Assign Decision Rights Before Crunch Time
Define reference-request decision rights so sales, CS, and marketing know who approves what.
If nobody can say no, every urgent reference request becomes a trust risk. The Framework DACI assigns a Driver, Approver, Contributors, and Informed stakeholders. RACI similarly clarifies who is responsible, accountable, consulted, and informed. The Mechanism Reference work crosses sales urgency, customer relationship health, marketing proof quality, and legal permission. Decision-right clarity lets those interests be represented before the account is under pressure. The Practical Split Let sales drive buyer context. Let CS approve account readiness. Let advocacy own matching and outreach. Consult legal for public use or contract constraints. Inform revenue operations so load and influence can be tracked.
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