Create a buying group

Transcript

This video will explain how to create buying groups in Adobe Journey Optimizer B2B edition. Creation of a buying group in Adobe Journey Optimizer B2B edition is a process which consists of three steps. Step one is to configure who you want to target, and to do that you need to create a roles template. Step two is to configure what you are selling, and to do that you need to create a solution interest. Step three is to configure to whom you are selling, and to do that you need to select an account audience.

This video will focus on step three and explain how to create buying groups. In step three you will configure to whom you are selling by selecting an account audience and mapping it to the solution interest created in step two. You will then use inputs from steps one, two, and three, role template, solution interest, and account audience to create multiple buying groups. One buying group for each combination of a solution interest in account, i.e. one buying group per account for the solution interest. To launch Journey Optimizer B2B edition from your Adobe Experience Cloud homepage, click the Journey Optimizer B2B edition icon. You will then see the Adobe Journey Optimizer B2B edition homepage. On the left side is the buying groups menu. Click on it and you will be taken to the buying groups page. You will see four tabs. The browse tab you can view existing buying groups or create new ones. In this example my B2B company is Luma and it is using AJO B2B. Luma sells five solutions, high-tech products and services. Luma needs to create buying groups for product one Luma Secure. To create new buying groups, click the create buying groups button. You will see a page that reminds you of the three prerequisites needed before creating buying groups. A roles template which represents a product or service to a roles that people have in making a purchasing decision, such as decision maker, influencer or practitioner. A solution interest which represents a mapping of a product or service to a roles template. An account audience which represents a list of accounts that you want to sell your product to. On the prerequisite page, click the next button and you will see a new page where you need to map the solution interest to account audience. In AJO B2B you will configure the mapping. Solution interest for example Luma Secure will be mapped to the account audience for example all accounts. Select the Luma Secure solution interest then click select account audience button. Select all accounts then click the add audience button. You have successfully mapped the solution interest to an account audience. In AJO B2B you will create buying groups. Click the create button and on this screen you see the estimated number of buying groups. In this case it’s 39. If your account audience for example all accounts consists of 39 accounts and you are selling one solution interest for example Luma Secure to 39 accounts, AJO B2B will create 39 buying groups. One buying group per account for solution interest. Click the create button and you will see that AJO B2B has started creating buying groups for Luma Secure. Click the browse tab to see the buying groups page. AJO B2B has created 39 buying groups. The browse tab is related to buying groups. Once you click on it you will see the buying groups page. On this page you may see a list of existing buying groups, a filter section, and the search bar. If you focus on one specific buying group you will see that each buying group represents the combination of the solution interest in the account. The name of the buying group is always solution interest for the account. So Luma Secure for Acme. You can also see the roles templates used for the creation of the solution interest. When you click on the buying groups name you will see the overview for the selected buying group. And on this page you may see the members of this buying group.

For example members of this buying group are two people which both have the same role, Decision Maker. And if you look at the roles template used for creation of this buying group which is located on the roles templates page and you click on the Luma Secure roles template. You will see that Luma Secure roles template includes three buying group roles, Decision Maker, Influencer, and the Practitioner.

Which means that you have populated only one role, Decision Maker. Out of the expected three roles you will see the same group. And this is called a completeness score. You may see the completeness score on the overview page for the buying group. And when you click the back button you will see the same completeness score on the buying group’s home page. On the buying group’s home page click on the filter icon to display or hide filters. The solution interest filter enables you to filter for the solution interest. The application will display only buying groups created for Luma Secure. That is exactly 39 buying groups. Once you have created buying groups you may see the number of buying group jobs. Go to the solution interest tab to review the buying group creation jobs column.

The number in this column represents the number of buying group jobs for this solution interest. To stop the creation of buying groups go to the solution interest tab and look at the buying group creation jobs column. Click the number. Click the three dots icon and select delete.

To confirm click delete again. You now know how to create buying groups in Adobe Journey Optimizer B2B edition.