Ask which people matter at each account, who may know them and what supports each connection. Check wrong identities, stale roles and overlaps that are incorrectly presented as relationships.
Measure connector-confirmed paths separately from inferred ones. Include the quality of the proposed next step, not just the number of results.
Show request routing, approval, editable notes, reminders and outcome tracking. Clarify which tasks belong to software, a service team, your employees and sales. Test declines and corrections as well as a successful introduction.
Review permissions, data fields, access controls, retention, data-use terms and current integration behaviour. A read-only connection is not proof that no sensitive data is processed.
Compare held qualified meetings, accepted opportunities and internal effort against a baseline. Include setup and management costs. Allow enough time for your sales cycle without treating open pipeline as realised return.
For Orbb, distinguish the value of relationship research from the value of operating the motion. The evaluation should demonstrate both where those are included in the proposed scope.