COMMITTEE_PROTOCOL_01 // PROTOCOL_SPEC
Buying Committee Role Map
Define the roles that influence enterprise purchase decisions so Paid Media OS™ targets the full buying group—not just whoever triggered the intent signal.
The Single-Person Targeting Myth
Enterprise deals rarely close because one person showed intent. When media only reaches a single researcher, deals stall because decision-makers were never influenced.
CRITICAL FAILURE MODES
- ✕ Intent signals originate from junior researchers
- ✕ Executive stakeholders remain unaware of the vendor
- ✕ Sales outreach stalls because stakeholders lack shared context
Committee Role Logic
ROLE INPUTS
Historical Closed-Won Stakeholders
Sales Interview Insights
CRM Contact Roles
Industry Buying Patterns
→
COMMITTEE MAP
Target Role Set
Logic: [Champion] + [Economic Buyer] + [Technical Evaluator] + [Influencer]
PLATFORM ON (LinkedIn + DSP + CRM)
We map each role to specific targeting parameters (title clusters, seniority, department) and deploy coordinated role coverage campaigns.
Rule: Department = IT AND Seniority ≥ Director → Technical Evaluator Role
PLATFORM OFF (Persona Manifest)
We publish a role manifest with targeting definitions your buying team can activate across media partners.
Persona: Economic Buyer → CFO / VP Finance / Finance Director
Artifacts You Receive
- ✓Buying Committee Role Taxonomy
- ✓Persona Targeting Definitions
- ✓Title + Department Targeting Map
- ✓Role Coverage Activation Checklist
Implementation Steps
WK 1
Analyze closed-won deals to identify recurring stakeholder roles.
WK 2
Define role taxonomy and targeting definitions.
WK 3
Deploy role-based audiences across programmatic and paid social.