Follow the steps on this page to identify 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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Software Stack |
| Reason: 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 |
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Customer Subtypes Users & Buyers |
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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.