COMMITTEE_PROTOCOL_03 // PROTOCOL_SPEC
Minimum Viable Committee Triggers
The logic that prevents premature outreach. We define the specific 'activation gate'—the moment when enough unique roles have been reached to justify a high-intensity Sales sprint.
The Premature Outreach Trap
Sales reps often reach out the moment a single user clicks an ad. This leads to 'educational fatigue' where the rep has to explain the value prop from scratch. Deals die when the rep lacks the internal air cover of a warmed-up committee.
CRITICAL FAILURE MODES
- ✕ Sales attempts to close a champion before the Economic Buyer is aware
- ✕ High SDR effort on accounts with 0% executive SOV (Share of Voice)
- ✕ Deals revert to 'Silent Lost' because consensus was never built through media
MVC Activation Logic
SATURATION SIGNALS
Unique Role Count (e.g., ≥ 3 distinct roles)
Executive Tier Engagement (Director+)
Cross-Channel Frequency (3+ exposures per role)
High-Value Intent (Pricing/Security pages)
→
ACTIVATION GATE
MVC MET (SDR Sprint Enabled)
Logic: ([Champion] AND [Economic Buyer]) OR ([3+ Technical Roles]) → Status: MVC_READY
PLATFORM ON (ABM Orchestration Layer)
We automate the transition from 'Awareness' to 'SDR Activation' inside your ABM platform based on real-time role-saturation triggers.
Rule: If Account_Coverage ≥ 3 Roles AND Executive_Engagement = True → Move to Sprint_Lane
PLATFORM OFF (CRM / Reporting Dashboards)
We provide a 'Committee Health' report that flags accounts where the MVC is met, allowing Sales Managers to prioritize accounts with the highest consensus probability.
Dashboard Filter: Show accounts where [Roles_Reached] contains ['Finance', 'IT', 'Operations']
Artifacts You Receive
- ✓MVC Trigger Definition Matrix
- ✓SDR Activation Playbook (The First 48 Hours)
- ✓Committee Saturation Dashboards
- ✓Alert Logic Spec (Slack/CRM Notifications)
Implementation Steps
WK 1
Define your 'Minimum Viable Committee' roles based on historical winning deal patterns.
WK 2
Deploy role-level tracking to measure when those specific stakeholders are reached.
WK 3
Set up automated alerts for Sales when an account hits the MVC threshold.