Vizient provided their clients with analytics, consulting, and contracting services to optimize their supply chain. The buyer within the client base varied greatly from Supply Chain Leaders, to IT to service line leaders making it difficult to target lead generation and sales. PDIConsultants was hired to work with the sales team to map out the buying process and develop buyer personas. By doing so, we were able to understand the key triggers that shifted the sale to a strategic sale which resulted in larger projects and higher customer satisfaction. Utilizing this information, we were able to elevate the customer need to the CFO level and positively impact the buying process.

Results: We doubled year over year sales for the first new service offering that used this buying process to target buyers.