Workflow · Understand a Customer
Illustrative walkthrough
Assemble what the account is, does and has bought, as the base for the read.
Read the account's stated strategy and priorities from its own signals.
Track recent signals — builds, hires, funding, tenders — that indicate movement.
Translate priorities and signals into the needs the account is likely to act on next.
Turn the read into what to lead with, and where the relationship can grow.
Evidence gap
A live run names the specific evidence to firm up before deciding here; this worked example marks where that check lands.
Final output
Understand a Customer answers “What is this customer doing, prioritizing, and likely to need next?” This worked example walks the full methodology step by step; a live run applies it to your chosen scope, carrying its own evidence, scores and recommendation.