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Earlier this year, we launched Accord Intelligence and put our stamp on what AI should be for Revenue Teams: field-friendly and embedded directly into a seller's workflow.
We’re giving sellers the tools they need to work faster and with more efficiency, without ever having to jump out of Accord and into another tool where they have to waste time writing their own prompts.
Accord Intelligence started as a tool to:
- Automate in-depth research for key accounts and plans based on your unique ICP, positioning and external research
- Draft executive summaries—in seconds—using approved templates and messaging
- Create on-brand business cases with the click of a button
And today, we're excited to introduce the latest addition to Accord Intelligence: AI-Powered Stakeholder Recommendations.
The Multi-Threading Problem Every Seller Knows Too Well
B2B deals involve more stakeholders than ever. What used to be a conversation between 2-3 people now requires buy-in from 10+. But most sellers are still playing detective, manually piecing together who actually influences purchasing decisions.
Here's what makes stakeholder mapping so challenging:
- Job titles are inconsistent. The same role might be "VP of Sales" at one company, "Chief Revenue Officer" at another, and "Head of Commercial" at a third. Figuring out who really holds influence requires detective work that eats into selling time.
- Buying committees keep expanding. Finance scrutinizes every software investment for ROI. Security demands comprehensive data protection reviews. Legal gets involved earlier in contract negotiations. Miss even one critical stakeholder, and months of work can unravel in one day.
- Research is scattered and time-consuming. Sellers jump between LinkedIn, ZoomInfo, company websites, and meeting notes to manually build org charts while deals stagnate.
The Hidden Cost of Stakeholder Research
Revenue leaders often don't realize that stakeholder identification is one of their biggest hidden expenses.
Mid-market companies (250-1,500 employees) spend $75-200k annually on stakeholder research:
- $10-15k/year on LinkedIn Sales Navigator
- $9-24k/year on contact databases like ZoomInfo
- $50-160k/year in opportunity cost from manual research (3-5 hours per rep per month)
Enterprise teams (>1,500 employees) face even higher costs: over $300k annually across relationship mapping tools, databases, and lost selling time.
But the real cost isn't just money spent—it's all of the revenue that never landed because the right people didn't even know you were trying to sell them something.
Our Solution: Automated Stakeholder Research Built into Accords
Our newest Accord Intelligence feature eliminates the manual work of stakeholder research by automatically suggesting specific individuals to fill placeholder roles in your Accords. No more jumping between LinkedIn, company websites, and contact databases. The AI does the heavy lifting.
For context: Accords are structured playbooks where your deals actually happen—not separate documentation, but the workspace where sales gets done. Every best practice and next step is clearly laid out for each seller.
Within these playbooks, revenue leaders set placeholder roles (like "CFO," “Compliance Lead” or "Security Director") that represent the stakeholders who must be involved for successful deal execution. This enforces multi-threading best practices by ensuring sellers identify and engage a complete buying committee (and not just part of it).
How it works:
- Smart Analysis: Accord Intelligence scans placeholders within an Accord and understands which roles need to be filled.
- Intelligent Matching: Our AI analyzes comprehensive contact data and organizational information to identify individuals who match your placeholder roles, accounting for variations in titles and company structures. We also use Playbook Context to align recommendations to a seller’s unique positioning, market and personas (learn more about Playbook Context here).
- Instant Recommendations: Accord Intelligence recommends up to 10 targeted stakeholders for each placeholder.
- One-Click Addition: Recommended stakeholders can be added to the Accord with a single click—no data entry, no context switching, no workflow disruption. And, with another click, they can be invited to the Accord (turning it into a context-rich mutual action plan).
What This Means for Your Deals
- Stronger foundations through early identification of all key stakeholders
- Reduced deal risk by eliminating single-threaded relationships
- Faster decisions by engaging the complete buying committee from day one
- More field time for your reps, less time researching who to talk to
- Thousands recouped every year by saving time, deals and subscription costs
Field-Friendly AI That Actually Works
Accord Intelligence’s Stakeholder Recommendations continues our commitment to making AI genuinely useful—and naturally adoptable—for Revenue Teams. It requires:
- No AI expertise: just click and build a complete stakeholder map
- No new tools to learn: it works within your existing Accord workflows
- No additional process changes: it enhances how your team already operates
It's simply faster, more systematic stakeholder identification that works within how your team already sells.
Ready to navigate complex org charts effortlessly? Stakeholder Recommendations is currently available as an add-on to our Enterprise package. Talk to our Sales Team to get started.
