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Documentation Index

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The Economic Buyer is the stakeholder who may control the budget or approve the final purchase decision for an account. In many B2B deals, this person has the authority to decide whether the company should spend money on your product or service. Even if they are not involved in every conversation, their approval may be required before the deal can move forward.

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Pre-conditions

Before reviewing the Economic Buyer, 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 is an Economic Buyer?

An Economic Buyer is the person who has budget authority or strong influence over the purchase decision. Depending on the company size and structure, the Economic Buyer may be:
  • CEO
  • Founder
  • VP
  • Department Head
  • Business Unit Leader
  • Revenue Leader
  • Operations Leader
  • Budget Owner For smaller companies, the Economic Buyer may be the founder or CEO. For larger companies, it may be a VP, director, or department leader who owns the budget for the problem your product solves.

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Why the Economic Buyer Matters

The Economic Buyer matters because they can approve, reject, delay, or prioritize the purchase. You may have strong interest from users or managers, but if the Economic Buyer is not aligned, the deal can still stall. Identifying the Economic Buyer helps you understand:
  • Who owns the budget
  • Who has final approval authority
  • Who needs to understand the business value
  • Who may compare your product against other priorities
  • Who can move the deal forward internally

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How Dealtree Identifies the Economic Buyer

Dealtree uses account data, org chart information, stakeholder titles, seller context, and notes to suggest who may be the Economic Buyer. For example, if your product is a sales intelligence platform, Dealtree may look for senior stakeholders in sales, revenue, growth, operations, or leadership roles. If you add notes about budget ownership or decision-making authority, Dealtree can use that context to improve the recommendation.

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How to Review the Economic Buyer in Dealtree

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Step 1: Open the Account Workspace

Go to the Accounts section and select the account you want to review.

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Step 2: Open the Buying Committee Tab

Inside the Account Workspace, click the Buying Committee tab.

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Step 3: Find the Economic Buyer Role

Look for the Economic Buyer section in the buying committee view.

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Step 4: Review the Suggested Stakeholder

Check the mapped stakeholder, job title, confidence level, and reasoning. This helps you understand why Dealtree suggested this person as the Economic Buyer.

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Step 5: Validate the Recommendation

Use your own account knowledge, notes, conversations, and stakeholder research to confirm whether the suggested person is likely to control or influence the budget.

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What to Do If the Economic Buyer Is Identified

If Dealtree identifies an Economic Buyer, review how involved they are in the deal. You can then:
  • Ask your champion how the Economic Buyer is involved
  • Confirm whether this person owns the budget
  • Prepare business value messaging for them
  • Understand their priorities and success metrics
  • Plan a path to engage them directly or indirectly
  • Add notes about their role in the deal

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What to Do If the Economic Buyer Is Missing

If the Economic Buyer is not covered, it does not always mean the role does not exist. It may mean Dealtree does not have enough information yet. You can take the following actions:
  • Review the Org Chart for senior leaders or budget owners
  • Browse relevant departments
  • Ask your champion who owns the budget
  • Add missing stakeholders manually
  • Add notes if you know who may approve the purchase
  • Sync the organization if the people data looks outdated
  • Regenerate the Buying Committee after adding more context

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Example

If you are selling a sales intelligence platform, the Economic Buyer may be a VP of Sales, Head of Revenue, CRO, CEO, or founder. If you are selling a technical product, the Economic Buyer may be a CTO, Head of Engineering, CIO, or technical department leader. The right Economic Buyer depends on what you sell, who owns the problem, and who controls the budget inside that account.

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Important Notes

  • The Economic Buyer may not always be your main contact.
  • A champion can support the deal, but the Economic Buyer may still need to approve the purchase.
  • The Economic Buyer may care more about business outcomes than product features.
  • If the Economic Buyer is missing, make it a priority to identify them early.
  • Use Notes to capture any information about budget ownership or approval authority.
  • Review the Economic Buyer before generating or following the Action Plan.