Start here / 02 Buyer segments and field voice
Folder 02
Four people sit in the buying room, and each one asks a different question.
Who decides, and what do they ask first?
| Open | What it is and when to use it | Status |
|---|---|---|
| Buyer Segment Intelligence Map v2.0 | Five audiences ranked, four roles in the decision room, the terms each one searches. | Delivered 21 Jul; English edition with roles |
| Buyer committee swimlane | Who asks what, stage by stage, across the buying committee. | Delivered July (added value) |
| Buyer worries in simple words | Finance, operations, engineering, procurement and packagers: the worry each one carries, the question they ask and what EKU can say today. | New, 5 Oct; Working Hypothesis |
| Field voice of the commercial team, consolidated | Four of five sellers, answers verbatim by role, with the cross-reading of objections and the points where they disagree. | Delivered 14 Sep; English edition 30 Sep |
| Field voice story | The same voice as a short story for the sales team: objections and answers. | Delivered 23 Sep |
| Story Room (team session kit) | Seven scenes, five minutes: the paradox, the language, the fleet question. For onboarding and refreshers. | Session of 25 Aug; handover edition with corrections |
| Battlecard Arena (team session kit) | Four arenas, one scenario each, a flashcard drill and a findings round. Play it in teams. | Session of 25 Aug; handover edition with corrections |
| Field input form | The short form sellers use to send customer words from the field. | Session of 25 Aug |
Working foundation for executive review. Not approved external copy. Prepared for EKU Power Drives, 30 September 2026, by KanbinaLUMINA