Playbooks - JTBD Framework

	A	B	C	D	E	F
1	MAKE A COPY OF THIS MODEL / DELETE THIS ROW AFTER
2	Role	Goals	Challenges	Pain Points	Success Markers	KPIs
3	CEO	To lead the company to achieve its vision, mission, and strategic objectives	Managing multiple stakeholders, balancing short-term and long-term goals, ensuring financial stability and growth, fostering a positive culture and values	Lack of alignment, communication, or trust among the team, board, or investors; poor performance or execution; external threats or uncertainties; ethical dilemmas or crises	Increased revenue, profitability, and market share; satisfied and loyal customers and employees; positive reputation and social impact; innovation and differentiation	Revenue growth, net income, return on equity, customer satisfaction, employee engagement, brand awareness
4	CMO	To plan and execute effective marketing strategies that attract, retain, and delight customers	Understanding customer needs, preferences, and behaviors; creating and delivering value propositions; measuring and optimizing marketing ROI; managing marketing budget and resources	Low customer awareness, acquisition, or retention; high customer churn or dissatisfaction; ineffective or inefficient marketing campaigns or channels; lack of marketing skills or tools	Increased customer awareness, acquisition, and retention; high customer satisfaction and loyalty; effective and efficient marketing campaigns and channels; improved marketing skills and tools	Customer acquisition cost, customer lifetime value, customer retention rate, customer satisfaction score, marketing qualified leads, marketing contribution to revenue
5	VP of Marketing	To oversee and coordinate the marketing activities and programs that support the marketing strategy and objectives	Aligning marketing activities and programs with the marketing strategy and objectives; managing and developing the marketing team; collaborating with other departments and external partners; reporting and presenting marketing results and insights	Misalignment or inconsistency of marketing activities and programs with the marketing strategy and objectives; low performance or morale of the marketing team; poor collaboration or communication with other departments and external partners; lack of data or clarity on marketing results and insights	Alignment and consistency of marketing activities and programs with the marketing strategy and objectives; high performance and morale of the marketing team; good collaboration and communication with other departments and external partners; availability and accuracy of data and clarity on marketing results and insights	Marketing activity and program performance, marketing team performance and satisfaction, cross-functional collaboration and feedback, marketing data quality and analysis
6	VP of Growth	To drive and accelerate the growth of the company by identifying and exploiting new opportunities and optimizing existing ones	Finding and validating new growth opportunities and channels; designing and running growth experiments; analyzing and interpreting growth data; building and leading the growth team	Lack of growth opportunities or channels; low or negative growth rates; unsuccessful or inconclusive growth experiments; unreliable or insufficient growth data; lack of growth skills or resources	Discovery and validation of new growth opportunities and channels; high and positive growth rates; successful and conclusive growth experiments; reliable and sufficient growth data; improved growth skills and resources	Growth rate, growth opportunities and channels, growth experiments and results, growth data and insights, growth team performance and satisfaction
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