Buyer Personas

When people say B2B needs to be more like B2C, it’s not always true.

Buyer personas are a good example. Demographics in buyer personas are very useful for B2C but not so useful for B2B. Don’t believe me. Ask Ozzy & Prince Charles:

So how can you understand your persona’s goals and challenges?

Pick your best customers - the ones who are happy, are good deal sizes, and the ones you know you’d want to work with other logos just like them.

Then interview them.

Not for a case study, but just to understand their world.