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Reps frequently mistake the most-engaged contact for the real internal champion. A Champion Identification Playbook reads activity signals, influence patterns, and decision involvement to surface the contact who is genuinely driving the deal and the gaps where a champion still needs to be built.
The Challenge
Reps default to whoever takes the most meetings or replies the fastest. Activity does not equal influence. The most-active contact may be a curious researcher with no decision authority, while the actual decision-maker stays quiet until the contract arrives.
Meeting attendance lives in calendar tools. Email patterns sit in the sales engagement platform. Content sharing inside the buying organization rarely surfaces at all. Without joining these, the team cannot see who is doing the internal selling.
A deal can show strong rep activity, regular meetings, and apparent stakeholder coverage while lacking any internal champion at all. The deal moves through stages until the moment a decision is required, then stalls because no one inside the account was carrying it forward.
How eyko Solves It
A Champion Identification Playbook reads activity patterns (meeting attendance, content engagement, internal forwarding signals), influence indicators (seniority, organizational reach, prior deal involvement), and decision involvement (proposal review, vendor selection meetings) to score every stakeholder on champion strength. It surfaces the genuine champion per deal, flags deals lacking any real champion, and recommends champion-building motions where the gap exists.
The Playbook scored 240 active pipeline deals and identified strong champions on 84 deals, moderate champions on 96 deals, and no real champion on 60 deals representing $4.8M in pipeline value. 38 of those no-champion deals are forecast to close in the next quarter despite the gap, putting that forecast at material risk without targeted champion-building action.
| Metric | Current | Benchmark | Status |
|---|---|---|---|
| Primary indicator | Flagged | Target | Action needed |
| Secondary indicator | Monitoring | Within range | On track |
| Trend direction | Declining | Stable | Review required |
Champion Identification scores every stakeholder on every active deal using activity patterns, influence indicators, and decision involvement signals. The Playbook surfaces the genuine champion per deal, flags deals lacking any real champion, and recommends champion-building motions where the gap exists so revenue leadership sees deal health in champion terms rather than activity volume.
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FAQ
Everything you need to know about Champion Strength Map.
Champion Identification is an AI-driven scoring of every stakeholder on every active deal using activity patterns, influence indicators, and decision involvement signals. The Playbook surfaces the genuine champion per deal, flags deals lacking any real champion, and recommends champion-building motions where the gap exists so revenue leadership sees deal health in champion terms rather than activity volume.
The Playbook reads from your CRM (contact roles, deal history, account hierarchy), sales engagement platform (email patterns, content engagement, internal forwarding signals), calendar system (meeting attendance and recurrence), and conversation intelligence tool (transcript participation patterns). At least 18 months of paired contact-and-outcome data anchors the champion scoring.
A stakeholder map captures who is involved in the deal. Champion Identification scores who is genuinely advocating internally vs simply engaged. The two are complementary, but the champion score is what tells reps which contact will carry the deal forward when the conversation moves out of meetings into internal decision-making.
Yes. For deals without a real champion the Playbook recommends a target candidate based on seniority, decision-stage fit, and historical patterns of similar deals. It surfaces specific moves (executive sponsorship, tailored content, targeted meetings) to build the champion proactively rather than discovering the gap when the deal stalls at decision time.
Join the enterprises replacing weeks of manual analysis with a single prompt. See what eyko Playbooks can do with your data.
