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The buying committee map

The panel's rule of thumb: at least three people at every account who could explain what you do. List the people you know at one account, and see whether it passes, which seats are empty, and who is drifting away.

Account (optional, stays in this browser)

Add everyone you know at the account, one at a time. For each, ask: could they explain, in a sentence, what you do for them and why they bought it?

Person 1
Name or job title
Their seat
The one person accountable for the result they bought you for.
Could they explain what you do?
YesPartlyNo
Last spoke to them
Took part in the sale

Saved in this browser as you go. Names never leave it, even when you save the PDF.

This account

Single-threaded0 of 1 know what you do

Nobody on this map could explain what you do yet. Start with whoever you speak to most.

Owns the outcomePerson 1
Signs or paysEmpty
Senior sponsorEmpty
Uses it day to dayEmpty
Could block itEmpty

3 short of the rule of threeAsk your main contact who else should hear what has changed since they bought you, and offer to show them.
You don't know who signsFind out who signs the renewal or holds the budget now. It is often not the person who signed the first time.
No senior sponsorAsk the person who owns the outcome which leader cares most about it, and offer that leader a short review of what has changed.
Nobody who could block itIT, security, finance and procurement often first appear at renewal. Find out who they are while nothing is at stake.

Keep it

Where this came from

The rule of three was agreed by the panel in the first live session, alongside single-user heroics and silence as early churn signals. Read the five signals, or check this account for them.