Know who is in the buying group at every company in your market.
Knowing which company to approach only gets you to the front door. The next question is who is most likely to be involved in a buying group, and that answer varies from company to company.
What this settles.
Naming the real group at a company ends three arguments that otherwise get settled by whoever answers first.
Who the first conversation is with
Reps default to the most senior title they can find, or to whoever replies. Both are guesses. A named group says who owns this decision at this company, so the first attempt goes to a person chosen for a reason.
Who else has to be in the room
Deals stall when somebody nobody spoke to turns out to hold a veto. You get the whole group rather than one contact, including the people who will never reply but whose approval the deal needs anyway.
Who to leave alone
Ruling people out is worth as much as naming them. Where somebody holds a relevant title but isn’t part of this decision, the record says so, which stops a rep spending three weeks on a polite dead end.
What it looks like.
A short, ranked list of named people at one company, each one carrying the reason they’re on it.
Every name carries its reason
Nobody appears because of a job title alone. Each person comes with what puts them in this decision at this company, sourced to something you can open and read for yourself.
The list is ranked, and the bottom is honest
The group comes back in order, with a confidence figure on each name. Where somebody is a weak inclusion, the record says that plainly instead of padding the list out to look thorough.
Who couldn’t be found is part of the answer
When a role you’d expect turns out not to exist, that gets reported rather than quietly skipped. What’s absent at a company often tells you more about how it makes decisions than what’s present.
This is not a contact database. A database sells you every person who holds a given title, and it’s the same list everyone else buys. This reads one company and names the few people who are actually in this decision there, which is a shorter list, a different list at every company, and one that comes with its reasoning attached.
Titles don’t travel.
The same job sits at a different level in every company, so a filter set to a title finds the right person at some, the wrong person at others, and nobody at the rest.
At a large company an operations decision has a dedicated officer with the matching title. At a smaller one the same decision belongs to whoever is running the place, because nobody was ever hired to own it. Those two companies can have identical problems and identical budgets, and a search built on titles will treat one as a prospect and the other as an empty result.
Ask what a title filter would return at a company you know well. If the answer is a name you’d never call, or no name at all, the filter isn’t finding your buyers. It’s finding the companies that happen to label things the way you do.
When an expected role turns out not to exist, that is a finding about how the company is run, not a blank in the data. It usually means the work sits higher up, and it tells you who to approach instead.
Below is one company’s group, read from public evidence, with the gap it turned up.
One company’s group.
The company at the top of the ranked list for this market, and the six people the research placed in the decision there.
1,921 companies read 13 criteria 175 worth engaging
The Fountain Trust Company
A family-owned bank in Covington, Indiana. It bought another bank on 10 March 2026, moved that bank’s customers onto its own systems on 6 April, and its costs have risen ten points against its income since the year before. It is still hiring loan operations staff.
- Rank in your market
- 1
- Fit
- 100
- Timing
- 90
-
Lucas White
President
Role in the decisionPresident and Chief Executive Officer
Confidence 90 -
Geoff Smith
Chief Compliance Officer
Role in the decisionChief Risk Officer or Chief Compliance Officer
Confidence 88 -
Alexis Summers
Loan Administrator
Role in the decisionLoan and deposit operations leadership
Confidence 75 -
Kevin M. Bennett
Cyber Security Analyst
Role in the decisionTechnology leadership
Confidence 70 -
Dani Thomas
Loan Officer Vice President
Role in the decisionLoan and deposit operations leadership
Confidence 65 -
Adam Walters
Loan Officer
Role in the decisionLoan and deposit operations leadership
Confidence 60
And the roles that weren’t there.
No Chief Operating Officer, no Chief Financial Officer, and no VP of Deposit Operations could be found in any public record.
That is normal for a bank of this size. Those duties are not missing from the company, they are concentrated under the President, which is why he is first on the list rather than a courtesy inclusion.
Every figure on this page is from a real run and is provisional until the full read of this market completes.
What the list shows.
Six people, and not one of them holds the title the search was looking for. The research went looking for an operations officer at a bank that turned out not to have one, and found the President doing that job himself. A search built on titles would have come back empty and the company would have dropped out, which is the company this market’s own ranking puts first.
See the group in full, with every sourceTwo capabilities that work with this one.
What we build is a set of capabilities, switched on separately depending on what your market needs and what you already have. These two sit closest to this one.
Rank your market
Finding the people is the second question. The first is which companies are worth the effort at all, scored on fit and on timing separately, with the reasons attached.
See what it doesBrief every conversation
This page answers who to reach. What to open with is a separate thing: the dated facts worth raising at that company, and what not to walk in pitching.
See what it doesLearn how we would approach your market.
The market plan names the market we’d read for you first, roughly how many companies it holds, and how we’d build an engine on it. It’s written before any of the research exists, so it says where it’s assuming.