The Touchpoint Journey Maps Miss in B2B Procurement

Customer Journey with Fexingo: Touchpoints, Mapping, and Multi-Channel Marketing · Aug 25, 2026 · 7m · transcript

Episode 165 of Customer Journey with Fexingo digs into the B2B procurement touchpoint that most journey maps ignore: the internal champion's pitch to their own procurement team. Lucas and Luna unpack why the buying journey doesn't end at the sign-off, how a vendor's marketing collateral gets repurposed as an internal sales document, and why mapping this hidden handoff can shorten deal cycles dramatically. They cite a concrete example: a mid-sized SaaS company that cut its average sales cycle from 90 days to 60 by equipping champions with a one-page 'business case&#x27…