
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

tier 1

customers that bring the most revenue

tier 2

customers in between

tier 3

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