Navigating the Complexity of the B2B Buyer Journey
Reaching the Right Personas at the Right Time
We The B2B buyer journey is no longer driven by a single decision maker. Today’s purchasing processes are longer, more complex and influenced by an expanding group of stakeholders – each with their own roles, priorities and expectations.
As a result, marketing and sales strategies must evolve to stay relevant and impactful at every stage of the funnel.
The Evolving Complexity
The days when B2B purchases were guided by a single person signing off are gone. Nowadays, buying decisions typically involve multiple stakeholders, each bringing their own concerns, preferences and opinions to the table.
From technical evaluations to financial gatekeepers, the modern-day buying committee is diverse and their journey spans multiple channels and touchpoints.
Understanding the Multi-Persona Landscape
Each persona within the buying group plays their own role:
- Executives / C-Suite: Want to see the big picture. Return on Investment (ROI), risk mitigation and long-term strategic value to the business.
- Department Heads: Focus on how it fits within the business. Is it efficient, effective and does it align with departmental goals.
- IT and Technical: Focused mainly on integration, security and scalability.
- Finance or Procurement: Zeroed in on the cost. May also be interested in the compliance and vendor reliability.
- Users: Interested in usability, intuitive design and minimal disruption to their workloads. Does it make my life easier.
It is important to note that by ignoring the priorities of any one persona, friction can be caused and the deal stalled. Tailoring your approach across the funnel can help build momentum.
Cross-Funnel Tactics to Engage Personas
To effectively guide a multifaceted buying group, B2B marketers must adopt a multi-persona, full-funnel strategy that aims to deliver the right message, to the right persona, at the right time.
Top of Funnel (Awareness)
Executives: High-level thought leadership (e.g., white papers) that highlight trends and long-term business value.
Technical: Explainers that address key tech challenges.
Users: Content to showcase ease of use, user satisfaction or success stories.
Mid-Funnel (Consideration)
IT Teams: Technical documentation, security overviews or integration guides.
Finance: Transparent pricing models and proof of cost-effectiveness.
Bottom of Funnel (Decision)
Buying Committee: Customized demos, stakeholder specific one-pagers.
Procurement: SLAs, references from existing clients in similar markets.
By coordinating messaging around personas and funnel stages, B2B marketers can reduce confusion and friction, while building trust in the brand.
Winning in the Modern B2B Journey
At pharosIQ, we understand the growing complexity of the B2B buying process. Our demand generation solutions are built to help you reach and resonate with key personas – with the right message, at the right time.
Ready to refresh and advance your demand generation strategy for the modern B2B buyer journey? Contact us today and learn how we can help you fill your funnel and close more deals, faster.
