Buyer Type

The term Buyer Type refers to the specific role and level of the decision maker(s) that work 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 a functionality for a specific 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. Broad functionality, enterprise products with technical integrations will require the CTO’s review.

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