HomeMarketing & SalesHow do you “define & differentiate” 💡 between your Ideal Customers, Buyer Personas and Jobs to be done?

How do you “define & differentiate” 💡 between your Ideal Customers, Buyer Personas and Jobs to be done?

  • February 28, 2023
  • Posted by: Gopal Krishna
  • Categories:
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In B2B environment, vendors must gain clarity to drive their marketing & sales strategy :-

1. Ideal Customer Profile

2. Buyer Personas

3. Jobs to be done

💡 1. Ideal Customer Profile

⚡️ Define a strict criteria to identify such customers at the “company” level.

💡 2. Buyer Personas

⚡️ Define “individual” roles who are going to buy from you. You must help them with 3 things :-

⚡️ A. Perform their “roles & responsibilities” better

⚡️ B. Align to their mid-long term goals

⚡️ C. Help them reach next level (promotion).

💡 3. Jobs to be done

WHY people buy ?

⚡️ Understanding WHY people buy a product or solution from you or competitors is paramount

⚡️ They are buying to get certain “jobs” to be done. What is it? For example; security software to protect data & devices, productivity tools to automate and accelerate.

⚡️ Make your offering better than the competition in terms of ; easy access, simple to buy, higher value for the price.

Of course, there’s much more to the above.

We need a “framework” to follow each of the above steps in detail for marketing & sales strategy 💪

Happy to help! 🤝

#jobstobedone #idealcustomer #b2bsales #b2bmarketing #buyerpersonas



You can expect to receive your opportunities – Buyers interested in engaging and buying from your business.

A Dashboard view helps you monitor the progress across the channels/modules you opted. Further, you can use “Refine Criteria” capability to sharpen your ICPs/Buyers focus to enhance the results.

Your CSM will work with our Campaign Team to handle the account setup and provide comprehensive DATA containing key decision-makers, along with custom messaging based on your unique offering and best practices from thousands of experiments.

Our Campaign Team will implement strategy, analyze performance, and provide data-driven experiment recommendations (A/B Testing, Analytics) ensuring optimum results for you.

When you sign-up, you will be guided through the on-boarding process to help us understand your Ideal Customer Profile (ICP) and Buyers across roles, industries, company size and locations. We include Sales/Account Intelligence to gain deeper insights to prioritize outreach.

You will be assigned a dedicated Customer Success Manager (CSM) for a detailed walk-thru of the on-boarding process, deep-dive into platform and strategies to optimize results.

On-boarding to Activation – 1 week or less.