Role Weighting + SLA Rules
The engineering of Signal Power—assigning higher priority and faster response times to decision-maker activity so Sales sprints when authority engages.
The "Volume Over Value" Signal
Most scoring systems count total clicks. If 10 interns download a whitepaper, the account "surges" and triggers an SDR task. If one CTO views your pricing page, it’s buried in the noise. Without Role Weighting, your Sales team spends 80% of their time chasing the people who have 0% of the budget. We fix this by making the Buyer Role the multiplier for the signal.
Operational Leakage
- SLA Dilution: Decision-maker signals cooling off because they are stuck in a generic 24-hour lead queue.
- Misallocated Effort: SDRs spending bespoke research hours on non-decision personas.
- Noise Saturation: High-volume practitioner traffic masking low-volume executive intent.
The Priority Engine
SLA: 2-Hour Response. High-intensity multi-threading.
SLA: 4-Hour Response. Technical proof sequence.
SLA: 24-Hour Response. Standard nurture track.
Environment Implementation
6sense / Demandbase ON
We implement Weighted Persona Scores within the platform. We configure "Urgent Alerts" that trigger Slack or CRM notifications specifically when an Executive-tier persona enters a high-intent segment, bypassing standard volume-based triggers.
Trigger: [Persona == Executive] AND [Stage == Decision] → Instant_SLAPlatform Off (CRM/MAP First)
We build SLA Escalation Flows in your CRM. When a contact with a Decision-Maker role shows first-party intent (Pricing/Demo views), the Flow automatically elevates the Account Priority and reassigns the task to an Executive SDR.
Flow: IF Role_Weight >= 5 THEN Priority = 'Urgent'Artifacts You Receive
- Role Weighting Matrix: The multiplier table for every committee role.
- SLA Contract Document: Agreed-upon response times between Marketing and Sales.
- Escalation Workflow Spec: Technical logic for "Red Phone" routing.