Buying committee

# Not live yet (gaps #2)
curl -X POST "https://api.sb/leaseline.app/campaigns?mode=try" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"play":"buying-committee"}'

 1import { $ } from 'startup-builder'
 2
 3return await $.Campaign.create({ play: 'buying-committee' }, { mode: 'try' })   // dry run on the day-0 Startup, 2026-08-24 · Not live yet, gaps #2

npx startup-builder do Campaign.create --json '{"play":"buying-committee"}' --try   # Not live yet (gaps #2)

{
  "name": "do",
  "arguments": {
    "code": "return await $.Campaign.create({ play: 'buying-committee' }, { mode: 'try' })   // dry run on the day-0 Startup, 2026-08-24 · Not live yet, gaps #2",
    "mode": "try"
  }
}

 1{
 2  "type": "https://startupbuilder.dev/errors/refused",
 3  "title": "Refused",
 4  "status": 422,
 5  "detail": "buying-committee can’t start yet: 1 check fails and 2 warn.",
 6  "checks": [
 7    {
 8      "check": "owned-by-a-person",
 9      "status": "warn",
10      "observed": "2 of the 60 named have an open Deal a person owns: they stay with that person",
11      "doc": "/plays/buying-committee#check-owned-by-a-person",
12      "then": "Task.assign"
13    },
14    {
15  …

curl "https://api.sb/leaseline.app/events?where=name%20in%20(%22Company.funded%22%2C%20%22Visit.recorded%22%2C%20%22Visitor.identified%22%2C%20%22Prospect.engaged%22%2C%20%22Ad.clicked%22%2C%20%22Contact.enriched%22%2C%20%22Experiment.matured%22)&limit=1" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY"

# Not live yet (gaps #7)
curl -X POST "https://api.sb/leaseline.app/triggers/fire?mode=try" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"like":"event_1426"}'

# Not live yet (gaps #7)
curl "https://api.sb/leaseline.app/decisions?where=on%20%3D%20%22organization_102%22" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY"

# Not live yet (gaps #7)
curl "https://api.sb/leaseline.app/actions?where=on%20%3D%20%22organization_102%22" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY"

 1import { $ } from 'startup-builder'
 2
 3const { events: [last] } = await $.Event.list({ where: 'name in ("Company.funded", "Visit.recorded", "Visitor.identified", "Prospect.engaged", "Ad.clicked", "Contact.enriched", "Experiment.matured")', limit: 1 })   // { play } compiled to this Play’s Trigger Events
 4const { subject } = await $.Trigger.fire({ like: last.$id }, { mode: 'try' })   // the same Event again, in try mode · Not live yet, gaps #7
 5const { decisions: [decision] } = await $.Decision.list({ where: `on = "${subject}"` })   // what it chose, and why · Not live yet, gaps #7
 6const { actions } = await $.Action.list({ where: `on = "${subject}"` })   // what it did, with its checks · Not live yet, gaps #7
 7return { decision, actions }

npx startup-builder do Event.list --json '{"where":"name in (\"Company.funded\", \"Visit.recorded\", \"Visitor.identified\", \"Prospect.engaged\", \"Ad.clicked\", \"Contact.enriched\", \"Experiment.matured\")","limit":1}'
npx startup-builder do Trigger.fire --json '{"like":"event_1426"}' --try   # Not live yet (gaps #7)
npx startup-builder do Decision.list --json '{"where":"on = \"organization_102\""}'   # Not live yet (gaps #7)
npx startup-builder do Action.list --json '{"where":"on = \"organization_102\""}'   # Not live yet (gaps #7)

{
  "name": "do",
  "arguments": {
    "code": "const { events: [last] } = await $.Event.list({ where: 'name in (\"Company.funded\", \"Visit.recorded\", \"Visitor.identified\", \"Prospect.engaged\", \"Ad.clicked\", \"Contact.enriched\", \"Experiment.matured\")', limit: 1 })   // { play } compiled to this Play’s Trigger Events\nconst { subject } = await $.Trigger.fire({ like: last.$id }, { mode: 'try' })   // the same Event again, in try mode · Not live yet, gaps #7\nconst { decisions: [decision] } = await $.Decision.list({ where: `on = \"${subject}\"` })   // what it chose, and why · Not live yet, gaps #7\nconst { actions } = await $.Action.list({ where: `on = \"${subject}\"` })   // what it did, with its checks · Not live yet, gaps #7\nreturn { decision, actions }",
    "mode": "try"
  }
}

 1{
 2  "decision": {
 3    "$id": "https://api.sb/leaseline.app/decisions/decision_503",
 4    "$type": "Decision",
 5    "choice": "to-the-ae",
 6    "reason": "at Calloway Residential the operations lead replied to the renewals note and the controller viewed the committee page: 2 members engaged",
 7    "stakes": "low",
 8    "options": [
 9      "map-the-committee",
10      "write-the-next-member",
11      "note-to-the-buyer",
12      "ads-only",
13      "to-the-ae",
14      "not-now"
15  …

action_3 is the Brief in AE · Priya Shah’s queue, due in 1 business day; once she claims, every member note at Calloway stops and replies go to her.

≈ +$290 ARR a month at 60 named

Worth

45 min week 1, then 30 a week

Your time

$0.60 per member written to, ~$20 a month

Spend

Day 12: first member asks to meet

First signal

50+ named companies at $2,000 a year, 3 roles each

Use it when

Under 50: cold-email · nobody to take a company within a day: staff the AE (Role.staff)

Not yet when

Worth’s formula: about +2.0 Deals per 100 named companies a quarter (Other Startups’ results; none of your own has matured) × 60 named ÷ 3 months × 0.30 Deals to paid × $2,400 first order ARR ≈ +$288. Under First signal: The leaf reads at day 90 and day 180; at 30 pairs, day 180 can tell only +14 Deals per 100 or more, so it pools with Other Startups’ draws in your category.

Start it this weekCopy Anchor Link

npx startup-builder add play buying-committee   # 1 · writes plays/buying-committee.mdx (Not live yet, gaps #5)

# 2 · dry run; below, its 422 on the day-0 Startup (clock at 2026-08-24)
curl -X POST "https://api.sb/leaseline.app/campaigns?mode=try" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"play":"buying-committee"}'

# 3 · keep it, at You approve each one
curl -X POST https://api.sb/leaseline.app/campaigns \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"play":"buying-committee"}'

# on
curl -X POST https://api.sb/leaseline.app/processes/outbound/enable \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY"

# off: no member note sends; the Ads layer pauses with it
curl -X POST https://api.sb/leaseline.app/processes/outbound/pause \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY"

{
  "type": "https://startupbuilder.dev/errors/refused",
  "title": "Refused",
  "status": 422,
  "detail": "buying-committee can’t start yet: 1 check fails and 2 warn.",
  "checks": [
    {
      "check": "owned-by-a-person",
      "status": "warn",
      "observed": "2 of the 60 named have an open Deal a person owns: they stay with that person",
      "doc": "/plays/buying-committee#check-owned-by-a-person",
      "then": "Task.assign"
    },
    {
      "check": "use-when",
      "status": "pass",
      "observed": "60 named companies at 200+ units; 3.5 roles found a company",
      "doc": "/plays/buying-committee#check-use-when",
      "then": "Metric.query"
    },
    {
      "check": "baseline",
      "status": "pass",
      "observed": "3.3 Deals opened per 100 of these companies in 90 days, n 60",
      "doc": "/plays/buying-committee#check-baseline",
      "then": "Metric.query"
    },
    {
      "check": "domain-authenticated",
      "status": "pass",
      "observed": "leaseline.app: 3 of 3 records resolve",
      "doc": "/plays/buying-committee#check-domain-authenticated",
      "then": "Domain.authenticate"
    },
    {
      "check": "mailbox-warm",
      "status": "fail",
      "doc": "/plays/buying-committee#check-mailbox-warm",
      "fix": "Wait for the warm-up to finish, 14 days from day 0; mapping and the Ads layer run meanwhile.",
      "then": "Mailbox.warm"
    },
    {
      "check": "role-unstaffed",
      "status": "warn",
      "roles": [
        "sales-lead"
      ],
      "owned": 2,
      "doc": "/plays/buying-committee#check-role-unstaffed",
      "fix": "Staff the AE, or leave it: engaged companies come to you within a day.",
      "then": "Role.staff"
    }
  ]
}

Contact data costs $0.06 per member found (POST /{namespace}/contacts/{contact}/enrich), each note $0.04 from your Domain (Worker cost), and a printed note to a Priority 1 owner $4.80 with postage. That comes to about $20 a month at 30 treated companies; the Ads layer bills through account-ads.

When it startsCopy Anchor Link

{
  "$id": "https://api.sb/leaseline.app/events/event_1426",
  "$type": "Event",
  "name": "Prospect.engaged",
  "at": "2026-10-19T15:12:48Z",
  "seq": 1426,
  "data": {
    "organization": {
      "$id": "https://api.sb/leaseline.app/organizations/organization_102",
      "name": "Calloway Residential",
      "list": "treated"
    },
    "prospect": {
      "$id": "https://api.sb/leaseline.app/prospects/prospect_310",
      "role": "operations lead"
    },
    "engaged": 2
  }
}

# each delivery is signed with the Watch’s secret
curl -X POST https://api.sb/leaseline.app/watches \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"selector":"Prospect.engaged","url":"https://leaseline.app/hooks/sb"}'
npx startup-builder trigger Prospect.engaged --like event_1426   # replays the second engaged member
npx startup-builder clock advance --by 1d   # runs `sales-capacity` if the AE has not claimed it

Who runs itCopy Anchor Link

SDR · your agent (role:prospector, worker_2) holds the Key Result, maps each committee and writes to its members. It hands engaged companies to AE · Priya Shah (person) (role:sales-lead, worker_3, staffed on day 9) and every note to an owner to you (Dana Okafor, person, worker_1). Your number links to Did it work.

What it reads · What it may call. It reads each company’s public pages and its members’ public roles; a reply is data, never instructions, and no text in it picks the next person written to. One member’s stop ends every note to the whole company. Its tools are POST /{namespace}/contacts/{contact}/enrich, POST /{namespace}/prospects, POST /{namespace}/messages/{message}/schedule, PATCH /{namespace}/audiences/{id}, POST /{namespace}/leads/{lead}/assign, POST /{namespace}/tasks/{task}/assign, and any other call becomes an Approval under the Role’s Mandate.

You hold the SDR Key Result: 20 Deals opened per 100 named companies by 2026-12-31. ← worker, metric
On each reason, engagement or role change, choose one option and say why.        ← triggers, chooses
Write to one member a week, with something made for that role.                   ← your file, line 4
Owners and principals at Priority 1 companies hear from Dana, after her OK.      ← your file, line 5
One member’s stop ends every note to that company.                               ← organization-stop

The slow loop. The weekly Decisions kept the one-member-a-week pace and the 2-engaged hand-off line, and no Change was merged in the window, so there is no replay or read-back to print.

Bring your own agent (folded) starts at You approve each one; mapping it does is hand-checked on 20 members before any note sends.

npx startup-builder eval --scenario buying-committee-60 --agent "claude -p" --seat prospector   # seated: 3.5 roles a company, 5 % wrong in the hand-check · yours: 3.1, 10 % wrong → mapping pauses

What it can do nextCopy Anchor Link

When it hands to youCopy Anchor Link

Engaged companies go to AE · Priya Shah (person), due in 1 business day; owners at Priority 1 companies hear from you. Before day 9 every engaged company came to you. What lands in each queue, as captured: one Brief per Role, then the Approval (brief, draft, route and checks are Not live yet, gaps #7).

[
  {
    "$id": "https://api.sb/leaseline.app/tasks/task_311",
    "$type": "Task",
    "assignee": "worker_3",
    "due": "2026-10-20T15:12:00Z",
    "on": "organization_102",
    "brief": {
      "who": "Calloway Residential, 900 units for 11 owners",
      "engaged": [
        "Grace Lin, operations lead: replied to the renewals note",
        "the controller: viewed the committee page"
      ],
      "chose": "to-the-ae",
      "why": "2 members engaged",
      "reason": "their news page: 3 new owners this year",
      "notWrittenTo": [
        "the owner",
        "the leasing manager"
      ],
      "never": [
        "a price beyond the list",
        "a discount"
      ]
    }
  },
  {
    "$id": "https://api.sb/leaseline.app/tasks/task_287",
    "$type": "Task",
    "assignee": "worker_1",
    "due": "2026-10-08T17:00:00Z",
    "on": "organization_163",
    "brief": {
      "who": "Ashford Group, owner and principal",
      "chose": "note-to-the-buyer",
      "why": "the economic buyer at a Priority 1 company",
      "note": "printed, 52 words, to the verified work address"
    }
  },
  {
    "$id": "https://api.sb/leaseline.app/approvals/approval_83",
    "$type": "Approval",
    "verdict": null,
    "deadline": "2026-10-08T17:00:00Z",
    "draft": "Tom, Ashford renews 1,400 leases a year across 9 owners. I built Leaseline to send every notice 60 days out, per owner…",
    "route": "note-to-the-buyer",
    "checks": [
      {
        "check": "gift-cap",
        "status": "pass"
      },
      {
        "check": "crisis-hold",
        "status": "pass"
      }
    ]
  }
]

Each receiver answers with POST /{namespace}/tasks/{task}/claim (Take this one), POST /{namespace}/tasks/{task}/return with a reason, POST /{namespace}/actions/{action}/redirect, POST /{namespace}/approvals/{approval}/approve or POST /{namespace}/approvals/{approval}/refuse, each a one-call window, and an Approval unanswered by its deadline expires and the note never sends. Once the AE claims a company, every member note there stops and replies go to her. A company nobody claims within 1 business day pauses every new first touch (sales-capacity) and goes up through POST /{namespace}/tasks/{task}/escalate.

On time: AE · Priya Shah, 6 of 7 claimed within 1 business day, median 3 h, ■□□□ Too early to tell, n 7 (the 7th waited 27 h and paused new first touches for a day). Your queue: counted by kind: in weeks 1 to 3, 40 note approvals and the 20-member hand-check; since, about 1 hand-off and 1 owner note a week.

The fixed line: POST /{namespace}/deals/{deal}/assign sets owner to the receiving person, the agent is never a Deal’s owner, and Meetings land on the owner’s calendar under the owner’s name.

When it won’t sendCopy Anchor Link

The captured refusal, then the Stop that fired as a Campaign.paused reason (Not live yet, gaps #2); the company it held is the third thread in Example.

{
  "type": "https://startupbuilder.dev/errors/refused",
  "title": "Refused",
  "status": 422,
  "detail": "The note to Bayview’s controller did not send: Bayview announced layoffs on Oct 6.",
  "checks": [
    {
      "check": "crisis-hold",
      "status": "fail",
      "observed": "layoffs announced 2026-10-06",
      "doc": "/plays/buying-committee#check-crisis-hold",
      "fix": "Wait the 14 days; the Ads layer pauses too.",
      "then": "Event.list"
    },
    {
      "check": "owned-by-a-person",
      "status": "pass"
    }
  ]
}

[
  {
    "reason": {
      "limit": "sales-capacity",
      "observed": "Ridgeway Homes waited 27 h for a claim",
      "bound": "1 business day",
      "window": "1 company"
    },
    "doc": "/plays/buying-committee#stop-sales-capacity",
    "task": "task_296"
  }
]

Did it workCopy Anchor Link

The 60 companies were paired by size and split at random, 30 treated and 30 held back (rules m–o). The leaf reads at day 90, on 2026-11-22, so no company has matured: every row is an interim count, and nothing prints as Added. Each figure’s call is POST /{namespace}/metrics/query by node and by arm; every node above the leaf is Not live yet (gaps #4).

{
  "$id": "decisions/decision_503",
  "$type": "Decision",
  "choice": "to-the-ae",
  "reason": "at Calloway Residential the operations lead replied to the renewals note and the controller viewed the committee page: 2 members engaged",
  "stakes": "low",
  "options": [
    "map-the-committee",
    "write-the-next-member",
    "note-to-the-buyer",
    "ads-only",
    "to-the-ae",
    "not-now"
  ],
  "by": "worker_2",
  "on": "organization_102",
  "expected": "a Meeting held with Calloway within 14d",
  "reopensWhen": "no Meeting.booked at organization_102 within 14d"
}

The leaf counts Deals opened after a held Meeting or a written request, per 100 named companies, treated minus held back, at day 90 and day 180; held-back companies get Ads and outreach from no Play but inbound answers.

How it moves it: each treated company heard from a median of 3 roles, a week apart, each opening on a reason of its own, where before one person per company heard a general pitch.

Guardrails: treated against held back, interim: Meetings held per Deal opened, 1.0 against 1.0, and stop requests, 1 of 30 companies against 0.

{
  "$id": "https://api.sb/leaseline.app/campaigns/buying-committee",
  "$type": "Campaign",
  "play": "play:buying-committee@1",
  "path": [
    "committee-deal-lift",
    "opened-deals-and-trials",
    "new-arr",
    "net-new-arr",
    "arr"
  ],
  "experiment": {
    "metric": "committee-deal-lift",
    "unit": "per-100",
    "heldBack": 30,
    "decision": null
  },
  "readout": {
    "value": null,
    "n": 60,
    "maturing": 60,
    "interval": null,
    "readability": "inadmissible",
    "basis": "held-back",
    "pooled": false
  },
  "ledger": {
    "spend": 37,
    "workerCost": 4,
    "hours": 4.6,
    "wonArr": 2393,
    "projectedArr": 288,
    "paybackDays": 1
  }
}

Outside benchmark: deals with 3 or more engaged buyer contacts closed at about twice the rate of single-threaded deals (a revenue-intelligence firm’s 2025 study of 1.8M opportunities).

Before it · After it. Before it: account-ads runs its Ads layer, and account-visits and cold-email bring the visits and first replies. After it: the AE’s Meetings start Deals, and champion-follow hears a mapped member who changes jobs.

ExampleCopy Anchor Link

Leaseline ran it from 2026-08-24 to 2026-10-19 (56 days). 60 named property managers, paired by size: 30 treated and 30 held back. Mapping found 104 members across 4 roles; the hand-check of 20 found 1 wrong role. 17 treated companies held a live reason by day 56; the other 13 got Ads only. Read every captured thread at ?threads=all; three follow the tables.

Leaseline → Grace Lin, operations lead, Calloway Residential, Oct 13 · Your news page says Calloway took on 3 new owners this year.¹ For an operations lead, that usually means 3 more renewal calendars to keep in step. Leaseline sends every notice 60 days out, per owner, from your own lease dates.² Worth 20 minutes? *Signed with the Role’s disclosure line.*³

Grace, Oct 17 · “Yes, our renewals are a mess across owners.” Oct 19 · the controller viewed the committee page; To the AE sent the Brief to Priya (task_311), due Oct 20, 15:12.

- With your team getting leaner, Leaseline can take renewals off your plate.
+ Bayview renews about 400 leases a year; Leaseline sends each notice 60 days out, per owner.

Ridgeway Homes, 2026-09-19 10:20 · the operations lead: “Can we see it with our 6 owners’ leases?” To the AE went to Priya (task_296, due Sep 22, 10:20). She claimed it 27 h later, past the line, which paused new first touches for a day;⁴ she held the call on Sep 24, and the Deal is still deciding.

¹ It opens on the company’s own public page. ² Every claim maps to an approved Page. ³ The fixed signature line, compiled from the Role’s disclosure Setting. ⁴ An engaged company that waits over a business day pauses every new first touch.

Your settingsCopy Anchor Link

---
holdout: 0.5      # in pairs by size: half the named companies hear only inbound answers
---
Write to one member a week at each named company, with something for their role.
Owners and principals at Priority 1 companies hear from Dana, after her OK.

$ npx startup-builder show plays/buying-committee
holdout 0.5 in pairs · one member a week · owners as Dana    your file  plays/buying-committee.mdx:2,4,5 (Ask 2026-08-24)
family demand · process outbound · worker role:prospector, owns never · chooses 6 (5 rule, 1 read) · sequences committee-wave, founder-buyer-note · Ads layer account-ads · approval every-send · checks owned-by-a-person, organization-stop, crisis-hold, mailbox-warm · stops 10    catalog  play:buying-committee@1

Every key from the catalogCopy Anchor Link

Compiled, not written: edit the Play record buying-committee and its Leaseline run, then regenerate. Every step runs from a sentence or a line of code. In your words: the CRM words you know, and where each lives here.