3-Deep

Anyone who has ever sold or marketed into an enterprise (company) big or medium sized fears one thing; losing their internal champion/supporter. A ton of work can go into landing a deal only to learn that the person internally who was leading the acceptance of your product/service is being moved into another job or leaving the company.  Where does that leave you?  Starting all over, unfortunately. So, the best approach is to ensure that you are "3-Deep" in every account.  That means, three people who are below the champion who also support the product so that is she/he moves on, you aren't caught with no one knowing who you are.