Field-by-field extraction
Metrics — from the buyer's stated pain, quantified;;Economic buyer — from the buyer's own org chart references;;Decision criteria — from procurement or scorecard language;;Decision process — from timeline references;;Paper process — from procurement intros;;Identified pain — from discovery;;Champion — from multi-thread activity;;Competition — from vendor references
Governance
- Publish the extraction rules. Let AEs contest any auto-tag. The trust curve matters more than the accuracy curve.
Payoff
Forecast accuracy lifts 10-15 points within a quarter of adoption.