Micro ISV Mistake #2

Submitted by Gavin Bowman on Mon, 2005-08-22 09:09.

This is the second in a series of posts on common Micro ISV mistakes. Without repeating my entire introduction from the first article, these mistakes are based on lessons learned over the last few years as I started my company, developed our products, and then tried to sell them. Discussion is, as always, welcomed and encouraged in the comments.

Mistake #2 is trying to be all things to all people.

This is a very easy mistake to make. Even if you don’t consciously choose to make a general purpose product from the outset, it creeps up on you. You start with a simple idea, identify a neat little market, plan your development, and know exactly where you’re going. Then you spot another market which you could also serve with just a little extra development, or you decide that if you spent a little more time, you wouldn’t need to limit yourself to that niche; you could attack the entire market. Even if you don’t think of it yourself, someone, an advisor, friend, relative, customer, or potential sales partner, will suggest it to you. It can be seductive and can trick you into feeling like a genius, you’ve gone from a small market to a massive market and you’re just getting started. You’ve actually made a terrible mistake.

Trying to create a product which you can sell to anyone will make your life harder and lower your chances of success. It also plays against some great advantages that you have as a Micro ISV. The mistake is going to hit you hard in three main areas.

Firstly, there will be a big development hit due to the increased complexity. Your general purpose product is going to take longer to develop than it would if it was specifically designed for a particular market. This will be especially true if you started out with a specific niche in mind, but decided to broaden your design, and even more so if you have domain knowledge in the niche, but not in the market as a whole. You will lose control of your schedule, and you will constantly find new areas of complexity which you need to address.

That might seem like a small price to pay for a better product and a bigger market, but your product is also going to suffer. By trying to be everything to everyone, your product is unlikely to be anything to anyone. In other words, your product may be great, but by trying to appeal to an entire market you could end up with something which is bland and confusing, and which doesn’t really do enough for anyone. In yet more words, rather than giving one niche 100% of what they need, you’ve given the entire market 70%... and it’s the remaining 30% which would have blown their minds. If you aren’t convinced that Micro ISVs need to exceed their customer’s expectations, Google “customer evangelists”, or wait for a CodeSniper to explain what they are and why they matter.

Finally, your marketing is going to suffer. You may think that being able to market the product to anyone will make your life easier, but that’s unlikely to be the case. As a Micro ISV if you are lucky enough to have a marketing budget it will be a limited one, so you really need to know where to spend it. Having too general a target, or too many targets, will only dilute your message. Even when you manage to bring potential customers to your site, they will be more excited by your product if you talk to them directly about their problem, general terms and broad concepts will only incite apathy.

I also mentioned earlier that this strategy plays against your Micro ISV advantages, and the most obvious of these is your size. As a Micro ISV, your size allows you to survive in markets which are too small for bigger companies to enter. If you identify a small niche market which may be worth less than a couple of million dollars per year, you can make a very comfortable living by giving them exactly what they want, Microsoft can’t. Without small companies like yours targeting them, these niches will be forced to custom build their solutions, or work around whichever big player offering is the closest fit.

I made this mistake with both of our products. I failed to appreciate the importance of identifying a suitable niche, or a specific enough problem to solve, and the results were that the initial development phase took longer than it should have and the products weren’t sufficiently targeted. Marketing has been difficult too, I don’t have any specific group to aim for, and as yet I don’t have a strong enough message or big enough budget to bring in a significant share of the wider markets. In both cases, by picking niche markets and developing less flexible but more targeted products, I could have saved a lot of sleepless nights.

In most of this article I’ve used the words niche and market, which may suggest that I don’t think you should develop software that could be used by a lot of people. In fact, you could substitute the words problem and problem domain for niche and market in most places. I’m not suggesting that you give up on solving a problem that everyone has, just that you stick to that problem and solve it before deciding you’ll tackle the entire problem domain. The core concept is that a Micro ISV product needs focus, whether it is solving one problem or targeting one niche.

To summarise, make sure you know who your customers are or what problem your product will solve. If you don’t, marketing will be a nightmare, the quality of the end product will suffer, and your initial development will take much longer.

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Good Call.

Submitted by Keith Casey on Mon, 2005-08-22 09:48.

I think that you are right on. As ISV's, we don't have the resources (time, money, customer base, marketing, etc) of giants such as Microsoft and therefore are putting a huge amount at risk by trying to play their role.

When a Microsoft solution only fits 70% of someone's requirements, most people don't worry about it and move on. When someone buys a custom solution from an ISV, it better cover more of the requirements...

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While it is appealing to imagine software that everyone will use, thereby tapping a 6 billion user marketplace (as if), the biggest risk is identifying the user stories and use cases that drive development. Niche software is wonderfully optimized and much easier to produce. Besides, trying to satisfy all the people all the time is so untenable that you would have to be crazy to try it.

In addition...

Submitted by Keith Casey on Mon, 2005-08-22 10:58.

If you sell well in that niche, expansion is always an option because you'd have revenue, customer feedback, endorsements, etc.

If you expand before you have sales, you're trying to build from a base of nothing.

Thanks

Submitted by Gavin Bowman on Mon, 2005-08-22 14:21.

Thanks for all the feedback so far, and for the book tip.

It may seem crazy to try to please everyone, but I'm sure a lot of people either don't realise it, or fall into the habit by accident. I'm not sure which group I belonged to, probably a bit of both.

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Infarction; University of North Carolina, Department of Epidemiology describes research in infarction 6
communities: the ARIC surveillance study,' is now available. According to a Atlas pendant from the United States, "Hospital-based surveillance of myocardial infarction (MI) in the United States (U.S.) typically includes age, gender, and race, but not socioeconomic status (SES). We examined the association between neighborhood median household income (nINC) and incident hospitalized MI in four U.S. communities (1993-2002)."
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Keywords: City:Chapel Hill, State:NC, Country:United States, Epidemiology, Heart Attack, Infarction, Myocardial Infarction.
This article was prepared by Heart Disease Weekly editors from Tiffany Cushion Triple drop pendant and other reports. Copyright Heart Disease Weekly via
Life Sciences; Study findings from National Institute of Health and Nutrition broaden 7
Maximal oxygen uptake (VO2max) was measured with a maximal Atlas cube pendant test on a bicycle ergometer. Daily step counts (SC) and the amount spent in moderate to vigorous PA (MVPA) and vigorous PA (VPA) were measured using accelerometer-based activity monitors for 7 consecutive days. Using data of age, SC, MVPA, or VPA, and either body mass index (BMI) or waist circumference (WC), the nonexercise VO2max prediction models were derived as BMI models(MVPA), WC models(MVPA), BMI models(VPA), and WC models(VPA), and cross-validated by using two separate cross-validation procedures. SC, MVPA, and VPA were significantly related to VO2max (r=0.43, r=0.52, and r=0.58, respectively). The multiple correlation coefficients for the BMI and WC models(MVAP) were 0.83 and 0.85, respectively, and for the BMI and WC models(VPA), they were 0.85 and 0.86, respectively. The SEE was 3.3 and 3.1 mL x kg(-1) x min(-1) for the BMI and WC models(MVPA), respectively, and it was 3.1 and 3.0 mL x kg(-1) x min(-1) for the BMI and WC models(VPA), respectively. All regression models demonstrated a high level of cross-validity supported by the minor shrinkage of the coefficient of determination and the increment of SEE in the predicted residual sum of squares procedure, and by small constant errors for the subgroups of age, SC, and VO2max between 25 and 35 mL x kg(-1) x min(-1)," wrote Z.B. Cao and colleagues, National Institute of Health and Nutrition.
The researchers concluded: "This Tiffany Elsa Peretti Open Heart pendant demonstrated that multiple regression models using data of MVPA or VPA were useful in predicting VO2max for Japanese adult women."
Cao and colleagues published their study in Medicine and Science In Sports and Exercise (Predicting VO2max with an objectively measured physical activity in Japanese women. Medicine and Science In Sports and Exercise, 2010;42(1):179-86).
For additional information, contact Z.B. Cao, National Institute of Health and Nutrition, Health Promotion and Exercise Program, Shinjuku City, Tokyo, Japan.
Keywords: City:Tokyo, Country:Japan, Life Sciences, Regulatory Actions.
This article was prepared by Medical Letter on the CDC & FDA editors from staff Return to Tiffany Heart lock charm other reports. Copyright
RED LAKE MAN PLEADS GUILTY TO ASSAULTING WOMAN OVER THREE-DAY 8
Todd Jones, United States Attorney for the District of Minnesota, Tiffany 1837 Round lock pendant that -year-old Red Lake man pleaded guilty today in federal court to assaulting a woman on the Red Lake Indian Reservation over a three-day period. Appearing before U.S. District Court Judge John Tunheim in Minneapolis, Corey Randall Roberts pleaded guilty to one count of assault with a dangerous weapon in connection to this crime. Roberts was indicted on December 16, 2009.
In his plea agreement, Roberts admitted he and the victim argued on November 4, 2009, and during the course of that argument, he punched her in the head. He also admitted that over the following three days, he continued to repeatedly assault the woman by choking her and repeatedly kicking her in the chest and ribs while wearing shoes.
According to the affidavit filed in the Tiffany Knots pendant, authorities learned about the assault on November 20, 2009, after being called by the female victim. The victim was transported to the Red Lake Indian Health Services Hospital and then onto North Country Regional Hospital for medical care.
Roberts faces a potential maximum penalty of 10 years in federal prison for his crime. Judge Tunheim will determine his sentence at a future date, yet to be scheduled.
The federal government has primary law enforcement jurisdiction over the Red Lake Indian Reservation. This case is the result of an investigation by the Red Lake Tribal Police Department and the FBI. It is being prosecuted Atlas pendant Assistant U.S. Attorney Kimberly A. Svendsen.For more information please contact: Sarabjit Jagirdar
Police were called to the Calder Freeway near Flora Street in Keilor after a passerby 9
Police were called to the Calder Freeway near Flora Street in Keilor Heart lock charm pendant a passerby saw the injured 42-year-old man on the side of the inbound lanes at about 11.30am (AEST) on Monday.
A woman handed herself into Sunshine Police over the shooting after police earlier said they were looking for a woman who knew the man and was the shooter.
Her car was being treated as a Butterfly pendant scene.
Rebecca Kim, 47, from St Albans, was later charged with intentionally causing serious injury and other assault and firearms-related charges.
She appeared in an out-of-sessions hearing before a bail justice, and was remanded in custody to appear in the Melbourne Magistrates' Court on Tuesday.
The man, who is also from St Albans, was taken to the Royal Melbourne Two Hearts pendant with non-life threatening injuries.
Verizon Wireless; Take a Drive With Verizon Wireless Test Men and Women 10
including ongoing testing and analysis conducted by a team of real-Tiffany 1837 tag pendant test men and women.
Verizon Wireless test men and test women traveled more than 1 million miles and conducted more than million voice call attempts and more than million data tests on the Verizon Wireless network and the networks of major competitors across the United States. Data collected by Verizon Wireless test men and women helped the company direct its multi-billion dollar network capital expenditure program and is the basis for its "most reliable network" claim.
"Verizon Wireless Heart Band pendant the performance of not only our network, but also our competitors' networks daily to ensure that our customers, including the growing number of smartphone users, experience the highest levels of quality and reliability," said David McCarley, executive director of network for Verizon Wireless. "We are bringing the same commitment to quality and performance to our 4G LTE services that we are testing now and that will become available starting later this year."
Keywords: Networks, Verizon Wireless, Wireless Network, Wireless Technology.
This article was prepared by Network Business Weekly editors from staff Eternal Link Cross pendant other reports. Copyright, Network Business Weekly via VerticalNews.com.

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