Agent Market Definition
To close: Write an Outcome: page-persona analysis delivered, done-bar not met, carried by market-analyst · Copy the four open questions to market-analyst · Move to HISTORY.md
last activity Aug 6
The dashboard had grown by following the technology. We didn't yet know who it was for, and there were no customer calls to ask.
Reading every page against eleven kinds of buyer showed it fit a hands-on security engineer best. Those guesses now live in market-analyst, and calls have since confirmed most.
Documents
With file names, on their own page →Start here
What changed
The three changes that matter most, in plain words. Open any one to see it.
- 1
As built, the product serves a mid-size company's security engineer best: the only person with a full find, sort out, decide and prove loop.
Built for a hands-on security engineer · came from Mark Parson
- 2
Showing a company what AI tools are actually running works for every size of company, needs no new habits, and leads into the rest.
A simple way in: show what AI is running
- 3
market-analyst's persona list was seeded from this cycle's eleven people; most are now marked as seen on real calls.
The guesses became the shared persona list · came from Mark Peterson
- The cycle ended on four questions; the biggest, who the buyer is, was asked again by a CISO a month later. In words
How we got here
Each change, traced back to the conversation it came from. A solid mark means the record names the source; a dashed one was matched by the draft and waits for review.
From the record: no recorded conversation behind this one.
No ruling needed: the work itself is the change.
As built, the product serves a mid-size company's security engineer best: the only person with a full find, sort out, decide and prove loop.
From the record: no recorded conversation behind this one.
No ruling needed: the work itself is the change.
Showing a company what AI tools are actually running works for every size of company, needs no new habits, and leads into the rest.
“there's gotta be at least 3 personas here. Is it the, like, the GRC slash, like, security compliance person?... then there's the IT ops person... and then you've got the... end users or engineers”
market-analyst /calls/2100ac03… (local)No ruling needed: the work itself is the change.
market-analyst's persona list was seeded from this cycle's eleven people; most are now marked as seen on real calls.
Thanks to
People outside Qpoint first. Every thank-you points at something they said or made.
His Cisco directives were the brief to check against
Cited: the record lists "Cam's dashboard directives" as an input, a security-exec-first view from Cisco. Reconciling c55's personas with them was left as the next step and is not recorded as done.
Named the persona c55 missed
Matched: on the Aug 20 product review he said there have to be at least three personas, GRC, IT ops and the engineers themselves. market-analyst added the end user as P12, "a gap in c55".
“there's gotta be at least 3 personas here. Is it the, like, the GRC slash, like, security compliance person?... then there's the IT ops person... and then you've got the... end users or engineers” first-hand
Asked c55's open question from the buyer's side
Matched: on the Aug 20 Zscaler demo he asked whether security, the CIO or ops would run and buy it, the same question c55 left open.
“Who's gonna run it on the backend? Is it my team? Is it the CIO? Is this actually a CIO purchase?” first-hand
Asked for it hypothesis-first
Started the work by asking for the pages to be read against general personas before any calls existed, to be checked later.
All images
Every picture from this cycle. Click any one to step through them all.
The pairs
Everything captured · 0
The full record 0 decisions · 2 key-change entries · 389 words · 0 captures
The record stays as written, for agents and for audit: Key Changes, every decision, the artifacts and the visual record.
Open the record for c55 →