4: Anchor Value Drivers for Each Customer Subtype
- Vicki McEwen
Value Drivers
This is a template for identifying value drivers for each of the Customer types based on the associated value framework.
Use 10 words or less
Customer Type | Value Framework | |||
Biz Buyer | Biz Value Chain | Business Problem | Business Value | Business Metric |
Describe Ideal Buyer Champion Profile (copied from above) Â | Describe what business value process or chain does the buyer own or care about | Describe the business problem | Describe business value of solving the problem with your product | Name the metric the buyer cares about that you will improve |
Biz User | Jobs To Be Done | Job Pain | Job Progress | Job Gain |
Describe Ideal User Persona (copied from above) Â | Describe what is the job to be done for which the user employs your product | Describe the pain the user faces in getting the job done today | Describe the progress user makes in their job to be done with your product | Describe the gain user faces in their job with your product |
Tech Buyer | SW Value Stream | SW Problem | Tech Value | Tech Value Metric |
Describe Ideal Tech Buyer Champion Profile (copied from above)  | Describe what in the software value stream does the buyer own or care about (infra, dev, ops, etc.) | Describe the problem in the software value stream | Describe technical/software value of solving the problem with your product | Name the metric the Tech Buyer cares about that you will improve (Value, Cost, Quality, etc.) |
Tech User | JTBD in SW Dev Cycle | Job Pain | Job Progress | Job Gain |
Describe Ideal Tech User Persona (copied from above)  | Describe what is the tech user operating within the software dev or ops lifecycle | Describe the pain the user faces in getting the job done today | Describe the progress user makes in their job to be done with your product | Describe the gain user faces in their job with your product |
Builder | JBTD in Builder LifeCycle | Builder Pain | Builder Progress | Builder Gain |
Describe Ideal Builder Persona (copied from above)  | Describe what is the builder building within the software dev or builder lifecycle | Describe the pain the builder is facing to build today | Describe how your product helps the builder build better | Describe the gain to the builder in using your product (personal or social, community |