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Champion and Buyer Analysis for B2B Sales
Introduction
Understanding the relationship between champions and buyers is crucial for B2B sales success. This lesson explores how to identify and map these key stakeholders, particularly in Series A startups focusing on analytics engineering solutions.
Champion-Buyer Scenarios
Scenario 1: Split Roles
-
Champion: Senior Analytics Engineer
- Never has own budget
- Technical expertise
- Needs support for specific reports
- Usually senior-level position
-
Buyer: CEO/CRO
- Budget authority up to $20k
- High motivation for data solutions
- Presses engineer for insights
- Decision-making power