1. BUYING PROCESS MAPS

2. 2 What is a BPM? A Buying Process Map (BPM) is a sales tool that maps the decision making process used to purchase a product, service or solution. What does a Buying Process Map Do? A BPM provides a sales team a blueprint so they can get into deals early enough to win them What does it mean to use a Buying Process Map? The use of a Buying Process Map means that the buyer and seller are completely aligned resulting in the elimination of blown opportunities.

3. 3 Micro Decisions Key Buying Actions 3 Components to a BPM : Buying Phase BUYING PROCESS MAPS Buying Phase Key Buyer Action Not in the Market Stimulated Problem Definition Options Evaluation Preferred Recomm. Final Approval Implementation Observe Market Trends Track Competitive Activity Event Occurs Problem Surfaces Problem Studied Consequences of Problem Identified Is it worth solving? Can it be solved? What Options are available? Identify & involve stakeholders Research possible options Establish functional requirements Draft ROI Explore promising options Narrow down the list of options Reconfirm functional requirements Refine the business case Conduct detailed evaluation of shortlisted options Secure stakeholder consensus about preferred option Finalize the business case Finalize contractual and commercial terms Check reference Reconfirm decision Finalize internal request to purchase Submit final proposal to formal approval process Implement chosen solution Achieve expected benefits Validate decision to buy