What is Champion?
Champion is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
A champion is an internal advocate at a prospect account who wants your solution to win and actively promotes it inside their organization. Champions have influence and access, sell on your behalf when you are not in the room, and guide you through the buying process. Developing a strong champion is often decisive in complex deals.
Key takeaways
- An internal advocate who promotes your solution.
- Has influence and access within the account.
- Sells for you when you are not present.
- Often the difference-maker in complex deals.
Why it matters
You cannot be in every internal meeting, but a champion can. A strong champion carries your case through the buying process and to the people you never meet, which is often what wins the deal.
How Ardovo handles it
Ardovo tracks champions on the deal's buying committee and Rook flags when a deal lacks an identified champion or when your champion goes quiet, so you can strengthen or replace that advocacy before it costs you.
Frequently asked questions
How do you identify a real champion?
A true champion has influence, gives you access and information, and takes action on your behalf, not just friendly conversations. Test it by asking them to do something, like arrange a meeting with the economic buyer.
What if you do not have a champion?
Work to develop one by finding the person who gains most from your solution and equipping them to advocate internally. Deals without a champion often stall because no one pushes them forward inside the account.