Buyer Personas: Same Asset, Different Mindset

Purpose of This Lesson

To help you talk like the person in front of you, not like a software brochure.

3.1 Why Personas Matter

An asset is:

• A number to finance
• A tool to operations
• A risk to audit
• A system to IT

If you speak only one language,

you will lose the other three.

3.2 CFO / Finance Persona (Deep Dive)

Mindset

• Risk-averse
• Accuracy-driven
• Audit-focused

Fear

• Qualified audit
• Write-offs
• Balance sheet surprises

What TFAM Means to Them

• Proof of existence
• Confidence during audits
• Reduced financial exposure

Wrong Pitch

“We use RFID technology…”

Correct Pitch

“TFAM ensures assets on your balance sheet physically exist and are auditable at any time.”

3.3 Operations / Facilities Persona

Mindset

• Practical
• Results-driven
• Time-sensitive

Fear

• Downtime
• Missing equipment
• Blame for losses

TFAM Value

• Asset availability
• Clear responsibility
• Faster operations

3.4 Internal Audit Persona (Most Powerful)

Mindset

• Evidence
• Control
• Repeatability

Fear

• Repeated findings
• Weak controls
• Management pressure

TFAM Value

• Traceability
• Audit trails
• Reliable evidence

Internal Audit often pushes TFAM internally without saying it openly.