Define the decision first
Before researching people, clarify the initiative your offer would support. A technology purchase, a hiring mandate and a regional partnership may have different owners within the same company.
Map responsibilities
Use the company’s team information, public role descriptions and initiative announcements to understand responsibilities. A title is a clue to remit, not conclusive proof.
Separate the roles
The person experiencing a problem may differ from the budget owner or final approver. Record those distinctions rather than assuming one contact represents the whole decision.
Validate through conversation
When public evidence is incomplete, acknowledge that. A concise question about who leads the relevant initiative can be more useful than a confident pitch to the wrong person.
AxiomateAI field note. General prospecting guidance; a public signal does not confirm purchase intent.