Customer Scenario

identify pipeline friction with adobe customer journey analytics b2b introduction identify where deals slow down, which personas drive momentum, and how to turn those insights into action learn how adobe customer journey analytics b2b edition can help you pinpoint true bottlenecks in your funnel analyze how engagement from specific buying groups, titles, and functions influences sales velocity, and discover which types of content resonate most with each audience to strengthen engagement learn how to build a high value audience and publish from customer journey analytics into adobe experience platform goals after completing this lab, you will walk away with the following knowledge learn how to use data to identify where opportunities slow down by segments, such as industry, region, or product identify titles that are most engaged by stage and which personas are most associated with deal progression by stage get a repeatable workflow to diagnose friction, quantify persona impact, and operationalize insights for measurable action prerequisites participants should have an intermediate working knowledge of adobe customer journey analytics (cja) or adobe analytics, including connections, data views, and derived fields this lab does not cover data ingestion familiarity with how data is brought into adobe experience platform (aep) and prepared for use in cja is helpful context, but not required to complete the exercises or understand the value of cja b2b provided for each participant chrome browser access to an aep sandbox configured with cja b2b and demo data see appendix for solution design information customer scenario our lab’s example customer is tensorrack , a fast growing company that provides the hardware and systems that power enterprise data centers and workplaces, including servers, storage, networking, laptops, workstations, and peripherals tensorrack’s leadership team has a clear priority increase opportunity conversion and accelerate pipeline velocity pipeline volume is strong, marketing engagement is up, and the sales team has a healthy pipeline yet late stage deals are stalling, forecast confidence is slipping, and leadership wants to understand why in this lab, you will take the role of a revenue operations leader working alongside marketing and sales you are responsible for diagnosing pipeline slowdowns and turning insight into measurable action your job is to answer four critical questions where do opportunities slow down by stage and segment (industry, region, product)? which buying group roles, titles, and functions drive momentum at each stage? what engagement and content correlate with faster deal progression? which stalled accounts should be prioritized for intervention? the instructions in this lab guide walk you through the steps you will take as a tensorrack revops leader using adobe customer journey analytics b2b edition to measure days in stage, stage to stage conversion, and stall risk; analyze persona engagement by stage; and build and publish a high value audience into adobe experience platform for activation