It is important that we make contact with these key players to ensure that we know whether or not they will support our product/solution. We want to encourage them to contribute ideas to make our product/solution more valuable to their organization, gain their support, and build a positive relationship with them.
AUTHORIZERS
These are people who have budget responsibility for an area directly impacted by your product/solution, have financial expenditure authority for this size or type of purchase, or have the position or title designating such formal authority. They may be:
Executives: senior managers who determine the business direction of the company by setting and directing the organizational agenda. (Strategy, Goals, & Objectives)
Decision Makers: individuals in positions assigned or delegated to “make” the decisions. Typically, they have functional or P&L responsibility for a department, division or company. They may have the authority by merit of a delegated position
INFLUENCERS
These are people such as executives, managers, or consultants to whom others look for endorsement and buy-off prior to completing and/or advancing projects and initiatives. They may be internal or external:
Political Influencers: individuals who wield political clout by causing things to happen that would not have happened apart from their influence. The “go to” people to make things happen. People who are politically wired internally and whose buy-in and support is necessary when significant change is desired. These individuals seem to have unspoken permission to work in exception to stated policy.
Consultants: individuals who would or could be consulted with regards to either the acquisition or utilization of certain products/ services in their field of expertise. This may include external bankers, key customers, consultants, venture capitalists, lawyers, or government agencies.
JUSTIFIERS
These are people who will ultimately need to rationalize — either financially or strategically — an investment of your offerings whether it has been budgeted or not. They may be:
Financial Buyers: individuals who will evaluate the financial justifications for the acquisition of your products and/or services. This may include the Analyst, Controller, Purchasing Agent, etc.
Subject Matter Experts: individuals who are the recognized experts in the subject area of your products or services. Their expertise would typically be solicited during the evaluation stage of the buying process.
OPERATIONALIZERS
These are people who have the final responsibility for implementing, using, or leveraging the offerings you sell. They may be:
End Users: individuals and their management who directly use and benefit from the products and/or services you represent and deliver. They are the immediate benefactors of your value.
Internal Enablers: individuals who will manage the process and infrastructure ramifications from the acquisition and/or utilization of your products and/or services. May be the technology group, accounting group, etc.
IT - Telecom Business 
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