The buyer
Chosen for your shop, approved by you
The person who shops your sales team decides what the evidence is worth. Here is how that person is picked, what you sign off on, what each side sees, and what the buyer will never do.
How it works
- You describe the deal.At scoping you tell us your category, typical deal size, who usually buys, and the competitors that matter. That is the brief.
- We propose a buyer profile.From our bench we select a buyer whose career fits the brief: the right seniority, the right kind of company, real experience buying in your category. You receive a one-page profile: background, the persona they will present, the budget and timeline they will quote, and the questions they will ask every vendor.
- You approve it before anything starts.Nothing is sent to any vendor until you have signed off on the profile, the persona, and the question set. If the fit is wrong, we propose another.
- One buyer runs the whole shop.The approved buyer handles every vendor in your shop personally, from the first inbound form to the closing email. No handoffs, no panel. That is what makes the scores comparable.
- You meet them.On the kickoff call you meet your buyer. After the report, they walk you through it.
Persona versus person
- A persona is a role, not a person.A plausible job title, a company of the right size, a real problem to solve. The buyer presents it the way a consultant presents a client scenario.
- It is never a real person or a real company the buyer doesn't work for.We do not borrow names, logos, domains, or LinkedIn profiles. Where a company name is needed, it is one we hold.
- The buyer's own experience is real.The questions, the objections, the judgment on a demo all come from a career spent actually buying this kind of thing. That is the point of using senior people.
Who sees what
| Sees | Does not see | |
|---|---|---|
| You | The buyer's real background, the persona, the full evidence record, and the buyer on a call. | Which inbound was the shop, if you choose not to know until the report. |
| Your sales team | A credible prospect behaving the way a real prospect does. | That it is a shop, until you decide to tell them. Individual reps are not named in anything that leaves your report. |
| Competitors | A credible prospect, one buying cycle, a polite exit. | Anything. They are never told a shop happened, never recorded without consent, and never named in licensed data. |
What the buyer never does
- Sign an NDA, evaluation agreement, or confidentiality click-through under a persona.
- Accept material marked confidential; it is declined or deleted unread.
- Pose as a partner, auditor, journalist, or insider to extract roadmaps, customer lists, or contracts.
- Record a call without every participant's consent.
- Take more of a sales team's time than a real buyer would, or keep a rep going after the decision.
- Carry anything learned in your shop into another client's report.
Why we don't publish names
A shop only works if a vendor cannot tell which inbound is the shop. Publishing our buyers would end that. You see the buyer's real background at scoping and meet them on the kickoff call; vendors see a prospect.
The rules above are the ones in our code of conduct. How the scores are produced is on the method page.
Tell us the deal, and we'll propose the buyer.
You see the profile before anything starts, and nothing starts until you approve it.
Request a shop