BUYING PROCESS MAPS
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BUYING PROCESS MAPS
What is a BPM?• A Buying Process Map (BPM) is a sales tool that maps the decision
making process used to purchase a product, service or solution.
What does a Buying Process Map Do?• A BPM provides a sales team a blueprint so they can get into deals
early enough to win them
What does it mean to use a Buying Process Map?• The use of a Buying Process Map means that the buyer and seller
are completely aligned resulting in the elimination of blown opportunities.
3
Micro Decision
s
Key Buying Actions
3 Components to a BPM:
Buying Phase
BUYING PROCESS MAPS
Buying Phase
Key Buyer Action
Not in the Market
Stimulated Problem Definition
Options Evaluation Preferred Recomm.
Final Approval
Implementation
Observe Market Trends
Track Competitive
Activity
Event Occurs
Problem Surfaces
Problem Studied
Consequences of Problem Identified
Is it worth solving?
Can it be solved?
What Options are available?
Identify & involve
stakeholders
Research possible options
Establish functional
requirements
Draft ROI
Explore promising
options
Narrow down the list of options
Reconfirm functional
requirements
Refine the business
case
Conduct detailed
evaluation of shortlisted
options
Secure stakeholder consensus
about preferred
option
Finalize the business
case
Finalize contractual
and commercial
terms
Check reference
Reconfirm decision
Finalize internal
request to purchase
Submit final proposal to
formal approval process
Implement chosen solution
Achieve expected benefits
Validate decision to
buy