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Buying Group Mapping Framework

A structured methodology for identifying, mapping, and prioritizing every stakeholder in the B2B buying committee — including their roles, influence levels, and optimal engagement sequences for account-based marketing programs.

What's in this framework

The Buying Group Mapping Framework maps five core stakeholder archetypes in every enterprise B2B deal: the Economic Buyer, Champion, Technical Evaluator, End User, and Legal/Procurement. Each archetype has distinct motivations, influence levels, and engagement needs. The framework provides a systematic process for identifying all five within target accounts and building coordinated engagement strategies that reach each one.

Who this is for

CMOs and demand generation leaders building ABM programs. Sales leaders diagnosing stalled deals. Marketing operations teams building account coverage measurement systems. RevOps teams establishing shared definitions of account engagement.