The Problem with Customer Understanding Personas are a very powerful tool for customer understanding in B2B sales and marketing. They help understand buyers: their pain points, potential objections, information needs, and so. This information can be used to devise sales strategies and tactics, as well as create social media content that serves the buyer types […]
Depths of customer understanding in B2B companies Read More »
Here’s my suggestion: (a) Before persona creation, form “persona hypotheses” by interviewing company folks like sales people, marketers, and executives. (b) Capture their tacit knowledge into the persona hypotheses (e.g., “our typical customer is a young woman from Helsinki that loves outdoor experiences”). (c) Do your study. Interview customers and/or analyze quantitative data. Which of
How to make sure personas are accepted in the organization? Read More »
Hello, with this post, I want to draw your attention to one important thing: personas, without ‘x’, are useless. What does ‘x’ mean? The ‘x’ is the thing or activity you couple personas with. If you just create personas, but don’t use them with a scenario, goal, or mission, they are useless. You have then
Personas’ Value in Use: “Personas + x” Read More »
1) Define target market by industry (x), country (y), and size 2) Find out the job titles (z) in these companies that make decisions about buying 3) For each of the x * y * z = n segments, locate 5-10 people to interview 4) Conduct the interviews 5) Analyze the interviews for key pain
How to Create Personas – In Less Than 100 Words Read More »
Quora question: “How does a founder go about creating buyer personas for a start-up content marketing agency?” My answer below.
APG is a data-intensive system that rapidly creates rich personas representing customer segments by employing web/social media / online analytics. Here is an example of an APG persona. How? APG uses this online analytics data to identify customer behaviors, generates customer segments, and then enriches these customer segments with gender, age, and nationality appropriate names
APG: Creating Personas FAST! Read More »
APG is a data-intensive system that automatically creates rich personas representing customer segments by employing web/social media analytics. Here is an example of an APG persona. APG uses this analytics data to identify customer behaviors, generates customer segments, and then enriches these customer segments with gender, age, and nationality appropriate names and pictures; customer loyalty
APG: A Data-Intensive Persona System Read More »
