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Documentation Index

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Buying Committee Roles help you understand how different stakeholders may influence a deal. In B2B sales, each person involved in the buying process may play a different role. Some people control budget, some evaluate technical fit, some use the product, some support the deal internally, and some may slow it down. Dealtree organizes stakeholders into buying committee roles so you can plan your sales strategy with more clarity.

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Pre-conditions

Before reviewing buying committee roles, make sure you have:
  • Created a Dealtree account
  • Logged in to your workspace
  • Added at least one account
  • Opened the Account Workspace from the Accounts Dashboard
  • Set up your Seller Context
  • Generated or synced the Org Chart
  • Generated the Buying Committee

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What Are Buying Committee Roles?

Buying Committee Roles describe the part each stakeholder may play in the buying decision. Instead of treating every stakeholder the same way, Dealtree helps you understand whether someone may be a decision-maker, champion, user, evaluator, blocker, or procurement/legal contact. The main buying committee roles in Dealtree are:
  • Economic Buyer
  • Champion
  • End User
  • Technical Buyer
  • Blocker
  • Procurement or Legal Each role gives you a different signal about how to approach the account.

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Economic Buyer

The Economic Buyer is the person who may control the budget or approve the purchase. This person usually has authority over spending, business priorities, or final decision-making. In smaller companies, this may be the founder, CEO, or department head. In larger companies, it may be a VP, director, business unit leader, or budget owner. You should identify the Economic Buyer because a deal may not move forward without their approval.

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Champion

The Champion is the person who supports your solution internally. A Champion may believe in the value of your product and help you navigate the account. They can introduce you to other stakeholders, explain the internal decision process, share objections, and help create momentum. A strong Champion is often one of the most important people in the deal because they can advocate for you when you are not in the room.

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End User

The End User is the person or team that may use your product or service after purchase. End Users can help you understand practical pain points, daily workflows, and product requirements. Even if they do not control the budget, their feedback can influence whether the solution is accepted internally. Understanding End Users helps you connect your product to real work and measurable outcomes.

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Technical Buyer

The Technical Buyer evaluates whether your product or service is technically suitable for the company. This person may care about security, integrations, data quality, implementation, compliance, scalability, or technical fit. For software and data products, the Technical Buyer can have strong influence over whether the deal moves forward. You should engage the Technical Buyer early when technical approval may be required.

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Blocker

The Blocker is a person who may slow down, challenge, or oppose the deal. A Blocker may raise concerns about budget, timing, risk, product fit, technical limitations, internal priorities, or change management. Sometimes blockers are obvious. Other times, they may influence the deal quietly behind the scenes. Identifying possible blockers helps you prepare for objections before they stop the deal. Procurement or Legal stakeholders usually become involved when the deal moves closer to purchase. They may review contracts, pricing, compliance, vendor approval, payment terms, data processing agreements, or legal requirements. These stakeholders may not evaluate product value directly, but they can affect timing and deal completion. Identifying Procurement or Legal early helps you avoid late-stage surprises.

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How to Use Buying Committee Roles

Use buying committee roles to decide your next sales actions. For example:
  • If the Economic Buyer is missing, ask your Champion who owns the budget.
  • If the Champion is weak, look for another internal supporter.
  • If the Technical Buyer is not involved, check whether technical approval is required.
  • If End Users are missing, find the team that will use the product day to day.
  • If a Blocker is identified, prepare a response to their likely concerns.
  • If Procurement or Legal is missing, ask when they usually enter the process. This helps you turn stakeholder mapping into a clear account strategy.

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Important Notes

  • A single stakeholder may influence more than one buying role.
  • Not every account will have every role clearly identified.
  • If a role is not covered, it may mean more research is needed.
  • Buying committee roles depend on your Seller Context, org chart data, and account notes.
  • Use Notes to add context when you know a stakeholder’s actual role in the deal.
  • Review buying committee roles before generating the Action Plan.
  • Treat the Buying Committee as a guide for account planning, not as a final decision without review.