What factors are contributing to the recent decline in user adoption of Capitolis's optimization platform among mid-sized banks?

Introduction

The recent decline in user adoption of Capitolis's optimization platform among mid-sized banks presents a critical challenge that requires thorough analysis and strategic action. To address this issue, I'll employ a systematic framework to identify, validate, and address the root cause while considering both immediate and long-term implications for our product and business.

Step 1

Clarifying Questions (3 minutes)

• Looking at the user segment, I'm wondering about the specific definition of "mid-sized banks" in this context. Could you clarify the criteria we use to categorize banks as mid-sized?

Why it matters: Understanding the exact user segment helps focus our analysis and potential solutions. Expected answer: Banks with assets between $10 billion and $50 billion. Impact on approach: Different definitions might require adjusting our hypotheses and data analysis.

• Considering the term "recent decline," I'm curious about the timeframe we're examining. Over what period have we observed this decline in user adoption?

Why it matters: The timeframe helps identify potential correlations with external events or internal changes. Expected answer: The decline has been observed over the last 3-6 months. Impact on approach: A shorter timeframe might point to specific events, while a longer one could indicate a trend.

• Thinking about adoption metrics, I'm wondering how we're specifically measuring user adoption for this platform. What key metrics are we using to track adoption?

Why it matters: Clear metrics ensure we're addressing the right problem and can measure improvements accurately. Expected answer: We track monthly active users, transaction volume, and feature utilization rates. Impact on approach: Different metrics might lead us to focus on various aspects of the product or user experience.

• Considering recent changes, have there been any significant updates to the platform or changes in our go-to-market strategy for mid-sized banks in the past 6-12 months?

Why it matters: Recent changes could directly impact user adoption and help pinpoint potential causes. Expected answer: We launched a new UI and changed our pricing model 4 months ago. Impact on approach: This information would guide us to examine these specific changes and their potential effects.