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Step 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 | |||||
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 | |||||
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 | |||||
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. |
Summary | |||||
Customer | User Type | Burning PROBLEM | Clear-cut VALUE | Meaningful METRIC | |
Compliance Professional | Biz User | 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 | |
Policy Manager | Biz User | 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. | |
Chief Compliance Officer | Biz Buyer | 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 | |
Chief Risk Officer | Biz Buyer | 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 | |
Resources
https://anuragwadehra.substack.com/p/who-is-the-customer-in-business-marketing
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