COMMITTEE_PROTOCOL_04 // PROTOCOL_SPEC
Missing-Role Detection
The algorithmic gap-finder. We identify which critical committee roles are untouched by media and automatically trigger 'role-fill' campaigns to ensure 100% stakeholder coverage.
The Ghost Stakeholder Risk
A deal that looks 'hot' with 50 clicks from IT can still be a 'Dead Deal Walking' if the Economic Buyer (CFO) has never heard of you. Missing-role detection prevents the blind spots that lead to last-minute vetoes.
CRITICAL FAILURE MODES
- ✕ Deals move to 'Late Stage' with zero engagement from the person who signs the check
- ✕ Technical evaluators only enter the loop at the end, finding a deal-breaking flaw
- ✕ Marketing reports high 'Account Engagement' while the key decision-maker is totally untouched
Gap Detection Logic
SATURATION DATA
Defined Committee Role Requirements
Current Account Engagement Map
Persona-Level Reach & Frequency
CRM Opportunity Stage
→
ACTION TRIGGER
MISSING_ROLE_FORCE_ACTIVATION
Logic: [Required_Roles] NOT IN [Engaged_Roles] → Status: GAP_DETECTED
PLATFORM ON (DSP / LinkedIn API)
When a gap is detected in an active opportunity, the OS automatically triggers a high-bid 'Force Reach' campaign targeting only the missing titles.
Rule: If Stage = 'Evaluating' AND Role 'CFO' = NULL → Activate 'Economic_Buyer_Proof' campaign
PLATFORM OFF (Sales/Marketing Sync Report)
We provide a 'Committee Integrity' report that highlights deals at risk due to missing stakeholder coverage, allowing for manual persona-based air cover.
Dashboard: Alert SDR if 'Technical_Evaluator' is missing from accounts in Stage 2+
Artifacts You Receive
- ✓Committee Gap Detection Schema
- ✓Role-Fill Creative Templates
- ✓Bid-Aggression Rules for Missing Personas
- ✓Stakeholder Integrity Dashboard
Implementation Steps
WK 1
Define mandatory committee roles required to move from 'Discovery' to 'Closed-Won'.
WK 2
Deploy cross-persona tracking to log 'Zero-Reach' stakeholders in active accounts.
WK 3
Automate 'Role-Fill' campaigns to programmatically target missing personas as gaps appear.