| A | B | C | D | E | F | G | H | I | J | K | L | ||
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1 | Please make a copy | ||||||||||||
2 | Customer Attributes | Notes | Current Ideal Customer 1 | Ideal Customer 2 | Ideal Customer 3 | Ideal Customer 4 | Ideal Customer 5 | Ideal Customer 6 | Ideal Customer 7 | Ideal Customer 8 | Ideal Customer 9 | Ideal Customer 10 | |
3 | Demographics/Firmographics | ||||||||||||
4 | Website | ex: www.google.com | Zlack Inc. | Purple Inc. | |||||||||
5 | Industry | Be specific as much as possible | SaaS | SaaS | |||||||||
6 | Business Location / Country | Try to be specific Example: USA, Canada etc. | USA | USA | |||||||||
7 | Company Size | Number of employees Example: 50-100 | 50-100 | 100-500 | |||||||||
8 | How many years company is in business? | Example: Saleshandy is in business since 2016. Hence it is 7 years. | 4 | 8 | |||||||||
9 | Estimated Annual Revenue of company | Estimated revenue helps a lot Example: USD 100k in series A round | $10mn | $5 Mn | |||||||||
10 | How much funds customer has raised? | Fund raising information tells the stage of business Example: Raised $100k in seed round | $2mn in Series A | Boostraped | |||||||||
11 | Designation or Job Title | Job Title of the user of the product/services and decision maker Example: Founder or CEO, VP of Technology, Head of Sales | CTO | Founder | |||||||||
12 | Traits | ||||||||||||
13 | Business objectives (end goals of customer) | What final outcome customer expect from your product/services. Try to be specific. Example: increase in revenue by x% | - Reduce AWS Cost | - Reduce AWS Cost - Secure cloud deployment - Migrate workloads from Microsoft Azure to AWS | |||||||||
14 | What are the challenges or pain points faced by customer from previous solution? | This helps us find out why they hired your product/service for. Example: it was painful to maintain sales followups in spreadsheet | - AWS Cost Skyrockets as business grows, miss alignment with IT budget - Impacts the Business Profit (as cloud cost is major expense) | - AWS data compliance and automation - Lack of automation increases costs and affects business | |||||||||
15 | How do customer achieve "Business Objective" currently? Assuming without your solution. | This tells us alternatives they used to achieve the business objectives. Example: customer was using spreadsheet to track sales | - Not aware of "Cloud Cost Saving" - Uses AWS "Savings Plan" - Their in-house DevOps Engineers works on cost reduction initiatives | - Not aware of "Cloud Cost Saving" - Outsourced DevOps Engineers but no giving results | |||||||||
16 | Why customer purchased your product or service? | This helps us learn unique value proportion your product/service offers. Example: low cost, exceptional service or feature 1 etc. | - "ACME Software Solution" helps save 20% cost by auditing cloud spending and suggeting recommendation - Shifting Billing from AWS to "ACME Software Solution" for 5% additional discounts | Helped with AWS Artifact reducing efforts on risk and compliance assessment | |||||||||
17 | Social media they use mostly | Great if you can add refrence link to customer's social media. Example: Instagram or LinkedIn | - LinkedIn | - LinkedIn - Slack Community | |||||||||
18 | BANT | *BANT = Budget, Authority, Need, Timing | |||||||||||
19 | What is their current Budget (or spends) for product or service you're offering? | Helps to know if customer has budget to buy product or service. Example: $100k is annul IT or Marketing budget | - AWS spendings is $300k per year - Total IT buget of $500k a year | - AWS spendings is $50k per year | |||||||||
20 | Decision maker (Designation) | Who makes the final decision to write the cheque? Example: Head of Department, CEO or CFO | - CTO - VP Engineering - Founder | Founder | |||||||||
21 | Historical Data | ||||||||||||
22 | Share in your company's revenue (last year) | % share in your last years total revenue from this customer Example : 10% | 15% | 14% | |||||||||
23 | Revenue closed (last year) | Revenue figure MRR | $1,200 | $1,150 | |||||||||
24 | LTV (months) | Months | 6 | 8 | |||||||||
25 | LTV (revenue) | Reveneue Lifetime | $7,200 | $9,200 | |||||||||
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