Buyer Type refers to the specific role and level of the decision-maker(s) working for the ICP company. When Investors ask, “who do you sell to?” they are typically referring to the Buyer Type. The specific decision-maker will depend upon the product. For products that offer functionality for a particular process, such as sales commissions, tax compliance, or contract management, the decision marker will be the head of the department charged with managing that process. In these cases, the CFO is the Buyer Type. Overall functionality, enterprise products with technical integrations will require the CTO’s review.
Buyer Type refers to the specific role and level of the decision-maker(s) working for the ICP company. When Investors ask, “who do you sell to?” they are typically referring to the Buyer Type. The specific decision-maker will depend upon the product. For products that offer functionality for a particular process, such as sales commissions, tax compliance, or contract management, the decision marker will be the head of the department charged with managing that process. In these cases, the CFO is the Buyer Type. Overall functionality, enterprise products with technical integrations will require the CTO’s review.
