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Hungry Customer Calibration Steps Summary Table

Step 1: Establish your customer software stack

1. Establish your customer software stack

Software Stack Type

Reasoning

Business Apps and service

Saas portal that hosts customizable Compliance Portfolios that linguistically analyze and compare compliance requirements across different compliance documents aka standards, regulations, best practices, etc in order to simplify compliance initiatives

Tech infrastructure and tools

Step 2: Identify Your Customer Subtypes

2. Identify Your Customer Subtypes

User

Type

Reason & Example (linked in profile, etc.)

Compliance Professional

Biz User

Policy Manager

Biz User

Buyer

Type

Reason & Example (linked in profile, etc.)

Chief Compliance Officer

Biz Buyer

Chief Risk Officer

Biz Buyer

Step 3: Map Relevant Value Frameworks

3. Map Relevant Value Frameworks

User

Type

Framework

Reasoning

Compliance Professional

Biz User

Jobs To Be Done

Identify and analyze external compliance requirements to include in their compliance framework

Policy Manager

Biz User

Jobs To Be Done

Analyze gaps and coverage of their internal policies and external compliance requirements

Buyer

Type

Framework

Reasoning

Chief Compliance Officer

Biz Buyer

Biz Value Chain

Decrease human resources cost, increase compliance initiative implementation/maintenance speed and reliability

Chief Risk Officer

Biz Buyer

Biz Value Chain

Decrease human resources cost, increase gap analysis speed and reliability

Step 4: Anchor Value Drivers for Each Customer Subtype

4: Anchor Value Drivers for Each Customer Subtype

Ideal Customer

Type

Value Framework

Burning Problem

Clear-cut Value

Meaningful Metric

Compliance Professional

Biz User

Jobs To Be Done

Achieve and maintain compliance

Decrease human resources cost, increase compliance initiative implementation/maintenance speed and reliability

Human resources cost,

Regulatory compliance expense, mean time to issue discovery

Policy Manager

Biz User

Jobs To Be Done

Identify, understand, and mitigate compliance risks

Decrease human resources cost, increase gap analysis speed and reliability

Human resources cost, risk severity gap, risk mitigation timeframe

Chief Compliance Officer

Biz Buyer

Biz Value Chain

Identify and understand necessary external compliance requirements

Reduce time required to identify and analyze compliance requirements

Compliance requirements identification and analysis efficiency, speed, and reliability

Chief Risk Officer

Biz Buyer

Biz Value Chain

Identify and understand gaps and coverage of between internal policies and external compliance requirements

Reduce time required to identify and analyze gaps and coverage between internal policies and external compliance requirements

Gap and coverage identification and analysis efficiency, speed, and reliability.

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