Stakeholder Map Assembly

This drill produces a complete buying committee map for a deal: every stakeholder identified, role-classified, influence-scored, and stored in the CRM with engagement status tracking. It is the foundation for multi-stakeholder discovery — you cannot run targeted discovery calls without knowing who to talk to and why they matter.

Input

• Deal record in Attio (stage >= Connected)
• Company domain or LinkedIn company URL
• Product value proposition (for role classification context)
• Optional: existing contacts already known at the account

Steps

1. Pull Existing Contacts from CRM

Query Attio for all people already linked to this deal:

attio.list_records({
  object: "people",
  filter: { linked_deal_id: "{deal_id}" },
  select: ["name", "title", "email", "stakeholder_role", "last_interaction_date"]
})

This establishes the baseline: who do we already know? Flag contacts without a stakeholder_role as unclassified.

2. Research the Org Chart

Run the org-chart-research fundamental against the target company:

• Push the company to a Clay table
• Use clay-people-search to find 20-30 people at Director+ level
• Filter to departments relevant to the buying decision
• Enrich each person with title, department, seniority, LinkedIn URL, and email via clay-enrichment-waterfall
• Use Claygent to infer reporting lines

3. Classify Every Contact into Buying Committee Roles

Run the stakeholder-role-classification fundamental on each contact:

• Apply rule-based classification first (title patterns)
• Use Claude API for ambiguous contacts
• Assign one primary role per contact: Economic Buyer, Champion, Influencer, Blocker, End User, or Gatekeeper
• Score confidence: High, Medium, or Low

4. Score Influence Level

For each stakeholder, compute an influence score (1-10):

| Factor | Weight | How to Assess | |--------|--------|---------------| | Seniority | 30% | C-Suite=10, VP=8, Director=6, Manager=4, IC=2 | | Budget authority | 25% | Owns budget=10, Influences budget=6, No budget role=2 | | Department relevance | 20% | Primary user dept=10, Adjacent dept=6, Support dept=3 | | Decision history | 15% | Led prior purchases=10, Participated=6, Unknown=4 | | Organizational tenure | 10% | 3+ years=8, 1-3 years=6, <1 year=4 |

Compute: influence_score = sum(factor_value * weight)

5. Identify Gaps

After mapping, check for completeness:

• Is there an identified Economic Buyer? If not, this is a critical gap.
• Are there at least 3 distinct roles represented? Fewer means single-threaded risk.
• Are there any departments that use the product but have no contacts mapped?
• Is there a potential Blocker identified? (Security, Legal, Procurement)

Generate a gap report listing missing roles and departments with recommendations for who to find.

6. Push to Attio

For each stakeholder:

1. Create or update the Person record using attio-contacts
2. Set custom attributes using attio-custom-attributes:
   • stakeholder_role: the classified role
   • stakeholder_confidence: High/Medium/Low
   • influence_score: the computed score (1-10)
   • engagement_status: Unengaged (default for new contacts)
   • discovery_status: Not Started
3. Link the Person to the Deal record
4. Create an Attio note with the gap report using attio-notes

7. Log Events

Fire PostHog events for tracking:

posthog.capture("stakeholder_mapped", {
  "deal_id": "{deal_id}",
  "stakeholder_count": total_stakeholders,
  "roles_covered": ["Economic Buyer", "Influencer", ...],
  "gaps_found": ["No Blocker identified", ...],
  "influence_score_avg": avg_score
})

Output

• Attio deal record with all stakeholders linked, role-classified, and influence-scored
• Gap report identifying missing roles and departments
• Each stakeholder has: role, confidence, influence score, engagement status, discovery status
• PostHog events logged for threshold evaluation

Triggers

Run this drill:

• When a new deal enters the "Connected" stage
• When new contacts are added to an existing deal (re-run to update the map)
• Before any multi-stakeholder discovery call prep
• Monthly refresh for all active deals at Connected or later stages