The purpose of this doc is to give the team and stakeholders a succinct view on the problem space.

This document is intended to be complementary to our overall strategy, positioning, competitive and other documents. We should assume those are known, and only put in this document what is specific or different about this problem space.

Open

Briefly confirm the strategic alignment and if this project falls into one of the strategic initiatives

Start writing here:

Yes, aligned with overall strategy.

• Short description of the segment

• Can we make an Ideal Customer Profile (ICP)?

• Are the customer roles different from our over-arching ones (check here)?

Start writing here:

Focus customer of the initiative is stage agencies.

"State agencies" refers to government departments, offices, or organizations at the state level, rather than the federal or local levels.

What problem do we solve? See if we have answers for these topics / questions:

• Unmet needs - succinct description

  • When there is no problem, it is highly unlikely that there is a business

  • Try to describe the needs in terms of jobs the customer needs to do (Job-To-Be-Done) format.

  • Pains / Gains (try to use bullet points)

• Existing alternatives - if applicable, and why they fail to deliver a solution

• Why does the customer have to solve the problem now? Is there an urgent reason-to-act?

• Is this problem at scale or local/trivial?

Start writing here:

Unmet needs:

• Comprehensive Compliance Coverage

State agencies must adhere to a wide array of regulations across different domains. A common unmet need is a centralized solution that can map and manage all the diverse compliance requirements a state agency needs to adhere to efficiently.

• Up-to-date Regulatory Information

Regulations frequently change. State agencies need a tool that provides real-time updates on regulatory changes to ensure continuous compliance.

Why UCF is better or worse positioned to solve the need

Why would we not be well positioned?

Start writing here:

Reputation in the industry for part of the unmet needs

We are known in the compliance industry for compliance mapping

Proven expertise in mapping

Existing references across industry

Leverage of partners / GTM with strong existing presence in target market

Our solution will be encapsulated in a larger offering from ServiceNow, which has strong presence in the market:

• about 40 of 50 states are a ServiceNow customer

  • Do we know how many agencies?

• 20-30% of states are TemplarShield customers

Why would we not be well positioned?

We do not have an existing footprint

We do not have direct access to the end-customers