Relationship Mapping Tool
Navigate buying committee complexity
Stakeholder, Powerbase and Relationship Mapping
Bigger buyers teams and committee-based decision making means that winning a sale is not simple. Our relationship mapping tool helps sales teams to understand who’s in the buying committee, their roles, reporting line, internal politics and what’s important to each of them. Visual clarity is so much better than memory.
Reporting Lines
Every organisation has a structure with reporting lines. Boxxstep enables you to build a buying committee organigram for each opportunity.
Organisational chart
If you have multiple opportunities with the same account but different contacts in the buyer committees for each you can also create a combined organisational chart .
Politics / Dynamics
Larger buying committees make it difficult to achieve consensus because politics exists in nearly every opportunity. The more you capture the dynamics the more clarity your team will have on what needs to be done.
Parent Child accounts
If you’ve got global or major accounts with complex hierarchies across countries and divisions, then you can map them out into a single view. You can open them individually or collectively with zoom in and out.
Business Drivers
Prospects buy outcomes. They care about solving their business problems, so we’ve given you an easy way to capture the business drivers that the buying committee are working to solve.
Buyer profiles
We’re not just a visual account map.
We enable you to capture what’s important to each member of the buying committee, because each of them contributes to the decision.
Buyer Type/Influence
There are now typically 11+ people in a buying committee from across the organisation with different roles and responsibilities. Organise them based on their buyer type and the level of influence they have in the outcome.
Buyer Stage
It’s vital to get each member of the buying committee through the buying process. You can track where you think each buyer is aganist your customised buying stages.
Buyer Consensus
Customers make decison by consensus, so that means achieving a collective yes from the buying committee. Visualise who you think are aligned and who’s not.
Buyer Summary
The number of contacts involved in the deciding and buying continues to increase and is now typically 11+. Our buyer summary gives you a snapshot of what’s important to each of them.
“Boxxstep relationship mapping tool really helps us focus on the buyer team relationships and what’s important to them. It highlighted the gaps in what and who we knew to enable us to be more successful”.
Jonathan Smith
Managing Director EMEA – Limelight Networks
SWOT and RAID analysis
For key or important deals SWOT and RAID analysis are invaluable.
Everyone has heard about SWOT (Strengths, Weaknesses, Threats and Opportunities), but RAID is equally if not more useful (Risks, Assumptions, Issues, Dependencies)
Good selling comes from good knowledge, preparation, planning and strategy.
Both SWOT and RAID will help.
Who and what do you know about the people in your prospects buying committee?
Do you want to see how Boxxstep relationship mapping tool will make it easier for you?