Buying Committee
The group of stakeholders involved in evaluating and approving a B2B purchase decision.
A Buying Committee consists of all individuals who influence, evaluate, or approve a B2B purchase.
**Typical Committee Roles:**
• **Economic Buyer**: Final budget authority • **Technical Buyer**: Evaluates technical fit • **User Buyer**: Will use the product daily • **Champion**: Internal advocate • **Coach**: Provides insider guidance • **Blocker**: May oppose the purchase • **Executive Sponsor**: Senior supporter
**Committee Size Trends:**
• Average: 6-10 people for complex B2B purchases • Enterprise deals: 10-15+ stakeholders • Growing over time due to risk mitigation
**Engaging the Full Committee:**
• Map all stakeholders early • Create role-specific content • Build multi-threaded relationships • Understand each person's concerns • Enable champions to sell internally • Address blockers proactively
**Committee Dynamics:**
• Consensus often required • Different evaluation criteria per role • Internal politics matter • Champion changes derail deals
Related Terms
Buying Group
The collection of stakeholders within an organization who are involved in making a B2B purchase decision.
Champion
An internal advocate within a target account who actively promotes your solution to other stakeholders.
Economic Buyer
The person with final budget authority and sign-off power for a purchase decision.