But..... I accidently targeted these 8 roles/accounts, and made $364,190 pipeline in 180 days: 1️⃣ CIO / IT Director - Fastest budgets unlock - Knows tech gaps + ROI levers 2️⃣ VP / Director of IT / Engineering - Influences CIO decisions - Easier to book first meeting - Warm path → senior buy-in 3️⃣ Procurement + Founder’s Assistant - Gatekeepers, necessary for scale - Control vendor approvals + schedules - Don’t avoid them → deals stall later 4️⃣ COO / Head of Ops / Transformation - Expansion layer - Pushes adoption across multiple units - Often turns a $25K deal → $100K+ Rule of Thumb: - Always multi-thread 5–8 roles per account - Blend senior execs + director levels + gatekeepers - Don’t rely on one champion → risk of dead deals