Kickstart a Buying Groups Motion with Buying Groups Blueprint

Build Your Business Case: Buying Groups Blueprint

Navigating the transition from lead-centric and ABM strategies to an opportunity-focused, go-to-market motion is admittedly no small task. Yet, the early results speak volumes, with adopters of a Buying Groups GTM motion reporting:

• 15% improvement in revenue
• 2X closed won rate
• 20% improvement in MQL to Opportunity conversion rate
• 10X increase in pipeline progression

LeanData’s Buying Groups Blueprint lays the groundwork by helping you understand the structure of your Buying Groups while providing an economic rationale for a Buying Groups motion.

In this article, you’ll learn the ins and outs of LeanData’s Buying Groups Blueprint product and how it kickstarts your Buying Groups motion.

3 Pillars of a Buying Groups Plan

Implementing a Buying Groups motion begins as all transformational changes should: with a plan.

Adopting a Buying Groups motion requires a strategic look at your processes, data, and tech stack to determine if you can build a business case for moving to Buying Groups.

The three pillars of a Buying Groups plan are:

#1 Strategy

• Where is your organization with a Buying Groups motion? 
• Do you have executive buy-in?
• Do you have the knowledge, processes, and support, organizationally, to make Buying Groups a success?

#2 Systems

• Do you have the right systems in place?
• What is the state of your data and automations?
• Do you have the right tools in your tech stack to support a Buying Groups implementation?

#3 Economic Impact

• Looking at historical signals and opportunities, what would happen if those signals occurred in a Buying Groups scenario?
• What kind of economic impact can your organization expect from a Buying Groups motion?
  
  
  

Forming an Economic Rationale

The best way to get executive stakeholders aligned on a Buying Groups GTM motion is to provide a clear business case. You’ve got to show the revenue impact these changes will bring to your organization.

Buying Groups Blueprint uncovers and reports on the data that justifies moving forward with a Buying Groups motion. 

It looks at your historical data and determines what revenue outcomes would have happened differently if the signals had been applied to a Buying Groups motion. 

Investigating Revenue Acceleration

Buying Groups Blueprint determines the revenue lost as a result of not implementing a Buying Groups approach. It also extrapolates what the win rate could be if opportunities contained complete Buying Groups. 

Revealing Lead Inefficiencies

Buying Groups Blueprint reveals if your organization is experiencing a common lead inefficiency known as “Second Lead Syndrome.” For example, Buying Groups Blueprint will find leads not associated with an opportunity, but engaged with an account within 90 days of opportunity creation. Plus, it will identify which of these MQLs were Decision Makers or Executive Buyers.

Uncovering Revenue Insights

Buying Groups Blueprint shows where OCRs were associated with other opportunities. This information uncovers which contacts could have been added to make the deal better or a potential cross-sell/upsell opportunity.

Comparing Deal Sizes

Buying Groups Blueprint will compare the average deal size of won opportunities versus lost opportunities and if the size of the Buying Group has any correlation.

 

Visibility into Past Opportunity Data

After analyzing historical data, Buying Groups Blueprint delivers new reports and dashboards in  Salesforce showing the key information needed to support a Buying Groups GTM motion.

More Insight into Opportunities

Get visibility into win/loss data from historical opportunities. Armed with this data, you’ll be able to establish a baseline of existing GTM efforts versus the potential revenue growth from a Buying Groups motion.

Determine Contact Influence

Pinpoint any gaps in your selling process by revealing win/loss rates for opportunities with key contact roles versus without.

Uncovering Persona Trends

By leveraging AI, Buying Groups Blueprint clusters key job titles to uncover trends on critical personas in every opportunity. These insights identify persona influence on the outcome of your opportunities.

Understand Sales & Marketing Influence

Blueprint dives even deeper into opportunity data by revealing how different personas interact with sales and marketing touches. These insights into signals uncover gaps in your revenue funnel and help iterate on existing processes. 

Track Pre-Opportunity Engagement

Blueprint identifies key campaign types that drive the most engagement prior to opportunity creation. This helps teams double down on campaigns that drive the most value. 

Buying Groups Blueprint Scorecard

Upon completion of the analysis, Buying Groups Blueprint delivers a detailed scorecard showing the key metrics and insights your organization will leverage to refine and optimize your Buying Groups strategy.

Jumpstart Your Buying Groups Transformation

LeanData’s Buying Groups solutions offer a sophisticated go-to-market (GTM) approach that leverages data, automation, and strategic insights to operationalize Buying Groups in your CRM.

Buying Groups Blueprint initiates this transformation by providing an in-depth analysis of your past opportunities, surfacing Buying Group members beyond those explicitly added by sales reps, delivering a more complete view of the people engaged in your historic opportunities. 

In addition, Blueprint assesses your organization’s readiness to adopt a Buying Groups motion, providing insights that guide decisions on processes, data, and technology.

Once Blueprint lays the groundwork, Buying Groups Orchestrator brings the plan to life in your CRM.

Learn more in the LeanData Buying Groups Resource Center or the LeanData Buying Groups YouTube playlist.