Commercial Intelligence
Commercial Intelligence — Stakeholders
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Primary audience: sales, account, delivery, and executive roles with account permission
Purpose
Stakeholders maps the people and buying roles relevant to an account or opportunity. It helps users identify missing decision authority, technical evaluation, procurement, finance, user leadership, sponsorship, champions, and possible opposition using observable evidence.
Scope controls and indicators
Account and Opportunity choose the commercial context. Role filters buying or delivery roles. Engagement filters recent, active, weak, absent, or unknown evidence.
Mapped Stakeholders is the current people count. Decision Makers counts supported authority assignments. Missing Roles identifies uncovered buying functions. Possible Detractors shows evidence of material opposition or concern and must remain qualified.
Influence and engagement map
The map positions stakeholders by supported influence, engagement, or decision relevance. Relationship lines show known interactions or role dependencies. A position is evidence-based and carries a confidence state; it does not infer personality or private relationships.
Buying-role coverage
Coverage summarizes economic buyer, decision maker, technical evaluator, procurement, user lead, champion, and other configured roles. Selecting a role shows the evidence, alternatives, last meaningful interaction, and missing information.
Engagement gaps and evidence
The gap panel lists missing or weakly supported roles, no-direct-conversation states, outdated authority, and next recommended contact. Relationship evidence presents statements, meeting participation, email, and explicit authority references.
Actions
- Plan or record a stakeholder contact.
- Assign, confirm, edit, or remove a role with evidence.
- Link an existing person or create a provisional stakeholder record.
- Open conversations and evidence supporting influence or authority.
- Create an action for a coverage gap.
- Mark a possible detractor classification for review.
Recommended procedure
Confirm authority before relying on a role assignment. Address missing roles that can block the current stage. Avoid interpreting limited engagement as opposition; open the evidence and seek direct clarification.