Enablement Kit 03 // Layer 03

Committee Penetration

Enterprise deals are won by consensus, not individuals. This kit identifies the specific stakeholders missing from your active deals and uses paid media to force multi-threaded engagement across the entire Buying Committee.

Governance Protocols

PROTOCOL_01

Role Taxonomy & Seniority Bands

Why it matters: Standardizing thousands of fragmented job titles into core roles (Champion, Tech Evaluator, Economic Buyer) to ensure precise ad delivery.

Example: Mapping 'VP of Infrastructure' and 'IT Director' both to the 'Tech Evaluator' role.
+ Normalized Role Registry+ Seniority Band Rubric
PROTOCOL_02

Committee Coverage Scoring

Why it matters: We measure 'Density'—not just clicks. If you only have one person engaged, the deal is single-threaded and at risk.

Example: Score = 3/5 roles engaged. Action: Trigger ads to missing Economic Influencers.
+ Account Density Logic+ Gap-Detection Spec
PROTOCOL_03

Missing Role Detection

Why it matters: Automated logic that identifies which specific personas have not seen or engaged with the narrative yet.

Logic: If 'IT Security' is active but 'Finance' is dark → Force Security & ROI creative.
+ Role Gap Dashboard+ Persona Inclusion Rules
PROTOCOL_04

MVC Triggers & Sprint Entry

Why it matters: Defining the Minimum Viable Committee (MVC). Only when the required roles are engaged does an account trigger a Sales Sprint.

Rule: 3+ Core Roles Active + 10+ Evidence Events = SPRINT READY.
+ MVC Threshold Table+ SDR Alert Mapping

Minimum Viable Committee (MVC)

The MVC is the governance gate that stops Sales from wasting time on "ghost" deals. We don't hand over a lead; we hand over an **Engaged Committee**.

ROLE SET
Champion + Tech + Econ
+
DENSITY
3+ Stakeholders
+
INTENT
Purchase Evidence
=
SALES SPRINT

What You Get

Strategic Specs

  • Persona-to-Role Taxonomy
  • MVC Readiness Matrix
  • Multi-thread Strategy Guide

Operational Rules

  • Committee Scoring Logic
  • Gap-Based Ad Triggers
  • Sales Alert reason codes

Success Metrics

Committee Breadth

Average number of distinct buying roles engaged per open Opportunity.

Single-Thread Rate

% of deals with only one active contact (Goal: <15%).