what can hold them back

end user / decision maker

communities they hang out in

professional / personal goals

value proposition you have for them

Stage of awareness of their pain

how important and urgent is their pain

innovator / early adopter / early majority / etc.

life time value on your product / service

take the “defining your targets p.1” cheat sheet

map out your existing customers

(not all your existing customers are ideal users)

for each of them, map out the decision makers and

the end users

order all of them into at least 3 tiers

customers that bring the most revenue

customers in between

customers that bring the less revenue

use this tier list to determine your actions

use this tier list to prioritize your actions

map the profiles of targets you don’t want

Communicate them with the rest of the company