Stakeholder Map

Track the Salesforce account team and your own side, and know when to go over the AE.

Salesforce Contacts
3
account team
Your Contacts
3
buying team
High Influence
4
across both sides
Escalate?
Yes
savings $7.6M
Salesforce team

Who sits across the table

  • Account Executive
    AE
    Owns the quota; first line.
    medium
  • Regional VP
    RVP
    Approves deeper discounts at quarter end.
    high
  • Deal Desk
    DealDesk
    Owns non-standard terms and caps.
    high
Your team

Champions, buyers and procurement

  • VP IT
    Champion
    Internal sponsor.
    medium
  • CFO
    EconomicBuyer
    Signs off spend.
    high
  • Procurement Lead
    Procurement
    Runs the negotiation.
    high
Escalation recommendation

The savings at stake ($7.6M) exceed what an AE can approve alone. Route the ask to RVP / Deal Desk early so approvals do not stall the close.