A referral may help reach an economic buyer, identify the right evaluator or create a relevant first meeting. Explain that purpose to the connector. An introduction to a friendly but uninvolved person may not advance the account.
Validate the business problem, buying process, stakeholders and decision timing. Build multiple appropriate relationships with the champion's knowledge rather than treating a senior introduction as permission to skip discovery.
Record requests, delivered introductions, meetings held and accepted opportunities early. Review stage progression and wins over the actual sales cycle. Compare cohorts with similar account fit, deal size and maturity before making claims about faster closes.
A referral-sourced opportunity that stays open is not realised revenue. Likewise, a credible introduction that reveals no current project may still inform future account work without being counted as pipeline.
Orbb can support research and introduction coordination. Its contribution should be distinguished from the sales team's execution and the buyer's own decision process.