Persona Based Insights and Messaging Drive Sales in New Markets

Challenge

Having established a leading position as the preferred solution for researching and preparing SEC filings at law firms, Intelligize has embarked on an ambitious campaign to grow the footprint for their solutions at corporations, accounting firms and other organization types.

Solution

BPM worked with Intelligize to clarify and validate messaging for new buyer segments and propositions, focusing on the distinct challenges and priorities across different organization types.

Through structured workshops and customer insight work, BPM helped Intelligize develop persona-based messaging and sales content that equipped the sales team to:

• Focus conversations on customer challenges and outcomes rather than features
• Tailor value messages by segment and role
• Consistently articulate differentiation in competitive sales situations

The resulting messaging and sales content were embedded into Intelligize’s sales process to support more focused, value-led customer conversations.

Outcome

• Sales teams applied the new messaging and content across 100+ active deals within the first 100 days
• A new deal in a target segment was closed within six weeks, driven by insights uncovered during the messaging work
• Salespeople reported being better prepared for calls and meetings, with clearer guidance on how to position value by persona and segment