Rui Xu
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About
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Problem Statement
DTEN as a company focuses on providing advanced video communication solutions. We found out that the Audio Visual(AV) B2B market is packed with over-complicated and sophisticated solutions that customer and user complaints a lot. The customer likes the idea of an All-in-one product in the meeting rooms, but wants more flexibility for future proof design. That leads me to develop the easy to procure, easy to deploy, easy to manage and easy use D7X product portfolio for small to extra large rooms, that can standardized small to large business customers end-to-end.
Understand The Business
User:
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IT/AV team: The team manages technology device, they are the user of management tool to manage the meeting room device
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End user: Day-to-day user of the meeting product
Customer:
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Startup: with <50 employees and established within 10 years
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SMB: Small medium business with total employee of 10-500, with revenue less than $500M
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Enterprise: Large corporations (normally multi-national) with over $500M
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Integrator: The contractor that helps 2B customer install and/or purchase the the hardware solution
Partner:
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Distributor: Stock product at discount price to provide stable demand forecast
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UCaaS Provider: Unified communication provider, Zoom, Microsoft Teams, Google Meet, BYOD (Bring-your-own-device)
Revenue Flow

Key Metrics
Key metrics:
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Hardware sales
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Hardware growth
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SaaS attach rate
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RMA rate
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Reliability MTTF(Mean Time To Failure)
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Feature adoption rate

Customer Journey

Solution Lineup
Room Type | Essential Tier | Optimal Tier | |
Large Room | D7X 75" | D7X Dual 75" | |
Medium Room | D7X 55" | D7X 75" | |
Huddle Room | (DTEN ME) | D7X 55" |