Hungry Customer

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.

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.

Summary of the Calibration Steps Table Results: Problem, Value, Metric
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 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 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 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 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 Results: Problem, Value, Metric
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

Who is the Customer in Business Marketing?

Who Are Your Champions?

Creating Champion Developers

Hungry Customer

Summary of the Calibration Steps Table

Hungry Customer Calibration Steps Table

Step 1: Establish your customer software stack

Step 2: Identify Your Customer Subtypes

Step 3: Map Relevant Value Frameworks

Step 4: Anchor Value Drivers for Each Customer Subtype

Summary

Resources