4a. Buyers and Users
Review customer factor Hungry Customer Results: Problem, Value, Metric
User | Type | Job Change Triggered by Product |
|---|---|---|
Select | Select | Describe what is the short & long term job impact that User needs to manage This can be positive or negative |
Select | Select | Describe what is the short & long term job impact that User needs to manage This can be positive or negative |
Buyer | Type | Org. Change Triggered by Product |
|---|---|---|
Select | Select | Describe what is the short & long term org impact that Buyer needs to manage This can be positive or negative |
Select | Select | Describe what is the short & long term org impact that Buyer needs to manage This can be positive or negative |
4b. Map missing GTM Roles/Talent
What are the GTM Roles and talent needed to validate PMF and achieve PMF Target Metric?
For Product Led Growth
Map PMs → Users → JTBD
For Product Led Channels, map PMs to partners PMs
For Builders, add Community Manager
For Account Led Growth
Map Sales → Buyers → Value
For Account Led Channels, map Sales to partner Sales
For these Customer Subtype → | … These are the missing roles | |||||
Growth Pathway | Your GTM Priority | Customer Type | Customer Type / Profile | Role / Talent Gap 1 | Role / Talent Gap 2 | Role / Talent Gap 3 |
Account Led Growth | Select | BUYER | Select Profile # 1 | Role: Time To Rent/Hire: Why? Besides their role, What CHANGE do they need to manage? | Role: Time To Rent/Hire: Why? Besides their role, What CHANGE do they need to manage? | Role: Time To Rent/Hire: Why? Besides their role, What CHANGE do they need to manage? |
Product Led Growth | Select | USER | Select Profile # 1 | Role: Time To Rent/Hire: Why? Besides their role, What CHANGE do they need to manage? | Role: Time To Rent/Hire: Why? Besides their role, What CHANGE do they need to manage? | Role: Time To Rent/Hire: Why? Besides their role, What CHANGE do they need to manage? |