**Disclaimer:** This is a hypothesis map based on standard HR Tech structures. Validate during discovery. **1. STAKEHOLDER MAP** - CFO (Economic Buyer) | High Influence | Concern: ROI and cost control. - VP Marketing (Champion) | Medium Influence | Concern: Pipeline growth. - Procurement (Blocker) | Medium Influence | Concern: Vendor risk. **2. POLITICAL DYNAMICS** The deal is vulnerable. The VP Marketing wants this, but Procurement will likely create friction over unbudgeted consulting spend. **3. OBJECTION STRATEGY** - CFO: "We can't justify this expense right now." -> Counter: "Let's look at the opportunity cost of your current stalled pipeline over the next 6 months." (Proof: ROI projection model). **4. DECISION CONTROL ASSESSMENT** - Economic Buyer Influence: High - Champion Strength: Medium - Blocker Risk: Medium **Final Verdict:** At Risk **5. DISCOVERY GAPS** - VP Marketing: "Who else needs to sign off on a $35k expense in your current approval matrix?"