This document provides sample questions to help build a profile of business-to-business customers, including questions about their roles, responsibilities, pain points, goals, concerns, and relationship with the company. The questions aim to understand the customer's work environment, typical day, biggest challenges, tool usage, skills, and how far in advance they discuss issues before making a purchase.

1. Building a B2B Customer Profile: Sample Stakeholder Interview Questions
Who are your primary customers?
What are their titles?
Who do they serve? (internal customers and external customers)
What are their roles?
What do they do?
How long have they been in the business?
What is their background?
Describe your customer’s work environment.
What is a typical day for your customer?
Describe your customer’s pain points. Who do they impact?
What are the customers’ biggest issues/worries on the job?
What stresses them out?
Who are the end users? How do their worries impact your customer?
What are your customers’ goals?
What makes your customer feel like a winner?
What do they worry about?
What keeps them up at night?
What tools do they currently use to do their job?
What special skill set do they have?
What keywords indicate a need?
How do you normally hear about a customer’s needs?
What kind of questions do your customers ask you?
How far in advance do customers start discussing their issues with you before they
purchase?
Describe the customer’s relationship with your company/brand/product.
How do your customers perceive your company/brand/product?
How would they describe the company/brand/product?
What words would they use to describe the company/brand/product?
How would they differentiate your company from competitors?