A product design is perfect when it offers desired value to everyone who buys it. Achieving a perfect design requires an excellent understanding of the target segments, their problems, and the shortcomings of alternatives. As you read it further, it will unfold the design language of BLACKbox for a distinct set of buyers. These buyers evaluate the products from a unique point of view. They have entirely different requirements that BLACKbox fulfils.
BLACKbox has three distinct sets of buyers,
- MSME Owners
- IT Executives working in MSMEs
- System Integrators or Consultants helping MSMEs with their IT matters
These decision-makers have entirely different points of view while buying BLACKbox. It is a complex challenge for the product designer to offer value from each distinct point of view to buy the product. Let us check them out.
MSME Owner’s Point of View
They do not know IT so much as they know their business. They come across mandatory compliance requirements while empanelling themselves as vendors to large enterprises and MNCs. They are also concerned about insider threats on their confidential data and IPR. They need to achieve three objectives.
- IT Policy Enforcement and Compliance
- Data Protection for Business Continuity Assurance
- Data Leakage Prevention for Information Security
They need to invest in software, hardware and spend on cloud services. They need someone to help them procure the different solutions, integrate, configure, and maintain them effectively. This entire exercise sounds complex and expensive to an MSME owner. Procurement of software licenses and hardware devices from different OEMs is expensive. Spending on email subscriptions and cloud backup sounds like ever-increasing annual costs. BLACKbox presents itself as single hardware – single software solution that is three times simpler and comes at one-third of the cost. Its hybrid email system saves the email subscription costs of Google or MS365 by 70%. Its fully integrated cloud services come at a fraction of the cost. From this point of view, BLACKbox is found simple, cost-effective and fit to purpose.
IT Executive’s Point of View
IT Executives working with MSMEs are expected to manage IT under constraints. The users are not IT savvy, and management expects IT Executives to be capable of undoing all mistakes of the users. They are expected to achieve IT Compliance, Data Protection and Information Security objectives with a limited budget. They need a tool that is cost-effective, simple, and capable of meeting management’s expectations. BLACKbox serves the purpose and empowers the IT Executive to meet management’s expectations and achieve the above-stated objectives. They can save hardware, software licenses, bandwidth, and email subscription costs with complete control of IT systems. They can also enhance their employability with MSMEs by completing four levels of BLACKbox Certification from BLACKbox Academy.
System Integrator’s Point of View
Due to the small ticket size, lack of technical understanding, and unreasonable expectations, it is challenging to do business with MSMEs. It is commonly expected that configuration is free with the solution. It affects the profitability and makes the business less attractive. Compared to margins earned by selling and integrating multiple systems BLACKbox offers better earnings. The company does the installation and provides all after-sales services. It proves to be a fast turnover product with clean margins. They can also enhance their margins by enrolling their teams to complete four levels of BLACKbox Certification from BLACKbox Academy. Synersoft seeks active regional partnerships to outsource installation and support services for BLACKbox. With the BLACKbox-certified teams, system integrators can earn more by providing installation and support services to Synersoft’s customers in their respective regions.
That’s the 3D View of BLACKbox as an Indian Product for MSMEs. Whoever evaluates it, there is a value proposition, may it be an MSME owner, IT Executive, or a System Integrator.
