ACT_PROTOCOL_01 // PROTOCOL_SPEC
Engagement Density Thresholds
Define when an account is truly "Sales-ready" using density—not clicks—so SDRs enter only when there is enough multi-person engagement to justify a sprint.
Clicks Don’t Equal Readiness
Most handoffs fire on single-thread engagement (one champion clicking). That creates wasted outreach, false urgency, and Sales distrust. Density thresholds prevent premature activation and focus SDR time on accounts with real buying motion.
CRITICAL FAILURE MODES
- ✕ Single champion clicks trigger SDR outreach with no committee awareness
- ✕ High volume retargeting inflates engagement metrics without deal intent
- ✕ SDRs ignore alerts because "Marketing always says it’s hot"
Density Readiness Logic
DENSITY INPUTS
Distinct engaged personas (role count)
Engagement depth (visit, consume, return)
Time-window compression (e.g., 7/14/21 days)
Stage signals (evaluation behaviors)
Recency-weighted intent + fit
→
READINESS OUTPUT
Sprint-Eligible Account
Logic: [2+ Roles Engaged] + [Depth Threshold] + [Recency Window] → SDR Sprint Trigger
Artifacts You Receive
- ✓Engagement Density Rubric (role + depth scoring)
- ✓Sprint Eligibility Threshold Spec (7/14/21d windows)
- ✓CRM Field Writeback Schema (Sprint_Eligible + Density_Score)
- ✓Alerting Rules (what triggers Sales vs what stays in nurture)
Implementation Steps
WK 1
Define buying roles and what counts as meaningful engagement depth.
WK 2
Set thresholds by tier/stage and design the Sprint_Eligible writeback.
WK 3
Pilot density-based triggers and tune for SDR acceptance + opp conversion.