Buying Group Composition & Role Assignment

Map the Real Decision Makers

Buying Group Composition identifies who matters inside a target account by classifying a large prospect universe into consistent buyer roles, assigning confidence, and organizing engagement around a practical buying-group model (core, secondary, extended influencers).

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The Problem

In complex enterprise deals, success depends on reaching the right people—not just “leads.” But contact data is messy, titles are inconsistent, and teams lack a scalable way to model buying groups and engagement tiers.

What It Does

Uses a five buyer-role model as the classification backbone and applies a buying-group composition model:

1
Core Members (~50):
Active when “in market”
2
Secondary Group (~10x larger):
Influences core decisions
3
Extended Influence:
Broader organizational awareness layout

Classifies prospects using available attributes (title, function, department, management level) and returns a confidence score when data is incomplete.

Key Capabilities

Universal Ingestion

Prospect universe ingestion (supports multiple data-quality “tranches”)

LLM Classification

LLM-driven role classification with prompt iteration and output hygiene

Confidence Scoring

Confidence scoring to highlight where enrichment is needed

Operational Cadence

Run weekly/biweekly; deployable as a lightweight service (e.g., Lambda/API)

Outputs

Role-assigned contact lists (by tranche), with confidence scoring
Structured artifacts suitable for downstream segmentation and activation

Primary Users

ABM Teams
Demand / Field Marketing
SDR/BDR
RevOps
Account Teams

Success Metrics

Higher connect-to-meeting rates by targeting core/secondary buyers
Reduced waste from “spray and pray” outreach
Better alignment on who the buying group actually is

Turn your contact universe into an actionable buying-group map.

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