Multi-Stakeholder Discovery Process
Conduct discovery across all key stakeholders to understand diverse needs, priorities, and concerns before proposing solution.
npx gtm-skills add sales/connected/multi-stakeholder-discoveryOutcome
Multi-stakeholder discovery completed on ≥5 complex deals in 1 week
Leading Indicators
- Stakeholder discovery completion rate
- Average stakeholders per deal
- Consensus building success
- Deal progression rate
Instructions
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On first 5-8 complex deals (3+ stakeholders), map all decision participants: economic buyer, technical buyer, end users, influencers, blockers.
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Request discovery calls with each stakeholder group: 'To ensure we address everyone's needs, I'd like to speak with your technical team, end users, and procurement separately'.
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Tailor discovery questions by stakeholder: executives focus on business impact and ROI; technical buyers focus on architecture and integration; end users focus on usability and workflow.
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Document stakeholder-specific needs in Attio: create custom fields for each stakeholder group's priorities, concerns, success criteria, and level of support.
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Identify consensus vs. conflict: note where stakeholder needs align and where they diverge; develop strategies to address conflicts.
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Track PostHog events: stakeholder_mapped, discovery_call_completed, stakeholder_need_identified, conflict_detected, consensus_built.
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Create stakeholder matrix in Attio showing each person's role, influence level, support level (champion/neutral/blocker), and key needs.
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Set pass threshold: Complete multi-stakeholder discovery on ≥5 complex deals in 1 week with ≥3 stakeholder groups per deal.
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Measure impact: compare close rates and deal velocity for deals with comprehensive stakeholder discovery vs. single-threaded deals.
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Document which stakeholder discovery approaches work best; proceed to Baseline if threshold met.
Recommendations
Time
7 hours over 1 week
Play-specific cost
Free