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Global Drivers : Needs/Solutions

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Best Practices: Success for any business relies on knowing its customers’ needs and providing the right products and solutions at the right time. And as B2B buying becomes more Buyer-centric and sophisticated, such as with ABM Buying Groups, Personas, etc. – proving the case for your products and solutions becomes much more nuanced and progressive. So a clear understanding of your Buyers and their needs and solutions, as well as the process for addressing those effectively, is critical to successful and relevant content that drives self-serve selling.

Section Specifics: Here you define the needs for each of the top-level Buyers/Buying Groups you established in the previous section. What are specific pain points for these Buyers? And what top-level solutions to that pain does your company offer? We recommend that you keep these particular entries relatively general as they apply to most all your company’s Buyers. In other words, Buyers seek out your brand because they know you have solutions that solve their challenges – and this is the story you want all your team members to always reinforce across every stage (i.e. – it’s not product/solution specific yet). These entries serve to set the strategic framework for all your downstream team members as they develop their messaging for their content.

Your settings here will apply to all Buyers/Buying Groups and Personas.

At this Tier 1 stage of the planning, we recommend that you keep these relatively general as they apply to most all your company’s Buyers across ALL departments and product-areas (i.e. – your brand messaging). This way those downstream teams have global strategic direction to work from.

Then your Tier 3 departments/product-areas will build on this global strategy by using the Specific Needs/Solutions feature to refine those as they apply specifically to their own personas and products.

Remember, you have the freedom in Splashmetrics to tailor your strategic planning to your exact needs. So be creative!

If you need to modify or add to the Buyers listed here, click on the Buyers tab to return to that section and make the changes there. Those changes will automatically Ripple into this section.


Color-filled boxes are what we call RipplesTM. These contain automatically calculated/generated information and data progressively built from your inputs. The circled +/- icon allows you to duplicate the entire “bucket” of data. The uncircled +/- icon allows you to duplicate a specific set of data within a “bucket”.