For Sojern's Direct Demand product, should we emphasize ease of use for small hotels or add more advanced features for larger chains?

Introduction

The trade-off we're facing for Sojern's Direct Demand product is whether to emphasize ease of use for small hotels or add more advanced features for larger chains. This decision is crucial as it impacts our product strategy, user experience, and market positioning. I'll analyze this trade-off by examining the product context, potential impacts, key metrics, and experimental approaches to inform our decision-making process.

Step 1

Clarifying Questions (3 minutes)

• Based on our current market share, I'm thinking small hotels might be an untapped opportunity. Could you provide some context on our current user base split between small hotels and large chains?

Why it matters: Helps understand which segment has more growth potential Expected answer: 70% large chains, 30% small hotels Impact on approach: If small hotels are underrepresented, it might justify focusing on ease of use

• Considering our revenue model, I assume we operate on a commission basis. Is this correct, and are there any differences in the revenue structure between small hotels and large chains?

Why it matters: Informs the financial impact of prioritizing one segment over the other Expected answer: Yes, commission-based with volume discounts for large chains Impact on approach: Might influence whether we focus on increasing volume from small hotels or retention of large chains

• Looking at user behavior, I'm curious about the feature utilization rates. Do we have data on which features are most used by small hotels versus large chains?

Why it matters: Helps identify which features are most valuable to each segment Expected answer: Small hotels primarily use basic booking features, large chains utilize advanced analytics Impact on approach: Could guide which features to prioritize or simplify

• Regarding technical feasibility, I'm wondering about the complexity of implementing advanced features. What's our current architecture's capability to support more sophisticated functionalities?

Why it matters: Determines the effort required to add advanced features Expected answer: Current architecture can support advanced features with moderate effort Impact on approach: Influences the cost-benefit analysis of adding complex features

• Considering our product roadmap, how does this decision align with our long-term strategy? Are we aiming to expand more in the small hotel market or strengthen our position with large chains?

Why it matters: Ensures the decision supports our overall product direction Expected answer: Strategy focuses on expanding small hotel market share while maintaining large chain relationships Impact on approach: Might lead to a hybrid solution that caters to both segments