying. You could also tell
what other roles interest your apart from the PM role (Eg. Marketing) and tell them how you would
go about trying for a different role.

You do not have relevant work experience (IT), so why do you think you are fit for this role?

It is one of the toughest questions that most freshers face in an interview setting. One suggestion
would be to participate in as many PM case competitions as possible. There is a lot of attention for
winners or finalists of national level case competitions. Even if you do not have any such
achievements, you should let them know how keen you are to learn and get better at it. You might
talk about any PM related courses/certifications (Udemy or Coursera) you have done. As it has
already been said, it is always good to know the roles and responsibilities and to link it with your
qualities.

Tell me a challenge you faced while working as a team? How did you overcome it?

This answer varies from person to person based on their personal experiences. Freshers might not
have any examples to quote from the workplace, but you can always talk about a time when you
worked in group projects and the challenges you faced and how you resolved them. Don’t forget
to mention the learning from it. If time permits, also mention how you applied those learnings later
in life and what came out of it.

Delivering faster vs. Delivering a better product. What would you choose?

It is one of the most common trade-offs. Don’t give a binary answer because that is never true in
a real-life situation. Talk about the situations in which you would prefer one to the other. The
answer always depends on what kind of a situation you’re posed with. Either ask the interviewer
to describe the situation or you yourself come up with a situation and explain how one approach
is better than the other in that situation.

Tell us about a time you used data to influence an important stakeholder.

Data has become a vital part of every business. All the product management interviews involve
test on your number crunching and analytical skills. It is an added advantage for you to know tools
like Tableau, PowerBI etc.

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Why do you want to work at our company?

It is important to do thorough research into the company. This is not just for the PM roles but also
for any interview you sit for. The company doesn’t want to hire people who do not fit in with their
culture and vision. So, understand the company’s values, vision, mission, culture, products,
competitors etc. And talk passionately about those in any way you can and tell them this is why
you want to work for them.

What’s your approach to prioritizing tasks?

Prioritizing what features to work on is one of the important tasks a PM has to do. This is to make
sure the development team isn’t overloaded with unnecessary tasks and also the important features
get delivered on time. You will understand how to do it when you read other PM-related material
during your prep. Just list the step-by-step process and clearly tell them.

What main changes would you make to our product?

It depends on the company. Your research into the company helps here. The key is to talk from
the user’s perspective while keeping financial and technical feasibilities in mind.

Note: All the questions mentioned above are not exhaustive. There can always be more questions
an interviewer might ask based on your previous answers. You should always be ready to defend
your answers and to justify your resume points.
The other kind of questions which might come in an interview (not necessarily related to Prod
Man) are as follows to name a few.

• Tell me about yourself

• Strengths and weaknesses
• Are you okay with accepting your fault whenever you make a mistake?
• Do you think you are a good cultural fit?
• Tell me something that’s unique to you
• Hobbies and interests

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Advanced PM Topics - Optional Topics

These are advanced topics for preparing for Product Management – Chapter 11 to Chapter 15
which are Project Execution, Wireframing, Company Frameworks, Product strategy and System
Design. This is something which will not be asked in your summer interviews in most of the
companies. You can look at these topics while preparing for the final placements. These topics
would be useful to go through and apply in your day to day work while interning in your summers

Chapter 11: Project Execution

AGILE Framework
Agile is the ability to create and respond to change. It is a way of dealing with, and ultimately
succeeding in, an uncertain and turbulent environment.
Agile is an iterative approach to project management and software development that helps teams
deliver value to their customers faster and with fewer headaches. Instead of betting everything on
a "big bang" launch, an agile team delivers work in small, but consumable, increments.
Requirements, plans, and results are evaluated continuously so teams have a natural mechanism
for responding to change quickly. Whereas the traditional "waterfall" approach has one discipline
contribute to the project, then "throw it over the wall" to the next contributor, agile calls for
collaborative cross-functional teams. Open communication, collaboration, adaptation, and trust
amongst team members are at the heart of agile. Although the project lead or product owner
typically prioritizes the work to be delivered, the team takes the lead on deciding how the work
will get done, self-organizing around granular tasks and assignments.
Agile isn't defined by a set of ceremonies or specific development techniques. Rather, agile is a
group of methodologies that demonstrate a commitment to tight feedback cycles and continuous
improvement.

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Agile principles

1. Our highest priority is to satisfy the customer through early and continuous delivery of
valuable software.
2. Welcome changing requirements, even late in development. Agile processes harness
change for the customer’s competitive advantage.
3. Deliver working software frequently, from a couple of weeks to a couple of months, with
a preference to the shorter timescale.
4. Business people and developers must work together daily throughout the project.
5. Build projects around motivated individuals. Give them the environment and support they
need and trust them to get the job done.
6. The most efficient and effective method of conveying information to and within a
development team is face-to-face conversation.
7. Working software is the primary measure of progress.
8. Agile processes promote sustainable development. The sponsors, developers, and users
should be able to maintain a constant pace indefinitely.
9. Continuous attention to technical excellence and good design enhances agility.
10. Simplicity–the art of maximizing the amount of work not done–is essential.
11. The best architectures, requirements, and designs emerge from self-organizing teams.
12. At regular intervals, the team reflects on how to become more effective, then tunes and
adjusts its behavior accordingly.

Agile methodologies and frameworks

An agile framework can be defined as a specific software-development approach based on the

agile philosophy articulated in the Agile Manifesto. Various organizations use many popular
frameworks. Often these organizations modify parts of the frameworks as they see fit and iterate
on their own agile processes. There are several Agile methodologies and frameworks, each with
its own pros and cons. Some are hybrids of multiple methodologies. Scrum is by far the most
commonly used Agile methodology; among other being Kanban, Lean, Extreme programming,
Feature driven development, etc.

Scrum
It is a lightweight process framework for agile development, and the most widely used one.
A “process framework” is a particular set of practices that must be followed for a process to be
consistent with the framework. (For example, the Scrum process framework requires the use of
development cycles called Sprints, the XP framework requires pair programming, and so forth.)
“Lightweight” means that the overhead of the process is kept as small as possible, to maximize the
amount of productive time available for getting useful work done.
A Scrum process is distinguished from other agile processes by specific concepts and practices,
divided into the three categories of Roles, Artifacts, and Time Boxes. Scrum is most often used to
manage complex software and product development, using iterative and incremental practices.
Scrum significantly increases productivity and reduces time to benefits relative to classic
“waterfall” processes. Scrum processes enable organizations to adjust smoothly to rapidly
changing requirements, and produce a product that meets evolving business goals.

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An agile Scrum process benefits the organization by helping it to
• Increase the quality of the deliverables
• Cope better with change (and expect the changes)
• Provide better estimates while spending less time creating them
• Be more in control of the project schedule and state

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A/B testing
An A/B test aims to compare the performance of two items or variations against one another. In
product management, A/B tests are often used to identify the best-performing option. A/B testing
involves splitting your audience/user base into two groups.
The two groups then receive two versions of a feature. It could be something as small as a different
call to action button color, or it could be a re-ordering of your onboarding sequence. After a certain
amount of time (which will differ depending on the test/product/goal etc.) a product manager will
look at the data gathered to better understand which version should be rolled out to the entire user
base or learn which of those versions’ users respond to most favorably.

Although it has historically been primarily a tool of marketing and advertising, A/B testing can
also help product managers build better products.

Product Roadmap
A roadmap is your vision for how a product (or product line) will help achieve your organization’s
strategic goals. A good roadmap inspires. It inspires buy-in from executives, inspires confidence
from customers and salespeople, and inspires development teams to produce the groundbreaking
products that drive significant growth.
The litmus test for a good product roadmap is that it’s visual, accessible, and clear enough for
anyone to scan for answers to the following questions:
• What are we doing?
• Why are we doing it?
• How does this tie back to our OKRs?

How to build a theme-based product roadmap?

A theme-based roadmap replaces release dates with time horizons and generally defined in three
columns:
• Current: Stuff you’re currently working on
• Near term: Stuff that are coming up soon/next
• Future: Stuff that you’d like to work on in the future, but need to do a bit more research

Roadmap is a bird’s eye view of priorities and doesn’t show any dates unlike release planner. This
allows flexibility to accommodate changes across time horizons.

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A theme-based roadmap incorporates broader themes instead of individual features, working on
themes gives you the space to explore how you might want to approach each problem, and decide
how to get it done later.
Added themes in the roadmap are then attached with further details answering, what are we doing,
why are we doing and how does this tie back to our OKRs. These details generally include:

• Ideas: Tactical suggestions for improvement. These ideas answer a simple business
case: What problem are you trying to solve?
• Customer feedback: We attach feedback directly to ideas, so they can be linked to
potential improvements, and we can easily track what our clients are asking for.
• User stories: Use case scenarios for ideas: As a user, I want to X in order to Y.

Cards sitting on the Future column wouldn’t have all those answers, but as a card moves closer to
Current term, they should become a lot more detailed. These cards later tagged and color coded
for better visibility and communication.

Go-to-market (GTM) Strategy

A go-to-market (GTM) strategy is a plan that helps you define your ideal customers, coordinate
your messaging, and position your product for launch. A GTM strategy also keeps key business
units aligned on the same plan, allowing you to meet a market need and effectively iterate on your
product.
A GTM strategy is needed when launching a new product in an existing market, launching an
existing product in a new market, or testing a new product’s market for growth. It allows
companies to effectively position themselves against competitors, create scalable inbound and
outbound models, and leverage appropriate tactics to achieve goals.
There are two main types of GTM strategies:

Product Led GTM Strategy

It uses the product itself to acquire and retain users. The product serves as a salesperson by
providing so much value, the user can't help but upgrade their package. Calendly and Slack are
great examples of product-led growth in action.

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Sales Led GTM Strategy

It uses marketing to drum up interest for a product, capturing it in content and demo forms.
Salespeople then reach out to those prospects, with the goal of converting them into customers.

Stages in building a GTM strategy

• Defining your Ideal Customer Profile (ICP) – It is a customer who can find massive
benefits from the product or service and gives enough value in return to make business
profitable
• Researching competitors – Understanding where your product or service fits in the
existing landscape is key to any GTM strategy
• Developing your messaging – Communicating the value of your product or service to
your ICP in a way that resonates with their pain points. And to be able to do this, you need
to speak their language
• Setting targets – Having clear model is crucial, this allows to build full-funnel pipeline
and map out data-driven targets and sales goals which reps work towards each month
• Choosing your tactics – To reach your ICP leveraging data, marketing strategy, content
plan and strategic partnerships forming unique tactics to follow
• Providing feedback – Establishing a feedback loop between marketing, sales and product
development will make sure the key learnings from the GTM strategy are actioned

Note: For other frameworks please refer to STP and 4P which is explained in
the marketing compendium. Also you can look at cases of Market Entry
frameworks from Consulting resources.

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Product Requirements Document (PRD)
Product Requirements Document (PRD) is an initial document which describes about your
problem, market opportunity, whom you are targeting, product used to solve that problem,
potential stakeholders involved, order of tasks to be followed, and how to measure the performance
of your product. The PRD enables collaboration between different teams in the organization. It is
the job of the product manager to take inputs from the customer, engineering team, design team
and sales team and keep them on the same page.
What to include in a PRD ?
This is not an exhaustive list and may vary from project to project.
Your PRD should always follow a cohesive story from the beginning to the end and each section
should be connected to the previous and the next section

• Problem definition - This would include a brief description of the problem at hand and it
can highlight any gaps or ungrounded assumptions that you are making. State them out
early so that there is no confusion later on.
• Market Research/Opportunity - This section would include research on competitors,
opportunity in the market and market sizing if applicable.
• User research - Using primary and secondary research user demographic, behavior and
pain points are identified. Surveys, focus group interviews and in-depth interviews are
some the research methods that can be utilized. Key insights should be derived from the
research.
• User persona and their use cases - Key insights from the user research will help in
narrowing down the people who are facing the problem defined. A description of the
persona with their use cases should be covered under this topic
• Prioritization of the use cases - Prioritization methods such as an empathy map can be
used to prioritize the persona. One of the use cases from the persona is chosen to work
upon and a reason backed by data should be given as to why the use case is being
prioritized.
• Proposed solutions - This would include all the features that your main product will have.
Functional and non-functional requirements
• Prioritization of solutions - Impact and effort can be calculated to prioritize the solutions
or the KANO model, MOSCOW model can be used if they are fitting for your particular
product. Don’t try to force fit any of the existing models and think what works best for
your own solution.
• UX design - Figma and Balsamiq wireframes can be included to incorporate the solution
• Roadmap - A roadmap for the product including the discussions from various teams is
incorporated. Different steps are:-
Step 1 – Idea Sourcing Step 4 – Strategy Development
Step 2 – Idea Screening Step 5 – Product Creation.
Step 3 – Market Research & User Step 6 – Testing & Feedback Gathering
Research Step 7 – Constant Product Improvement

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 • Metrics:- North star metric to be tracked should be included with a specific reasoning as
to why this is considered the north star metric. App specific metrics should be included
here, and you can use the AARRR framework for the same. You should also include the
feature specific metrics for your prioritized solution.

Design thinking Method

Design thinking is a philosophy and a set of tools to help you solve problems creatively. Design
thinking focuses specifically on the human-centered side of problem-solving. It is about
understanding whom you are designing for and what their needs are and then helping you to
innovate based on those needs.

There are 5 main steps to any design thinking process.

1. Empathize – Gives a vital foundation for creative thinking and understanding the target
market for the product or service you're aiming to create. Most of the time, it involves
gathering data, conducting customer interviews, and developing personas to identify their
wants, needs, and goals. In this step, you are encouraged to set aside any assumptions and
collect authentic insights from the end user.
2. Define – In the define step, you take everything you learned in step 1, start making sense
of it, and define the problem. What are the difficulties and challenges users face while
accomplishing a specific task? Are there any patterns? Can you see the bigger problem?
By the end of the design phase, you should have a clear problem statement.
3. Ideate – In this step, you are coming up with the potential solution for the problem defined
in step two. You are trying to match your product or service with the insights you got from
empathizing and defining activity. This step may look like a brainstorming session, where
all the creativity happens. You will select a few ideas to proceed with after the ideation
session.
4. Prototype – Here, you're narrowing the concept down to a select few that you believe
would be worth developing into something more realistic. You are creating a
straightforward, testable prototype using these solutions. A prototype is a scaled-down
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 product version including probable solutions recognized in the earlier phases. This stage is
crucial to test each idea and identify limitations and problems. The suggested solutions
may be approved, enhanced, altered, or discarded during the prototype stage, depending on
how well they fare in prototype form.
5. Test- User testing follows prototyping, and it is crucial to remember that this is seldom the
last step in the Design Thinking process. The outcomes of the testing step will frequently
direct you to a prior stage and provide the insights you require to rephrase the initial issue
statement or generate novel ideas you had not previously considered.

Solved Examples
The questions below take reference of core concepts like RCA Chapter discussed earlier for
solving. Please be equipped with that.
1. Failing Metrices
2. Approach to a Product Execution Question
3. Youtube Goals
4. Facebook Event Success

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Chapter 12: Wireframing

UX design
User experience (UX) refers to any interaction a user has with a product or service. UX design
considers each element that shapes this experience, how it makes the user feel, and how easy it is
for the user to accomplish their desired tasks.
This could be anything from how a physical product feels in your hand, to how straightforward
the checkout process is when buying something online. The goal of UX design is to create easy,
efficient, relevant, and all-round pleasant experiences for the user.

UI design
UI refers to the actual interface of a product; the visual design of the screens a user navigates
through when using a mobile app, or the buttons they click when browsing a website.
UI design is concerned with all the visual and interactive elements of a product interface, covering
everything from typography and colour palettes to animations and navigational touch points (such
as buttons and scrollbars).
Read more about the difference here:
https://careerfoundry.com/en/blog/ux-design/the-difference-between-ux-and-ui-design-a-
laymans-guide/

What is wireframing?
A wireframe is a schematic, a blueprint, useful to help you and your programmers and designers
think and communicate about the structure of the software/website/app/product you're building.
The designs you build are also called wires, mockups, or mocks.
It is a low-fidelity mockup that serves 3 simple and exact purposes:
1. It presents the information that will be displayed on the page
2. It gives an outline of structure and layout of the page
3. It conveys the overall direction and description of the user interface
The key to a good wireframe is simplicity. They range from boxes and lines sketched on paper
to onscreen creations that have a more polished look. Interactivity is at a minimum, so users can
test behaviour without as much concern for a product’s look and feel.

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What is prototyping?

A prototype is a barebones, relatively simple working model of an app or webpage. They are
typically the next step in the product design process after wireframing. Prototypes typically have
color, animations, and the actual content that will be on or in your product.
Unlike wireframes, prototypes are often medium to high fidelity. They allow the user to test a
digital product’s interface and interactions, and this level of functionality can be usefu l during
the usability testing of an application.
Ex: For a feature which recognizes sign language on zoom which is built for people who can’t
talk. The prototype may look like this.

Sign language identified on screen

What are the tools we can use to make a mockup?

1. Balsamiq: It focuses on the basics and doesn’t have many features to use and therefore it
is easy to pickup. They also provide a 30-day free trial and enable exporting of files once
you are done with wireframing.
Tutorial :- https://www.youtube.com/watch?v=KnZrypOaVCg&t=3s

2. Figma: Figma provides pre made templates which makes making a wireframe a breeze. It
also provides a free version which covers all the basic tools required to create a professional
wireframe.
Template link :- https://www.youtube.com/watch?v=c9Wg6Cb_YlU

3. Adobe XD: Adobe XD is a vector-based UI and UX design tool and it can be used to
design anything from smartwatch apps, mobile phone apps to fully fledged websites.
Tutorial :- https://www.youtube.com/watch?v=UgKmn08-j9Q

Solved Examples
1. https://www.youtube.com/watch?v=mZwPWZP8re0,
2. https://www.youtube.com/watch?v=kk6650gC4R0
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Chapter 13: System Design

What is System Design?

System Design entails creating the architecture, modules & interfaces of any product, meeting all
the specifications required for it perform all features intended for the user. It provides a high level
design of a software/hardware product before the implementation can be done.

Why is System Design important?

System Design is important because –
• Helps to get buy-in from stakeholders before starting the implementation
• Help different teams understand their contribution towards different facets of the product
implementation
• Enables tracking progress of the product implementation
• Leads to increased scale & innovation as team-members can view different parts of the
system & contribute towards its improvement

Companies asking system design questions

Meta, Google & Amazon Product Management Interviews among many others

Framework with Practice Example

There are 4 steps to designing a good system. Keep in mind to tailor your solution such that it
fulfills the requirements & features given by the interviewer.

Step 1 : Understand the problem & define the scope

Don’t jump to the solution. Think clearly, deeply and ask meaningful questions to clarify the
requirements & assumptions surrounding the problem given.
In case the interviewer asks you to make your own assumptions (most cases they will) clearly write
them down in a corner of the whiteboard/paper. These assumptions will form the base your
solution.
Example of questions that can/should be asked –
• What features do we need to incorporate into the product?
• What is our target user base?
• How many users are we targeting?
• How fast are we planning to scale up the product? (Assume fixed timelines and understand
the anticipated growth)
• What are the core technological competencies of the company? Can they be leveraged in
this product?

Example of an interview scenario – You are asked to design a social media app.
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Try to visualize any social media app in your mind. Once you have the picture of a generic social
media app in your mind, ask questions to clarify how this specific app can be different/similar.
Good and precise questions to be asked revolve around –
• Platform – Web/mobile?
• Features – What primary features are expected?
• Visualizations – Specific ordering of social media posts on the app? Will there be
images/texts?
• User base – Target user & approx. traffic?
• Assumptions – Given login is necessary in most social media apps, I assume it will be
necessary here too?

Step 2 : Propose high-level design and get buy-in from all stakeholders
We aim to collaborate with the interviewer to reach an agreement on the high-level design of the
product.
For every key feature of the system, draw a high-level design.
• Come up with initial blueprint of the design. Take feedback.
• Draw high-level architecture diagram such as box diagrams depicting different modules of
the system. This might include APIs, web servers, clients, data stores, cache, CDN, etc
• Do back of the envelope calculations to check if system is scalable. Think out loud

Example
Continuing with the previous example, Design a social media app, we design 2 high level designs
corresponding to its 2 key features –

• Publishing a post – When a user posts content, the data is written into the cache/DB and
the post will be populated in their friend’s homepage
• View posts – The posts belonging to user’s friends will be visible here

The 2 diagrams are –

Diagram : Publishing a post Diagram : View Posts

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 Step 3 : Design Deep Dive
By this point, you should have completed –
a. Converged on an understanding of the goals & scope
b. Designed a high-level diagram of the overall system
c. Obtained feedback on the design
d. Based on feedback, understood areas where you need to deep dive
Work with the interviewer to prioritize components parts of the architecture. Take feedback
from interviewer to understand areas which he/she wants to know more of. Also, time
management is necessary so keep the design precise and avoid unnecessary details.

Example
Continuing on the previous example, “Design a social media app”, we will further
emphasize the low-level details in the design.

Diagram : View Posts

Diagram : Publishing a post

Step 4 : Wrap Up
In the final step, you might be asked follow up questions regarding the feasibility,
scalability, performance and other aspects of the designed product.
You can close the discussion with the following –
• Identify bottlenecks & suggest further improvements
• Recap the design and Identify error cases and corner cases
• Operational & maintenance strategies for your system
• How do you plan to scale up for future releases? Any other refinements ?
Solved Examples
1. Design Twitter
2. Design Instagram
3. Design Prime Video
4. Design Web Crawler
5. Design Whatsapp

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 Chapter 14: Company Frameworks
The role of a product manager varies across different companies and each one defines their own
job responsibilities in a way. In such a case, each company has designed a set of frameworks that
aligns best with their strategy. Among product companies, we evaluate the most popular
frameworks and enlist possible scenarios to use the same. These frameworks can be used as a
reference, however relying too much on frameworks can hinder creative thinking.

Working Backwards by Amazon

This is unique framework used by product managers at Amazon that ensures only the best solutions
reach the day of the light. Before proposing a new feature or a product, Amazon requires its product
managers to frame a press release about the same. The press release must clearly articulate what
problem the product intends to solve, how Amazon will solve the problem and how it will beat the
existing solution.

At Amazon, it is believed that if a product manager cannot clearly articulate how his/her product
will perform after its launch; the product is not worth envisioning. In fact, most managers go
through several iterations of the press release before finalizing it.

Reasons for using Amazon’s Working Backwards Framework

• Alignment with Customer Focus: The core job of a product manager is to represent the
customer’s needs at an organization. Developing a press release makes the product
manager think from the customer’s perspective and ensures that the product should work
best for the customer in consideration.
• Check for Product Feasibility: Envisioning how the product will pan out once launched
helps the product manager to validate the feasibility of the solution as well. It gives chances
to the product manager to refine the product and check its viability post launch.

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Product Excellence Framework by Google
This tech giant has built some principles for its product managers to follow while designing all
products. Their principles act as a reference for the team to communicate with other stakeholders
such as UXR and Engineering. Google believes that their product managers should be 100% sure
of the products they propose to build which is possible when the follow the below principles:

• Know your users: A lot of product managers tend to think intuitively about a problem due to
their inherent biases and assumptions. This principle advocates the PM to analyze, observe and
ask users about their behaviors before finalizing on the problem to solve. Google focuses
highly on primary research and believes in observing users’ behavior in their natural
environment.
• Critical User Journeys: Google describes a user journey as the set of necessary steps that a
user performs to complete a task. It is based on the goal of the user and his/her identity. CUJs
form an important part of customer personas where the PMs are encouraged to envision a
customer performing a certain task.
• Prioritization: A lot of times, one thinks that there are too many important problems to solve
for the customer. Google encourages its PMs to think about the most pressing and urgent need
of the user and build a problem statement around that. In these cases, it becomes essential to
prioritize different use cases which solve an important problem universally.
• Pitfalls: As a PM, one should not only know what will work but also be aware of what may
fail. Awareness should be followed with preparation; a PM needs to plan for different edge
cases and evaluate trade-offs to reach the final solution.
• Product Excellence Principles: Google defines three principles to achieve product excellence
– focused utility, simple design and crafted execution. The first principle reiterates the focus
on customer and its user journey. The other two principles are focused on the process of
product development and how it should solve the problem in an elegant way.
• Measurement: Google encourages its PMs to measure and track both high-level goals and
low-level metrics to continuously understand the product performance. It is advisable to
understand whether the customer problem is being solved. For consumer products, one can use
the HEART framework: Happiness, Engagement, Adoption, Retention and Task success.
For business products, try SUPER: Serviceability & System Health, User sentiment,
Productivity, Engagement, and Revenue.
• Bringing it all together: PMs at Google work closely with UX and Engineering teams to
launch the final product and iterate through various versions. In their own words,” A minimum
product that delights our users can improve across dimensions when you iterate.”

Reasons for using Google’s Product Excellence Framework

• Holistic Perspective: This framework enables a PM to keep customer at its focus and think
about the product holistically, considering various parameters like measurement, pitfalls,
execution, design, etc. A product manager can refer to this framework starting from ideation
to validation to execution and finally for launch.

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• Common Reference for All: Following such an extensive framework can help the product
manager design documentation that will act as a single source of truth for all stakeholders
including UX, PM and Engineering.

Experimentation Framework by Spotify

This company believes in the experimental approach of iterating and delivering a great product
experience. Product managers at Spotify are encouraged to achieve such a product experience at
lower design costs through projects that are less risky. They strongly believe that products that
operate at scale cannot afford to present poor experiences to users since their satisfaction can drop
almost instantly. Their team follows four steps to create any product at scale:

• Think It: PMs at Spotify are motivated to focus a lot of user research and discover the
most important problems to solve. After coming up with multiple problems, they usually
go one step ahead & validate these problems through experimentation. This lowers the risk
of failure, by using experimentation results to estimate the probability of success.
• Build It: Teams at Spotify focus on building a minimum viable product (MVP) post the
discovery stage. Here, they try to build features that are necessary to solve the problem at
hand and test this MVP with a set of users to gather initial feedback. At this stage, they
perform multiple iterations of the product & continuously improve performance.
• Ship It: PMs at Spotify believe in shipping the product in phases. They release the features
to a limited set of users to begin with. Based on their feedback and experience, it depends
on the success of the feature as to whether they’ll roll it to the entire user base. In case it
does not meet they reiterate product design and not launch it.
• Tweak It: During this stage, the teams actively evaluate improvements in the products,
and fix any bugs or introduce minor changes in upcoming versions. Their focus is to keep
reducing costs and improve performance currently.

Reasons for using Spotify’s Experimentation Framework

• Fail fast, fail cheap: Due to the iterative nature of this framework, it allows product manager
to make changes to their products and test it in the market as quickly as possible without fully
launching it. It allows product managers to experiment with their ideas and pivot when
required.
• Optimized Solution: Since the team continuously works to reduce risk of failure in the market
and operate at minimum costs, it offers dual optimization. The customer is ensured to get the
best product experience & the product design ensures minimum costs.

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Chapter 15: Product Strategy
Monetary Strategy
Pointers to keep in Mind
• Thinking Long Term
• Being Creative
• Complementing User Convenience during its journey
Prevalent Models
• Freemium – Having Right mix of features which you keep free, and you can charge for.
Ensuring that users do come to the app to enjoy free features which serve essential needs,
but highly engaged ones are ready to pay for getting those delight features
• Advertising – Ensuring that the user experience is not hampered due to the in-app ads.
Also deciding which are the relevant ads you show in your app to have a higher Click
Through Rate (CTR)
• Subscription – How to price? Is it valuable enough for both the company and the customer
to pay $X/ month? How do we differentiate ourselves from competitors
• Bundling – Should we bundle this with existing products/offerings? Which version of the
product to add these new features to?
• In App Purchases – Mostly used in games, where the basic app is free but add-ons are
chargeable
• Fixed Pricing – One time purchase, lifetime access
• Razor Blade – Selling hardware or platform at a lower cost, but the apps/software’s at
higher prices. Like in gaming consoles
Pricing Methodology
Note: You can refer to consulting cases on pricing to get more idea on how to tackle these
questions. But these are normally the steps you go for while deciding on how to price a product:
• Identify the business goal – market share or profitability
• Identify the trend of the industry and the phase of product in its lifecycle – early stage,
growth, maturity
• Perform Competitive Benchmarking to see can the differentiated products be highly priced
– offensive pricing or defensive pricing
• Readiness to pay of the target segment
• Promotional Discounts needed – initial customers, time bound, referral based
• Models
o Cost Based – Would be easy if you have done Managerial Accounting
▪ Fixed & Variable Cost
▪ Determine the markup %
▪ Find Breakeven quantity to set market entrytargets
o Value Based
▪ How much is the total value or benefits that the customer gets?
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 • Opportunity costs
• Time Value of Money
▪ How much is the customer ready to pay?
• Target Segment Income and Savings
• Target Segment Need/Desire
o Competitor Based
▪ Find the price of nearest competitor and charge something similar
▪ Can we go for a price war?
Typically, we go for a combination of all 3 in the interview to get a good estimate. Sample Example
walkthrough: https://www.productmanagementexercises.com/1961/how-would-you-decide-on-
the-price-of-amazon-prime ( 8 min read)

Market Entry
Note: You can refer to consulting cases on market entry to get more idea on how to tackle these
questions. But these are normally the steps you go for while deciding on how to price a product:
Should we enter?

• Company
o Identify the goal of the product/company? The vision of the company ?
o What are the core capabilities of the company?
o VRIN Analysis
o SWOT Analysis
o Where do we excel as compared to others?
• Industry Structure
o How big is the market size?
o What is the possible market share?
o What is the market growth/industry trends?
▪ Porter’s 5 forces
• Competitor Analysis
o How many players are there?
o What our competitors are trying to do?
• Feasibility Analysis
o Operational – Value chain, External Regulations
o Financial - Profitability, Break Even Point, Pricing, Costs
o Distribution Challenges – Production, Marketing, Supplier Access
o Expertise – Is there anything that we can leverage from our existing capabilities?
• Customers
o Who is our target customer? Is there an overlap with out existing competitors ?
o Other attractive customer segments?
o What is the value offering to the customer?
• Alternative strategies
o Evaluate trade offs with respect to cost , time to market
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 • Risks and Challenges
o Legal/Compliance Risk
o Market Risk
o Operational Risk
Final Decision: If we should enter or not based on the above factors
How should we enter?
o Is timing of any importance? How we can leverage the timing of entry?
o GTM Strategy
o From Scratch – STP, 4P (Refer to the section of GTM Strategy in Product
Execution of this book)
o Joint Venture with some other company
o M & A with another player

Solved Examples
1. Market Entry - Should Google enter the OTT market
2. Increase Revenue - Increase Airbnb Bookings
3. Strategy Determination – Should Facebook Consolidate all its messaging apps
4. Monetary Strategy – Pricing Spotify Premium

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Conclusion
Wow! After what seems like ages, we have reached the conclusion of this book. We hope that
through the gyan given here, you have gotten a more clear picture of what goes on inside the mind
of a product manager. Product management is an interesting role and depending on the company
you are going to work in, the role will change scope.

And by any chance were you a developer or a coder before this? Didn’t you hate those times
when some guy just walked up to you and ordered you to design software that didn’t make
sense? Guess what. Once you are a PM, you will have a chance to do that. You can walk up to a
random engineer and tell them to do technically unfeasible things.

With this, we come to an end of the PM Prep Book.

Wishing you all the luck with preparation, and hope the information passed here was useful!

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Resources
Videos
1. Mock PM Interviews
• https://www.youtube.com/playlist?list=PLrtCHHeadkHrIkSw0waA_S8p2G_lYxU_j
• https://www.youtube.com/playlist?list=PLBa-xZ_7YhjRBJJ7WpXZrdHEL05qlY5Uf
2. Product Teardowns
• https://www.youtube.com/playlist?list=PLHJHMiGyA5ULZij-SiHGt15x079Ty2mic
Podcasts
1. Real life experience of PM
• https://open.spotify.com/show/1XBrhVLsQOIAv3KFBqnzrX?si=d8c78b79a7fa47d9
Blogs
1. PM Questions (These 2 are from IIMB Seniors)
• https://technomanagers101.blogspot.com/
• https://naaavh.medium.com/
2. Upcoming Products
• https://www.producthunt.com/
Preparation
• https://www.linkedin.com/posts/shravantickoo_productmanagement-startups-growth-
activity-6890991777747480576-k88x/
Ultimate Guides
• https://www.aha.io/roadmapping/guide/all
• https://github.com/ProductHired/open-product-management
Courses
1. Linked In – In case you have premium access
• https://www.linkedin.com/learning/becoming-a-product-manager-a-complete-guide
2. Udemy – Paid
• https://www.udemy.com/course/productmanagement101/
Mentoring
• https://www.seekamentor.com/
• https://www.productmanagementexercises.com/
Others
1. Collection of Newsletters
• https://www.linkedin.com/posts/shyveeshi_productmanagement-careers-newsletters-
activity-6945031804139556864-QDjk/?
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 2. Collection of Groups
• https://thehiveindex.com/topics/product-management/
3. Conferences/ Webinars
• https://theproductmanager.com/topics/product-management-conferences/

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Cheat Sheet

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