4a. Buyers and Users
Review customer factor Hungry Customer Results: Problem, Value, Metric
User | Type | Job Change Triggered by Product |
|---|---|---|
Select | Select | Describe what is the short & long term job impact that User needs to manage This can be positive or negative |
Select | Select | Describe what is the short & long term job impact that User needs to manage This can be positive or negative |
Buyer | Type | Org. Change Triggered by Product |
|---|---|---|
Select | Select | Describe what is the short & long term org impact that Buyer needs to manage This can be positive or negative |
Select | Select | Describe what is the short & long term org impact that Buyer needs to manage This can be positive or negative |
4b. Map missing GTM Roles/Talent
What are the GTM Roles and talent needed to validate PMF and achieve PMF Target Metric?
For Product Led Growth
Map PMs → Users → JTBD
For Product Led Channels, map PMs to partners PMs
For Builders, add Community Manager
For Account Led Growth
Map Sales → Buyers → Value
For Account Led Channels, map Sales to partner Sales
For these Customer Subtype →
… These are the missing roles
Growth Pathway
Your GTM Priority
Customer Type
Customer Type / Profile
Role / Talent Gap
1
Role / Talent Gap
2
Role / Talent Gap
3
Account Led Growth
Select
BUYER
Select
Profile # 1
Role:
Time To Rent/Hire:
Why?
Besides their role,
What CHANGE do they need to manage?
Role:
Time To Rent/Hire:
Why?
Besides their role,
What CHANGE do they need to manage?
Role:
Time To Rent/Hire:
Why?
Customer type | Role/Talent Gap | Time to Rent/Hire | Why | Change to Manage |
|---|---|---|---|---|
Growth Pathway GTM Priority Profile / Type | Select | Select | Select | Besides their role, What CHANGE do they need to manage? |
Growth |
Select
USER
Select
Profile # 1
Role:
Time To Rent/Hire:
Why?
Besides their role,
What CHANGE do they need to manage?
Role:
Time To Rent/Hire:
Why?
Besides their role,
What CHANGE do they need to manage?
Role:
Time To Rent/Hire:
Why?Pathway GTM Priority Profile / Type | Select | Select | Select | Besides their role, What CHANGE do they need to manage? |