HomeB2B Customer ExperienceWhat’s are the typical “5 Buying Steps” followed by B2B Customers 👩✈️ 👨✈️?

What’s are the typical “5 Buying Steps” followed by B2B Customers 👩✈️ 👨✈️?

  • February 28, 2023
  • Posted by: Gopal Krishna
  • Categories:
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✍️ 1. Create a Business Case / Problem Definition

• Business case creation with data
• Problem definition with evidence
• Stakeholder insights

✍️ 2. Explore Potential Solutions

• Research on the topic
• Discover solution options
• Participate in webinars

✍️ 3. Identify. Evaluate. Finalize Vendor.

• Scope the requirement
• Invite vendors to evaluate solutions, ideally with Demos
• Issue Request For Proposal (RFP)
• Select a vendor evaluating functional, technical and commercial parameters
• Conduct proof of concept (PoC) or Pilot
• Post the success of PoC/Pilot, award and negotiate the contract

✍️ 4. Execute / Implement

• Execute in phases
• Set-up Governance structure & team
• Deploy and gather initial feedback from users

✍️ 5. Improve and Extend

• Streamline and stabilize the solution in new environment
• Fix defects, Change Requests (CRs), if required
• Measure the impact
• Re-negotiate the contract
• Plan for phase 2

These “5️⃣ steps” approach is followed by most informed B2B Customers.

Smart B2B Vendors understand these steps and “align”✅ with customers…

What’s your organization’s approach as a vendor? Curious to know 🤔

#B2B #B2BCx #CustomerExperience #Buyers #BuyersJourney



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