Engagement Intensity Heatmaps
The engineering of Density Visualization—mapping account activity across persona tiers and journey stages to identify where committees are actually forming vs. stalling.
The "Hidden Stalemate"
A high "Account Score" is a dangerous metric if it's driven by one person clicking 100 times. That isn't a deal; it's a fan. Real enterprise deals require **distributed intensity**—meaning activity across IT, Finance, and Operations. Without **Intensity Heatmaps**, you can't see the "hollow" accounts in your pipeline. We fix this by visualizing the coverage of the buying committee so you can spot single-threaded risks before they kill the deal.
Detection Failures
- Persona Gaps: Having high engagement in IT but 0% visibility with the Economic Buyer.
- Asset Imbalance: Accounts consuming blog content but ignoring the Security and ROI packets.
- False Velocity: Reporting momentum that is actually just a single hyper-active user.
Committee Density Matrix
Rule: Deep Green = Multi-Persona Momentum. Empty = Sales Risk.
Environment Implementation
6sense / Demandbase ON
We utilize Platform Persona Maps to automate the heatmap. We configure custom "Committee Clusters" so the platform can report on percentage-coverage of required roles per account tier.
Platform Off (CRM/MAP First)
We build Role-Based Roll-ups in CRM. We aggregate "Activity Type" by "Persona Tier" at the Account level, creating a visual score-grid that highlights which buying committee seats are still empty.
Artifacts You Receive
- Committee Density Rubric: Definition of "Full Coverage" for your Top 100.
- Persona Heatmap Template: Visual dashboard spec for CRM or BI tools.
- Gap-Fill Playbook: Sales tactics for accounts with specific persona "cold spots."