What is Buyer Group Intelligence?

Buyer Group Intelligence is the practice of mapping and understanding the complete buying committee in enterprise sales. Instead of relying on a single champion, it identifies all stakeholders who impact the purchase decision.

How does Adrata help sales teams?

Adrata uses AI to automatically map buying committees, identify hidden stakeholders, understand each person's priorities, and provide actionable intelligence to close deals faster.

What is the sales tarpit problem?

The sales tarpit is when enterprise deals get stuck despite having a champion. Modern B2B buying involves 6-10+ stakeholders, each with veto power. Adrata helps teams navigate this complexity.

Adrata sells buyer-group data and the Harness revenue teams use to reach the growing decision groups around enterprise purchases.

Adrata Data helps teams buy a focused data package: buyer groups by default, with intro path data, company data, people data, reports, exports, API handoff, and MCP delivery available as add-ons.

Harness is the operating layer for revenue teams: a workspace, AI actions, drafts, workflows, account context, data add-ons, integrations, governance, and sync around real pipeline.

How does Adrata use AI?

Adrata uses AI to research accounts, map decision groups, identify intro paths, draft role-specific outreach, coach reps, and explain the next move with source-backed context.

Can I get AI, the platform, and the data separately?

Yes. Teams can start with Data, deploy Harness, or combine both. Data can be delivered as reports, CRM import, CSV export, API handoff, or MCP delivery. Harness can include data add-ons.

What does Adrata add beyond contact data?

Adrata maps decision groups. A list of names is not the same as knowing which people decide, who can block, who can influence, and what path gets you to the signer.

What does Adrata add beyond a contact list?

A contact list tells you who exists. Adrata helps you understand the decision system: the buyer group, who signs, who blocks, who influences the deal, how they relate to each other, where the deal is single-threaded, and which path gives you the best next move.

Where does the buyer-group data come from?

We combine your first-party CRM data with public signals — org charts, hiring patterns, SEC filings, and engagement history. The AI maps reporting lines and decision authority. Your CRM stays the system of record.

Does Adrata replace our CRM?

No. Adrata sits on top of Salesforce, HubSpot, and your warehouse. Your CRM remains the system of record; Adrata adds decision-group data, intro paths, workflows, AI actions, provenance, and governance above it.

How long does setup take?

Connect your CRM and your pipeline appears immediately. Decision-group mapping starts working on day one. Most teams are fully ramped within two weeks.

What does Adrata cost?

Data starts at $40 per buyer group, with Intro Path Data, Company Data, and People Data available as add-ons. Harness starts with a $100 paid trial. Rep is $500 per seat per month, Team is $1,200 per seat per month, and Enterprise is custom for governed API/MCP access, SSO/SCIM, data residency, retention, customer-owned runner options, security review, SLAs, centralized GTM billing controls, and a forward deployed engineer.

The Access Graph

The hardest part of selling into a company is not finding a contact.

It is finding the path.

Most revenue systems treat accounts like lists: contacts, activities, opportunities, and notes. The rep is expected to look at the list and infer the strategy.

That is backwards.

Enterprise deals are networks. People know each other. Power moves through reporting lines, past employers, board relationships, former teammates, customer references, investors, partners, and internal politics.

The Access Graph is Adrata's model of that network.

What It Connects

The Access Graph connects five things:

People: buyers, champions, blockers, economic buyers, technical evaluators, procurement, executives, advisors, and sellers.
Companies: accounts, customers, partners, former employers, investors, subsidiaries, and buying centers.
Relationships: direct relationships, second-degree paths, previous coworkers, customer references, executive access, and relationship strength.
Signals: meetings, replies, opens, calls, job changes, funding, hiring, product usage, intent, stakeholder movement, and deal events.
Deal context: stage, risk, missing people, objections, commitments, next actions, and outcomes.

When those layers are separate, the seller gets fragments. When they are connected, the seller gets a path.

Why The Graph Matters

AI is only as useful as the context it can reach.

If an AI assistant sees only CRM fields, it will produce CRM-shaped advice. If it sees email text, it will produce email-shaped advice. If it sees a contact database, it will produce list-shaped advice.

The Access Graph gives AI the missing structure: who is connected to whom, who has power, what changed, and which relationship can move the account.

That is why the Access Graph is a core layer of the AI Harness for Revenue Teams. It is the context database for access.

What It Lets A Rep Do

A rep should be able to open an account and know:

who to contact first
who can introduce them
who has economic authority
who is likely to block
which relationship path is warmest
what proof or message fits the person
what changed since the last touch

That is not enrichment. That is operating context.

What It Lets A Manager See

Managers need to know whether their team is creating real access or just generating activity.

The Access Graph lets them see single-threaded deals before they become slips, reps who consistently reach power earlier, accounts with strong relationship coverage, segments where warm paths are dense, teams that create more multi-stakeholder momentum, and updates that changed the graph and improved outcomes.

The goal is not to admire the graph. The goal is to improve it.

What It Lets A CRO See

At the CRO level, the Access Graph becomes a strategic asset.

It shows where the company has reach, where the market is blocked, which personas are over-contacted, which segments have hidden access, and which customer relationships can open new pipeline.

Pipeline quality is not only about dollars. It is about access density.

A $500K opportunity with one weak champion is fragile. A $300K opportunity with a mapped buying committee, executive access, and a credible path to the signer may be worth more.

Old world: buy a list, sequence the list, hope someone replies.

New world: map the account, find the path, reach the person who can move the deal.

Find the path into any company.