January 2024
Intermediate to advanced
259 pages
3h 53m
Chinese
Content preview from 精益设计：设计团队如何改善用户体验：原书第 3 版
Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
226
｜
第
18
章
说：“我计划用
10
万美元请你们为我的公司开发一款移动应用程序。”我们
会回答：“太好了！我们会先从中拿出
1
万美元来进行实验，以便确定剩余
的
9
万美元如何使用。”听到我们的建议后，每一位客户都会说：“不，全
部预算都应该用来开发应用程序。我对业务和客户都非常了解，没有必要
做实验。”
这是一个非常明显的信号，表明我们没有在市场上适当地将自己分化出来，
没有为潜在客户设定正确的预期，并且只是以策略而不是预期的最终结果
为主导。
实验是精益设计的一部分，但它们只是一种策略，是流程中的一个环节，
目的是创造学习机会，增进认知，从而做出正确决策，实现积极的成果。
事实证明，用成果来引导销售宣传（例如，“我们用流程确保最佳决策，帮
助您解决移动商务的任何挑战”）是一种更加成功的工作方式。
18.4
推销成功
！
现在需要过采购这一关
有时，我们将所有工作都做到了尽善尽美：公司网站讲述着品牌故事；推
销宣传引起了大家的共鸣；客户同意签约，我们推销成功了！给自己鼓了
鼓劲，我们开始处理合同签订的相关事宜，却在这时听到了所有服务供应
商都害怕的那句话：“好吧，让我们的采购人员来处理这项工作。”
只要曾经与大型组织的内部（或者更糟糕的情况是，第三方）采购部门打
过交道，就一定会明白这种感觉。对于那些负责审批合同和采购流程的人
来说，我们对客户所做的全部说服工作都没有任何意义。毫无疑问，对话
马上就会转到：“行，给你
10
万美元。我们能得到哪些具体的交付物？在
哪一天交付？”
这就是我们需要提前与客户设定预期的另一部分。在开始签订合同时，我 ...
Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Read now
Unlock full access
More than 5,000 organizations count on O’Reilly
O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.