GENERAL COUNSEL

Business issue(s) or Pain Point(s) faced by the role and the corrsponding titles. Capture the emotive component towards the challenge (fears, uncertainties and doubts)

Talent

they are doing the hiring

Resources

technical, human resources

Driving Results from teams

No source of truth

Visibility into spend data -- pulling data from multiple sources and being able to present it

How to measure against C-level metrics

Champion

Decision Maker

Influencer

Gate Keeper

Subtopic

Example: We need to reduce the time
it takes to capture and generate key
financial metrics for the business

Ex:
Reduce Cost
Increase Revenue

Value Metric

Examples:
Human Capital
Shareholder Value
Outsourcing Costs
Labor Costs
New Sales Revenue
Etc.

Spend Under Management

Time savings

they are not going to tell their boss this

Cost Avoidance

CAPEX v. OPEX

Identified v. Realized

Hard cost v. Soft costs

Triple Bottom Line

TCO

Diversity Spend - US

Environmental , CSR - EUROPE

SPM / SIM - using the wrong metrics for this

All suppliers measured by the same when they should not

C-Suite Metric

Examples:
Earnings
Operating Cost
Profit
EBITDA
EPS
Shareholder Returns

Types of content assets the buyer persona prefers to consume information and the ways in which the persona prefers to interact with your organiztation when in the buying mode

ROI Calculator

Early stage - If talking to us for a month then they don't have a budget

Late stage - finalizing the decision

Business Case

Case Study

References

Want to know it is safe

More on people's opnion then data

Adoption because they've been burned before

Example of client from Ariba

Transition in the role and change in the landscape

Thought Leadership - eGuide

Places the persona goes to network or exchange information (e.g. online communities, trade shows, web sites, industry events, association meetings)

Conferences

SIG ? -

Procurement Leaders ?

What initaitives or programs the persona is most apt to be working on. Capture the emotive component towards the initiative (aspirations or desires for the personal success)

Manage Risk

Repurational Concerns with the Suppliers they work with

Not a day to day thing

Manage compliance

Initiative SLM programs, CLM programs, SA

Manage Budget (AOL Story) - pay for themselves based on-savings

Hiring the right people in the right places (you don't have to hire as many people if you have the right software in place

Save more on their journey

Initiatives are stages

Year 1 - not too much

Year 2 - get it done

Year - 3 - get a new role/job

Above a Manager

Subtopic

The entity that holds the budget for a purchase typically a business unit, department or team

Industry (Cross Industry)
Company Size: Large, Mid-Size, SMB

They are going to be spending 90% of their time looking for their next job

Average tenure - 3 - 5 yrs?

CLIENT EXAMPLE

EUROPE

NORTH AMERICA