buying-committee-mapping
Installation
SKILL.md
Buying Committee Mapping
Every B2B SaaS deal above $20K ACV is a committee decision. The average B2B buying committee has 6-10 people across 3-4 functions. Single-threaded deals (one contact, one relationship) close at roughly half the rate of multi-threaded deals. Map the committee before outreach. Update it throughout the deal.
The 6 Committee Roles
Every buying committee has some combination of these roles. One person can hold multiple roles. Some roles may be absent in smaller orgs. But every deal has at least a champion, an economic buyer, and a technical evaluator.
| Role | Definition | Typical titles | What they care about |
|---|---|---|---|
| Champion | The person who feels the pain daily and will sell internally | Manager, Director, Sr. IC | "Does this solve my specific problem?" |
| Economic Buyer | Controls budget. Signs the contract | VP, C-level, Head of | "What's the ROI? What's the risk?" |
| Technical Evaluator | Validates the tool works, integrates, and is secure | Eng lead, IT, Security, Ops | "Does it integrate? Is it secure? Will it break?" |
| Influencer | Affected by the decision but doesn't own it | Adjacent team leads, cross-functional stakeholders | "How does this impact my team?" |
| End User | Will use the product daily post-purchase | ICs, analysts, reps | "Is this easy to use? Does it save me time?" |
| Blocker | Actively or passively resists the purchase | Incumbent tool owner, skeptic, competing-priority leader | "Why change? My way works fine" |