Customer and Persona Insights

Go-to-market messaging built on a foundation of customer knowledge

Understanding the forces driving change in markets, and the opportunities and challenges faced by customers, is the foundation for effective messaging.

Our seasoned team of experts brings extensive knowledge of customer personas and workflows in the industries we cover.

We get up to speed fast and are experienced in working with product and proposition managers, sales management, marketing teams and end customers at a senior level.

Input across the team

Getting the right input from subject matter experts across the business has moved from important to critical, as companies shift from talking about what products do, to focusing on customer challenges and how to solve them.

We use a structured and efficient approach to capture insights from experts and then validate them through research with end customers. This enables companies to develop a precise understanding of the factors that are likely to motivate different buyer personas to choose and implement a particular solution.

We use our Messaging Workbench™ platform in workshops and WebEx sessions with stakeholders to capture input and collaborate across functional silos and disparate offices.

Validation with customers

When you’re thinking about markets or simply want to validate long held views on customers and why they buy your solutions, you need to talk to customers and prospects.

But these have to be structured conversations that really probe to uncover and validate the issues different personas face and the pain or gain associated with each.

Our consultants are experienced in conducting in-depth conversations with customers about their business processes and challenges to validate and complement your internal view.

"Leveraging BPM’s process and industry knowledge to think about the customer and the opportunity got the whole team on the same page. Then testing our internal view in interviews with customers really helped us position our proposition."

Business Manager, New York, Global Technology Company