Buying Committee: Salesforce

Multi-Threading Strategy Summary

Enterprise account requiring coordinated engagement across multiple stakeholders. Focus on technical value proposition through IT leadership while building business case with Revenue Operations team. Strong emphasis needed on data security and enterprise integration capabilities.

Committee Coverage Gaps

Need to identify Business Unit Leaders who would be end users of the platform
Missing key stakeholder from Data Privacy/Security team
Procurement contact not yet identified

Buying Committee (5 Stakeholders)

Jon Worthington

EVP, Global Revenue Operations · Sales Operations

LinkedIn jworthington@salesforce.com

Economic Buyer High Influence

Priorities & Pain Points

Global revenue operations efficiency and scale
Data quality and enrichment for sales intelligence
Process automation and standardization

Engagement Strategy

Approach: ROI-focused presentation highlighting revenue impact and operational efficiency gains

Messaging: Enterprise-wide data enrichment driving sales productivity and revenue acceleration

Proof Points: Case studies from other enterprise tech companies showing revenue lift

Potential Objection

"We already have multiple data providers"

Focus on unified data model, superior match rates, and integration with Salesforce platform

Next Best Action: Schedule executive briefing to present enterprise ROI analysis

Parker Harris

Chief Technology Officer · Technology

Technical Buyer High Influence

Priorities & Pain Points

Enterprise architecture and scalability
Data security and compliance
Integration with existing tech stack

Engagement Strategy

Approach: Technical deep dive focusing on architecture and security

Messaging: Enterprise-grade platform with robust APIs and compliance features

Proof Points: Security certifications, performance metrics, integration capabilities

Potential Objection

"How does this impact our data infrastructure?"

Demonstrate seamless integration capabilities and minimal infrastructure impact

Next Best Action: Schedule technical architecture review session

Jessica Crane

Vice President, IT, Enterprise Service Experience · IT

Champion Medium Influence

Priorities & Pain Points

Service delivery optimization
IT systems integration
User experience and adoption

Engagement Strategy

Approach: Partner closely on implementation planning and user adoption

Messaging: Streamlined integration and exceptional user experience

Proof Points: Implementation success stories, user adoption metrics

Potential Objection

"How much IT support is needed?"

Highlight minimal IT overhead and dedicated implementation support

Next Best Action: Share implementation planning guide and timeline

Mallory Fanelli

Director, Sales Operations Strategy · Sales Operations

LinkedIn mwray@salesforce.com

Influencer Medium Influence

Priorities & Pain Points

Sales process optimization
Data quality and enrichment workflows
Sales team enablement

Engagement Strategy

Approach: Detailed workflow analysis and optimization recommendations

Messaging: Streamlined data enrichment improving sales productivity

Proof Points: Workflow efficiency gains, data quality improvements

Potential Objection

"Will this disrupt our current processes?"

Demonstrate seamless integration with existing workflows

Next Best Action: Schedule workflow mapping session

Multi-Threading Sequence

Step	Contact	Action	Goal
1	Mallory Fanelli	Technical discovery and workflow mapping	Document current processes and pain points
2	Jessica Crane	Technical architecture review	Validate integration approach
3	Parker Harris	Security and compliance deep dive	Technical approval
4	Jon Worthington	Executive business case presentation	Budget approval

Consensus Building Tactics

Create joint success metrics with Revenue Operations team
Develop phased implementation plan with IT
Document security and compliance requirements early
Build ROI model incorporating all stakeholder priorities

Risk Assessment

Champion Strength

Strong

Blocker Risk

Medium

Access Gaps

Need to identify and engage Security/Privacy stakeholder
Missing Procurement contact for contract negotiations
Require business unit leader validation