Champion Development

Who inside this account is actually driving value - and who isn't...

I built this play to answer that question. It operates only on adopted or performing accounts, ignoring the noise to find the signal. This is behavioral signal detection, not contact scraping.

Overview Origin System Plays Innovations Metrics Standards Roadmap

Executive Summary

Purpose: Champion Development
Key sections: The Problem It Solves, What the Play Does, How It Works (High Level)
Focus: Who inside this account is actually driving value - and who isn't...

The Problem It Solves

In most accounts, usage exists but ownership is unclear. Influence is assumed instead of proven, and risk hides inside 'active' accounts.

It addresses common false assumptions:

Logged-in != champion
Title != influence
Adoption != advocacy

What the Play Does

Identifies users driving adoption
Separates leaders from passive participants
Flags missing ownership
Surfaces candidates for enablement, cultivation, or risk mitigation

The output is a clear map of human leverage inside the account.

How It Works (High Level)

Account context is established (only meaningful activity)
User behavior is analyzed
Influence is inferred from behavior, not titles
Actionable outputs are generated

Execution is constrained by system rules and standards.

What This Enables

Focus enablement on the right people
Reduce single-threaded risk
Support expansion or renewal conversations
Act before disengagement becomes visible

What This Play Is Not

Guess at influence
Rely on anecdotes
Replace human judgment
Automatically create outreach

It surfaces signal, not decisions.

Where It Fits

Defined in: /plays
Executed by: Martin
Governed by: /system and /standards