General Marketing
Champion-Blocker Analysis
Champion-blocker analysis identifies the individuals within a buying committee who are advocates (champions) for your solution and those who oppose it (blockers). Understanding this dynamic is critical for B2B sales strategy and targeted messaging.
Examples
A sales team maps the buying committee and discovers the VP of Marketing is the champion while the CFO is the primary blocker, prompting an ROI-focused content strategy targeting finance.
Best Practices
Map every member of the buying committee early, create persona-specific messaging for both champions and blockers, and equip your champions with materials to address blocker objections.