Framework
Five buying committee roles to interview before moving upmarket
A framework of the five enterprise buying committee roles a scaleup should interview before rebuilding its product for larger customers: the economic buyer, the champion, the admin who rolls it out, security, legal and procurement, and daily users. Use it to plan who to recruit, with one or two people per role across at least five target companies. Koji can screen for each role and run the interviews by voice or text.
Where this appears
What's in this framework
- Economic buyer: Owns the budget. Tells you which budget line you come from and what it has to beat.
- Champion: Found you and argues for you inside. Knows the politics and what the business case must say.
- Admin or rollout owner: Sets it up and connects it to their systems. Often decides whether year two renews.
- Security, legal and procurement: Can add months. Learn which questionnaires, certifications and terms are non-negotiable.
- Daily users: Two or three people who would use it every day. Their workflow shows whether it survives the champion leaving.
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<a href="https://www.koji.so/visuals/enterprise-buying-committee-roles-to-interview"><img src="https://www.koji.so/visuals/enterprise-buying-committee-roles-to-interview/enterprise-buying-committee-roles-to-interview.png" alt="Framework showing the five roles to interview before moving upmarket: economic buyer, champion, admin, security and procurement, and daily users." width="1200" height="856" /></a>
<p>Source: <a href="https://www.koji.so/visuals/enterprise-buying-committee-roles-to-interview">Five buying committee roles to interview before moving upmarket</a>, Koji</p>
