analysis reveals, five forces analysis they want to know RTC has a structured approach). They also need to understand scope: do we need consulting or a tool or both? Possibly content like an ROI calculator or checklist to self-assess if they have optimization opportunities. Key Influences: Internal committees may form: CFO, CIO, Procurement all weigh in. Each will influence criteria. For example, CFO influences the preference for success fee; CIO influences that provider must not hinder operations; procurement influences cost of engagement etc. Past experiences also influence: if they used a consultant before (positive or negative) that shapes how they evaluate. Conversion Trigger: They may request a proposal or meeting . Trigger might be consensus internally that lets invite RTC for a presentation or download this RFP template for cost optimization. On RTCs side, a well-placed CTA like Book a free cost-saving opportunity assessment might convert them from research to engaging with sales. Once they fill out a contact form or request a meeting, they move to Evaluation. Evaluation Stage: Buyer Mindset: Now actively evaluating RTC and perhaps 1-2 alternative options (could be a competitor or an internal DIY plan as alternative). They are in due diligence mode: Can RTC deliver? Is it the right fit? They dig into specifics, ask tough questions. Each persona has specifics (CFO focuses on ROI and contract terms, CIO on process and safety, Procurement on data and integration with them). Preferred Channels: Sales Meetings: Likely multiple meetings: initial discovery call, then a tailored presentation from RTC addressing their known issues, maybe a workshop to identify savings opportunities. If formal, they might do an RFP then evaluation includes reading proposals and Q&A sessions. Reference Calls: They might want to talk to past RTC clients or see testimonials. They may call references or find someone in their network who worked with RTC. Trial Engagement: Possibly a paid or unpaid pilot (like RTC doing a quick analysis on one subset to prove value) in this stage. Site Visits or Video Demos: They could request to see RTCs tools or methodology in action. For instance, demonstration of how RTC analyzes cloud billing data or an example output report from a past project (sanitized). Documentation: They will review proposals, SOWs (statement of work), also likely assess ROI calculations provided. Content Needs: Proposal & SOW: They need clear articulation of deliverables, timeline, team credentials. CFO will want the pricing and expected savings spelled out. Case Study in Depth: At evaluation, a one-page case might not suffice; they might want deeper insight possibly even talk to the team who did it or see methodology steps. Risk Mitigation Plan: Theyll look for how RTC manages confidentiality, ensures minimal disruption, etc. (CIO and Procurement especially). Value Assessment: CFO likely wants a refined business case (maybe RTC helps prepare it) showing scenario of savings vs fees and impact on budget. Differentiation proof: They will examine why RTC over competitor X? So any comparative data (like our average savings is 2x industry norm or unique capabilities) should be conveyed. If competitor provided reference, theyll cross-check those points. 41