MVA - Suresh Dinakaran's Blog

MVP(Maximum Viable Product) for the MVA(Minimum Viable Audience)

Normally MVP is denoting Minimum Viable Product. But, here by design the thought is for your Maximum Viable Product. As you show up and ship it out in the full knowledge that it is made for the smallest viz Minimum Viable Audience– lets call them the early adopters.

It was Geoffrey Moore who coined the term chasm.The term for the gap between the small part of the market populated with people who like to go first, and the larger group of people who want to get involved with something that’s proven, popular and effective.

The early adopters are the ones who ask ‘is it new?’ , ‘ what is different? ‘. The early majority come in next(they are early followers) once they see it is effective and it is working.

The early adopters are the ones we need to delight. They then take on the mantle of being your unofficial brand ambassadors. They spread the word. They tell the others. They are the ones who help cross the chasm and bring in the next round of users | followers, the early majority.

The trap is in trying to be all things to all people at the same time. Resist the temptation. The early adopters will do the generous work of bringing the others on board.

Not everyone goes first. Almost no one does. Our culture changes when the early adopters tell the others. And it applies to almost everything, be it rock bands, organic juice, movies, electric cars, books or online courses. What we have to show is the tenacity and persistence of showing up first, delight the daylights out of the early adopters, win their trust and then go on to win the hearts and minds of those who didn’t show up first. The chasm gets crossed and the community gets built.

It is not a linear sequence. You might be ready with your launch. But people show up when they are ready. Not when you are.

Find your mojo. The early adopters. And leave the rest to them.

ENDS

How is your brand performing in the economy of feelings?

Ever since I can remember, marketing has focused on the USP, the unique selling proposition, and the product’s/service’s features and benefits. This is a traditional theory and applies to a rational, analytical view of value. In an oversupplied market with more, and often conflicting information, rational decision making becomes a myth.

Instead, start paying attention to what people do (which is the best indication of how they feel), not so much to what they say.

The more choices there are and the more complex life becomes, the more people make decisions that “feel” right to them, and NOT on an objective truth.

So, how is your brand performing in the economy of feelings?

Changing behavior is a herculean task- ask any newspaper brand or cigarette brand or an Operating System brand..

You would have heard of this brand called Betty Crocker fabled for their Cake Mixes– when they launched, it was launched as a plug & play product, get the mix into the oven and voila, the cake is ready! Guess what? The brand bombed in the market.

They went back into the market wherein they gave only a 70% ready product and got the customer to participate and work on the remaining 30%- now guess what?? Betty Crocker was a roaring success.

Same thing applied to Ben & Jerry when they launched their Lavender flavor- it bombed..comeback kid was twinned with a more familiar to the audience Vanilla flavour and presto..

Creative pursuits that aim at changing consumer behavior should be hinged on layering the novel on the already familiar.

Caution: The value of marketing is not where you have been told it is.

Analytics inform , emotions compel.

In an era of quantum marketing with 5G, IOT, AI, VR, AR, MR, Meta etc, connecting hearts and minds is a great opportunity.

So, Marketing 101 would somewhat go like this:

-Identify which audience you want to be serving

-Examine what they need or want but don’t have

-If you can help people get to where they seek to go, when they’re ready to get there, the stuff called marketing gets significantly easier

-Be happy with serving a MVA(Minimum Viable Audience) rather than try to be all things to all people. Delight the daylights of your MVA

-Instead of finding customers for your product or service, find a product or service for your audience

As I conclude, may I direct you to this article from BrandKnew on how marketing has changed over the last half a century

ENDS

Your audience is not where you have been told it is

Did you get that? I am sorry if you thought otherwise.

Brian Eno is a musician par excellence. He is considered to be the inventor | father of what we refer to today as ‘ ambient music ‘. His quote is worth paying a load of attention to. Here goes:

” People often want to aim for the biggest, the most obvious target and hit it smack in the bull’s eye “, Eno says. “Of course with everybody else aiming there as well that makes it very hard to hit.” The alternative? “Shoot the arrow, then paint the target around it,” Eno explains. “Make the niches in which you finally reside.”

What is the prognosis here? Fly away from the competition. We are so often tempted by the SOS(Sea of Sameness), the resident comfort of herd mentality or the wisdom of the crowds !! . Even though it is very much a drift into a tumultuous Red Ocean territory. Playing it safe has never been more dangerous.

Instead of aiming for the same target as other writers, sportsmen, designers, musicians—trying to out-write, out-play, out-sing or out-design them, focus on how you can stand out, your uniqueness.

Time to stop suppressing your unique crafts and skills because they don’t conform, adhere or comply in the default ecosystem dictated by the omnipresent industrial complex of scale.

Embrace your weirdness, idiosyncrasies, your anomalies, your contrasts and bring them to the foreground. And here’s the thing : We notice things because of contrast. Something stands out because it’s different from what surrounds it. Celebrate your difference.

Time to woo your AWEdience! Thankfully they are there ( what we refer to as the MVA- Minimum Viable Audience), willing to explore, experiment, discover and celebrate with your youniqueness.

ENDS

It’s only Words, but they are all snapped up!

” Smile an everlasting smile, A smile can bring you near to meDon’t ever let me find you down, ‘Cause that would bring a tear to me..

The above lyrics are from the cult Bee Gees classic Words.

Now, try keying in Words into your search browser and see what gets thrown up. You will get everything but the song you are looking for. That’s because most of the key words( deliberately writing it as two words instead of one ‘keywords’) have already been taken.

SEO Strategy conventionally would have had us going for keywords that the search has the best potential to throw up high in the pecking order. But, that strategy is passe. You are not going to win that search. You are not even going to figure in page 30 of the search results. It seems as if most of us have lost the key to the keywords in the battle of the search.

Probably an ideal situation to pivot to doing something remarkable. How do we own our word? Do things that make people search for us by our name, our work, our projects. Showing up with the right work, at the right time, in the right places. Do the hard yards, the slow deliberate work hard of earning permission, building a tiny circle, the smallest viable audience. Over time, the tribe embraces you, the word (your word) becomes the shortcut to get more of what you offer.

The arithmetic is different here. The 5% is > the other 95%. A lot of our time, effort and attention is spent on trying to onboard the laggards and the lurkers, the 95%. Whereas, our focus, gratitude and energy should be on the people( the Minimum Viable Audience) who are showing up for you and shipping out.

How about substituting SEO(Search Engine Optimisation) with another acronym? FEO- Find Engine Optimisation. Because it’s more reliable to seek to be found by people who were looking for you all along.

The chasm will get bridged at its own pace. That’s fine. Let’s take our word for it!

ENDS

Why 5% > 95% ?

No. The arithmetic may not look right. Contrarian and defies established norm. Yes.

But, dare I say, this is the new math.

A lot of our attention and effort is spent and invested in trying to onboard the laggards and the lurkers.

And it done by dumbing down. Offering more incentive. Creating urgency. Re-posting. Hustling to see if they would take some action.

Certainly not worth it. And very frustrating for anyone who leads.

Progress operates on a different GPS. It has a different route to take.

..then huge things would begin to happen.

The 95% who lurk and remain non-committal will almost always lurk. Thats okay.

The energy and the emotional labour has to go into the 5%. The place to focus on.

Because when their persistent, consistent and generous action begins to add up, change happens. And that may bring the lurkers along. And who knows, even activate them. They will catch up when they need to.

The chasm will get bridged at its own pace. And that’s perfectly fine.

There’s nothing wrong with the laggards and the lurkers. Remember, they are potential action-takers.

But for now, our focus, action, respect and gratitude is for all those people who are already showing up. And shipping out. Which is the 5%!

So, let’s stop falling over ourselves to dumb down. Average it out. Trying to appeal and please everyone and anyone.

When you seek to engage with everyone, you rarely delight anyone. And if you’re not the irreplaceable, essential, one-of-a-kind change maker, you never get a chance to engage with the market.

So, seek your MVA(minimum Viable Audience). This would be counter to what are taught (or expected to learn) in the ‘ School of Capitalism ‘ , but this is the simplest way to do the work that matters, impacts, changes and leaves an inspiring legacy.

Now you know- Why 5% > 95% ?

ENDS