Personas

12 personas: 4 customer-segment archetypes plus 8 named humans. Archetypes are the structural categories Kaphera Cloud serves; named humans are the individual scenarios that ground the archetypes in real situations.

Customer profile archetypes

The four segment shapes the platform is designed around. Each maps 1:1 to a sales playbook and to one or more named human scenarios.

• participant: organisations joining a dataspace because a customer, mandate, or regulator requires it; they want participation without becoming an infrastructure operator.
• builder: engineers (system integrators or in-house application developers) whose job is to make sovereign data exchange work for someone else, reached through the open-source operator and developer experience.
• governance-authority: consortia, public institutions, regulators, or large enterprises that operate or define a dataspace and need a single integrated governance interface they can audit.
• white-label-partner: systems integrators or platform companies that want a managed connector service under their own brand without building the underlying platform from scratch.

Named human personas

Eight individual scenarios, each one real situation that grounds an archetype. Grouped by the archetype they belong to.

flowchart TB
  P["participant"]
  B["builder"]
  G["governance-authority"]
  W["white-label-partner"]
  P -->|Managed| PN["petra-novak"]
  P -->|Dedicated| TB["thomas-brandt"]
  P -->|BYOC| DW["dirk-wassermann"]
  B -->|System Integrator| LH["lars-hoffmann"]
  B -->|Application Builder| LB["leila-brandt"]
  G -->|Data Space Consortia| SR["sophie-renard"]
  G -->|Corporate Responsibility| ID["isabelle-dufour"]
  W -->|Cloud Provider| MF["marco-ferretti"]

• petra-novak: operations manager at a Czech tier-3 supplier facing a four-month Catena-X mandate, no IT team, and no patience for complexity that does not directly serve a business outcome.
• thomas-brandt: head of IT at a German tier-1 supplier who needs dedicated infrastructure, contractual SLAs, and TISAX certification he can present to procurement without qualification.
• dirk-wassermann: VP of platform engineering at a major OEM who cannot run connectors on a third party’s cloud and wants Kaphera to operate the platform on his own infrastructure under a source-available licence.
• lars-hoffmann: senior platform engineer at a systems integrator who has shipped Kubernetes infrastructure before and wants to ship a working connector in a day rather than become the de facto EDC expert.
• leila-brandt: backend engineer at a sustainability SaaS scale-up who shipped a Catena-X integration and needs it to stay shipped without consuming her product roadmap.
• sophie-renard: head of digital infrastructure at a mobility consortium who needs a single auditable governance interface covering profile registration, identity, onboarding, and credentials.
• isabelle-dufour: head of supply chain transparency at a mission-driven consumer goods brand who needs supplier-onboarding simple enough for tier-2 suppliers in West Africa and Southeast Asia.
• marco-ferretti: head of product and partnerships at a European cloud and data services integrator who wants to launch a managed connector offering under his own brand within a quarter.

Persona-to-solution map

Which platform components each archetype touches as customer, operator, or licensee.

flowchart LR
  PA["participant"]
  BU["builder"]
  GA["governance-authority"]
  WL["white-label-partner"]

  MS["managed-server"]
  MC["managed-console"]
  CS["cloud-server"]
  CC["cloud-console"]
  CO["cloud-operator"]
  EO["edc-operator"]
  EE["edc-enablement-operator"]
  CLI["kaphera CLI"]
  TFP["terraform-provider"]
  TFM["terraform-modules"]
  DTR["digital-twin-registry"]
  DSP["dsp-data-plane"]

  PA --> MS
  PA --> MC
  PA --> CS
  PA --> CC
  PA --> CLI
  BU --> EO
  BU --> EE
  BU --> CS
  BU --> CC
  BU --> MS
  BU --> MC
  BU --> CLI
  BU --> TFP
  BU --> TFM
  BU --> DTR
  BU --> DSP
  GA --> MS
  GA --> MC
  GA --> CC
  GA --> DTR
  WL --> CO
  WL --> CS
  WL --> CC
  WL --> EO
  WL --> EE
  WL --> CLI
  WL --> TFP
  WL --> TFM

Each persona’s Related block lists the specific components they engage with.

Where to go next

• Customer journeys: eight scenarios written from each named human’s point of view, covering awareness through scaling.
• Sales playbooks: one playbook per archetype, used by the GTM motion.
• Product: what Kaphera Cloud is, who it is for, and what it is made of.