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Claire Bishop, Children International
How to Use Your Sixth Grade Science Education to Succeed in Business
@eClaireBishop
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What We’ll Cover Today
• How it Works
• What’s at Stake
• What is Your Role?
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How does it work?
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“A start-up is a human institution designed to deliver new product or
services under conditions of extreme uncertainty”
Eric Reis, The Lean Start-Up
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Children International
• 81 year-old organization• One “product”—child
sponsorship• New programs framework-
–from aid to holistic development
• Increasingly competitive charitable giving space
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The goal is to decrease cycle time
between these efforts to generate validated learning that enables us to
scale (or refocus) our efforts!
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Hypothesis 1: Improved Retention
• Multiple tests running concurrently since July 2016• Manual credit card “recycling,” over $500K recouped!• Testing email to those with credit card decline• Increased save attempts with those calling in to cancel
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Hypothesis 1: Improved Retention
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Hypothesis 1: Price Increase
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Hypothesis 4: New Products• Added opportunity to make
gift monthly first—without devising a product scheme to support.
• “MVP” or Minimum Viable Product approach
• Test prototypes to get feedback before back-end heavy lifting
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What is at stake?
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FY18 Opt-Out Price Increase Experiment
K. Merrill
Develop communications to inform price elasticity for an opt-out price increase test. This will help us roll out a price increase to a larger portion of the file.
An opt-out price increase may be an effective tactic to boost our sponsorship revenue in both the short and long-term.
Test will be structured as an opt-out to be excluded if they do not agree to the price increase.
Increased sponsorship revenue as well as discontinue and participation rates; optimal price increases.
If we increase our sponsorship revenue by $210,000 per month via this price increase test campaign.
8/03/2017
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What is your role?
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“Progress is impossible without change; and those who cannot
change their minds cannot change anything.”
George Bernard Shaw
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Failure is not an option.
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Failure is an option.
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Failure is an option.(and a likely one!)
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Innovation Accounting
• Empirically measures the true progress of innovation
• Steer clear of “vanity metrics”
• There is no one size fits all
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To Those We Left Behind
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thank you
