Section 21 · Final Revenue Multipliers & Control Plane
21.2Buying-committee mapper
Designed for Phase 2- No.
- 21.2
- DMA's reference
- Decision Book p.44
- Phase
- Phase 2
- Autonomy
- L1 · Recommend
- DMA's decision
- Yes
◆ Amended in v3 of the book.
What DMA asked for · Decision Book p.44
Identify the champion, economic buyer, evaluator, procurement or legal, blockers and missing stakeholders for larger opportunities.
Why it matters to DMA: Many agency deals stall because the rep is selling to one keen contact who can't approve the engagement.
In our words, from DMA's Product Decision Book v3, page 44.
How we do it
- DMA's book schedules this for Phase 2; it gates the committee-aware version of the sales-method blending.
- The design reads the people on the account, their titles and what the notes say about who decides, and marks each role, with the evidence, plus the roles no one fills yet.
Already in place
- The AI already extracts "who decides" and other stakeholders from notes, with quotes, and scores authority.
- Each person's status (active, left, bounced) is tracked on the twin.
What the later phase adds
- A role per person (champion, economic buyer, evaluator, procurement, blocker).
- "Missing stakeholder" prompts in the brief.
The flow
It plays on its own while it's on screen; hover or use the controls to pause or step through.
People
On the account, with titles
- Stored data
- AI
- Routing
- Screen
Where the data goes
The same six stages on every page. Nothing reaches Nutshell except through the write gate.
- 1People and notes
Source
Contacts and what notes say about them.
- 2Sync
Copies Nutshell changes into the bridge database
Mirrors the contacts.
- 3Bridge database
A copy of the CRM data, plus what the AI works out
Roles on the twin.
- 4AI
Claude models, only through DMA's own gateway
Reads roles from notes, with quotes.
- 5Write gate
The only way back into Nutshell: checked, approved when needed, sent once
Not involved.
- 6Nutshell
The system of record
Unchanged.
The tables behind it
Drawn from the POC's database catalogue: structure only, no data.
PK primary keyFK reference the database enforces (solid line)ID reference kept by id (dashed line)
| Table | What it holds | Columns |
|---|---|---|
| ai.account_twin | The Account Digital Twin these features build on. | 16 |
How the tables connect (1)
| Column | Points to | Kept by |
|---|---|---|
| ai.account_twin.prompt_id | agent.prompts | The application (by id) |
Worked example
Synthetic demo data: every name, business and number is made up.
Designed output (synthetic).
Committee
| Role | Who |
|---|---|
| Champion | Dana Ortiz, Ops Director |
| Economic buyer | Missing: the practice owner |
In the running POC
There is no screen for this one yet: it is designed for Phase 2, as DMA's book decides. The parts listed under “Already in place” run in the POC today.
Status
Designed for Phase 2. DMA's book schedules this for Phase 2. The design is ready and builds on parts that already run in the POC.