Glossary
The person with budget authority to approve the purchase.
Economic buyerACCOUNT INTELLIGENCE
The economic buyer can say yes and have it mean something. In a mid-market SaaS company it may be the CRO or COO; in a manufacturer it may be the CIO or business-unit executive, depending on the problem and budget threshold. Economic buyers respond to margin, risk, and time, not to feature lists. Pitching a champion's message to an economic buyer is one of the most reliable ways to lose a cycle.
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