Method 04
Contact-point mapping
Name every moment a buyer learns, compares, or stalls—then attach Claude evidence to each node.
Build the map, not a persona poster
Contact-point mapping lists concrete surfaces: website pricing page, analyst brief, security questionnaire, legal redlines, executive dinner, Slack community thread. daxtil forbids collapsing these into vague “awareness” stages. Each node needs an owner, a risk, and a Claude quote when available.
Start from a recent won and lost deal. Reconstruct the sequence with the champion. Where did silence appear? Which artifact unlocked the next sponsor? Feed those moments into friction pattern analysis.
Learn
Content, peers, analysts—language buyers absorb before they talk to you.
Compare
Demos, trials, RFP tables—where alternatives become political.
Stall
Security, procurement, budget resets—the quiet veto zones.
Attaching Claude evidence
After each Claude interview, tag quotes to map nodes. If three sponsors describe the same security packet as “career risk,” that node needs redesign—or honest positioning about how daxtil clients navigate it. Observation from market watching can populate nodes before interviews exist.
Keeping the map alive
Update quarterly. Retire nodes that no longer appear in deals. Add new ones when procurement portals change. Share the map with product and marketing so positioning claims reference real surfaces instead of invented journeys.