Buyers (if different then decision maker, example: purchasing department)

  

? Buyers (if different then decision maker, example: purchasing department)
 ? What is the individual person’s role in the organization
 ? What are they worried about
 ? What’s going on in the industry that they would like (need) to know
 ? What is the quantifiable thing that the person is trying to achieve
 ? How you reach them
? Users (if different then decision maker; example: CRM system chosen by management and used by front line)
 ? What is the individual person’s role in the organization
 ? What are they worried about
 ? What’s going on in the industry that they would like (need) to know
 ? What is the quantifiable thing that the person is trying to achieve
 ? How you reach them