Maps roles and curriculum
Buying Groups
Models your buying committee as named roles with a content curriculum per role and stage, then seats real CRM contacts into each role. The committee stops being tribal knowledge.
Deep dive →Wave Capability ยท Committee Intelligence
See the whole committee. Not just the two contacts in your CRM.
Six to ten people decide a B2B purchase. Your CRM tracks the two who filled out forms. Wave models the committee behind every deal, seats real contacts into named roles, surfaces the engaged people nobody added, and tells you which motions are gaining or losing momentum.
Quick answer
See the Whole Committee is Wave's committee intelligence capability: it models the buying group behind every account and open deal, seats real contacts into named roles, surfaces engaged people who were never added to the deal, gives every role a content curriculum by stage, routes skeptics onto a dedicated assurance track, and trends the momentum of every motion so you see heating and cooling early.
What this capability includes
- A modeled buying committee for every account and open deal
- Named roles with a content curriculum per role and stage
- Engaged-but-unseated people surfaced from real signals
- A dedicated assurance track for the resident skeptic
- Momentum verdicts per motion: heating up, cooling down, or flat
- Concurrent sales and marketing motions on the same account
Last updated: July 2026
Why it compounds
Roles, seats, curriculum, momentum. Each layer feeds the next.
Committee intelligence is not a list of job titles. It is a structure that turns engagement into seats, seats into a plan, and the plan into an early warning system.
Roles
Seats
Curriculum
Assurance
Momentum you can act on
An intent platform can tell you an account is surging. It cannot tell you who the CFO is, whether she has ever engaged, what she should read next, or that the deal's engineering skeptic has gone quiet. Wave can, because every layer shares one committee model: roles define the seats, seats hold real people, each seat carries a curriculum for its role and stage, skeptics get an assurance plan instead of a harder sell, and Motion Traction reads the whole structure to call momentum. No point tool holds the structure, so no point tool can produce the answer.
Inside this capability
The five features inside this capability.
One committee model, five instruments on it. Each feature reads and enriches the same structure, so nothing you learn about the committee gets stranded.
One committee per open deal
Per-Deal Motions
Every open opportunity gets its own committee, alongside standing marketing motions on the same account. The CFO can sit on three deals at once, and each one knows it.
Deep dive →Surfaces the hidden committee
Shadow Buyers
Finds people engaging from a target account who were never seated on the deal, so the real committee, not the CRM's version of it, is what you work.
Deep dive →Handles the skeptic
Assurance Track
When a committee member needs convincing rather than advancing, Wave swaps their content plan to validation and proof material built for skeptics.
Deep dive →Momentum trend per motion
Motion Traction
Reads engagement and progression across each motion and calls it: heating up, cooling down, or flat, ranked against your other accounts.
Deep dive →Why one platform
Account scores hide the people who decide.
Account-level intent platforms tell you something happened at the account. Committee intelligence tells you who, what role they hold, and what to do next.
The stitched stack
Wave
An intent surge means someone at the account read something, somewhere. Who? Unknown.
Wave names the seats: who holds each role, who is engaged, and who is missing entirely.
Account scores cannot tell the champion from the skeptic, so both get the same nurture.
Wave tracks each seat and routes skeptics onto an assurance track built for validation.
The committee is whoever sales remembered to add to the opportunity.
Wave surfaces engaged-but-unseated people so hidden members get found and worked.
One account-level score, no matter how many deals are open.
Wave models one committee per open deal, plus standing marketing motions on the same account.
Momentum is a feeling from last week's pipeline review.
Motion Traction trends every motion and flags cooling deals while there is still time to act.
FAQ
Questions buyers ask about See the Whole Committee.
What is See the Whole Committee?
It is Wave's committee intelligence capability: five features that model the buying group behind every account and deal, seat real contacts into named roles, surface members your CRM missed, plan content per role and stage, handle skeptics deliberately, and trend momentum per motion.
How does Wave find committee members my CRM never seated?
Shadow Buyers watches engagement from a target account and flags people who are active but hold no seat on any motion. You review each one and seat them in the right role with one action. The committee you work becomes the committee that exists, not the one that filled out forms.
Can one account run more than one committee at the same time?
Yes. Every open deal can carry its own committee, and the same account can run standing marketing motions in parallel. One person can hold seats on several motions at once, and each motion keeps its own curriculum and momentum trend.
What happens when a committee member is skeptical?
You mark the seat, and Wave changes the plan instead of raising the volume. The assurance track replaces advancement content with validation and proof material until the skepticism clears. Skeptics are handled deliberately, never suppressed, and marking a seat never affects contactability.
How does Motion Traction call momentum?
It reads engagement and progression signals across each motion, compares the trend against your other accounts, and issues a clear verdict: heating up, cooling down, or flat. Accounts without enough history show no verdict rather than a fabricated one.
Does committee data reach my CRM?
Yes, once you opt in. Wave writes buying group membership and role assignments to native HubSpot properties and associations your workflows and reports can use, and every write is logged with previous value and new value so it can be audited and rolled back.
See it on your data
See the committee behind your own pipeline.
Book a 20-minute walkthrough. We will model a committee on one of your real accounts and show you the seats, the gaps, and the momentum verdicts Wave produces.
Book a walkthrough