? 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