This guide provides technology provider Chief Marketing Officers (CMOs) and Chief Product Officers (CPOs) with an in-depth understanding of the key buyer personas within the Integrated Risk Management (IRM) market. By leveraging insights from the IRM Navigator™ 2024 Integrated Risk Management Annual Viewpoint Report and focusing on the IRM40—the top 40 technology providers in the IRM space—we aim to help you tailor your marketing strategies and product development efforts effectively.

Understanding these personas is crucial for addressing their needs, pain points, and goals. Each persona is analyzed using the following elements:

1. Primary IRM Objective: The main focus of the role in terms of IRM (Performance, Resilience, Assurance, Compliance).

2. Secondary IRM Objective: The secondary focus influencing their decisions.

3. Pain Points & Challenges: Specific issues and obstacles faced by the persona.

4. Goals & Success Metrics: What does success look like for them, and how is it measured?

5. Risk Appetite & Culture: Their attitude towards risk and the culture they promote.

6. Decision-Making Influence: Their role in purchasing decisions and organizational influence.

7. How to Address Their Needs: Strategies for CMOs and CPOs to meet their requirements.

Additionally, we discuss how each role bridges market segments or interacts with others based on their IRM objectives, providing actionable insights for aligning your strategies.