Task 1
These are the two main conclusions, which we have collected in relation to our product thanks to our hypothesis validation approach:
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The topics remote work and digital nomadism are hot, and everybody is excited about our idea
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We need a clearly defined product and sales approach in order to convince companies to spend money on our software.
To structure our product definition and the sales approach we use the “Golden Circle Framework”. Having the Why, How and What clear is the basis for a clean financial plan.
THE SITUATION
We see that the way people work is changing permanently right now. Forced by COVID, many companies have started to switch to remote work. Contrary to initial doubts, the companies and employees realized, that the remote work works surprisingly well. Today there are many tools that facilitate the remote work. The list of available software is long, ranging from video chat to time management to virtual after-office beer. Most of the companies are planning to continue with remote work models after COVID.
WHY DOES JUNTO EXIST?
We believe in the power of travel: Leaving familiar surroundings and immersing oneself in new cultures and countries frees the mind and broadens personal horizons. Traveling increases creativity and improves the mental health and overall happiness.
The purpose of Junto is to help companies harness the power of travel and connect it to the daily lives of their employees.
HOW DOES JUNTO DO IT?
Junto is the world’s first digital nomad management software. With Junto companies can further develop their remote working structure and offer their employees a new benefit: Working remotely from their dream destinations.
We understand that our customers are excited about the idea but do not know how to start. Some of them are not sure if the company’s culture is ready for such innovation. Therefore, we will offer our customers a highly personalized service. A personal Junto consultant will assist the company during the three steps of implementation:
- Digital Nomad Introduction
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Consulting
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Trial (Trial Software -> Launch of first 2 DM Programs
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Personalization
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Full Scale
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Ongoing Software Service / General Customer Service
Task 2
Task 3
LinkedIn will act as our main communication channel, it's the easiest way to find digital leads. LinkedIn describes everybody's position well allowing us to target the right companies and the right people in charge of remote workers in the company.
The three steps will be:
Step I: Introduction
The introduction meeting is our sales pitch. We go to the company and present the Digital Nomad Management. We highlight the benefits and explain how Junto can be implemented into the company.
Step II: Consulting
Once the company decided to try Junto, we start with a one-week consulting phase. During this week, our goal is to understand the three How’s
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How is the overall HR structure?
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How does the current remote work system work?
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How is the company’s culture in terms of openness, innovation, and trust?
Based on this analysis we will develop a personalized Digital Nomad Management strategy for the company.
In addition to the development of the personalized Digital Nomad Management strategy, we offer our customers consulting services on all aspects of digital nomad management. Since many companies have questions about legal issues such as “Where to pay taxes?” or “How is the employee insured during the digital nomad program?”, we have made legal issues one of our core competencies.
Step III: Trial
We know that letting the employees work from places where others vacation can be a big step. That’s why we want to gently introduce companies to the Digital Nomad Management. The trial phase is another crucial part of the implementation process. During this time, the company can launch two digital nomad programs using the generic Junto platform (= without personalized features). There are two main goals of the trial phase:
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The company and their employees can experience Junto
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See how the Digital Nomad Management fits into the company’s culture.
Step IV: Personalization
In Junto, everything can be personalized: From the destinations to the financial planning. The personal service is a key component of Junto: We know that every company has its own remote work culture and processes. We want to meet the companies where they are and help them create their very own digital nomad management system.
In the personalization phase the company works together with our Junto IT department. At this stage, the company can customize the platform to their needs in terms of different features, for example financial plans.
Step V: Full Service
In the full-service phase the company can design and launch new digital nomad program without limits. The personal Junto consultant is always fully available to the customer.
Task 4
What our customers (the companies) want:
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Start slow with a test trial (1-2 digital nomad trial projects to see how it works)
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Integrate existing services in the software (e.g., the travel agency they always use organize their business trips)
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The companies want a high level of personalization
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The companies want a Junto customer service that personally addresses their concerns
What Junto does well:
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All-in one platform that covers all important aspects of a digital nomad stay
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Integration of existing services
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Companies can offer their employees personal financing plans for their stay
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In the future: Integration of local communities
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Offer a high level of personalization
Therefore, our USP is:
“Junto is the world’s first all-in one digital nomad management software. We offer our clients a highly personalized service: The company can decide which places and services it wants to offer to its employees and how Junto will be integrated in the company’s culture.”
OVERVIEW
Digital/Online:
Google Ads
YouTube
Magazine/Blogs
Business Insider
Tech Insider
Blog Sponsored Posts
Offline:
Personalized Emails
Calls to Prospects
Industry Events
Tradeshows
B2B & BSC Marketing
Our strategy is to reach first the managers, who are struggling offering the best remote working conditions to their employees and unable to offer an expatriation. Then, we want to convince digital nomads and employee what Junto could bring to their working experience. Through this way, we believe that some employees will try to talk to their superior about Junto.
Research by HubSpot shows that LinkedIn generated the highest visitor-to-lead conversion rate at 2.74%. Which is almost 3 times higher (277%) than Twitter (0.69%) and Facebook (0.77%).
Digital Marketing Plan should actively link your clients to you through your social media accounts, blogs, websites, online forums.
62% of buyers say they can make a business decision based on online content alone.
According to 2018 data, as many as 65% of B2B marketers have acquired customers by using ads on LinkedIn.
LinkedIn is the social network for 562 million professionals worldwide. This fast-growing network is also a content platform with engaged members. In fact, on average, each member spends 54 minutes per month on LinkedIn.
LinkedIn advertising is a very interesting marketing channel to access a targeted professional audience and promote our software in a professional context.
Moreover, being present and active on blogs could enlarge our B2C network.
A recent study showed that 70% of consumers prefer to learn about a company from a blog rather than from an advertisement. On average, a blog that contains 24 to 51 posts sees a 30% increase in traffic. By informing and convincing digital nomads about Junto's contribution to their company, managers can then be reached by word of mouth. Therefore, it is crucial for Junto to connect with the communities who are or looking for a digital nomad way of life.
Task 5
