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Buying Groups
Key components
Before you and your Marketing team start creating your buying groups, make sure that you have the key components defined. These components are a critical for meeting your business goals and objectives.
Provides the answer to:
- As marketing organization, what are you selling?
- What product or collection of products are you targeting to sell?
Example: Cross-selling new Product X to existing customers
Provides the answer to:
- To whom are you selling?
- What is the list of accounts that you are targeting?
Example: Account segment defined by accounts with Product Y that have revenue over 1M
Provides the answer to:
- What roles are you targeting?
- What set of rules are used to determine who is assigned to buying group roles?
Example: Assign person with CMO title to the Decision Maker role
Buying Group workflow
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Create Buying Groups.
Options:
- Use Solution Interest and template
- Use Third-party import
- Generate from AI/ML
-
Identify missing people.
Analyze the buying group using filters
Example: Decision Maker role is missing and the completeness score is < 50
-
Complete the Buying Groups definitions.
- Acquire missing people
- Send to LinkedIn Destination
- Enrich with Zoominfo
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Add to Account Journeys.