Optimize Everything : A framework for solving your BIGGEST Problems Through Optimization

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Ryan GarnerCo-Founder & CPO, Clearhead

@ryanTgarner

ryan@clearhead.me

Experiment Everywhere A framework for solving your BIGGEST problems and winning more in the process

plus many more…

Problem Identification

Solution Design & Validation

have i got a solution for you!“10 test ideas guaranteed to boost the bottom line.”

“Responsive design…Everybody’s doing it.”

“Top 5 experiences to start personalizing now.”

solution

solutionsolution

solution

solutionsolution

solutiongoal

the problems1 Too many inconclusive results

Limited resources being invested on ideas that didn’t yield ROI2

Running into dead-ends 3

why do ideas fail?1 Why do they succeed?

Why are results inconclusive? 2

How do we improve the odds of generating ROI? 3

“A Lesson in Innovation – Why did the Segway Fail?”By: Paul Sloane

“Uber Solves the Fundamental Problem of the Marketplace”By: Steven Horwitz | 6.24.15

“If I had one hour to save the world, I would spend fifty-five minutes defining the problem… and only five minutes finding the solution.” - Albert Einstein

laws of ROI

Returns go up when the problems go down.

Returns go down when the problems go up.

Returns stay flat when the problems stay flat. =

problems returns

our cheat code1 Love your problems. They are your most valuable assets.

Find them. Understand them. Size and prioritize them. 2

Then focus your investments in solving them.3

Take the problems down and ROI goes up. 4

A simple, unifying framework designed to take advantage of this law by focusing our workflow and investments on solving Problems.

Problem Solution Management (PSM)

| Optimize Everything presented by Clearhead16

goals problems

hypothesesprioritized by data

experimentsvalidated by data

outcomes

product roadmap

design

containment

capabilities

“A good archer is known not by his arrows but by his aim.” - Thomas Fuller

Goals1 Make them S.M.A.R.T.

Prioritize & stack rank 2

Obtain leadership sign-off3

Share across organization. Is everybody on-board? 4

• specific

• measurable

• actionable

• realistic

• time based

Ask Yourself?

We want to make it easier for our customers to order.

poorly defined goal

We want to increase order conversion rates by 20% over the next 12 months.

well defined goal

• Identify goals

• Confirm KPIs

• Prioritize & stack rank

• Obtain leadership sign-off

• Share across organization

We want to increase order conversion rates by 20% over the

next 12 months.

“a problem well put is half solved.” - John Dewey

Problems1 Find them

Validate that they are real 2

Get to the root3

Size and prioritize4

How to find them1 Internal brainstorm

Session recordings 2

Customer service team3

Customer surveys & research4

Analytics5

Get to the root!

First-time visitors do not understand the filters and facets we are providing to browse our products.

not the root problem

First-time visitors do not want to use filters and facets to browse our products. They want an expert’s recommendation based on their needs, and we don’t currently offer that.

the root problem

First time users want an expert’s recommendation based on their needs, and we don’t offer that.

problemWe want to increase order

conversion rates by 20% over the next 12 months.

“Determine the thing that can and shall be done, and then we shall find the way.” - Abraham Lincoln

Solution Hypotheses1 Get specific

Will they solve the problem? 2

Will they cause new problems? What?3

Solution Hypotheses

I believe if we design a recommendation tool that uses customer preferences to recommend the most popular matching blender, we can significantly improve order conversion rates.

good hypothesis

• Will it solve the root problem?

• Will it cause new problems?

• Is the change specific?

Ask Yourself?

• Try stating the hypothesis as:

• I believe that…

• If I am right then…

I believe we should improve how first-time visitors find products.

poorly formed hypothesis

design a recommendation tool that uses customer preferences to recommend the most popular

matching blender

solutionWe want to increase order

conversion rates by 20% over the next 12 months.

goalFirst time users want an expert’s recommendation based on their needs, and we don’t offer that.

problem

Experiment

Increase order conversion rates by 20% over the next 12 months

The Goal

First time users want an expert’s recommendation based on their needs

The Problem

Design a recommendation tool that uses a customer’s preferences to recommend them the most popular matching blender

The Solution

Experiment

The Goal

The Problem

The Solution

Experiment

The Goal

The Problem

The Solution

Experiment

The Goal

The Problem

The Solution

Experiment

The Goal

The Problem

The Solution

Experiment

The Goal

The Problem

The Solution

Every goal. Every problem. Everywhere.

1 Organizational readiness problems

Sales & marketing2

HR / employee retention3

Products of all types - IVR, OTT, IoT4

Everywhere5

Your PSM Portfolio

solution solution

#retain-talent#grow-sales #improve-margins

solutionsolution

hypothesessolution

hypotheses

problem problem problem

Takeaways1 Returns go up when problems go down.

Want more returns? Focus your investments on solving them.2

PSM is a framework designed to put problems in the center.3

Experiment everywhere.4

thank you.Ryan Garner

Co-Founder & CPO, Clearhead@ryanTgarner | ryan@clearhead.me

Optimize Everything : A framework for solving your BIGGEST Problems Through Optimization

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