I said that storyboarding is a great way to get your assumptions articulated and really think through the whole user experience. Make sure you're thinking about you getting kind of everything on the board so you can prioritize it in context. Let's take a look at how that might actually work with the storyboard we've been playing with here for Enable Quiz. Now, if I unpack this we had this attention step and I would say the assumption here that's implicit in this is something like if prospective customers see a post about it Enable Quiz from their network on LinkedIn, which is what we're supposing is happening with Helen here. They will click through to learn more which is what's about to happen, okay? So that's an example of just taking a simple implicit hypothesis about about what we think is going to happen with the customer and just making it explicit. Which is a really great habit to get into as you do hypothesis driven development, as you articulate your assumptions or hypotheses and you speak them aloud, particularly around this demand or value hypothesis. On this interest screen as a reminder, Helen is looking at some kind of landing page that we supposedly built. And this is assumption like well, what we're saying here is a prospective customers, Helen in this case, visit our landing page, they'll act and take the next step. Which might be because not specified here, something like an email signup, a click to call, a live chat or starting a trial for example. And those are all things we might want to test, can we test this? Totally, in fact sketching out a landing page with a tool like optimizely unbalanced putting in front of a subject and doing what we call five second test for you. Give them five seconds to look at it, you take it away and you ask them what it was about, is a great way to A, test these kind of landing pages before you go and deploy them to the public. And B, make sure that you make the most out of the time you have with these people and you kind of test alternatives. And we've got this thing where Helen is talking to Frank, and I would say what we're assuming here, this is a little more fraught but we're basically assuming if we promote to Helen as opposed to let's say hiring managers. Because what we're saying here implicitly is we're going to sell through Helen as we but that's how we believe this is going to work. And whether we're right or were wrong about that it's a really good habit to get into making that explicit. So that we can either find out if that's true and that's how we are selling and focus on that and scale that modality up. Or learn that there's a different way that we're actually selling and pivot over to there and focus on whatever the role is in the company that's actually buying our product. So we're saying well, if we promote Helen and then she'll buy in and she'll want to buy it and then she'll take the next steps and start a trial. And she'll get whatever external by in she needs. Again, how might you test that? There's a few different ways like hand selling this a little bit or following up with people that registered for a trial but never started a quiz or never got buy-in. But this is the assumption we're making with what we're saying in this storyboard square. Onboarding, and this is a big one, and this kind of thing is really easy to miss as just kind of rushing through and assuming like well, these quizzes are great and we get it, these users will get it. What we're saying here is if we make a self-service tool available to Helen then she'll create a quiz for an open position that she's got a higher for and she'll be able to use it. So we might unpack that into a whole bunch of different steps. This is a great example of where we might use a concierge MVP to test this and see what it is like for Helen to start with the input of an open job description and move to a quiz that's relevant and that she actually feels comfortable administering. And finally, on retention we're saying well when Helen is a happy customer then she'll post to LinkedIn. If we make a call to action after let's say what what is that happy customer moment? It's good, even if we don't know what it is, it's important to hypothesize that and identify that we don't know that yet and we need to learn about it. When maybe that's after Helen gives her first quiz is that happy customer moment when we do this, maybe it's when they close out their first quiz. They say archive this because I've already hired this person or something like that. If that's even in the journey of the interactions that we present to the user. Then if we do that we're saying is Helen will post about Enable Quiz on LinkedIn. Well, that is something that we certainly need to test and if this is important to us, then we need to get on the board and be thinking about that as we build our software and we think about how we're interfacing to whatever growth marketing capability we're going to build for ourselves at Enable Quiz. So those are quick demo of how taking a central summary value hypothesis or demand hypothesis can can be further enhanced by storyboarding it. And then articulating the sort of child assumptions that that are inherent in what we're saying about how we're going to deliver that proposition and enable that proposition for the user.
