Justin.King November 5th, 2008

Who are the decision makers?

• What is the most relevant way to segment buyers of your service?
• What types of companies are best suited for your service?
• What types of decision makers exist in each organization?
• How many exist?

What do they need and why?

• What of your types of services do they use today and why?
• What triggers the consideration for new / improved services?
• What are the evaluation / purchase criteria for each segment?
• What are the needs of each segment?  Which of these needs are met / unmet?

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