Sales deals don’t fall apart because you sent the wrong PDF. They fall apart because you didn’t know who really mattered, who was blocking you, or who quietly wanted you to win. If you’re selling into any organization bigger than a bowling league, mapping out stakeholder relationships is non-negotiable.
This guide is for anyone who actually needs to move deals forward—account execs, sales managers, and anyone else tired of guessing “who’s who” at the customer. We’ll walk step-by-step on how to use Revegy for mapping out stakeholder relationships. Not just the “org chart” stuff, but the actual power lines, politics, and hidden influencers that decide your fate.
Why bother mapping stakeholders in the first place?
Let’s be honest: most org charts are practically useless in sales. The real questions are:
- Who actually signs the deal?
- Who’s whispering “no” behind closed doors?
- Who likes you, who’s neutral, and who’s hoping you crash and burn?
Mapping stakeholder relationships isn’t busywork—it’s how you stop wandering in the dark. The trick is making it practical and not overcomplicating things.
Step 1: Get the right info (not just job titles)
Before you even open Revegy, gather what you really need:
- Actual roles: Who’s the budget holder, the technical gatekeeper, the champion?
- Influence: Who has real pull, and who’s window dressing?
- Attitude: Are they for you, against you, or just don’t care?
- History: Have they blocked deals before? Pushed things through?
Pro tip: Don’t assume your main contact knows everything. Ask around, check LinkedIn, dig into old CRM notes, and most importantly—listen during calls for who gets mentioned and how.
Step 2: Start your Stakeholder Map in Revegy
Now, fire up Revegy and create a new Relationship Map for your account or opportunity. Here’s the bare minimum to set up:
- Add all known contacts: Dump in everyone you’ve identified, not just the ones you’ve met.
- Fill in what you know: Job titles, departments, and any notes about their roles.
- Lay out the reporting lines: Use Revegy’s drag-and-drop to sketch out who reports to whom. Don’t stress about perfection—just get a first pass down.
What works: Revegy’s interface is a lot better than trying to hack this together in PowerPoint or Visio.
What doesn’t: Don’t obsess about getting every box and arrow perfect. It’s a living map, not an art project.
Step 3: Map real influence, not just reporting lines
This is where Revegy starts to earn its keep. Now you want to show actual influence and relationships:
- Draw informal connections: Use Revegy’s “informal influence” lines to show who has sway over whom. (E.g., the VP of Ops always listens to the IT manager, even though they’re not on the same branch.)
- Mark blockers and champions: Color-code or label contacts as “champion,” “neutral,” or “blocker.” Don’t be shy—guess if you have to, and update as you learn.
- Log their attitude: Use Revegy’s sentiment indicators (smileys, colors, whatever your org uses) to mark where each person stands.
Pro tip: If you don’t know where someone stands, that’s a red flag. Make it a priority to find out.
Step 4: Fill in the gaps (and double-check for ghosts)
No matter how thorough you think you’ve been, you’ll have blind spots. Here’s what to do:
- Ask your internal team: Anyone else talk to this account before? Who’s missing?
- Review old deals: Who showed up out of nowhere last time? Add them, even if you haven’t met them yet.
- Spot the “ghost stakeholders”: These are people who have veto power but never join calls. (Legal, IT security, etc.) Put them on the map anyway.
What to ignore: Don’t waste time mapping every single person in a huge org. Focus on the 8-12 who can really help or hurt you.
Step 5: Keep it fresh (or it’s not worth doing)
A stale stakeholder map is just a pretty picture. Use Revegy to keep it alive:
- Update after every meeting: Did someone’s attitude change? Add new info.
- Flag risks: If a champion is leaving, or a blocker gets promoted, note it right away.
- Share with your team: Revegy lets you share maps—do it. Get other eyes on it; they’ll spot things you missed.
Pro tip: Set a recurring reminder to review and update your map. If it’s older than a month, it’s probably out of date.
Step 6: Use the map to plan your next move
A good stakeholder map isn’t just for show—it should tell you what to do next. Here’s how to use what you’ve built in Revegy:
- Find your gaps: Who haven’t you met yet that you really need to? Who’s a blocker you’re ignoring?
- Plan outreach: Target the people who matter most next. Use the map to prep for meetings—know who to win over.
- Strategize with your team: Talk through the map in deal reviews. Challenge each other’s assumptions.
What works: Revegy’s visual approach makes it easy to spot missing links and power centers.
What doesn’t: Don’t assume your map is the “truth.” It’s your best guess, and it’ll change.
Pitfalls and honest advice
Let’s cut through the hype—no tool will magically fix your stakeholder blind spots, Revegy included. Here’s what to watch out for:
- Garbage in, garbage out: If you’re lazy or guessing, your map will be useless.
- Overcomplicating: You don’t get bonus points for a map with 40 names and rainbow-colored arrows. Simple, actionable, and up-to-date beats “comprehensive.”
- Ignoring politics: People’s motives change. Someone who was your champion last quarter might be gunning for a new job now.
Ignore: The urge to “finish” your map. It’s never done. Accept it.
What actually works: Treat your map as a living tool, not a homework assignment.
When Revegy isn’t enough
Revegy is a solid platform for visualizing relationships, but it can’t:
- Tell you who is influential—you still have to ask around.
- Replace real conversations with your internal team and customer contacts.
- Magically update itself. If you’re not disciplined about keeping it fresh, it quickly becomes just another artifact.
If you’re in a simple, transactional sale, you probably don’t need all this. But if you’re navigating big orgs and complex buying processes, mapping stakeholders is the difference between guessing and winning.
Keep it simple, keep it moving
Stakeholder maps only help if you actually use them. Don’t let Revegy become another sales tool graveyard. Keep your map basic, update it often, and use it to drive your next steps. The real value isn’t in the picture—it’s in the clarity you get about who matters and what to do next. Iterate, don’t overthink, and keep your eye on moving the deal forward.