Who Is an Economic Buyer in B2B Enterprise Sales?

The economic buyer is the one who possesses the spending authority. S/he takes the call on whether your product should be bought or not. Apart from exceptional cases, CFOs are often the economic buyer in the case of enterprise sales.  

Economic Buyer vs. Decision Maker

Economic buyer: The economic buyer is responsible for approving the budget and ensuring the financial viability of a purchase. For example, the CFO of a company might be the economic buyer who reviews and authorizes the budget for a new software solution.

Decision maker: The decision maker is the individual who has the final say in selecting and choosing the solution based on its alignment with the company's needs. For instance, the Head of IT might be the decision maker who evaluates and chooses the best software solution for the company's technical requirements.