HomeResearch Articles Building B-to-B Buyer Personas: An Action Plan and Timeline

Building B-to-B Buyer Personas: An Action Plan and Timeline

  • Successful persona development requires executive sponsorship, a robust project plan and a detailed information-gathering process
  • Internal knowledge is no substitute for face-to-face research with buyers to discover their challenges, initiatives and priorities
  • Organizations building personas for the first time should start with a pilot or phased approach, focusing on just a few personas and adding more over time
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