Reflection – Learning Launch 

 Scenario & Challenge 

 I work with a global Telecom company in their Business arm ( B2B segment ) . Since most of their   revenue come from retail segment , B2B segment did n’t get branded well . So clients related the   name with only connectivity even though the organization was offering solutions across many   verticals . 

 Having worked in their sales team previously , I decided to work on this issue when I joined the   strategy segment on an ad - hoc project for go - to - market . The challenge was how to make the   customers aware that we offered solutions beyond retail products and were capable of designing   business level products . The target customer was MNC and large corporates . Other stakeholders   included the sales team , products team and finance . 

 Selection 

 The most obvious solution was rebranding . But considering the clientele was not retail customers   and the budget did not allow for huge investments in marketing , Ad campaign and marketing   programs were put out of consideration . 

 So the team followed design thinking to reach on a list of ideas that we could implement in place   of these campaigns . I want to highlight the use of Learning Launch as a tool , simply because it   allowed us to identify the most effective solution from those ideas without splurging budget . 

 Application 

 As described above , the problem was about reaching the customer and conveying our capability .   So we shortlisted ideas that allowed us to directly communicate with our clientele . We ran 2   iterations of learning launch before finding the right solution or approach . 

 For first approach we decided to use Trade Shows as our target . In line with principle of Learning   Launch ( Try small , fail fast ) , we decided not to target trade shows nationally . Instead we picked   the financial hub of the city and identified the 3 trade show with maximum participation by IT &   finance companies ( as they were our core target ) . We set up a Demo zone , where we had displays   and model of our products . We demonstrated how they were beneficial for clients both   technologically and monetarily . We got very good reviews from our customers and many leads . 

 But we did n’t stop here as we knew we could learn from this . We noticed that certain companies   were repeat visitors in all 3 events , while some big clients never showed up . This brought us to   our second Learning Launch . We decided to visit this list of clients who were big enough to be   influencer in industry and yet did n’t attend these events . We created small setup of our products   and demonstrated them to clients in their company premise . We started with 2 clients and scaled   to 25 . Having gained their confidence , we invited them to these events to view our Demo in full   effect . This also helped us with word of mouth as these clients pulled many other into our Zones . 

 Insight 

 The biggest insight we got was the segmentation in our clientele . We learned that targeting all the   clients with a single approach wo n’t work . We followed this with splitting our client base into 3   segments – Strategic , Major , and SME . Now we could target each segment individually . For e.g.   SME visited events and participated well and hence we setup Trade shows in cities with high   startup culture and small but high growth companies . On the other hand strategic clients required   attention and hence for them on premise events were held . Later iterations of Learning launch   benefited from this segregation of clientele too . 

 Approach 

 As mentioned above , use of Learning launch technique helped save time and money by   shortlisting the cities where approach 1 was used . While allowing us to reach out to remaining   customers . Going forward , the team is using this approach to scale up clients from 1 category to   other . Like a fast growing SME is treated as strategic by providing on premise Demo . 

 Also as an alternative approach , we learned that some companies act as influencers . So we   planned to utilize that fact by providing them free usage of our certain products like on a trial basis .   This approach which we gained from the insight will further complement our overall strategy . 


EMAIL: 
ID_NUM: 
NAME_STUDENT: 
PHONE_NUM: 
STREET_ADDRESS: 
URL_PERSONAL: 
USERNAME: 

### Task: You are a PII (Personal Identity Information) Detection. Given a essays written by students, you have to identify ONLY the following:
NAME_STUDENT - The full or partial name of a student that is not necessarily the author of the essay. This excludes instructors, authors, and other person names.
EMAIL - A student’s email address.
USERNAME - A student's username on any platform.
ID_NUM - A number or sequence of characters that could be used to identify a student, such as a student ID or a social security number.
PHONE_NUM - A phone number associated with a student.
URL_PERSONAL - A URL that might be used to identify a student.
STREET_ADDRESS - A full or partial street address that is associated with the student, such as their home address.
### Input: Reflection – Learning Launch 

 Scenario & Challenge 

 I work with a global Telecom company in their Business arm ( B2B segment ) . Since most of their   revenue come from retail segment , B2B segment did n’t get branded well . So clients related the   name with only connectivity even though the organization was offering solutions across many   verticals . 

 Having worked in their sales team previously , I decided to work on this issue when I joined the   strategy segment on an ad - hoc project for go - to - market . The challenge was how to make the   customers aware that we offered solutions beyond retail products and were capable of designing   business level products . The target customer was MNC and large corporates . Other stakeholders   included the sales team , products team and finance . 

 Selection 

 The most obvious solution was rebranding . But considering the clientele was not retail customers   and the budget did not allow for huge investments in marketing , Ad campaign and marketing   programs were put out of consideration . 

 So the team followed design thinking to reach on a list of ideas that we could implement in place   of these campaigns . I want to highlight the use of Learning Launch as a tool , simply because it   allowed us to identify the most effective solution from those ideas without splurging budget . 

 Application 

 As described above , the problem was about reaching the customer and conveying our capability .   So we shortlisted ideas that allowed us to directly communicate with our clientele . We ran 2   iterations of learning launch before finding the right solution or approach . 

 For first approach we decided to use Trade Shows as our target . In line with principle of Learning   Launch ( Try small , fail fast ) , we decided not to target trade shows nationally . Instead we picked   the financial hub of the city and identified the 3 trade show with maximum participation by IT &   finance companies ( as they were our core target ) . We set up a Demo zone , where we had displays   and model of our products . We demonstrated how they were beneficial for clients both   technologically and monetarily . We got very good reviews from our customers and many leads . 

 But we did n’t stop here as we knew we could learn from this . We noticed that certain companies   were repeat visitors in all 3 events , while some big clients never showed up . This brought us to   our second Learning Launch . We decided to visit this list of clients who were big enough to be   influencer in industry and yet did n’t attend these events . We created small setup of our products   and demonstrated them to clients in their company premise . We started with 2 clients and scaled   to 25 . Having gained their confidence , we invited them to these events to view our Demo in full   effect . This also helped us with word of mouth as these clients pulled many other into our Zones . 

 Insight 

 The biggest insight we got was the segmentation in our clientele . We learned that targeting all the   clients with a single approach wo n’t work . We followed this with splitting our client base into 3   segments – Strategic , Major , and SME . Now we could target each segment individually . For e.g.   SME visited events and participated well and hence we setup Trade shows in cities with high   startup culture and small but high growth companies . On the other hand strategic clients required   attention and hence for them on premise events were held . Later iterations of Learning launch   benefited from this segregation of clientele too . 

 Approach 

 As mentioned above , use of Learning launch technique helped save time and money by   shortlisting the cities where approach 1 was used . While allowing us to reach out to remaining   customers . Going forward , the team is using this approach to scale up clients from 1 category to   other . Like a fast growing SME is treated as strategic by providing on premise Demo . 

 Also as an alternative approach , we learned that some companies act as influencers . So we   planned to utilize that fact by providing them free usage of our certain products like on a trial basis .   This approach which we gained from the insight will further complement our overall strategy .
### Output: 