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Bart De Pelsmaeker (Unlicensed)

Bart De Pelsmaeker (Unlicensed)

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titlereadme

Be concise but precise.

The purpose of this doc is to give the team and stakeholders a succinct view on the problem space:

image-20240216-170019.png

Strategy alignment

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titleAlignment

Briefly confirm the strategic alignment and if this project falls into one of the strategic initiatives

Customer & Problem

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titleCustomer segment

  • Short description of the segment

  • Can we make an Ideal Customer Profile (ICP)?

  • Are the customer roles different from our over-arching ones (check here)?

Start writing here:

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titleSize of market (TAM, SAM, SOM)

Total Addressable Market (TAM)

The whole universe of state agencies who experience this need.

Serviceable Available Market (SAM)

The part of this market that we can realistically reach and convert in a medium- to long-term.

Serviceable Obtainable Market (SOM)

What can we realistically capture of this market in 18-24 months after solution launch? What are our beach-heads? Taking into account our

  • Competitive advantage

  • Current market penetration of competitors

  • Our marketing and sales teams' need for time to reach the customers in (pre-)buying mode

Start writing here:

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