4 enterprise software-buying team roles IT should understand
Summary
While each role in the Miller Heiman framework has influence, some people outside the official buying team can sway purchasing decisions, such as mentors, board members and unofficial leaders. To be successful, an evangelist must offer compelling reasons for the organization to apply staff time and attention to evaluation, acquisition and deployment of the software or services. Those in the economic buyer role can be successful by effectively communicating how the purchase might affect revenue and profit so those with approval control can make a good decision. The technical buyers in a software purchase are those that evaluate both the technology or service and the vendor to say whether the investment is justifiable for its capabilities and allowable at the organizational level. Technical buyers include the engineers, developers, analysts, administrators, architects and managers that evaluate whether a new service or product is fit for purpose.