Buyer persona (ICP)

Criteria
Demographics
Name
Age
Location
Industry
Company's services
Title
Company Size
Personality

Goals/Needs

Motivation

Frustrations/Challenges
Marketing&Sales

Channels

How do they gain information?

How would they search for info in google?

How long is our the sales process with this

persona?

What needs to happen in order for this

persona to feel satisfied during and after
purchasing our services?

What kinds of things will make them happy

enough that they’ll recommend your service
to others?

What can we offer them ?

Why our solution is better than others for

this persona?

Why wouldn't they buy our product

Description
Pitch
 Buyer persona (ICP)
Persona #1
Demographics

UKRAINE - EUROPE
MID- MARKET ,
REAL ESTATE & IT AND RESEARCH

Personality

GROW STRONG INDUSTRY REPUTATION, CAPITAL REQUIREMENTS , INCREASE PRODUCTIVITY WH

REDUCING COST , IDENTIFY AND MITIGATE RISK ,

MAINTAINING A COMPETITVE EDGE THROUGH INNOVATION AND TECHNOLOGY ,INCREASE BUSIN

REVENUE AND PROFITS , CREATE MORE EFFICIENT PROCESS THROUGH AUTOMATION, VALUE DRIV
CUSTOMER LOYALTY , ABSOLUTE COST ADVANTAGE , ACCESS TO DISTRIBUTION CHANNELS ,

FINANCIAL RESOURCES FOR INNOVATION , FIELD EXECUTION , SHORTER CONVERSION TIME, HIGH
CONVERSION RATE , REDUCE COST , NEEDS TO ESTALISH TRUST AND CREDIBILITY , WAYS TO STRE
PROCESS, LANGUAGE BARRIER , HIGH COST LABOUR , SWITICHING COST , ECONOMIES OF SCALE ,
GOVERNMENT POLICIES , EXPECTED RETALIATION
Marketing&Sales
DIGITAL CHANNELS , PPC , SEO , OMNICHANNEL MARKETING , WORD OF MOUTH , CONTENT MARK
EMAIL MARKETING , SMM, CASE STUDIES , WEBINAR , WHITE PAPER, KNOWLEDGE PAPERS, COMPE
EVENTS , LEAN CAMPAIGNS , CONFERENCE , PARTNER MARKETING ,

SMM, MASSMEDIA, SEO, EMAILS, CONTENT , ADS, E-FLYERS , BROCHURE, E-MAILERS , MASS MAILS ,
Potential Keywords , Market opportunities , project life cycle , Business life cycle , access to resources , grow
, Govt policies and regulations

IT WOULD TAKE FROM 30 - 60 DAYS BUT ITS VERY SUBJECTIVE WHICH DEPEND UPON CLIENT
REQUIREMENTS AND DIFFERENT TIME ZONES , UNTIL WARM LEAD CONVERTED INTO HOT LEAD O
CUSTOMER !!

IN THIS PERSONA USUALLY TIME DURATION IS MORE COPARATIVELY WHICH OTHER COMPETITOR

1. PROVIDING RIGHT INFORMATION TO CLIENT . 2. MAKING RECOMMENDATIONS BASED ON THE

DIAGNOSIS .3.ASSISTING WITH IMPLEMENTATATION OF RECOMMENDED SOLUTIONS . 4. BUILDING
CONSENSUS AND COMMITMENT AROUND CORRECTIVE ACTION 5. FACILITATING CLIENT LEARNIN
6.BUILDING A TRUST 7. SHORT AND QUICK RESPONSE .

1. SUSTAINABLE SERVICE 2. DEEP DISCOUNTS 3. EXPLORING NEW VERTICALS EXAMPLE (ENVIRONM

CSR) 4. LONG TERM ENGAGEMENT CONTRACTS. 5. AUTOMATED AND TRANSPARENT PROCESS 6.
PROMOTIONAL SERVICES .

BECAUSE 1. AGILE 2. CUSTOMIZE, 3. STRONG EXPERTISE, 4. IN-TIME SOLUTION PROVIDER, 5. STRON

NETWORK , 6. ACCESSIBILTY TO IT'S STUDENTS AND UNIVERSITIES , 7. ALCOR SPECIALIZES IN IT AN
POSSESSES THE BEST PRCATICES 8. OWN R&D CENTER IN UKRAINE WTIH FULL CYCLE OF LEGAL &
& RECRUITING & OFFICE SUPPORT 9. FOCUS ON CLIENTS 10. QUICK RESPONSE, 11. UPMARKET SOL
12. EFFICIENT SERVICE PROVIDER 13. TRUSTED COMPANY 14. QUALITY AND CREDIBLE SERVICE PRO
15 . ONE STOP SOLUTION

COST TO VALUE RATIO , COMMUNICATION, SPECIALIZATION , TRUST ISSUES , RESOURCEFULNESS

REGULATIONS , DEMAND CONDITIONS AND FACTOR CONDITIONS , UNFAVORABLE ECONOMIC OR
SYSTEM , LOW ECONOMIC INDICATOR ,TAX BURDEN ,
1. KNOW THE COMPANY BEFORE YOU REACH OUT
2. SUBSCRIBE YOUR PROSPECTS NEWLETTERS OR MARKETING CAMPAIGNS AND READ Y
PROSPECTS BLOG AND MONITOR THEIR SOCIAL MEDIA .
3. COLLABORATE WITH PROSPECTS .4. DON'T COMMMUNICATE WITH PROSPECTS WITH GENEREA
BOMBING 5. ADDRESS DIFFERENT AND DIFFICULT QUESTIONS UPFRONT 6. SHARE CUSTOMER SUC
STORIES AND CASE STUDIES 7. BECOME A PRODUCT EXPERT AND FOCUS LESS ON PRICE MPORE O
SELL SOLUTIONS RATHER THAN PRODUCT .
VENTS , CONFERENCE ,
CAN TAKE AN ADVANTAGE