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Framework & Playbook
Buying Group Mapping Framework
Identify every stakeholder in a deal and map their influence, role, perception, and position relative to the powerline to guide engagement.
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- ForgeX Research
Research summary
The Buying Group Mapping Framework gives account teams a common method for finding the people behind a purchase decision and recording what matters about each one. It covers targeting levels, how buying group size and decision paths scale with deal value, sources for identifying contacts, and four member attributes, closing with a fully mapped illustrative example.
With this framework & playbook, you can:
- Estimate buying group size and decision path from deal value and purchase complexity.
- Classify each member by buying influence, buying role, and perception using a shared vocabulary.
- Draw the powerline to concentrate engagement on the members who most shape the decision.
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