🔥 Tier 1 - Must KnowID: b2bFunnelStages
B2B Funnel Stages (TOFU / MOFU / BOFU)
Matching content to buyer maturity across Top, Middle, and Bottom of the B2B funnel
In Simple Words (Zero Jargon):
Showing educational guides to people just learning about a problem (Top), comparison sheets to people evaluating solutions (Middle), and demo offers to people ready to buy (Bottom).
Calculation Example & Benchmark Matrix
| Funnel Stage | Buyer Mindset | Effective B2B Content Formats |
|---|---|---|
| TOFU (Top) | Problem discovery & industry research | Ungated blogs, podcasts, trends reports, social video |
| MOFU (Middle) | Comparing software solutions & architectures | Gated benchmark reports, vendor comparison guides, webinars |
| BOFU (Bottom) | Vendor selection, pricing validation, POC | Live product demos, ROI calculators, case studies, free trials |
What You Get: Content and ad budget matched to true buyer readiness, eliminating low-quality demo spam from unprepared prospects.