This guide shows you how to create detailed Buying Committee configurations that identify key stakeholders involved in purchasing decisions within target accounts. You'll learn to define specific job titles, conditions, and attributes to automatically identify committee members for targeted engagement. With this guide, you'll be able to confidently target the multiple stakeholders who influence and make buying decisions in account-based sales strategies.
When to Use This
When to Use This
When you need to identify multiple stakeholders involved in purchasing decisions
When implementing account-based marketing and sales strategies
When you want to engage entire buying committees rather than individual contacts
When setting up automated identification of decision-makers and influencers across departments
When you need to map the complete buying process within target accounts
Prerequisites
Admin or manager access to your account
Understanding of your typical buying committee structure and decision-making process
Knowledge of the various roles and departments involved in purchasing your product or service
Familiarity with job titles and hierarchies within your target market
Step-by-Step Instructions
Step-by-Step Instructions
Step 1: Access the Buying Committee Tab
Step 1: Access the Buying Committee Tab
From the Scoring page, navigate to the Buying Committee tab
You'll see the heading "Build your Buying Committee" with an info icon (ⓘ)
Click the info icon for guidance on defining buying committee attributes
Step 2: Understand Buying Committee Concept
Step 2: Understand Buying Committee Concept
A buying committee unites stakeholders from various departments to evaluate purchases
With account-based strategies, you can automatically identify committee members for targeted engagement
This differs from individual persona targeting by focusing on group decision-making dynamics
Step 3: Define Committee Member Titles
Step 3: Define Committee Member Titles
Under the Buying Committee Attributes section, you'll see the TITLE field
Click + Add to create new committee member criteria
In the condition builder, select your parameters:
When the: Choose the condition type (e.g., "Title")
contains: Select the matching criteria
Account manager: Enter the specific job title or role
Step 4: Build Multiple Committee Roles
Step 4: Build Multiple Committee Roles
Add multiple committee member types by clicking + Add for each role
Consider including various stakeholders such as:
Decision-makers (C-level executives, VPs, Directors)
Influencers (Department heads, Senior managers)
Users (End-users who will use your product/service)
Technical evaluators (IT professionals, Technical leads)
Budget holders (Finance, Procurement)
Step 5: Save Your Buying Committee Configuration
Step 5: Save Your Buying Committee Configuration
Click the Save button to preserve your settings
Your buying committee configuration is now ready to identify stakeholders automatically
The system will use these criteria to flag relevant contacts within target accounts
Key Concepts / Best Practices
Key Concepts / Best Practices
Understanding Buying Committee Dynamics
Multi-stakeholder decisions: B2B purchases typically involve 6-10 stakeholders from various departments
Different roles, different needs: Each committee member has unique concerns and evaluation criteria
Consensus building: Successful sales require addressing the needs of the entire committee, not just one decision-maker
Effective Committee Configuration
Include diverse roles: Cover decision-makers, influencers, users, and technical evaluators
Consider department representation: Ensure key departments are represented in your targeting
Balance specificity: Specific enough to identify relevant roles, broad enough to capture committee diversity
Account for title variations: Include synonyms and variations for the same functional role