1. **Risk Assessment**: - No Economic Buyer identified (CFO has not been engaged). - IT Director is skeptical and may block the deal. - No clear timeline for decision (could slip to next quarter). 2. **Stakeholder Map**: - Head of Compliance (champion) — cares about audit efficiency. - IT Director (skeptic) — cares about security and integration. - CFO (missing) — cares about cost savings and ROI. 3. **Recovery Plan**: - Schedule a 15-min call with the Head of Compliance to map the decision process. - Prepare a one-page ROI summary for the CFO and ask the champion to forward it. - Offer a technical deep-dive with the IT Director to address integration concerns. 4. **Objection Pre-Handling**: - "We already have a solution" → Focus on audit efficiency gap and time savings. - "Budget is tight" → Emphasize ROI and cost of manual compliance. 5. **Deal Score**: 6/10. Strong champion and clear pain, but missing economic buyer and active skeptic.