Decision Unit System
INTRO VIDEO PLACEHOLDER
STRATEGY SPECIALIZATION · MARKET RESEARCH STRATEGY
TREATMENT · PILL · DECISION UNIT SYSTEM
Build My Decision Unit
A structured learning experience to map the buying group, understand influence, connect contacts and transform Decision Unit intelligence into an Account-Based Marketing plan.
00 · ABM Programme
Programme, Account Research & Opportunity
1:1Few ≤5Lead 6-15ManyBulk 100+
Logic: B2B is modelled as account, opportunity, contacts, decision roles, relationships and consensus. A contact is a real person; a decision role belongs to this opportunity.
01 · Input
Product Intelligence Handover
Process logic:
Product intelligence establishes the value hypothesis. The Decision Unit map then identifies who can approve, promote, influence or prescribe that value inside the account.
METHODOLOGY AT THE END OF THE JOURNEY
DIIIP explains how Decision Unit intelligence becomes ABM value
In this Decision Unit System, value appears when account signals, stakeholder roles and relationship evidence become a structured, reusable input for Account-Based Marketing execution.
D
Raw account data: organisations, contacts, roles, influence, pains, gains, objections, channels and relationship signals.
I
The data is structured as a Decision Unit dataset: who participates, what each person needs, how they influence others and where the next action should happen.
I
The map interprets buying dynamics through authority, sponsorship, prescription, internal push, evidence gaps and account-readiness logic.
I
The system reveals consensus risks, missing stakeholders, message gaps, content needs and the relationship path required before a credible proposal can be made.
P
The output activates ABM journeys, contact-specific messages, content plays, CRM handover and final account orchestration.
KAI·ROI EQUATION · CUSTOMER EQUITY
This Decision Unit System creates operational evidence for the KAI·ROI layer
The Decision Unit Builder does not redefine KAI·ROI. It creates a structured operational asset that can later support commercial prioritisation, ROI reasoning, Customer Equity analysis and defensible strategic decisions.
The formal KAI·ROI structure remains sovereign; this V1 does not calculate or reinterpret its variables.
EXECUTIVE RESOURCE
The KAI·ROI Equation Book
A concise guide to understand how data, ROI, Customer Equity and strategic decisions connect inside the DOC ROI ecosystem.
Inside the document:
Access the KAI·ROI Equation →
- What the KAI·ROI Equation is
- Why Customer Equity matters
- How ROI becomes a decision system
- Why data must be monetized with purpose