Take off to Landing: ROI driven GTM with Observe.AI
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The document discusses the process a company goes through when considering a purchase from initial research through final purchase decision. It is depicted as a journey along a pipeline. The pipeline shows the various stages a company may go through including independent research, identifying requirements, budget approval/cuts, demonstrations, requests for proposals, and final purchase decision. Executive alignment is often required at various stages.
Take off to Landing: ROI driven GTM with Observe.AI
- 4. Pipeline is the Lifeline - And Quite Often a Journey HOME PAGE Industry Tradeshow Product A Social Media Webinar Product Page Visit on Website Whitepaper Press Releases Pricing Inquiry Case Study Customer Logos Meeting and First Call PIPELINE Demo Request Fact Sheets
- 5. Executive Presentation & Questions Problem Identification Solution Exploration Requirements Building Product Selection Budget Approved CEO Turnover Web Search Trends Report Reviewed Supplier Website Visit End-User Input Web Search Contact with a Former Colleague Feasibility Review Purchasing Rules Overrule Group Decision Budget Cut Legal Flag Capital Review Board Social Media Conversation Procurement Flag End-User Input Start Independent Online Research Web Search White Paper Download Misalignment on Problem Misalignment on Solution Scope White Paper Download Overwhelming Information About the Problem Web Search Group Diagnostic Deployment Buying Consultant Discussion Supplier Website Visit Peer Discussion RFP Creation Online Content Share Linkedin Discussion Expert Consultation RFP Response Comparison Product Demo Buying Group Debate Buying Guide Download Online Virtual Demo Business Case Date Unavailable More Information Needed from Sales Reps / SE’s Purchase Decision