Target Personas¶
Detailed buyer persona profiles for SBK Consulting
Generated: January 2026 Status: Active Related: Brand Voice | Value Cases
Persona Overview¶
SBK targets decision-makers at small businesses (10-500 employees) and non-profit organizations who need strategic IT guidance without vendor conflicts.
Primary Personas¶
| Persona | File | Organization Type | Decision Authority | Primary Pain |
|---|---|---|---|---|
| Solo IT Director | solo-it-director.md | SMB 50-200 | IT Budget | Overwhelmed, no backup |
| Managing Partner | managing-partner-legal.md | Law Firm 10-50 | Full Authority | Client confidentiality |
| CFO/Controller | cfo-controller.md | Midmarket 100-500 | Budget Authority | Cost + risk balance |
| Healthcare Admin | healthcare-admin.md | Practice 20-100 | Compliance | HIPAA burden |
| CTO/VP Engineering | cto-vp-engineering.md | Tech Startup 50-200 | Technical | Scaling + security debt |
| Service Business Owner | service-business-owner.md | Practice/Firm 5-50 | Full Authority | Compliance + IT overwhelm |
| Bootstrapped SaaS Founder | bootstrapped-saas-founder.md | SaaS Startup 2-25 | Full Authority | Enterprise readiness on limited budget |
Secondary Personas¶
| Persona | File | Organization Type | Decision Authority | Primary Pain |
|---|---|---|---|---|
| CPA Partner | cpa-partner.md | Accounting Firm 15-75 | Full Authority | Client data protection |
| VP Operations | operations-vp-manufacturing.md | Manufacturing 100-300 | Operations Budget | OT/IT convergence |
| Nonprofit ED | nonprofit-ed.md | Nonprofit 20-100 | Board Approval | Limited budget, compliance |
| Vibe Coder | vibe-coder.md | AI-First Indie Dev 1-5 | Self | AI-generated code security |
Persona Files¶
Each persona file contains:
- Demographics & Firmographics
- Psychographics & Motivations
- Pain Points (Ranked)
- Goals (Ranked)
- Buying Journey Stages
- Objections & Responses
- Voice Gear Adjustments
- Recommended Content Types
- Channel Preferences
- Qualification Signals
Emerging Markets¶
See Emerging Markets Analysis for visionary research on underserved and growing market segments including:
- AI-Native Startups
- Creator Economy
- Digital Health
- Climate Tech
- Remote-First Companies
- Non-Profit Tech
ICP Scoring Matrix¶
| Criteria | Weight | Scoring Method |
|---|---|---|
| Employee Count | 20% | 50-200: 100pts, 200-500: 80pts, 10-50: 60pts |
| Industry Fit | 25% | Target vertical: 100pts, Adjacent: 60pts |
| Compliance Need | 20% | Active audit: 100pts, Planned: 70pts, None: 30pts |
| Current IT Structure | 15% | Solo IT: 100pts, Small team: 80pts, Outsourced: 50pts |
| Decision Timeline | 10% | <3mo: 100pts, 3-6mo: 70pts, >6mo: 40pts |
| Budget Authority | 10% | Direct: 100pts, Influencer: 60pts, Unknown: 40pts |
Score Thresholds: - 90+: Tier 1 (Immediate pursuit) - 70-89: Tier 2 (Nurture + qualify) - 50-69: Tier 3 (Marketing only) - <50: Not ICP fit
Persona Usage Guidelines¶
For Content Creation¶
- Select primary persona for each piece
- Apply appropriate voice gear from brand-voice.md
- Address top 2-3 pain points
- Include persona-specific proof points
For Campaigns¶
- Segment by persona in targeting
- Use persona-specific headlines and CTAs
- Match content type to persona preferences
- Track engagement by persona
For Sales¶
- Qualify against ICP scoring matrix
- Identify persona during discovery
- Adjust pitch to persona pain points
- Use persona-specific case studies
Last Updated: February 2026 Version: 1.1