Mapping the Buying Committee
Enterprise deals are won by consensus, not individuals. This kit identifies committee gaps that stall deals. You’ll leave with a role taxonomy, seniority bands, and a Minimum Viable Committee (MVC) definition calibrated to your sales motion.
Minimum Viable Committee (MVC)
The MVC is the smallest set of distinct buying roles, at the right seniority, showing purchase-relevant evidence within a defined time window—sufficient to justify coordinated, high-intensity Sales outreach.
Varies by segment & deal size.
Pricing, Security, or ROI activity.
Typically 10-14 days.
Example: Operational Outcome
Reason Code: RC-MVC-03 — Champion + Tech Evaluator active + Security FAQ viewed + Pricing visit (10-day window).
Next-Best Action: Invite Tech Evaluator to implementation review; align economic value with procurement.
MVC is a governance gate: it signals when coordinated outreach is justified—so teams don’t confuse early interest with buying readiness.
Governance Modules
Role Normalization
Map thousands of fragmented titles into core stakeholder roles.
Moves from title-based noise to persona-based targeting.
Role Taxonomy (with examples)
Consistency in segmentation across CRM and Ads.
Seniority & Authority
Tier stakeholders by their decision power and business impact.
Selects narrative intensity based on buyer level.
Seniority Bands Rubric (editable)
Increased executive engagement rates.
MVC Gating Rules
Promote accounts to Sales only when the right roles show purchase-relevant evidence.
Replaces 'one person clicked' with a defensible readiness gate.
MVC Readiness Rules + Reason Code Library
Higher Sales acceptance of routed accounts; fewer false-starts.
Rollout Plan
Discovery
Audit 12mo of Won deals for committee patterns.
Taxonomy
Define roles and seniority logic for your stack.
Deployment
Configure fields and automation in CRM/ABM.
Enablement
Train Sales on gap-based discovery tactics.
Success Metrics
Avg distinct buying roles engaged per target account within the rolling window.
% of engaged target accounts that meet MVC criteria (roles + evidence + recency).
% of routed accounts accepted by Sales (a primary proxy for data trust).