Miller Heiman Blue Sheet Template Excel - Google «POPULAR | BLUEPRINT»

| Field | Content | | :--- | :--- | | Customer’s current state | What they do today | | Known metrics | Revenue, headcount, locations, tech stack | | Existing products used | What they already buy from you | | Past interactions | Last contact, previous purchases | Purpose: Gaps, unmet needs, pains.

| Role Type | Miller Heiman Term | Description | | :--- | :--- | :--- | | Economic Buyer | Ultimate approver | Signs the check, final authority | | User Buyer | Daily user | Will use the solution | | Technical Buyer | Approves specs | Legal, IT, procurement, compliance | | Coach | Internal advocate | Gives you insider info | | Champion | Strong supporter | Actively sells internally for you | Purpose: Map relationships. Miller Heiman Blue Sheet Template Excel - Google

| Name | Title | Role Type | Influence (High/Med/Low) | Support (Strong for / Neutral / Against) | Relationship to Economic Buyer | | :--- | :--- | :--- | :--- | :--- | :--- | Purpose: Your competitive position. | Field | Content | | :--- |

| Field | Content | | :--- | :--- | | Capabilities needed | Must-have features/services | | Success criteria | Measurable outcomes (e.g., 20% faster) | | Proposed products | Specific SKUs or services | | Implementation timeline | Milestones | Purpose: People & their roles. previous purchases | Purpose: Gaps

| Field | Content | | :--- | :--- | | Business issues | Inefficiencies, costs, missed revenue | | Technical issues | Integration fails, data silos, downtime | | Personal pains | Risk to buyer’s career, lack of recognition | | Impact of doing nothing | Financial or operational loss | Purpose: Your answer to the problem.