Hey Leetal, I hope you're enjoying your weekend!As per my understanding, you're dealing with enterprise clients who have multiple decision-makers or take team decisions. The first thing that came to my mind while handling such scenarios is to start knowing all those stakeholders (Behavior, Hierarchies, Background, etc.) and if the list is too long then you can also try segmentation. With this, you can start knowing more about their champions and their business ecology. Try to create an organizational chart, showing how their hierarchy might work. Understand what problems they are trying to solve with your platform and how your CS team could be helpful in this process. As there are multiple decision-makers involved so it is possible to have a lot of confusion and repeat requests but try to make their process easier by being transparent and straightforward. Offer help to every stakeholder to make sure all have enough information to be on the same page. You can also more focus on influencers so once you win their support, it will be easy to get other decision-makers onboard. Furthermore, try to find if there are any organizational conflicts that could impact the goals, if so then help them to bridge those gaps.
I hope this would be a starting point for handling large enterprise customers with multiple champions.
