Stakeholder Mapping Framework

Create a stakeholder mapping template in a spreadsheet with columns for Name, Title, Role in Deal (Champion, Influencer, Blocker, Economic Buyer, End User), Sentiment (Supporter/Neutral/Opposed), and Engagement Level (High/Medium/Low).

Select 3-5 active deals from your pipeline; for each deal, list all known stakeholders based on discovery calls and email threads.

For each stakeholder, assign their role in the buying process: Champion (internal advocate), Economic Buyer (budget authority), Influencer (shapes opinion), Blocker (resists change), End User (will use product).

Set pass threshold: map >=3 stakeholders per deal (including at least one Economic Buyer or Champion) for >=3 deals within 1 week.

During follow-up calls, ask stakeholder discovery questions: "Who else is involved in evaluating this?" "Who controls budget?" "Who will be using this day-to-day?" "Who might have concerns?"

After each call, update stakeholder map in spreadsheet and log in Attio; create custom fields for stakeholder_count, champion_identified, economic_buyer_identified.

In PostHog, create events for stakeholder_added with properties for role type, sentiment, and deal stage.

Identify gaps: deals missing Economic Buyer or Champion are high-risk; prioritize uncovering those roles in next calls.

After 1 week, analyze deals by stakeholder completeness: do deals with >=3 stakeholders mapped progress faster than those with 1-2?

If >=3 deals have >=3 stakeholders mapped and multi-stakeholder deals progress faster, document mapping process and proceed to Baseline; otherwise refine discovery questions.