| name | co-sales-stakeholder-mapping |
| description | Buying committee mapping and stakeholder influence analysis for deal strategy.
Role identification, influence scoring, decision criteria, champion identification,
and MEDDIC alignment. Use when MAPPING the buying committee, identifying decision makers,
assessing stakeholder influence, or building engagement strategies.
|
Stakeholder Mapping
Map the buying committee with influence analysis and MEDDIC alignment.
Use This Skill When
- Mapping the buying committee for a new opportunity.
- Identifying the economic buyer, champion, or blockers.
- Building stakeholder-specific engagement strategies.
- Assessing decision criteria and approval processes.
Workflow
- Identify all buying committee members: roles, titles, departments.
- Score influence level: Decision Maker / Strong Influence / Moderate / Low.
- Assess stance: Champion / Supporter / Neutral / Skeptic / Blocker.
- Map decision criteria per stakeholder: technical, business, political.
- Identify champion(s): influence + access + willingness to advocate.
- Document decision process: steps, timeline, approvals, consensus model.
- Build engagement approach per stakeholder.
- Save output using
assets/stakeholder-map-template.md.
Deliverables
results/stakeholder-map.md: Buying committee map with engagement strategies.
Quality Gates
If any gate fails: identify missing stakeholder data, research via account intel or direct inquiry, and re-validate.
Gotchas
- Champion は「味方」ではなく「社内推進力を持つ人物」。役職が低くても影響力があれば Champion
- 組織図だけでは不十分。非公式な影響力（技術的権威、経営陣との関係）も把握すること
- ステークホルダーの stance は時間とともに変化する。定期的に再評価すること
Validation Loop
- ステークホルダーマップを生成
- チェック:
- Economic buyer が特定されているか
- 全主要役割（経済的買い手、技術評価者、ユーザー、チャンピオン）をカバーしているか
- MEDDIC 6要素が全て対応されているか
- 不合格なら追加調査を実行
- 全基準を満たしてから完了
