When most capital markets vendors plan their outreach, they aim high—CIOs, COOs, Portfolio Managers. But here’s what they miss:
Big decisions often start small.
Analysts, operations leads, and other mid-level staff are the ones researching vendors, writing internal memos, and shaping shortlists—long before your deck ever hits the C-suite.
Ignoring them doesn’t just slow your deal cycle. It can kill your chances before you even start.
In this article, we’ll cover:
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Why junior and mid-level influencers shape more decisions than you think
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How to spot them in org charts and workflows
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How to engage them with relevance
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How HedgeID helps uncover hidden influence faster
1. The Reality: Analysts Aren’t Just “Support”
Analysts and ops leads are often seen as gatekeepers—or worse, blockers. In truth, they’re often the ones pulling together the options your buyer sees.
Here’s what these roles actually do in a buy-side sales cycle:
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Researching and benchmarking vendors
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Gathering requirements from their teams
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Preparing materials for decision-makers
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Identifying red flags before things escalate
Did you know?
In over 70% of hedge fund tech purchases, the analyst team creates the first vendor shortlist, according to HedgeID insight reports.
📖 See Glossary: Analyst, Relationship Mapping, ABM
2. Why Mid-Level Roles Shape the Final Decision
Let’s break this down.
🧠 Influence Without Budget
Analysts may not sign contracts—but they’re often the first to hear about a pain point and the first to explore solutions. If your product isn’t on their radar, you may never get the meeting.
🔄 Ops Leads = Operational Fit Check
Ops leads, especially in data or compliance-heavy environments, often vet whether your solution integrates, complies, and performs under pressure.
If they say “no,” your deal doesn’t go anywhere.
Pro Tip:
A nod from the COO is great. But without alignment from ops and analyst teams, nothing moves forward.
🔗 Related: Understanding Buy-Side Org Charts and Decision Makers →
3. Tactics to Spot and Engage Hidden Influencers
Spotting the CIO is easy. Spotting the ops lead who builds their buy-in? That’s where the edge is.
Use Relationship Mapping
Look beyond titles. Who works under the PM? Who reports to the COO?
HedgeID lets you map reporting lines and see past employment connections—so you can identify who might influence decisions behind the scenes.
Example:
An analyst who used your product at another firm may be your best advocate—if you catch the connection in time.
Engage with Role-Specific Messaging
Don’t send the same email to the analyst as you would to the CIO.
Instead:
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Show how your product helps them deliver faster insights
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Share use cases that solve their day-to-day pain
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Offer short, helpful resources—like benchmarks, checklists, or templates
Plant Seeds Before the RFP
By the time an RFP hits your inbox, it’s often too late to influence the criteria.
Analysts and ops leads are shaping those docs—months earlier.
Get in early, even if it’s a low-stakes intro. It pays off later.
🧠 Related: From Cold Start to Warm Outreach →
4. How HedgeID Uncovers Hidden Influence
At HedgeID, we help you see beyond the top of the org chart.
Our platform surfaces:
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Org charts with clear reporting lines
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Analyst and operations-level roles tied to buying teams
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Past employment links that suggest warm intros
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Alerts when a mid-level contact moves into a more senior role
Did you know?
A contact that was “too junior” last year might be a PM or lead analyst today. HedgeID flags these promotions in real time—so you never miss the moment to re-engage.
🔗 Also read: Signs That a Fund is Launching — and How to Win the Business →
Conclusion: Influence Happens Below the C-Suite
If you’re only aiming at the top, you’re missing the foundation.
Buy-side decisions are shaped by the people doing the research, building the decks, and managing the operations that make your solution viable.
To win in capital markets, engage the entire buying team—especially the ones who rarely show up on stage, but always shape the outcome.
With HedgeID, you don’t just find the decision-makers. You find the decision shapers.
👉 Ready to uncover the hidden influencers in your target accounts?
Book a demo with HedgeID →
Related Reading
📘 Understanding Buy-Side Org Charts and Decision Makers →
📘 From Cold Start to Warm Outreach →
📘 Signs That a Fund is Launching — and How to Win the Business →
