B2B example
Posted: Sun Jan 12, 2025 7:02 am
For this example, let's assume that our company provides cybersecurity services to other companies, and our potential clients are SME owners who are interested in protecting their data.
Discovery Stage: Reading a news article that mentions that ERP systems of companies that store their data locally are more prone to a cyberattack than those that store it in the cloud, leads portugal telegram data the prospect to discover their problem, which was already present before but they are just now discovering it.
At this stage, you could start looking for information to understand what a cyber attack is, how often it affects SMEs, what negative consequences it would have if you suffered one, etc.
Let's say you come across content created by your company for people who are at that stage, a blog post (for example) in which we talk about the risks of a cyber attack and the consequences. Knowing this moves you forward to the next stage.
Consideration Stage: After discovering that their company is exposed to a cyber attack and that this would have negative consequences, our prospect begins to evaluate alternatives with which they could deal with this problem.
Now he comes across another piece of content we have created, this time a webinar. In it we talk about the different ways that companies store and protect their data and our prospect discovers that it doesn’t just depend on whether it is stored in the cloud or not, but there are other variables as well.
You should also know that there are different investment ranges for your solution, and that some make more sense for large companies and others are more appropriate for SMEs.
As a result, the person recognizes that the best alternative for their problem is to seek external advice instead of solving it on their own.
Decision stage: After going through the discovery and consideration stages, the prospect discovers the complexity of their problem and begins to seek advice from cybersecurity companies so that they can propose the best solution.
At this stage when the potential prospect is looking for options within the same category to solve their problem (in this case cybersecurity companies) , it would make sense to have a piece of content that presents a success story from another company of a similar size to yours, which tells how they were able to prevent cyberattacks and thereby safeguard the profitability of their business.
Discovery Stage: Reading a news article that mentions that ERP systems of companies that store their data locally are more prone to a cyberattack than those that store it in the cloud, leads portugal telegram data the prospect to discover their problem, which was already present before but they are just now discovering it.
At this stage, you could start looking for information to understand what a cyber attack is, how often it affects SMEs, what negative consequences it would have if you suffered one, etc.
Let's say you come across content created by your company for people who are at that stage, a blog post (for example) in which we talk about the risks of a cyber attack and the consequences. Knowing this moves you forward to the next stage.
Consideration Stage: After discovering that their company is exposed to a cyber attack and that this would have negative consequences, our prospect begins to evaluate alternatives with which they could deal with this problem.
Now he comes across another piece of content we have created, this time a webinar. In it we talk about the different ways that companies store and protect their data and our prospect discovers that it doesn’t just depend on whether it is stored in the cloud or not, but there are other variables as well.
You should also know that there are different investment ranges for your solution, and that some make more sense for large companies and others are more appropriate for SMEs.
As a result, the person recognizes that the best alternative for their problem is to seek external advice instead of solving it on their own.
Decision stage: After going through the discovery and consideration stages, the prospect discovers the complexity of their problem and begins to seek advice from cybersecurity companies so that they can propose the best solution.
At this stage when the potential prospect is looking for options within the same category to solve their problem (in this case cybersecurity companies) , it would make sense to have a piece of content that presents a success story from another company of a similar size to yours, which tells how they were able to prevent cyberattacks and thereby safeguard the profitability of their business.