COMMITTEE_PROTOCOL_02 // PROTOCOL_SPEC
Persona Coverage Index
Measure how many roles within a buying committee your media has actually reached—so you know when an account is saturated versus untouched.
The Invisible Committee Gap
Media teams often believe an account is 'engaged' because one contact interacted. But real buying committees contain 6–10 stakeholders. Without indexing coverage, you're flying blind on deal readiness.
CRITICAL FAILURE MODES
- ✕ Accounts appear engaged but lack executive awareness
- ✕ SDRs reach out without enough internal coverage to build consensus
- ✕ Deals stall due to missing technical validation from key influencers
Coverage Logic
ENGAGEMENT INPUTS
Ad Exposure Data (by Role)
Website Engagement (by Persona)
Contact-Level Intent Signals
Persona Role Mapping
→
COVERAGE SCORE
Committee Coverage %
Logic: [Engaged Roles] ÷ [Target Committee Roles] → Coverage Index
PLATFORM ON (ABM + CRM)
Coverage scores are written back to CRM so SDRs know when an account has sufficient role engagement to justify a multi-thread outreach sprint.
Rule: Coverage ≥ 60% → Trigger SDR Outreach
PLATFORM OFF (Coverage Report)
We generate weekly coverage reports identifying accounts needing additional persona reach through manual audience adjustments.
Coverage Check: 3 of 6 roles engaged → 50% Coverage Index
Artifacts You Receive
- ✓Persona Coverage Dashboard Spec
- ✓Coverage Threshold Rules by Tier
- ✓Role-Level Engagement Heatmap
- ✓Sales Activation Triggers (MQA 2.0)
Implementation Steps
WK 1
Define core role set and baseline committee size for each target vertical.
WK 2
Implement engagement tracking by role across programmatic and social channels.
WK 3
Activate outreach protocols once coverage thresholds are statistically met.