We mapped a six-person Canadian broadcaster buying committee before the first meeting.

A global content-licensing platform was preparing to pitch Content-as-a-Service to a major English-Canadian broadcaster mid-way through a five-channel rebrand, a streaming-platform expansion from 30,000 to 40,000+ hours, and a parent-telecom CAD 1.5 billion cost-savings mandate. We mapped the six-person buying committee, wrote persona-specific messaging for each, modelled CAD 4.3 to 8.1 million of annual value, and structured a five-phase sixteen-week engagement sequence anchored by a 90-day FAST-channel pilot. Most useful for content-licensing, managed-services and platform sellers pitching into mid-to-large broadcasters under cost-discipline programmes.

Six things the brief carries into the room.

1. 01 A six-persona buying-committee map: economic buyer, technical buyer, strategic champion, distribution influencer, French-language stakeholder, business-development gatekeeper. Role in deal, care-abouts, pain points, evaluation style and a per-persona key message for each.
2. 02 A five-phase sixteen-week engagement sequence with target persona, objective, agenda and named deliverable for each phase.
3. 03 Catalogue depth mapped to channel needs across five rebranded specialty channels, the broadcaster’s premium streaming platform and its FAST channel suite.
4. 04 Six published operational challenges for the named technical buyer, each with a positioning angle, plus seven active strategic initiatives each with a catalogue match.
5. 05 An annual financial-impact model in local currency, broken down across six benefit categories with named ranges and clear basis lines.
6. 06 An engagement-principles register: do and do not, tuned to the broadcaster’s culture and to the parent telecom’s published cost discipline.

Send it to a colleague whose deal looks like this.