2. Customer Risk Mitigation Plan

User

	Identify Uncertanties	Get Information	Generate Insight	Plan to Mitigate
Profile	Compliance Professional
JTBD	Are they able to get their jobs done faster and easier?
Job Pain
Job Progress
Job Gain

	Identify Uncertanties	Get Information	Generate Insight	Plan to Mitigate
Profile	Compliance Professional
Value Chain	Are they able to get their jobs done faster and easier?
Burning Problem
Clear-cut Value
Meaningful Metric

Identify Uncertanties

Get Information

Generate Insight

Plan to Mitigate

Target Metric

# Customers, ARR

#Users, DAUs

NPS

Cycle Time

Time to close paying customer

Time to acquire a user

CUSTOMER FACTOR		Major Known Risks	Major Unknowns	How To Mitigate These	ACTION PLAN What & By When
User Select Describe	User Framework Select	Identify key risks you know around user and user value	Identify key user unknowns for which you don’t have answers yet	How would you address these	What actions you & team need to take, by when to address these
Buyer Select Describe	Buyer Framework Select	Identify key risks you know around buyer and buyer value	Identify key buyer unknowns for which you don’t have answers yet	How would you address these	What actions you & team need to take, by when to address these
CUSTOMER FACTOR: Success Metrics	Choose your top 1-2 # Customers, ARR (annual recurring revenue), #Users, DAUs (daily active users) NPS (net promoter score)	Identify key risks in achieving these metrics?	Identify unknowns in achieving these metrics?	How would you address these	What actions you & team need to take, by when to address these
CUSTOMER FACTOR: Cycle Time	Choose key cycle time metric: E.g. Time to close paying customer Time to acquire a user	Identify key risks in speeding up cycle time?	Identify unknowns in speeding up cycle time?	How would you address these	What actions you & team need to take, by when to address these