ICP and Context (1).pdf

The provided text outlines ideal customer profiles for wineries (B2B) and importers/distributors, buying journey, roles, decision-making, and key selling points; no wine-specific product information is present.

LOGO IDEAL CUSTOMER PROFILE WINERIES (B2B) # of employees: 10 Yearly revenue: XXX SKU Count: 10 - 200 Available budget: limited but decisions are fast Demo: Visual demo resonates strongly Key selling points: time saved and clarity IMPORTERS / DISTRIBUTORS # of employees: 30 - 100+ Yearly revenue: XXX SKU Count: 300 - 3000+ Available budget: larger, but evaluation cycles are slower Demo:  emphasize reliability, brand consistency, and data governance Key selling points: efficiency at scale and reducing operational friction Target Role Job title: Head of Operations / CEO / Marketing Director Role in a Decision TRANSFORMATION PROCESS Jobs to be done: How they do it now: What they NEED: Organizing and tracking product information Organizing and tracking product assets Updating internal teams and external companies with latest files and assets Branded assets Store information across spreadsheets, emails and other decentralized files Store assets in Drives or intranets Communicate through email with external companies Design teams Centralized database Easy ingress of data Asset generation Problems and frustrations: Implications: Success criteria: Data and files upload and maintenance Lack of collaboration between teams Waiting for assets to be designed Time suck in finding data and assets Current tools and platforms are cumbersome Hours wasted Miscommunication with external companies Budget expenses in design Time saved with uploading and maintaining data and assets Time and money saved in asset generation Ease of workflows with centralized data BUYING PROCESS AWARENESS CONSIDERATION PURCHASE ACTIVATION RETENTION EXPANSION ADVOCASY Direct contact with Chelsea Checks out pricing Demo Testing Compares with other solutions Decides in the right package for them and buys it Gets final OK from Decision Maker Assigns ownerships and triggers onboarding Stable use of the platform Shares access with their vendors/clients Sign up for a new package or a premium feature Gives a positive review/statement for CCO to use Recommends the tool Uploads more files than those from initial onboarding Technographics Selection Criteria Trust builders Preferred channels What are the existing tech solutions in their stack? What would trigger them to choose this? To whom / what they turn for advice, guidance? How they prefer to be contacted? BUYING CONTEXT Gatekeeper Decision Maker Economic Buyer Initiator End User Influencer Drive Emails XXXXX Easy onboarding "Plug and play" upload of files Hassle- free legal compliance (legal says OK) Available help with onboarding and setup Peers and experts in their company Google reviews XXXX Email Direct Calls XXXXX