Guide
Decision-Maker Research Automation
Stop manually mapping buying committees. How to auto-surface economic buyers, champions and blockers using an AI copilot and public signals.
8 min read Updated 2026-06-25
The four roles you need to identify
Every B2B deal has the same four archetypes. Miss one and the deal stalls.
- Economic buyer — signs the PO
- Champion — internal advocate, usually the user of your tool
- Technical evaluator — the veto vote on security/architecture
- Blocker — quiet skeptic; often IT or legal
How AI surfaces them
The copilot cross-references LinkedIn titles, past job history, org-chart clues from public bios, and — importantly — post activity. The person posting about the exact pain you solve is almost always your champion.
Building the relationship graph
KommoAi renders a clickable graph of contact → company → decision maker with confidence weights on each edge. Any node can be re-enriched independently.
FAQ
What if LinkedIn is private?
Fall back to company press releases, podcast appearances, and conference speaker lists. The graph is still buildable, just with fewer edges.