© 2022 Go To Market Partners, LLC. All rights reserved. What type of sales approach do we need? Does budget exist? Is it a high % of the budget? Decision Maker Characteristics: 2nd Level Leadership (SVP, VP) More Complex Buying Committee Marketing and Sales Complexity: Relationships, Brand Recognition, Analyst Validation, Persona based content, larger/visionary, value proposition Ye s No No Ye s Would it be a high % of the budget? Decision Maker Characteristics: 3rd Level Leadership (Director) Small Buying Committee (practitioners & final approval of 2nd level) Marketing and Sales Complexity: Slick Demo/Hands on Trial, customer has previous experience