Customer journeys

Eight scenarios written from the customer’s point of view, covering the path from first encounter through evaluation and onboarding. Each journey is grounded in a named human (the protagonist) and an archetype (the segment they represent).

flowchart LR
  AW["Awareness<br/>3 journeys"]
  EV["Evaluation<br/>4 journeys"]
  ON["Onboarding<br/>1 journey"]
  RU["Running<br/>0 (v2 gap)"]
  SC["Scaling<br/>0 (v2 gap)"]
  AW --> EV --> ON --> RU --> SC
  classDef gap fill:#ddd,stroke:#888,color:#555
  class RU,SC gap

Awareness

First encounter, what does the customer see when the mandate lands?

• it-just-runs: Petra Novák (participant), small-supplier operations manager, finds a managed connector path that does not assume infrastructure knowledge.
• five-months-of-procurement-half-a-day-the-second: Thomas Brandt (participant), Head of IT at a tier-1 supplier, builds procurement scaffolding the first time that turns the second mandate into a half-day task.
• making-a-transparency-promise-you-can-actually-keep: Isabelle Dufour (governance-authority), Head of Supply Chain Transparency, discovers governed data exchange is the right category for an EU regulatory deadline.

Evaluation

Evaluation, choosing a path.

• our-infrastructure-their-expertise: Dirk Wassermann (participant, BYOC), VP of Platform Engineering, procures vendor expertise on his own private cloud after a knowledge-concentration scare.
• dataspace-connectivity-as-a-product-feature: Leila Brandt (builder), backend engineer at a Scope-3 SaaS, ships Catena-X as a product feature using the management API rather than running connectors.
• governing-a-dataspace-you-can-defend-under-scrutiny: Sophie Renard (governance-authority), Head of Digital Infrastructure at a mobility consortium, runs a procurement that puts source auditability and EU-sovereign infrastructure first.
• the-backbone-swap-nobody-saw-coming: Marco Ferretti (white-label-partner), Head of Product & Partnerships, white-labels Kaphera as the connector backbone for an application-layer pivot.

Onboarding

Onboarding, first production exchange.

• from-workshop-to-working-dataspace: Lars Hoffmann (builder, SI), lead platform engineer at a systems integrator, stands up a six-participant industrial dataspace pilot covering four deployment models from one Terraform workspace.

Where to go next

• By persona: the eight protagonists and four archetypes that anchor these journeys.
• Product: the platform components the journeys are built on.
• Sales playbooks: the four archetype-aligned sales motions these journeys feed.

Running and scaling journeys land in v2.