Consensus Architecture: A Hands-On Workshop for Winning Over the Buying Committee

According to Gartner, 74% of B2B buying committees experience conflict during the decision process. It’s no wonder when most marketers are only building content for one buyer per product or solution. Most cybersecurity marketers in particular have been so focused on grabbing CISO mindshare that we’ve had tunnel vision: marketing to one person on a committee that is usually made up of six or more.

In this hands-on workshop, you'll apply a “Consensus Architecture,” that solves this exact problem. This architecture maps the committee, identifies what each stakeholder needs to feel safe enough to say yes to a buying decision, and builds content that appeals to the whole buying group.

In this workshop you will:- Map a real buying committee for your typical sale- Identify the content gap for each of the key stakeholders for a purchase- Build an outline that your champion can use to drive internal alignment- Leave with a repeatable process you can apply to every product and solution in your portfolio

Come with a deal in mind and leave with a repeatable framework that will have a tangible impact on revenue.