stakeholder-map.md
Stakeholder / Champion Mapping: 8-Role Detail
On-demand reference for the sales-methodology skill.
For deals above $25K ACV, map every identified person against the 8 stakeholder roles:
| Role | What They Do | How to Identify |
|---|---|---|
| Initiator | First raised the need internally | "Who first brought this up?" |
| Champion | Actively helps you win; has personal stake | Tests: Will they coach you? Share intel? Sell internally? |
| Decider | Final budget authority | "Who signs off on investments of this size?" |
| Operations | Will manage implementation day-to-day | "Who will own the rollout?" |
| Users | Will use the solution daily | "Who will be in the system every day?" |
| CxO | Executive sponsor above the Decider | Often the Decider's boss; provides air cover |
| Finance | Procurement, CFO, budget gatekeeper | "What's your procurement process?" |
| Security | IT, compliance, legal review | "Do you have a security review process for new vendors?" |
CRM Implementation: Create a stakeholder_map note field per deal. In deal reviews, count roles filled:
- 1-2 roles: ⚠️ Single-threaded; highest risk factor
- 3-4 roles: Developing; push for Decider access
- 5+ roles: Well-mapped; focus on Champion strength