COMMITTEE_PROTOCOL_02 // PROTOCOL_SPEC
Seniority + Decision Authority
Establish the hierarchy of influence. We define how seniority levels (CXO to Manager) correlate to decision-making power, ensuring high-value messaging reaches the actual economic buyer.
The Authority Gap
A high volume of clicks from junior employees does not equal deal momentum. Without seniority weighting, your media reporting looks 'green' while the deal stalls because the person with the signature power has zero brand awareness.
CRITICAL FAILURE MODES
- ✕ Programmatic reach is dominated by individual contributors
- ✕ Executive stakeholders are 'under-indexed' in frequency caps
- ✕ Sales reports 'internal misalignment' because the boss wasn't in the loop
Authority Weighting Logic
PERSONA SIGNALS
Seniority Metadata (C-Level, VP, Dir, Mgr)
Budget Ownership Probability
Historical 'Veto' Risk by Role
Influence Multiplier (Strategic vs Functional)
→
AUTHORITY WEIGHT
Primary Veto | Economic | Strategic
Logic: [Seniority Level] + [Function] → Authority Tier (1-3)
PLATFORM ON (LinkedIn / Programmatic DSP)
We apply seniority-based bid multipliers. We bid higher to ensure 100% Share of Voice (SOV) for 'Tier 1 Authority' personas within active accounts.
Rule: If Role = 'Economic Buyer' → Increase Bid Multiplier 2.5x
PLATFORM OFF (Lead Scoring / SDR Payload)
We tag accounts in your CRM with an 'Executive Awareness Score' based on the authority level of the engaged contacts.
Rule: Engagement from 'Director+' required to trigger 'Ready for Sales' alert
Artifacts You Receive
- ✓Seniority Weighting Matrix (Bid + Scoring logic)
- ✓Executive Reach Thresholds (minimum SOV for VPs)
- ✓Authority-Based Routing Rules
- ✓Decision-Maker Saturation Report
Implementation Steps
WK 1
Map your target titles to the 4 levels of Decision Authority.
WK 2
Deploy bid multipliers and frequency overrides for the 'Economic Buyer' tier.
WK 3
Audit Executive Reach weekly to ensure the 'Veto' layer is actually being influenced.