# Account Mapping for Tiny Teams Identify the three people who matter and who to hit first. ## Why tiny teams need a map (not headcount) When you’re 1–2 sellers, guessing inside big orgs wastes cycles. A one‑page map clarifies _who owns the problem_, _who can say yes_, and _who can say no_. That turns scattered outreach into a short, repeatable path. **Goal:** Find **3 roles** per account, then contact them in a smart order: 1. **Champion** – feels the pain, can run a pilot. 2. **Economic Buyer (EB)** – signs the spend. 3. **Blocker/Partner** – security/procurement/ops who must nod along. ## The 1‑Page Account Map (paste to Notion) Fill this once; reuse language across your emails. > Company: ___________ Segment: _________ Trigger: ____________ Champion (pain owner): ___________ > > Title: __________ Alt titles: __________ Their pain (quote): “______________________________________________” Success metric: __________ Timeframe: _________ > > Current workaround: __________ > > Economic Buyer (approver): __________ Title: __________ Budget cycle: ___________ > > What they care about: _______________________________________________________________ > > Risk they fear: _________________________________________________________ Blocker/Partner: ____________ > > Function: Sec/IT/Proc/Legal/FinOps/Other: ______________________________ > > Checklist items: _____________________________________________________________ Buying motion notes: > > pilot length ___ weeks • decision meeting __________ • renewal month __________ ## Contact Order Logic (who first?) Use this simple decision tree: 1. **If there’s a** _**clear trigger**_ **affecting the pain owner (e.g., hiring surge, audit date, migration)** → **Start with Champion.** 2. **If your product is budget‑line sensitive** (saves/earns $$ quickly, or price is tiny vs. value) → **Start with EB** to set ROI frame, then route to Champion. 3. **If the org is security‑heavy or regulated** → **Brief Blocker/Partner** early with a non‑sales resource to avoid late‑stage stalls. **Default order for most B2B SaaS:** Champion → EB → Blocker. ## Role Playcards (angles, subjects, asks) **Champion (pain owner)** - **Angle:** speed + relief from the awkward workaround. - **Subject ideas:** `Hiring 12 reps → onboarding leak?` • `Activation stuck at 24%? 2 fixes` - **Ask:** 15–20 min to scope a 2‑week pilot. - **Proof:** 60‑word micro‑case from a peer + screenshot/loom. **Economic Buyer (approver)** - **Angle:** ROI, risk reduction, quick time‑to‑value. - **Subject ideas:** `Cut variance to <5% in 2 cycles?` • `Quarter‑end slip risk ↓` - **Ask:** green‑light to explore pilot; offer a cost model. - **Proof:** simple before/after with dollars or hours saved. **Blocker/Partner (security/proc/ops)** - **Angle:** ease of review, low effort, compliance alignment. - **Subject ideas:** `SOC 2 ready? 60‑sec overview` • `Data flow + access controls` - **Ask:** share checklist + offer 10‑min technical Q&A. - **Proof:** brief policy list, data diagram, permissions matrix. ## 5‑Minute Research Workflow (repeatable) 1. **Confirm org shape** – LinkedIn search `site:linkedin.com/in (company) (title keywords)`; note 1–2 candidates per role. 2. **Pull two signals** per contact – recent post, job change, tool mention, team size. 3. **Draft one line** per role using your ICP canvas language. 4. **Select order** using the logic above; tag contacts Champion/EB/Blocker. 5. **Ship** a 3‑touch micro‑sequence (email → LI view/invite → reply bump). ## Example Map (RevOps tool at a 200‑person PLG SaaS) - **Champion:** _Growth PM_ — pain: activation stalled at 24%; workaround: manual SQL pulls; success: hit 35% in Q4. - **EB:** _VP Product_ — cares: faster self‑serve expansion; metric: weekly actives; budget: product ops. - **Blocker:** _Security Lead_ — checklist: SSO, SOC 2 Type II, data residency, SCIM. **Order:** Champion → EB → Blocker. **Champion opener:** “Saw activation hovering at ~24%—here’s a 60‑sec loom showing two friction points we fixed at {peer}.” ## Tiny‑Team Sending Rhythm (Mon–Thu) - **Mon:** Map 5 accounts (25 minutes). - **Tue:** Send to Champions (5 accounts × 3 touches queued). - **Wed:** EB outreach for any Champion replies; otherwise soft intro referencing Champion’s pain. - **Thu:** Share security packet + data flow to Blocker on the 2 warmest accounts. ## Account Mapping Checklist (copy‑paste) - Champion, EB, Blocker identified with 1–2 candidates each - Pain quote + metric captured for Champion - Budget owner + renewal month captured for EB - Security/Proc list drafted for Blocker - Contact order chosen using decision tree - Three role‑specific openers written - 3‑touch sequence scheduled for the first role Run this as a micro‑campaign in under 10 minutes. Lock tone with prompts, tag each contact by role, and send messages that are one‑of‑one per lead (no regurgitated templates).