Persona report

A financial, procurement, or advisory professional who controls or shapes technology purchasing decisions without directly owning operational outcomes. May be a CFO weighing ROI and the risk of moving from a paid-off legacy license to SaaS, an enterprise procurement team running a formal RFP, or an independent consultant helping clients evaluate platforms. Does not initiate the purchase but is essential to closing it — and in larger deals, often the reason timelines stretch by months. Defining Characteristics: • Controls or heavily influences contract approval and purchasing authority • Evaluates ROI, payback period, and financial risk of switching from existing contracts • Scrutinizes total cost of ownership over a multi-year horizon, not just initial pricing • Sensitive to CapEx-to-OpEx transitions when replacing paid-off legacy licenses • Runs or participates in formal RFP processes and multi-vendor scoring exercises • Mitigates vendor lock-in risk by favoring standards-based, portable platforms • Focused on measurable business impact and whether a solution can be adopted successfully • Requires legal, security, and compliance review before approving any new vendor