HERO Stage: Data Readiness in the Buying Process

The HERO (Buyer) stage focuses on internal champions driving organizational change. This roundtable addresses complex B2B buying dynamics.

Key themes discussed: - Sales Alignment: "Clear buying lanes and clear selling lanes are crucial"—internal alignment before client engagement - Understanding Buyer Processes: "Most buyers don't know their buying process"—investigating client internal procedures - Empowering Internal Champions: Equipping advocates with everything they need to navigate stakeholder conversations - Documentation & Trust Centers: Clear, responsive documentation and centralized compliance repositories

Panelists: Bill Barlas, Blake Lytle, Kim Hacker