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Description
Transforming the revenue process to focus on buying groups is now essential, yet many organizations struggle with where to start and how to avoid early missteps. Join your peers to exchange practical insights on what a buying-group-centric revenue process looks like in practice, including approaches to opportunity mapping, buying group profiles, and opportunity creation strategies. Participants will also discuss how to use pilots to test assumptions, generate early wins, and build momentum.
This conversation will be hosted by Terry Flaherty and will include open discussion with participants, so please bring your questions and experiences to share with the group.
Questions for discussion:
- How are you currently identifying, mapping, and engaging buying groups within active opportunities — and what’s working (or not)?
- What data, signals, or profiles do you use to define a qualified buying group and proactively create new opportunities?
- Have you run (or are you planning) a pilot to test a buying-group-centric approach? What assumptions did you test, and what early wins or lessons emerged?
Peer discussions are available exclusively to Forrester Decisions VIP Leader and Leader license holders for their own participation.
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