Minimum Viable Committee (MVC) Triggers
The engineering of orchestration rules that only release an account to Sales when a cluster of required roles (e.g., Champion + Evaluator) engage within a 14-day window.
The Single-Threaded Dead End
Most ABM systems trigger an alert as soon as anyone at a target account clicks a link. This results in SDRs calling a lone analyst who has no buying power, while the actual decision-making unit remains cold. By enforcing MVC Triggers, you ensure Sales only spends time on accounts where a "Buying Momentum" exists—drastically reducing the 70% of ABM leads that Sales currently rejects as "junk."
Deal Failure Points
- Premature Outreach: Calling before the committee has actually formed.
- Single-Point Failure: Betting the entire deal on one contact who might leave or lack influence.
- Wasted Research: SDRs building 1:1 decks for accounts that are just "browsing," not "building consensus."
The MVC Threshold Logic
Product Page / Implementation Guide
Technical Specs / Security Doc
Recency Calibration
Environment Implementation
6sense / Demandbase ON
We configure Custom Intent Profiles that require "Multi-Persona Engagement." We use platform orchestration to suppress account routing until at least two distinct persona tiers cross their individual weighting thresholds simultaneously.
Config: Trigger IF [PersonaCount >= 2] AND [Intensity == High]Platform Off (CRM/MAP First)
We build Roll-Up Summary Logic at the Account level in CRM. This calculates a "Committee Density Score" based on unique contact activity within the last 14 days, auto-triggering a task only when the MVC floor is met.
Flow: IF (Unique_Roles_Engaged >= 2) THEN Release_to_SalesArtifacts You Receive
- MVC Definition Rubric: The required persona clusters for each account segment.
- Orchestration Gate Spec: Technical rules for "Sales Release" triggers.
- Committee Density Dashboard: Visual monitoring of "Ready" vs "Single-Threaded" accounts.