Workflow · Customers

Understand a Customer

Build a decision-ready picture of a customer — its priorities, buying signals and likely next needs — so engagement leads with what the account actually cares about.

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Question it answers

What is this customer doing, prioritizing, and likely to need next?

Inputs

· Account
· Relationship context
· Signal window
· Offering catalog

Steps

1. Profile the account — Assemble what the account is, does and has bought, as the base for the read.
2. Read stated priorities — Read the account's stated strategy and priorities from its own signals.
3. Track buying signals — Track recent signals — builds, hires, funding, tenders — that indicate movement.
4. Infer likely needs — Translate priorities and signals into the needs the account is likely to act on next.
5. Draw engagement implications — Turn the read into what to lead with, and where the relationship can grow.