The SiriusDecisions Buyer’s Journey Map Framework: Sample Data

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Presentation transcript:

The SiriusDecisions Buyer’s Journey Map Framework: Sample Data Buying Phase Education Solution Selection Buying Decision Stage Loosen Status Quo Commit to Change Explore Possible Solutions Commit to a Solution Justify the Decision Make the Selection Persona A Interaction Non-Human Human Content Asset Type 1. Analyst Report 2. Article/Publication 3. Case Study 4. Sales Presentation 5. Brochure 6. Promotional Video 7. Sales Presentation 8. White Paper 9. Case Study 10. No Asset 11. Sales Presentation 12. Case Study 13. No Asset 14. Analyst Report 15. Analyst Report 16. Sales Presentation 17. No Asset Delivery Channel 1. Landing Page 2. Web Site 3. Email 4. Sales Call 5. Event 6. YouTube 7. Sales Call 8. Sales Call 9. Sales Call 10. Reference Call 11. Sales Call 12. Reference Call 14. Sales Call 15. Sales Call 16. Sales Call Engagement Presence Authority Search Internet Explore Web Site Explore YouTube Value Actualization Tool Peer Networking Event Customer Reference (Vendor) 1 3 6 Product Manager 13 Industry Analyst Executive Live Vendor Webinar 2 4 5 Sales Rep 7 8 9 10 11 12 Customer Reference (Buyer) 14 15 16 17 Sales Rep Customer Service Rep Sales Rep Sales Rep Sales Rep Simulated Facilitated Orchestrated Influenced Fully Significantly Moderately Slightly Not at all Decision Maker High Influence Average Influence Low Influence No Influence

The SiriusDecisions Buyer’s Journey Map Framework: Sample Data (continued) Buying Phase Education Solution Selection Buying Decision Stage Loosen Status Quo Commit to Change Explore Possible Solutions Commit to a Solution Justify the Decision Make the Selection Persona B Interaction Non-Human Human Content Asset Type 1. Article/Publication 2. Analyst Report 3. No Asset 4. Case Study 5. Sales Presentation 6. Promotional Video 7. Sales Presentation 8. White Paper 9. Case Study 10. No Asset 11. Sales Presentation 12. No Asset 13. Analyst Report 14. No Asset 15. Sales Presentation Delivery Channel 1. Web Site 2. Web Site 3. Web Site 4. YouTube 5. Sales Call 6. YouTube 7. Sales Call 8. Web Site 9. Event 10. Web Site 11. Sales Call 13. Microsite 15. LinkedIn Engagement Presence Authority Search Internet Explore Web Site Virtual Event Case Study Explore YouTube Product Manager Free Trial Free Trial Explore LinkedIn 1 2 3 4 6 8 10 13 15 Sales Presentation 5 7 9 11 12 Customer Reference (Vendor) 14 Customer Reference (Buyer) Sales Rep Industry Conference Sales Rep Simulated Facilitated Orchestrated Influenced Fully Significantly Moderately Slightly Not at all Decision Maker High Influence Average Influence Low Influence No Influence

The SiriusDecisions Buyer’s Journey Map Framework: Sample Data (continued) Buying Phase Education Solution Selection Buying Decision Stage Loosen Status Quo Commit to Change Explore Possible Solutions Commit to a Solution Justify the Decision Make the Selection Persona C Interaction Non-Human Human Content Asset Type 1. Article/Publication 2. Brochure 3. Analyst Report 4. Analyst Report 5. Sales Presentation 6. Case Study 7. No Asset 8. White Paper 9. Analyst Report 10. No Asset 11. Sales Presentation 12. No Asset Delivery Channel 1. Event 3. Web Site 4. Sales Call 5. Sales Call 6. Syndicated Content Site 8. Web Site 9. Analyst Inquiry 11. Sales Call Engagement Presence Authority Explore Web Site Free Trial Explore Web Site Value Actualization Tool 2 6 8 10 1 3 4 5 7 Customer Reference (Buyer) 9 11 12 Search Internet Sales Rep Product Manager Sales Rep Industry Analyst Executive Sales Rep Simulated Facilitated Orchestrated Influenced Fully Significantly Moderately Slightly Not at all Decision Maker High Influence Average Influence Low Influence No Influence

The SiriusDecisions Buyer’s Journey Map Framework: Sample Data Education Solution Selection Buying Phase Buying Decision Stage Loosen Status Quo Commit to Change Explore Possible Solutions Commit to a Solution Justify the Decision Make the Selection Persona A Interaction Non-Human Human Content Asset Type 1. Analyst Report, 2. Article/Publication 3. Case Study, 4. Sales Presentation, 5. Brochure 6. Promotional Video, 7. Sales Presentation 8. White Paper 9. Case Study, 10. No Asset, 11. Sales Presentation 12. Case Study, 13. No Asset, 14. Analyst Report 15. Analyst Report, 16. Sales Presentation, 17. No Asset Delivery Channel 1. Landing Page, 2. Web Site 3. Email, 4. Sales Call, 5. Event 6. YouTube, 7. Sales Call, 8. Sales Call 9. Sales Call, 10. Reference Call, 11. Sales Call 12. Reference Call, 13. No Asset, 14. Sales Call 15. Sales Call, 16. Sales Call, 17. No Asset Engagement Presence Authority Search Internet 1 3 Sales Rep Peer Networking Event Customer Reference (Buyer) 6 Explore YouTube Product Manager Customer Service Rep Reference Customer (Vendor) 13 Sales Rep Sales Rep Analyst Industry Live Vendor Webinar 2 Web Site Explore 4 5 Sales Rep 7 8 9 10 11 12 Value Actualization Tool 14 15 16 17 Sales Rep Executive Persona B Interaction Non-Human Human Content Asset Type 1. Article/Publication 2. Brochure, 3. Analyst Report 4. Analyst Report 5. Sales Presentation, 6. Case Study 7. No Asset, 8. White Paper, 9. Analyst Report 10. No Asset, 11. Sales Presentation, 12. No Asset Delivery Channel 1. Event 3. Web Site, 4. Sales Call 4. Sales Call, 5. Sales Call, 6. Syndicated Content Site 7. No Asset, 8. Web Site, 9. Analyst Inquiry 10. No Asset, 11. Sales Call, 12. No Asset Engagement Presence Authority Presentation Sales Online Demo Free Trial Free Trial Explore LinkedIn 1 2 3 4 6 8 10 13 15 Search Internet Explore Web Site Virtual Event Case Study 5 Explore YouTube 7 9 Conference Industry 11 12 (Vendor) Customer Reference 14 Customer Reference (Buyer) Sales Rep Sales Rep Persona C Interaction Non-Human Human Content Asset Type 1. Article/Publication, 2. Analyst Report 3. No Asset, 4. Case Study, 5. Sales Presentation 6. Promotional Video, 7. Sales Presentation 8. White Paper 9. Case Study, 10. No Asset, 11. Sales Presentation 12. No Asset, 13. Analyst Report 14. No Asset, 15. Sales Presentation Delivery Channel 1. Web Site, 2. Web Site 3. Web Site, 4. YouTube, 5. Sales Call 6. YouTube, 7. Sales Call, 8. Web Site 9. Event, 10. Web Site, 11. Sales Call 12. No Asset, 13. Microsite 14. No Asset, 15. LinkedIn Engagement Presence Authority 3 Manager Product 6 Search Internet Value Actualization Tool 8 10 Conference Industry 1 Web Site Explore 3 4 5 7 Customer Reference (Buyer) 9 Industry Conference 11 Sales Rep 12 Sales Rep Sales Rep Executive Simulated Facilitated Orchestrated Influenced Fully Moderately Significantly Slightly Not at all Decision Maker Average Influence High Influence Low Influence No Influence