Target-persona expansion decision

The decision it supports

Use the target-persona expansion decision to make this choice explicit and reviewable: Should a company deepen its original customer focus or expand to a new segment or use case? The working view makes core persona, remaining potential, and customer adjacency visible so discussion can move from general opinion to a specific action or decision.

When to use it

Use the target-persona expansion decision when several reasonable paths exist in responsible scaling, the trade-offs cannot all be removed, and the decision needs to be explained later. Agree how core persona, remaining potential, and customer adjacency will be judged before advocating an option.

What it compares

The target-persona expansion decision is a transparent comparison of credible paths, their evidence, trade-offs, authority, and review conditions. Its core working elements are core persona, remaining potential, customer adjacency, and capabilities. Those elements belong together because each changes how the others should be interpreted or acted on.

Decision criteria

Core persona

Capture core persona only at the level needed to answer: Should a company deepen its original customer focus or expand to a new segment or use case? Use observable evidence, name any unresolved judgment, and state what action or choice this entry can change. Within the target-persona expansion decision, connect this entry to remaining potential so the relationship can be reviewed rather than inferred.

Remaining potential

Capture remaining potential only at the level needed to answer: Should a company deepen its original customer focus or expand to a new segment or use case? Use observable evidence, name any unresolved judgment, and state what action or choice this entry can change. Within the target-persona expansion decision, connect this entry to customer adjacency so the relationship can be reviewed rather than inferred.

Customer adjacency

Identify the relevant people or groups, their needs, and any important differences in influence, access, or impact. Within the target-persona expansion decision, connect this entry to capabilities so the relationship can be reviewed rather than inferred.

Capabilities

Capture capabilities only at the level needed to answer: Should a company deepen its original customer focus or expand to a new segment or use case? Use observable evidence, name any unresolved judgment, and state what action or choice this entry can change. Within the target-persona expansion decision, connect this entry to economics so the relationship can be reviewed rather than inferred.

Economics

Capture economics only at the level needed to answer: Should a company deepen its original customer focus or expand to a new segment or use case? Use observable evidence, name any unresolved judgment, and state what action or choice this entry can change. Within the target-persona expansion decision, connect this entry to distraction so the relationship can be reviewed rather than inferred.

Distraction

Write a concrete next action with one owner, a due date or trigger, and a visible completion condition. Within the target-persona expansion decision, connect this entry to sequencing so the relationship can be reviewed rather than inferred.

Sequencing

Capture sequencing only at the level needed to answer: Should a company deepen its original customer focus or expand to a new segment or use case? Use observable evidence, name any unresolved judgment, and state what action or choice this entry can change. Within the target-persona expansion decision, connect this entry to test so the relationship can be reviewed rather than inferred.

Test

Define the standard before judging the work, and make each criterion specific enough for two reviewers to apply consistently. Within the target-persona expansion decision, connect this entry to sequencing so the relationship can be reviewed rather than inferred.