Hypothesis Testing - How to Build a StartupYouTube↗  IA↗(long shot)
Education  20.6K views 41 likes 2 dislikes   18 Oct 2012
Udacity 651K subscribers United States YouTube↗


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الجزء التالي الذي يلزم معرفته بشأن تطوير العميل
The next piece about customer development to understand is
هو ما الذي تفعله خارج المبنى؟
what is it you're actually doing outside the building?
وما أفكر به هو أنك تختبر على أعلى مستوى ممكن
And what I think about is you're really testing on the highest possible level
فهمك لحاجة العميل أو مشكلته.
your understanding of the customer's problem or need.
لديك فرضية ضمنيًّا.
You implicitly had a hypothesis.
وأريد أن استخرجها من ما هو ضمني لتجعلها ظاهرة وصريحة.
I want to extract from implicit to have you make it explicit.
ها هي المشكلات والمكاسب التي وضعناها
Here's what the pain and the gain is we're actually doing
لشريحة العملاء الافتراضية المدونة في المخطط.
for these hypothetical customer segments that I've written down on my canvas.
عظيم، كيف سنفعل ذلك إذن؟
Great, so how are we going to go do that?
سنخرج حرفيًّا من المبنى،
Literally we're going to get out of the building,
وسنأخذ فرضياتنا،ولن نخرج من المبنى فحسب
take our hypotheses, and we're not just getting out of the building
ونتحدث مع العملاء عشوائيًّا، لأن لو كانت هذه هي الحالة
and randomly talking to customers because if that was the case
فيمكننا إذن إرسال رسالة لهم بالبريد العادي أو الإلكتروني.
we could have just sent them a letter or sent an email.
ما نبحث عنه ليس مجرد بيانات بل معرفة.
What we're looking for is not just data, it's insights,
ولن تنجح هذه العملية إلا بالخروج من المبنى،
and how this process will work is we'll get out of the building,
وعندما نحصل على تلك المعرفة يمكننا تغيير المخطط.
and then as we find those new insights we'll actually change the canvas.
فكرة عظيمة.
Big idea.
سنغير المخطط بوضع هامش يقول،
We'll change the canvas by marking it up and saying,
كنا نعتقد أن العملاء كانوا من هذا النوع من الناس،
you know, we thought the customers were these kinds of people.
لكنهم تبين أنهم من هذا النوع من الناس،
Holy cow, they're actually these kinds of people,
كما تبين لنا أن الخصائص التي نحتاجها مختلفة نوعًا ما.
and we thought the features we need, well, they're kind of different.
إنها هذه الخصائص، فما نفعله خارج المبنى
They're actually these features, so what we are doing outside the building
هو البدء بتلك الفرضيات.
is you start with these hypotheses.
في هذه الحالة لنأخذ مثال للعملاء، سيكون ذكر
In this case let's just take an example of the customers will be male,
من 25-35، ويعيش في المناطق الحضرية، ثم سنصمم بعض التجارب.
24-35, live in urban areas, and then we're going to design some experiments.
ربما حملة إعلانات قوقل.
Let's go figure out maybe a Google AdWords campaign.
أو لو كان منتج فعلي، فاخرج وقابلهم شخصيًّا.
Or if it was a physical product, go out and meet them personally,
ثم اجرِ بعض التجارب وحلل البيانات.
and then run some tests and take a look and analyze the data.
لكن ليس البيانات فحسب.
But it's not just the data.
إننا نحاول أن تفهم مدى تطابق النتائج مع الفرضيات.
We're trying to understand did the results match the hypotheses?
ولو لم تتطابق، لا تستلم وتقل "لم تتطابق
And if not, just don't give up and say, "Well, it didn't."
لنجرب شريحة أخرى. "
"Let's try another segment."
حاول ان تعرف سبب خطأ فرضياتك الأولية
Understand why your initial hypotheses were wrong
لأن هذا قد يمنحك بعض المعرفة.
because it's this why not that might give you some insight.
ما يمكنك أن تعرفه في هذه الحالة هو أنك تواصل استقطاب
What you might find out in this case is, oops, we kept getting
المراهقات في الضواحي، ويمكنك إما أن تستمر
teen girls in suburbia, and you can either keep deciding
في رفضك وتبدلهن برجال، أو قد تنتظر وتقول:
no, no, no, I want men, or you might go "Well, wait a minute."
"المراهقات مندفعات ومتحمسات في الواقع،
"The teen girls are actually enthusiastic,
ويحاولن معرفة طريقة شراء منتجنا حالاً. "
in fact, trying to figure out how to buy our product right now."
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