What is it? Buyer Content Models™ identifies the information goals and needs of key decision-makers, stakeholders, and influencers that are relevant to supporting the purchase decision. Used in conjunction with Buyer Persona Models™, important insight is gained on the types of content needed for various audiences involved in the buying process as well as how content maps to the buying stages and the buyer decision journey uncovered in Buyer Scenario Models™ and Buyer Decision Models™.
Why is it important? Buyer Content Models™ gives your marketing and sales teams a deep understanding of how content is consumed, how content is shared, what types of content is relevant to certain buying groups, and why certain types of content are needed in complex buying processes. Allowing your teams to identify key content gaps and make informed decisions on intelligent content creation that achieve improved sales productivity as well as Marketing ROI.