Concept
Buying Committee
The group of people who collectively make a B2B buying decision — averaging 7 people for enterprise SaaS deals in 2026.
The buying committee is the group of people involved in a B2B purchase decision. According to Gartner, this averages 7 people for enterprise deals in 2026, with roles like user, economic buyer, blocker, champion, and final decision-maker.
The larger the committee, the longer the sales cycle and the more touchpoints you need. ABM is a direct response to growing buying committees: instead of working one contact, you work the whole committee simultaneously.