Identify the hidden technical gatekeepers missing from your CRM and address their specific anxieties before they kill your deal.
Your champion said yes. The VP approved the budget. Legal cleared the contract. But the deal mysteriously stalls in a "technical review" that never ends.
A Staff Engineer or Security Architect who wasn't in your meetings exercises their veto power in a private Slack channel or architecture review doc.
Technical leaders with veto power who never appear in your CRM or email threads.
Specific technical concerns they're voicing in forums and GitHub that your sales team has no visibility into.
Your $250k deal sits in limbo while your champion can't figure out why "engineering" won't approve it.
We use AI to map the technical landscape around your deal and identify the hidden influencers
We use AI to map technical footprints across GitHub, StackOverflow, niche forums, conference talks, and technical blogs linked to your target account.
We identify the "Ghost Stakeholders" - Principal Engineers, Security Architects, and Platform leads who hold veto power but aren't in your CRM - and map their specific technical anxieties.
We provide a tactical roadmap: who your lead engineer should reach out to, what technical details to emphasize, and the exact "hero question" to unstick the deal.
A comprehensive Mini-Intel Report that reveals the hidden dynamics blocking your deal
Target Account: [Your Stalled Deal]
Identifying the technical influencers missing from the standard CRM thread.
Jane Smith, Principal Security Architect
Why they matter: Authored the company's internal data governance whitepaper. Has final veto on all third-party AI integrations.
Mike Chen, Staff DevOps Engineer
Why they matter: Manages the Kubernetes cluster where this would be deployed. Concerned about egress costs.
What are they saying in the "wild" that your sales team hasn't heard?
Footprint: Stakeholder recently commented on a GitHub issue regarding SOC2 compliance gaps in European regions.
Risk to Deal: If your solution doesn't explicitly address EU data residency, they will quietly kill the deal during InfoSec review.
Footprint: Active in niche forums discussing the "nightmare" of maintaining competitor API integrations.
Risk to Deal: Biased toward "Build" because they've been burned by "Buy" in this category before.
How to unstick the deal in the next meeting.
Pre-emptive Strike: Have your Lead Engineer reach out directly to Jane Smith on LinkedIn to discuss EU data residency architecture.
Material Update: Update Slide 14 of the deck to specifically show webhook-based integration that addresses maintenance concerns.
The "Hero" Question: In the next call with the Champion, ask: "Has Mike had a chance to look at our infrastructure docs? I know he's an expert in K8s cost optimization and I want to make sure we've addressed his concerns."
CONFIDENTIAL: Generated by Shadow Stakeholder Intel
This is a real example of the intelligence you'll receive for your stalled deal
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