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Multiple Generations Further Complicate the B2B Buying Center

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ComBlu, Inc.
ComBlu, Inc.

How multiple generations in the buying center compare.

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PRO TIP: Map out the nuances & dynamics of the team of stakeholders evaluating you. Multiple Generations Further Complicate the B2B Buying Center WORKSTYLE • Work life blur • Work life balance • Work. Work. Work. MEDIA1 • Streaming • Multiple social networks • Apps • Most avid TV watcher • Traditional & digital media mix • Spends the most time on Facebook • Biggest consumers of traditional media, but online dominates • Uses Facebook and other social to stay connected TOP DECISION-MAKING SOURCES2 • Industry analysts • Vendor in-person • Vendor.com • Peers • Vendor.com • Industry analysts • Industry analysts • Peers • Case studies VENDOR/SOLUTION CRITERIA • Company reputation • Product specifications • Ease & convenience • Better & more modern tools • Greater options/variety • Business-centric benefits & deliverables DECISION MINDSET “I take a hard look at the company behind the solution. We can get the right fit without compromising our values.” “We need to go with the solution that we can get up and running smoothly and sets us up well for the future.” “With my deep experience, I can help guide the evaluation, watching for the hidden landmines, so we can make the best decision.” © COPYRIGHT 2020, COMBLU, INC. MILLENNIAL GENERATION X BOOMER Sources: Kasasa1, Arketi Group2

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Multiple Generations Further Complicate the B2B Buying Center

  • 1. PRO TIP: Map out the nuances & dynamics of the team of stakeholders evaluating you. Multiple Generations Further Complicate the B2B Buying Center WORKSTYLE • Work life blur • Work life balance • Work. Work. Work. MEDIA1 • Streaming • Multiple social networks • Apps • Most avid TV watcher • Traditional & digital media mix • Spends the most time on Facebook • Biggest consumers of traditional media, but online dominates • Uses Facebook and other social to stay connected TOP DECISION-MAKING SOURCES2 • Industry analysts • Vendor in-person • Vendor.com • Peers • Vendor.com • Industry analysts • Industry analysts • Peers • Case studies VENDOR/SOLUTION CRITERIA • Company reputation • Product specifications • Ease & convenience • Better & more modern tools • Greater options/variety • Business-centric benefits & deliverables DECISION MINDSET “I take a hard look at the company behind the solution. We can get the right fit without compromising our values.” “We need to go with the solution that we can get up and running smoothly and sets us up well for the future.” “With my deep experience, I can help guide the evaluation, watching for the hidden landmines, so we can make the best decision.” © COPYRIGHT 2020, COMBLU, INC. MILLENNIAL GENERATION X BOOMER Sources: Kasasa1, Arketi Group2