Strategy Proposal

Strategic ABM
Proof of Concept

A shared blueprint for committee coverage, stage-based proof, activation triggers, and measurable progression—so every touch is coordinated and compounding.

Account Blueprint

MVC Committee Map

Activation Thresholds

Sequenced Narrative

Sales Handoff Payload

Weekly Scorecard

What This Unlocks:

Teams can run a consistent, repeatable motion—anchored in committee roles, stage proof, and activation thresholds—so execution stays crisp as the program scales.

Minimum Viable Committee (MVC)

MVC is the smallest set of distinct buying roles that must show verified, high-confidence engagement within a defined window before a Sales sprint is triggered.

Required RolesChampion + Economic Buyer + Tech Evaluator

Configurable by segment and motion.

Engagement StandardHigh-Confidence Action

e.g., Demo request, pricing review, or security proof consumption.

Window + DecayRecency Guardrail

Engagement expires unless reinforced within the window.

Outcome: MVC Met → Reason Code + Next-Best Action (so Sales knows exactly what to do).

POC Deliverables

Account Blueprint

Account summary + hypothesis
Buying-unit scope + objectives
30/60/90 plan + operating rhythm

MVC Committee Map

Canonical personas (4–6)
Required role coverage per segment
Gap actions + role talk-tracks

Activation Thresholds

Signal weighting rubric
Recency + decay rules
Reason codes + next-best actions

Sequenced Narrative

E / V / C Stage definitions
Stage proof packets
Promotion gates + continuity rules

Sales Handoff Payload

CRM fields for stage & reason
Evidence timeline snapshot
Recommended first action

Weekly Scorecard

Stage promotion + velocity
Committee coverage status
Next-week adjustments

POC Workflow

Account SelectionSelect 1 approved account; define the ‘Why now’ hypothesis + required MVC roles.

System ConstructionMap stages, build governance rules, and produce the account blueprint.

Launch & EnablementDeliver the outreach kit + handoff payload; align on next-best actions.

Measure & IterateTrack velocity indicators and conduct weekly decision reviews.

Account Selection Criteria

Scope: One primary business line or buying unit to start.
Surface Area: At least 2–3 target roles identifiable.
Signals: Existing web/email/intent data available.
Strategic Fit: Strong expansion potential or active initiative.

POC Success Criteria

What Success Looks Like

Committee coverage increases (roles engaged, not just clicks).
Accounts move forward in stage (Evaluate → Validate → Commit).
Sales outreach is faster and more precise (reason-code driven).
Weekly decision rhythm exists (scale, adjust, or stop plays).

What We’ll Report Weekly

Promotion rate by stage and median time-in-stage (velocity).
MVC coverage status and identified stakeholder gaps.
Activation accuracy (ready vs. noise).
Top next-best actions for the specific account.