Figure 14 Sept 2026From “What is a buying committee?”

The buying committee stakeholder map

Map authority levels, evaluation criteria, and decision influence across the cross-functional enterprise decision-making unit.

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Figure 1The buying committee stakeholder map

Stakeholder Persona	Organizational Locus	Common Evaluation Focus	Possible Concern	Potential Decision Influence
Economic Buyer	C-Suite / Line-of-Business VP	Net ROI, strategic alignment, payback period	Capital misallocation, project failure	Budget approval or deferral
Operational Champion	Director / Senior Manager	Operational productivity, workflow relief	Political capital loss, team frustration	Can withdraw sponsorship or access
Technical Evaluator	Enterprise Architect / IT Director	System compatibility, API schema, scalability	Architectural debt, custom maintenance burden	Can withhold technical clearance
Security & Compliance	CISO / Data Privacy Officer	SOC 2 compliance, GDPR, vulnerability risk	Data breach, regulatory fines, liability	Can withhold compliance approval
Legal Counsel	In-House Corporate Legal	Contractual liability, indemnification, SLAs	Litigation exposure, breach of warranty	Can block agreement on terms
Procurement & Sourcing	Strategic Sourcing Director	Unit price, payment terms, total cost	Budget overrun, vendor lock-in	Can delay or condition the process
End-User Representatives	Operational Line Staff	User interface ergonomics, daily disruption	Workflow complexity, change fatigue	Can affect adoption

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Source: Author-developed stakeholder framework. The cited works inform the channel-governance and sales-marketing discussion but do not validate this role taxonomy or its decision-right assignments.

PNG4:3, 1600 × 1200, with the title, the source line and the attribution set in the image isoglu-2026-what-is-a-buying-committee-fig01.png

From the essay

Go-to-market strategy

What is a buying committee?

A buying committee is the group involved in a B2B purchase decision. Map possible roles, decision rights, concerns and next steps.

4 Sept 2026

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APA 7

Isoglu, S. (2026). The buying committee stakeholder map [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-a-buying-committee-fig01/

BibTeX

@misc{isoglu-2026-what-is-a-buying-committee-fig01,
  author = {Isoglu, Sinan},
  title = {{The buying committee stakeholder map}},
  year = {2026},
  howpublished = {Figure 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-a-buying-committee-fig01/},
  note = {From the essay {What is a buying committee?}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-a-buying-committee-fig01/">
    <img src="https://isoglu.com/social/isoglu-2026-what-is-a-buying-committee-fig01.png" alt="Figure 1: The buying committee stakeholder map" width="3200" height="2400">
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  <figcaption>Figure 1: The buying committee stakeholder map. Source: Author-developed stakeholder framework. The cited works inform the channel-governance and sales-marketing discussion but do not validate this role taxonomy or its decision-right assignments. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-a-buying-committee-fig01/">View exhibit</a>.</figcaption>
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