Voice of the Customer – Your “Outside-In View”
It’s common to see product management develop end-user personas to drive their product strategy. End-users only represent half of your value proposition by focusing on features and functionality. To make it complete you must include what buyers want – solutions to their business challenges.
Our Buyer Persona services help your Product or Service development teams gain deep insights on why buyers buy your solutions, and exactly what your sales and marketing strategies should communicate to get customers to select yours over those of your competition.
We’ll Help Uncover the WHY Behind your Customer Purchasing Decisions
Our process combines customer interviews with secondary market research. Your resulting buyer persona profiles provide the market intelligence needed to drive demand for your portfolio of solutions. We capture buying behavior, demographics and firmographics such as:
- Job Responsibilities
- Business Outcomes and Objectives
- Business Drivers on Why Buyers consider your Solutions
- Challenges & Pain Points holding Buyers Back
- Key Market Trends to Capitalize on
- Buying Cycle & Key Stakeholders in Making a Purchase Decision
- How Buyers Research Solutions you Offer