Table Table 4 Go-to-market & pricing 4 September 2026

Cross-Functional RACI Governance Matrix

Buying Committee Orchestration Activity	Account Executive (AE)	Solutions Architect (SE)	Deal Desk & Legal	Product Marketing	Executive Sponsor / VP
Stakeholder Identification & Mapping	Accountable	Consulted	Informed	Informed	Informed
Champion Qualification & Testing	Accountable	Consulted	Informed	Informed	Consulted
Technical & Architectural Clearance	Responsible	Accountable	Informed	Informed	Informed
Security & Compliance Submission	Responsible	Consulted	Accountable	Informed	Informed
Legal Contract Redline Negotiation	Consulted	Informed	Accountable	Informed	Informed
CFO Economic Business Case Delivery	Responsible	Consulted	Informed	Accountable	Consulted
Executive Peer-to-Peer Alignment	Consulted	Informed	Informed	Informed	Accountable

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Reference & Evidence

Source: Table from this essay. Sources and interpretation are given in the article.

From the essay

What is a buying committee?

A buying committee is the cross-functional stakeholder group deciding B2B purchases. Map economic buyers, champions, blockers and procurement dynamics.

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APA 7

Isoglu, S. (2026). Cross-Functional RACI Governance Matrix [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-a-buying-committee-fig06/

BibTeX

@misc{isoglu-2026-what-is-a-buying-committee-fig06,
  author = {Isoglu, Sinan},
  title = {{Cross-Functional RACI Governance Matrix}},
  year = {2026},
  howpublished = {Table 4, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-a-buying-committee-fig06/},
  note = {From the essay {What is a buying committee?}}
}

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