Single-Threaded Deals
Are Single Points of Failure.
We map messy titles into role + seniority bands and measure committee coverage so Sales can multi-thread with confidence—ensuring deals don’t collapse at procurement due to missing stakeholders.
PLATFORM ON (6sense / Demandbase)
- Define committee roles in CRM as source-of-truth; map platform keywords
- Write back Role Coverage + "Missing Role" reason codes to the CRM
- Trigger sequences based on multi-role engagement density thresholds
PLATFORM OFF (CRM / MAP First)
- Create role inference rules from forms, domains, and enrichment
- Route SDR tasks only when Minimum Viable Committee (MVC) requirements are met
- Build "Committee Health" dashboards directly in your CRM contact model
The Illusion of Engagement
Most ABM reporting inflates success by counting clicks from a single "Champion" while the Economic Buyer remains invisible. This creates an echo chamber that leads to sudden deal collapse.
Definition: Committee-Ready Account
A target account is "committee-ready" when 2+ required roles are engaged within a defined window and at least one is a decision role.
// MVC_COVERAGE_DIAGNOSTIC
The Committee Mapping Framework
Title → Role Mapping Rules
Rules that map thousands of job titles into core role tiers. Includes exclusions and title edge cases.
VIEW PROTOCOL →Seniority + Decision Authority
Tiering contacts into Exec / Budget Holder / Evaluator / Practitioner to select the relevant narrative.
VIEW PROTOCOL →Role Weighting + SLA Rules
Assigning signal power to roles—decision roles trigger faster routing and high-intensity sequences.
VIEW PROTOCOL →Minimum Viable Committee Triggers
Orchestration rules that only fire a 'Sales Sprint' when the MVC is met within a defined window.
VIEW PROTOCOL →Missing Role Detection
Outputting 'who is missing' and 'what to run next' per account directly into CRM tasks.
VIEW PROTOCOL →Committee Readiness Artifacts
Every gap outputs a Next-Best Action (NBA) so SDRs know exactly who to multi-thread next.
Reason Code Examples:
- RC21: Champion engaged, EB missing → run EB sequence
- RC34: Evaluator engaged, Security missing → send security packet
- RC12: EB engaged, Finance missing → push procurement prep