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This factor is all about identifying your ideal hungry customer, their burning problem, what clear-cut value is provided to them, and what meaningful metric they will use to measure the value our product provides them.
See here for the outcome.
Calibration Steps
Establish your customer software stack
Identify Your Customer Subtypes
Map Relevant Value Frameworks
Anchor on the Right Value Drivers For Each Customer Type
Steps Summary
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Step
Software Stack
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This page contains a summary of each of the calibration steps.
Details on each of the steps to calibrate this factor are contained in subpages.
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Summary of the Calibration Steps Table | |||||
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 | |
Hungry Customer Calibration Steps Table
Step 1: Establish your customer software stack | |||||
Software Stack Type | Reasoning | ||||
Business Apps and service | |||||
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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 | ||||
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Reason & Example (linked in profile, etc.) | |||||
Compliance Professional | Biz User | ||||
Policy Manager | Biz | ||||
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Establish Customer Software Stack
Where does your product and company fit in your customers' SW stack?
Who are you
Competing with
Complementing
Building for
Stack Types
Business apps and services are consumed directly by the business.
This includes niche SaaS offerings covering various business processes and Business-specific data AI solutions.
Examples: Salesforce, Marketo, Adobe, Netsuite, SAP, and Oracle.
Tech infrastructure and tools are consumed by technologists either within the company or on behalf of the company. Tools targeted at tech builders and practitioners and that don’t touch the business user directly.
This includes cloud software stacks for developers to build cloud native apps; data platforms for data engineers to build data pipelines, reports, and monitoring; and AI
Business platforms bridge the two categories. Here, the software stack acts as a platform that serves both the business users with some ready-made apps as well as the developers who can use lower level primitives (e.g. APIs and open source frameworks) to build custom use cases.
Examples include the Stripe payment platform for merchants, industrial IOT stacks for frontline manufacturers, gaming stacks like Unity for gamers, and marketing stacks like Adobe for marketers.
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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 | Business Problem / Job Pain | Clear-cut Value / Job Progress | Meaningful Metric / Job Gain |
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 | Business PROBLEM | Business VALUE | Business 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
https://www.anuragwadehra.com/p/who-are-your-champions
https://www.anuragwadehra.com/p/creating-champion-developers