Client profile
Frameworks and process to define your ideal customer: target audience, buyer persona, Jobs to be Done, ICP, and research process.
Target audience
Why grouping by demographic characteristics does not provide enough information about the customer. From target audience to client profiling for B2B sales.
Read moreBuyer persona
The buyer persona adds characteristics to the target to create a mental and emotional image of the customer. Why it adds more information but is not very dynamic.
Read moreJobs to be Done
Profile the user by context and the job your product fulfils. People don't are, they behave; they decide according to context. Easy to understand, hard to apply.
Read moreICP (Ideal Customer Profile)
The ideal customer profile indicates who you should look for and who the decision-maker is. Objective, 10-step process and example for B2B sales.
Read moreProcess
Four-phase process to research and validate: Research, Patterns, Design survey, Contrast. Data, not stereotypes; ask to learn, not to validate.
Read more