🗺️ STAKEHOLDER MAP • Head of Compliance: Champion. Priority: efficiency. Influence: high. • CFO: Economic buyer. Priority: ROI. Influence: high. • IT Director: Gatekeeper. Priority: integration. Influence: medium. ❓ QUALIFICATION QUESTIONS 1. How much time does your team spend on manual reporting? Purpose: quantify pain. Follow-up: what would 20 hours mean? 2. Who controls the budget for compliance tools? Purpose: identify buyer. Follow-up: how does CFO weigh in? 3. What are your must-have features? Purpose: decision criteria. Follow-up: how do we compare? 4. What does your evaluation process look like? Purpose: decision process. Follow-up: who else is involved? 5. What happens if an audit fails? Purpose: urgency. Follow-up: have you had a close call? 🤝 NEGOTIATION TACTICS 1. Value-based: Focus on ROI. When: price objection. Outcome: hold price. 2. Concession ladder: Give discount for commitment. When: final negotiation. Outcome: close. 3. Risk reversal: Offer pilot. When: hesitation. Outcome: reduce risk. 📅 90-DAY PLAN • Month 1: Discovery and demo. Metric: 2 meetings. • Month 2: Proposal and negotiation. Metric: 1 proposal. • Month 3: Close and contract. Metric: 1 deal. ✅ SCORE Close likelihood: 8/10 Action: Get CFO on a call within 2 weeks.