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DocumentationJourney Optimizer B2BJourney Optimizer B2B Edition Documentation

Buying group details

Last update: Mon Jul 14 2025 00:00:00 GMT+0000 (Coordinated Universal Time)

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  • User

When you click a buying group name from anywhere in Journey Optimizer B2B Edition, the buying group details are displayed. This overview provides useful information about the buying group, including generative AI summaries. There are also actions that you can execute for contacts associated with the account.

Access the buying group details {width="800" modal="regular"}

Use the Overview tab to review information about the account, and the Members tab to access a list of the buying group members.

Overview tab

The Overview tab is comprised of three primary sections:

Buying group summary

Buying group summary {modal="regular"}

The buying group summary section includes the following buying group information:

  • Buying group name
  • Account name (click the name to open the account details)
  • Number of members in the buying group
  • Engagement score
  • Completeness score
  • Current buying group stage
  • Role template (click the name to open the roles template)
  • Last modified/updated date
  • Generative AI summary of the buying group

Account overview

Buying group account overview {modal="regular"}

The account overview section includes the following account information:

  • Account name (click the name to open the account details)
  • Number of people in the account
  • Industry
  • Open opportunities
  • Latest three account journeys where the account is currently in use (click the name to open the journey details)
  • Generative AI summary of the account

Intent data

In Journey Optimizer B2B Edition, the Intent Detection model predicts a solution/product of interest with high enough confidence based on buying group members’ activity. The intent of buying group members can be interpreted as the probability of having interest in a product.

NOTE
Intent data is included when it is configured for your Journey Optimizer B2B Edition instance. It also requires one or more published journeys or created buying groups. For more information about the Intent Detection model and how to submit keywords, products, and categories, see Intent Data.

Intent data - buying group details {width="700" modal="regular"}

  • Levels of intent
  • Types of intent signal - Keywords, product, and solution

Buying group members

Buying group members {width="800" modal="regular"}

The Buying group members section displays two rows that highlight buying group members:

  • Decision maker - Top three decision makers based on person engagement score
  • Top engaged members - Other top engaged members based on person engagement score

Each member card includes the following details:

  • Name
  • Title
  • Role
  • Lead engagement score

Click View details to access the following member information:

  • Generative AI summary
  • Last interesting moment
  • Most recent activities (two)
  • Other Buying groups in which the lead is a member (limited to three buying groups based on the most recently added).
  • Email address
  • Phone number

View more details for a buying group member {width="600" modal="regular"}

Members tab

Select the Members tab to view a list of all buying group members. Each member listing includes the name, role, job title, email address, phone number, and source.

Members tab - buying group details {width="700" modal="regular"}

There are multiple actions that you can execute from the Members tab:

Assign a new member

An account can have one or more buying groups associated to it, and buying group members are typically a subset of contacts from the account. You can manually add any contact from the associated account to the buying group.

  1. Click Assign new member at the top-right.

  2. In the Assign member dialog, select the account leads that you want to add to the buying group and click Next.

    Members tab - assign new members {width="700" modal="regular"}

  3. In the Edit new member role dialog, select the role to assign to each of the new members.

    Members tab - assign new member role {width="700" modal="regular"}

  4. Click Save.

Remove a member

You can remove one or more selected members (up to 50 at a time) from the buying group.

  1. Select the checkboxes for the members that you want to remove.

  2. In the selection bar at the bottom, click Remove members.

    Members tab - remove members {width="700" modal="regular"}

  3. In the confirmation dialog, click Remove.

Edit role

You can change role for one or more selected members (up to 50 at a time) of the buying group.

  1. Select the checkboxes for the members that you want to change roles.

  2. In the selection bar at the bottom, click Edit roles.

    Members tab - edit roles {width="700" modal="regular"}

  3. In the Edit member role dialog, select the role to assign to each of the members.

    Edit member roles- choose roles {width="700" modal="regular"}

  4. Click Save.

Send email

You can send a marketer-approved email to one or more selected members (up to 50 at a time) of a buying group. The list of available emails is limited to approved emails from the connected Marketo Engage instance.

  1. Select the checkboxes for the members that you want to receive the email.

  2. At the top-right or in the selection bar at the bottom, click Send email.

    Members tab - send email {width="700" modal="regular"}

  3. In the Send email dialog, select the Marketo Engage workspace, and then select the checkbox for the email that you want to send.

    Select an email to send to buying group members {width="700" modal="regular"}

  4. Click Send.

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