Profiling Buying Centers And Buying Teams

January 1st, 2018

Julian Archer

Summary

Many B2B organizations state their intent to target specific buying centers but lack an operationalized view of what constitutes a buying center. Buying center characteristics must be translated into data elements and corresponding process steps. Profile the collective behaviors of buying teams to support buying center analysis.

While most B2B sellers understand the importance of targeting specific buying centers within customer organizations, many fail to profile buying centers in a way that produces useful insights. Every purchase decision funded by a buying center is actually made by a buying team – the group of individuals directly involved in making the decision. In this report, we describe requirements for understanding the characteristics of buying centers and buying teams, and operationalizing this insight within business systems.

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