B2B Marketing with Fexingo · 2026-07-29 · 7 min
Multi-threading - building relationships with multiple stakeholders inside a target account - is one of the most effective ways to protect enterprise deals from derailment. In this episode, Lucas and Luna break down why relying on a single champion is a recipe for disaster, especially in today's cautious buying environment. They walk through a real example of a cybersecurity firm that mapped seven internal stakeholders across four departments to close a $2 million contract, and share a simple framework for identifying who to engage, when, and how. Topics covered include stakeholder mapping, the champion-challenger dynamic, using customer advisory boards to expand reach, and how to sequence outreach without overwhelming the buying committee. If you've ever lost a deal because your main contact left the company or got reorganised, this episode will give you a practical playbook to reduce that risk and increase your win rates.
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