Initial commit
This commit is contained in:
Zhongwei Li
18
.claude-plugin/plugin.json
Normal file
18
.claude-plugin/plugin.json
Normal file
@@ -0,0 +1,18 @@
|
|||||||
|
{
|
||||||
|
"name": "sales",
|
||||||
|
"description": "Sales and customer success team with 3 specialized roles covering sales, customer success, and partnerships",
|
||||||
|
"version": "1.0.0",
|
||||||
|
"author": {
|
||||||
|
"name": "Puerto"
|
||||||
|
},
|
||||||
|
"skills": [
|
||||||
|
"./skills/sales-strategy",
|
||||||
|
"./skills/customer-success",
|
||||||
|
"./skills/partnership-development"
|
||||||
|
],
|
||||||
|
"agents": [
|
||||||
|
"./agents/sales-director.md",
|
||||||
|
"./agents/customer-success-manager.md",
|
||||||
|
"./agents/partnership-manager.md"
|
||||||
|
]
|
||||||
|
}
|
||||||
3
README.md
Normal file
3
README.md
Normal file
@@ -0,0 +1,3 @@
|
|||||||
|
# sales
|
||||||
|
|
||||||
|
Sales and customer success team with 3 specialized roles covering sales, customer success, and partnerships
|
||||||
23
agents/customer-success-manager.md
Normal file
23
agents/customer-success-manager.md
Normal file
@@ -0,0 +1,23 @@
|
|||||||
|
# Customer Success Manager
|
||||||
|
|
||||||
|
PROACTIVELY use for customer onboarding, retention, expansion, and satisfaction.
|
||||||
|
|
||||||
|
**Core Capabilities:**
|
||||||
|
- Customer onboarding
|
||||||
|
- Success planning
|
||||||
|
- Health monitoring
|
||||||
|
- Renewal management
|
||||||
|
- Expansion and upsell
|
||||||
|
- Customer advocacy
|
||||||
|
- Churn prevention
|
||||||
|
- Quarterly business reviews
|
||||||
|
- Customer feedback loops
|
||||||
|
|
||||||
|
**Tools Available:** Read, Write, Edit, Bash, Grep, Glob
|
||||||
|
|
||||||
|
**Skills:** customer-success
|
||||||
|
|
||||||
|
**Examples:**
|
||||||
|
- "Create customer onboarding program"
|
||||||
|
- "Develop expansion strategy for key accounts"
|
||||||
|
- "Design customer health scoring system"
|
||||||
22
agents/partnership-manager.md
Normal file
22
agents/partnership-manager.md
Normal file
@@ -0,0 +1,22 @@
|
|||||||
|
# Partnership Manager
|
||||||
|
|
||||||
|
PROACTIVELY use for strategic partnerships, channel development, and ecosystem growth.
|
||||||
|
|
||||||
|
**Core Capabilities:**
|
||||||
|
- Partnership strategy
|
||||||
|
- Partner sourcing and evaluation
|
||||||
|
- Channel program development
|
||||||
|
- Co-marketing initiatives
|
||||||
|
- Integration partnerships
|
||||||
|
- Partner enablement
|
||||||
|
- Relationship management
|
||||||
|
- Deal structuring
|
||||||
|
|
||||||
|
**Tools Available:** Read, Write, Edit, Bash, Grep, Glob
|
||||||
|
|
||||||
|
**Skills:** partnership-development
|
||||||
|
|
||||||
|
**Examples:**
|
||||||
|
- "Develop partnership strategy and target partner list"
|
||||||
|
- "Create channel partner program"
|
||||||
|
- "Plan co-marketing campaign with strategic partner"
|
||||||
23
agents/sales-director.md
Normal file
23
agents/sales-director.md
Normal file
@@ -0,0 +1,23 @@
|
|||||||
|
# Sales Director
|
||||||
|
|
||||||
|
PROACTIVELY use for sales strategy, pipeline management, deal execution, and revenue growth.
|
||||||
|
|
||||||
|
**Core Capabilities:**
|
||||||
|
- Sales strategy and planning
|
||||||
|
- Pipeline management and forecasting
|
||||||
|
- Deal negotiation and closing
|
||||||
|
- Sales team coordination
|
||||||
|
- CRM management
|
||||||
|
- Sales enablement
|
||||||
|
- Quota planning
|
||||||
|
- Territory management
|
||||||
|
- Competitive positioning
|
||||||
|
|
||||||
|
**Tools Available:** Read, Write, Edit, Bash, Grep, Glob
|
||||||
|
|
||||||
|
**Skills:** sales-strategy
|
||||||
|
|
||||||
|
**Examples:**
|
||||||
|
- "Develop sales strategy for enterprise segment"
|
||||||
|
- "Optimize sales pipeline and forecasting process"
|
||||||
|
- "Create sales playbook and enablement materials"
|
||||||
65
plugin.lock.json
Normal file
65
plugin.lock.json
Normal file
@@ -0,0 +1,65 @@
|
|||||||
|
{
|
||||||
|
"$schema": "internal://schemas/plugin.lock.v1.json",
|
||||||
|
"pluginId": "gh:bandofai/puerto:plugins/sales",
|
||||||
|
"normalized": {
|
||||||
|
"repo": null,
|
||||||
|
"ref": "refs/tags/v20251128.0",
|
||||||
|
"commit": "20a503e0d4fdf4e61ed918d20ed93101664893e3",
|
||||||
|
"treeHash": "31ffa294de9c8861f283317641ea0e32358ca118f220f825a1ba684a874aaec0",
|
||||||
|
"generatedAt": "2025-11-28T10:14:09.016215Z",
|
||||||
|
"toolVersion": "publish_plugins.py@0.2.0"
|
||||||
|
},
|
||||||
|
"origin": {
|
||||||
|
"remote": "git@github.com:zhongweili/42plugin-data.git",
|
||||||
|
"branch": "master",
|
||||||
|
"commit": "aa1497ed0949fd50e99e70d6324a29c5b34f9390",
|
||||||
|
"repoRoot": "/Users/zhongweili/projects/openmind/42plugin-data"
|
||||||
|
},
|
||||||
|
"manifest": {
|
||||||
|
"name": "sales",
|
||||||
|
"description": "Sales and customer success team with 3 specialized roles covering sales, customer success, and partnerships",
|
||||||
|
"version": "1.0.0"
|
||||||
|
},
|
||||||
|
"content": {
|
||||||
|
"files": [
|
||||||
|
{
|
||||||
|
"path": "README.md",
|
||||||
|
"sha256": "d399cf9ff29f79d6b33e262d1b4763b986a9551c908596561693887444a02520"
|
||||||
|
},
|
||||||
|
{
|
||||||
|
"path": "agents/sales-director.md",
|
||||||
|
"sha256": "7f731a957b8c77bcd72f14591eb873d5334e1a8f6c28711f2c929ad89482ce03"
|
||||||
|
},
|
||||||
|
{
|
||||||
|
"path": "agents/customer-success-manager.md",
|
||||||
|
"sha256": "4e17118c14ccdbf8c05f54ee9637782ab99ddca7fc725ed83f5f7be037b5fe61"
|
||||||
|
},
|
||||||
|
{
|
||||||
|
"path": "agents/partnership-manager.md",
|
||||||
|
"sha256": "5498f4a86a7246b6d5f632ffa2ee1fbcafa42ae85abfd1e556d821ddb95d59b9"
|
||||||
|
},
|
||||||
|
{
|
||||||
|
"path": ".claude-plugin/plugin.json",
|
||||||
|
"sha256": "0099bfb7b9456c3c5cc8e2904ec4098a0860ca47a6bdcdc9e2e372fdd44274c7"
|
||||||
|
},
|
||||||
|
{
|
||||||
|
"path": "skills/sales-strategy/SKILL.md",
|
||||||
|
"sha256": "136f12118e137e60c87fc11a02d5c698003873ada2bb21d52438dddd26b33ff3"
|
||||||
|
},
|
||||||
|
{
|
||||||
|
"path": "skills/customer-success/SKILL.md",
|
||||||
|
"sha256": "c5fe75f040c5ffadb7259cb893ea6d9a9deb75af5978d10f264ae655a0b57dbd"
|
||||||
|
},
|
||||||
|
{
|
||||||
|
"path": "skills/partnership-development/SKILL.md",
|
||||||
|
"sha256": "1805630f58713e74aa93b227ab7b1556c6051ce0413dda600d2c4ac0f17887c9"
|
||||||
|
}
|
||||||
|
],
|
||||||
|
"dirSha256": "31ffa294de9c8861f283317641ea0e32358ca118f220f825a1ba684a874aaec0"
|
||||||
|
},
|
||||||
|
"security": {
|
||||||
|
"scannedAt": null,
|
||||||
|
"scannerVersion": null,
|
||||||
|
"flags": []
|
||||||
|
}
|
||||||
|
}
|
||||||
257
skills/customer-success/SKILL.md
Normal file
257
skills/customer-success/SKILL.md
Normal file
@@ -0,0 +1,257 @@
|
|||||||
|
# Customer Success
|
||||||
|
|
||||||
|
**Onboarding, retention, expansion, and customer lifecycle management**
|
||||||
|
|
||||||
|
## Customer Success Framework
|
||||||
|
|
||||||
|
### Customer Lifecycle Stages
|
||||||
|
|
||||||
|
1. **Onboarding** (Days 0-90) - Initial setup, training, quick wins
|
||||||
|
2. **Adoption** (Months 3-6) - Feature expansion, workflow integration
|
||||||
|
3. **Value Realization** (Months 6-12) - ROI measurement, outcomes tracking
|
||||||
|
4. **Expansion** (Ongoing) - Upsell, cross-sell, new use cases
|
||||||
|
5. **Renewal** (Annual) - Contract negotiation, value demonstration
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Onboarding Best Practices
|
||||||
|
|
||||||
|
### First 30 Days Checklist
|
||||||
|
- [ ] Welcome email and kickoff call
|
||||||
|
- [ ] Implementation plan creation
|
||||||
|
- [ ] Quick wins identification
|
||||||
|
- [ ] Training schedule establishment
|
||||||
|
- [ ] Success metrics definition
|
||||||
|
|
||||||
|
### Implementation Playbook
|
||||||
|
```
|
||||||
|
Week 1: System setup and configuration
|
||||||
|
Week 2: Team training (basic features)
|
||||||
|
Week 3: Advanced training and workflows
|
||||||
|
Week 4: Go-live and initial support
|
||||||
|
Weeks 5-8: Optimization and check-ins
|
||||||
|
Weeks 9-12: First value realization milestone
|
||||||
|
```
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Health Score Model
|
||||||
|
|
||||||
|
### Engagement Metrics (40%)
|
||||||
|
- Login frequency
|
||||||
|
- Feature usage depth
|
||||||
|
- Active users / Total users
|
||||||
|
- Session duration
|
||||||
|
- Support ticket volume
|
||||||
|
|
||||||
|
### Product Metrics (30%)
|
||||||
|
- Feature adoption rate
|
||||||
|
- Workflow completion
|
||||||
|
- Data quality
|
||||||
|
- Integration usage
|
||||||
|
|
||||||
|
### Relationship Metrics (20%)
|
||||||
|
- Executive sponsor engagement
|
||||||
|
- QBR attendance
|
||||||
|
- NPS / CSAT scores
|
||||||
|
|
||||||
|
### Business Metrics (10%)
|
||||||
|
- ROI achievement
|
||||||
|
- Renewal likelihood
|
||||||
|
- Expansion potential
|
||||||
|
|
||||||
|
### Health Score Calculation
|
||||||
|
```
|
||||||
|
Green (80-100): Thriving, expansion ready
|
||||||
|
Yellow (60-79): At risk, needs attention
|
||||||
|
Red (0-59): High churn risk, intervention needed
|
||||||
|
```
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Retention Strategies
|
||||||
|
|
||||||
|
### Proactive Outreach
|
||||||
|
- Weekly check-ins (first 90 days)
|
||||||
|
- Monthly business reviews
|
||||||
|
- Quarterly executive reviews
|
||||||
|
- Annual strategic planning
|
||||||
|
|
||||||
|
### Value Delivery
|
||||||
|
- Regular ROI reports
|
||||||
|
- Success metrics dashboards
|
||||||
|
- Best practice sharing
|
||||||
|
- Industry benchmarking
|
||||||
|
|
||||||
|
### Risk Mitigation
|
||||||
|
- Early warning system
|
||||||
|
- Churn prediction model
|
||||||
|
- Intervention playbooks
|
||||||
|
- Win-back campaigns
|
||||||
|
|
||||||
|
### Renewal Process Timeline
|
||||||
|
- **90 days before**: Initial conversation
|
||||||
|
- **60 days before**: Proposal preparation
|
||||||
|
- **30 days before**: Contract presentation
|
||||||
|
- **Renewal date**: Execution and celebration
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Expansion Playbook
|
||||||
|
|
||||||
|
### Upsell Triggers
|
||||||
|
Health score > 80
|
||||||
|
High feature adoption
|
||||||
|
Executive engagement
|
||||||
|
Positive NPS score
|
||||||
|
Budget season timing
|
||||||
|
|
||||||
|
### Expansion Types
|
||||||
|
1. **Seat expansion** - Add more users
|
||||||
|
2. **Feature upgrade** - Higher tier
|
||||||
|
3. **Add-on modules** - New capabilities
|
||||||
|
4. **Professional services** - Implementation help
|
||||||
|
5. **Training programs** - Certification
|
||||||
|
|
||||||
|
### Conversation Framework
|
||||||
|
1. Review current success
|
||||||
|
2. Identify growth opportunities
|
||||||
|
3. Present relevant solutions
|
||||||
|
4. Quantify incremental value
|
||||||
|
5. Propose and close
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Customer Segmentation
|
||||||
|
|
||||||
|
### Enterprise (High-Touch)
|
||||||
|
- Dedicated CSM
|
||||||
|
- Custom success plan
|
||||||
|
- Quarterly QBRs
|
||||||
|
- Executive sponsor program
|
||||||
|
|
||||||
|
### Mid-Market (Medium-Touch)
|
||||||
|
- Shared CSM (10-15 accounts)
|
||||||
|
- Standardized playbooks
|
||||||
|
- Semi-annual reviews
|
||||||
|
- Group training
|
||||||
|
|
||||||
|
### SMB (Low-Touch/Tech-Touch)
|
||||||
|
- Automated onboarding
|
||||||
|
- Self-service resources
|
||||||
|
- Webinars and group training
|
||||||
|
- Email campaigns
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Key Metrics
|
||||||
|
|
||||||
|
### Leading Indicators
|
||||||
|
- Onboarding completion rate
|
||||||
|
- Time to value
|
||||||
|
- User activation rate
|
||||||
|
- Feature adoption
|
||||||
|
- Health score trends
|
||||||
|
|
||||||
|
### Lagging Indicators
|
||||||
|
- Net Revenue Retention (NRR)
|
||||||
|
- Gross Revenue Retention (GRR)
|
||||||
|
- Customer Lifetime Value (LTV)
|
||||||
|
- Churn rate
|
||||||
|
- Expansion rate
|
||||||
|
|
||||||
|
### Target Benchmarks (SaaS)
|
||||||
|
- NRR: 110-120%
|
||||||
|
- GRR: 90-95%
|
||||||
|
- Onboarding completion: 90%+
|
||||||
|
- NPS: 50+
|
||||||
|
- Annual churn: <5%
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## QBR (Quarterly Business Review) Structure
|
||||||
|
|
||||||
|
### Agenda (60 minutes)
|
||||||
|
1. **Executive Summary** (5 min) - Key achievements and metrics
|
||||||
|
2. **Business Objectives Review** (10 min) - Progress on goals
|
||||||
|
3. **Product Usage Analysis** (15 min) - Adoption and trends
|
||||||
|
4. **Success Stories** (10 min) - Wins and ROI examples
|
||||||
|
5. **Roadmap and Next Steps** (10 min) - Future plans
|
||||||
|
6. **Q&A** (10 min) - Open discussion
|
||||||
|
|
||||||
|
### QBR Preparation Checklist
|
||||||
|
- [ ] Review account health score
|
||||||
|
- [ ] Analyze product usage data
|
||||||
|
- [ ] Gather success metrics and ROI
|
||||||
|
- [ ] Identify upsell opportunities
|
||||||
|
- [ ] Prepare custom deck
|
||||||
|
- [ ] Send pre-read materials
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Tools & Technology
|
||||||
|
|
||||||
|
### CS Platforms
|
||||||
|
- **Gainsight** - Enterprise CS platform
|
||||||
|
- **ChurnZero** - Real-time CS
|
||||||
|
- **Totango** - Customer success
|
||||||
|
- **Planhat** - Revenue-focused CS
|
||||||
|
|
||||||
|
### Communication
|
||||||
|
- Intercom - In-app messaging
|
||||||
|
- Zendesk - Support ticketing
|
||||||
|
- Slack Connect - Collaboration
|
||||||
|
- Email automation
|
||||||
|
|
||||||
|
### Analytics
|
||||||
|
- Amplitude - Product analytics
|
||||||
|
- Mixpanel - User behavior
|
||||||
|
- Heap - Auto-capture analytics
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Best Practices
|
||||||
|
|
||||||
|
### Communication Cadence
|
||||||
|
- **Daily**: Monitor health scores
|
||||||
|
- **Weekly**: Review at-risk accounts
|
||||||
|
- **Monthly**: Account reviews with CSM team
|
||||||
|
- **Quarterly**: QBRs with customers
|
||||||
|
- **Annually**: Strategic planning and renewal
|
||||||
|
|
||||||
|
### Escalation Process
|
||||||
|
1. **Yellow health**: CSM intervention (action plan)
|
||||||
|
2. **Red health**: Manager escalation (save plan)
|
||||||
|
3. **Churn risk**: Executive involvement
|
||||||
|
4. **Contract at risk**: Save team activation
|
||||||
|
|
||||||
|
### Success Playbooks
|
||||||
|
- **New customer onboarding** (0-90 days)
|
||||||
|
- **Low engagement recovery** (yellow/red health)
|
||||||
|
- **Expansion opportunity** (green health, growth signals)
|
||||||
|
- **Renewal preparation** (90 days out)
|
||||||
|
- **Churn prevention** (at-risk accounts)
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Customer Advocacy Program
|
||||||
|
|
||||||
|
### Identification Criteria
|
||||||
|
- NPS score 9-10 (Promoters)
|
||||||
|
- Active product champions
|
||||||
|
- Measurable ROI achieved
|
||||||
|
- Willing to share story
|
||||||
|
|
||||||
|
### Advocacy Activities
|
||||||
|
- Case study participation
|
||||||
|
- Reference calls
|
||||||
|
- Speaking opportunities
|
||||||
|
- User conference presentations
|
||||||
|
- Product feedback and beta testing
|
||||||
|
|
||||||
|
### Recognition & Rewards
|
||||||
|
- Featured success stories
|
||||||
|
- VIP event access
|
||||||
|
- Product roadmap influence
|
||||||
|
- Referral bonuses
|
||||||
|
- Advisory board invitation
|
||||||
311
skills/partnership-development/SKILL.md
Normal file
311
skills/partnership-development/SKILL.md
Normal file
@@ -0,0 +1,311 @@
|
|||||||
|
# Partnership Development
|
||||||
|
|
||||||
|
**Strategic partnerships, channel development, and ecosystem building**
|
||||||
|
|
||||||
|
## Partnership Strategy Framework
|
||||||
|
|
||||||
|
### Partnership Types
|
||||||
|
|
||||||
|
1. **Strategic Alliances** - Long-term collaboration for mutual benefit
|
||||||
|
2. **Channel Partnerships** - Distribution and reseller relationships
|
||||||
|
3. **Technology Integrations** - Product-to-product connections
|
||||||
|
4. **Co-Marketing** - Joint marketing initiatives and campaigns
|
||||||
|
5. **Reseller/Affiliate** - Revenue sharing arrangements
|
||||||
|
|
||||||
|
### Partnership Selection Criteria
|
||||||
|
✅ Strategic alignment with company goals
|
||||||
|
✅ Market reach and customer base
|
||||||
|
✅ Brand fit and reputation
|
||||||
|
✅ Resource commitment capability
|
||||||
|
✅ Cultural compatibility
|
||||||
|
✅ Technical compatibility (for integrations)
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Partnership Development Process
|
||||||
|
|
||||||
|
### Stage 1: Identification (Week 1-2)
|
||||||
|
- Market mapping and research
|
||||||
|
- Partner prospect list creation
|
||||||
|
- Opportunity sizing
|
||||||
|
- Initial outreach and interest validation
|
||||||
|
|
||||||
|
### Stage 2: Qualification (Week 3-4)
|
||||||
|
- Strategic fit assessment
|
||||||
|
- Capability evaluation
|
||||||
|
- Reference checks
|
||||||
|
- ROI projection
|
||||||
|
|
||||||
|
### Stage 3: Negotiation (Week 5-8)
|
||||||
|
- Value proposition alignment
|
||||||
|
- Terms and structure discussion
|
||||||
|
- Resource commitment agreements
|
||||||
|
- Success metrics definition
|
||||||
|
- Legal and compliance review
|
||||||
|
|
||||||
|
### Stage 4: Onboarding (Week 9-12)
|
||||||
|
- Kick-off meeting
|
||||||
|
- Training and enablement
|
||||||
|
- System integration (if applicable)
|
||||||
|
- Launch planning
|
||||||
|
- Joint go-to-market strategy
|
||||||
|
|
||||||
|
### Stage 5: Management (Ongoing)
|
||||||
|
- Regular check-ins (weekly/monthly)
|
||||||
|
- Performance tracking
|
||||||
|
- Issue resolution
|
||||||
|
- Relationship nurturing
|
||||||
|
- Optimization and growth
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Partnership Models
|
||||||
|
|
||||||
|
### Revenue Sharing Models
|
||||||
|
|
||||||
|
**Commission Structure**
|
||||||
|
```
|
||||||
|
Tier 1 (0-$100K): 15% commission
|
||||||
|
Tier 2 ($100K-$500K): 20% commission
|
||||||
|
Tier 3 ($500K+): 25% commission
|
||||||
|
```
|
||||||
|
|
||||||
|
**Deal Registration**
|
||||||
|
- First to register gets credit
|
||||||
|
- 30-day protection period
|
||||||
|
- Prevents channel conflict
|
||||||
|
|
||||||
|
**Performance Incentives**
|
||||||
|
- Quarterly bonuses for hitting targets
|
||||||
|
- SPIFFs for strategic products
|
||||||
|
- Annual rewards for top partners
|
||||||
|
|
||||||
|
### Co-Selling Model
|
||||||
|
- Lead sharing between partners
|
||||||
|
- Joint opportunity pursuit
|
||||||
|
- Split credit and commission
|
||||||
|
- Coordinated sales process
|
||||||
|
|
||||||
|
### White Label / OEM
|
||||||
|
- Partner brands the product
|
||||||
|
- Customization allowed
|
||||||
|
- Support model defined
|
||||||
|
- Pricing structure agreed
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Partner Enablement
|
||||||
|
|
||||||
|
### Training Programs
|
||||||
|
|
||||||
|
**Level 1: Foundation** (2 hours)
|
||||||
|
- Product overview
|
||||||
|
- Value proposition
|
||||||
|
- Target customers
|
||||||
|
- Competitive positioning
|
||||||
|
|
||||||
|
**Level 2: Sales** (1 day)
|
||||||
|
- Sales methodology
|
||||||
|
- Demo certification
|
||||||
|
- Objection handling
|
||||||
|
- Pricing and packaging
|
||||||
|
|
||||||
|
**Level 3: Technical** (2 days)
|
||||||
|
- Implementation
|
||||||
|
- Integration
|
||||||
|
- Troubleshooting
|
||||||
|
- Architecture
|
||||||
|
|
||||||
|
**Level 4: Advanced** (3 days)
|
||||||
|
- Solution design
|
||||||
|
- Custom integrations
|
||||||
|
- Advanced use cases
|
||||||
|
- Certification exam
|
||||||
|
|
||||||
|
### Partner Portal
|
||||||
|
- Deal registration system
|
||||||
|
- Training materials and certifications
|
||||||
|
- Co-marketing resources
|
||||||
|
- Technical documentation
|
||||||
|
- Support ticketing
|
||||||
|
- Pipeline and commission tracking
|
||||||
|
|
||||||
|
### Marketing Support
|
||||||
|
- Co-branded collateral
|
||||||
|
- Joint webinars
|
||||||
|
- Event sponsorship
|
||||||
|
- Lead generation campaigns
|
||||||
|
- Social media toolkit
|
||||||
|
- Case study development
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Partnership Governance
|
||||||
|
|
||||||
|
### Partner Agreement Components
|
||||||
|
1. **Scope**: Products, territories, customer segments
|
||||||
|
2. **Term**: Duration and renewal terms
|
||||||
|
3. **Responsibilities**: Each party's obligations
|
||||||
|
4. **Pricing**: Discounts, margins, payment terms
|
||||||
|
5. **Support**: Who handles what level of support
|
||||||
|
6. **IP**: Intellectual property rights
|
||||||
|
7. **Termination**: Exit clauses and wind-down
|
||||||
|
|
||||||
|
### Performance Management
|
||||||
|
|
||||||
|
**Monthly Reviews**
|
||||||
|
- Pipeline review
|
||||||
|
- Deal status updates
|
||||||
|
- Marketing activity
|
||||||
|
- Issues and blockers
|
||||||
|
|
||||||
|
**Quarterly Business Reviews (QBRs)**
|
||||||
|
- Performance vs. targets
|
||||||
|
- Market trends and opportunities
|
||||||
|
- Strategic planning
|
||||||
|
- Resource needs
|
||||||
|
- Relationship health
|
||||||
|
|
||||||
|
**Annual Strategic Planning**
|
||||||
|
- Goal setting for next year
|
||||||
|
- Investment discussions
|
||||||
|
- Expansion opportunities
|
||||||
|
- Contract renewal
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Partnership Metrics
|
||||||
|
|
||||||
|
### Pipeline Metrics
|
||||||
|
- Partner-sourced opportunities
|
||||||
|
- Partner-influenced opportunities
|
||||||
|
- Average deal size
|
||||||
|
- Win rate with partner involvement
|
||||||
|
- Sales cycle length
|
||||||
|
|
||||||
|
### Revenue Metrics
|
||||||
|
- Partner-sourced revenue
|
||||||
|
- Partner-influenced revenue
|
||||||
|
- Revenue per partner
|
||||||
|
- Growth rate
|
||||||
|
- Profit margins
|
||||||
|
|
||||||
|
### Engagement Metrics
|
||||||
|
- Active partners (deals in last 90 days)
|
||||||
|
- Training completion rate
|
||||||
|
- Portal login frequency
|
||||||
|
- Marketing activity participation
|
||||||
|
- Co-selling opportunities
|
||||||
|
|
||||||
|
### Satisfaction Metrics
|
||||||
|
- Partner satisfaction score (PSAT)
|
||||||
|
- Net Promoter Score (NPS)
|
||||||
|
- Partner retention rate
|
||||||
|
- Contract renewal rate
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Partner Tiers & Benefits
|
||||||
|
|
||||||
|
### Platinum (Top 5%)
|
||||||
|
- Highest discounts (30-40%)
|
||||||
|
- Dedicated partner manager
|
||||||
|
- Priority support
|
||||||
|
- Co-marketing budget ($50K+)
|
||||||
|
- Executive engagement
|
||||||
|
- Product roadmap input
|
||||||
|
|
||||||
|
### Gold (Top 15%)
|
||||||
|
- High discounts (25-30%)
|
||||||
|
- Shared partner manager
|
||||||
|
- Enhanced support
|
||||||
|
- Co-marketing budget ($25K)
|
||||||
|
- Quarterly reviews
|
||||||
|
- Beta access
|
||||||
|
|
||||||
|
### Silver (Top 30%)
|
||||||
|
- Standard discounts (20-25%)
|
||||||
|
- Standard support
|
||||||
|
- Marketing development funds ($10K)
|
||||||
|
- Portal access
|
||||||
|
- Training resources
|
||||||
|
|
||||||
|
### Bronze (All others)
|
||||||
|
- Base discounts (15-20%)
|
||||||
|
- Community support
|
||||||
|
- Self-service portal
|
||||||
|
- Standard training
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Channel Conflict Resolution
|
||||||
|
|
||||||
|
### Prevention Strategies
|
||||||
|
- Clear territory definitions
|
||||||
|
- Deal registration system
|
||||||
|
- Account assignment rules
|
||||||
|
- Pricing guidelines
|
||||||
|
- Conflict escalation process
|
||||||
|
|
||||||
|
### Resolution Framework
|
||||||
|
1. **Identify**: Document the conflict
|
||||||
|
2. **Investigate**: Gather facts from all parties
|
||||||
|
3. **Mediate**: Facilitate discussion
|
||||||
|
4. **Decide**: Apply partnership rules
|
||||||
|
5. **Communicate**: Inform all parties
|
||||||
|
6. **Prevent**: Update rules to avoid future conflicts
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Technology Integration Partnerships
|
||||||
|
|
||||||
|
### Integration Types
|
||||||
|
- **Native**: Built into core product
|
||||||
|
- **API**: Programmatic connection
|
||||||
|
- **Marketplace**: App store listing
|
||||||
|
- **Webhook**: Event-driven sync
|
||||||
|
|
||||||
|
### Integration Development Process
|
||||||
|
1. Technical discovery call
|
||||||
|
2. Use case validation
|
||||||
|
3. API documentation review
|
||||||
|
4. Development sprint (2-4 weeks)
|
||||||
|
5. Testing and QA
|
||||||
|
6. Beta customer pilot
|
||||||
|
7. General availability launch
|
||||||
|
8. Joint marketing
|
||||||
|
|
||||||
|
### Integration Success Metrics
|
||||||
|
- Installation rate
|
||||||
|
- Active usage
|
||||||
|
- Customer satisfaction
|
||||||
|
- Support ticket volume
|
||||||
|
- Revenue attribution
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Best Practices
|
||||||
|
|
||||||
|
### Partner Recruitment
|
||||||
|
- Target partners with existing customer relationships
|
||||||
|
- Look for complementary (not competing) solutions
|
||||||
|
- Prioritize quality over quantity
|
||||||
|
- Start with pilot program before scaling
|
||||||
|
|
||||||
|
### Partner Communication
|
||||||
|
- Regular cadence (don't go dark)
|
||||||
|
- Be transparent about product roadmap
|
||||||
|
- Share customer success stories
|
||||||
|
- Celebrate wins together
|
||||||
|
|
||||||
|
### Mutual Value Creation
|
||||||
|
- Think win-win-win (you, partner, customer)
|
||||||
|
- Invest in partner success
|
||||||
|
- Co-create solutions
|
||||||
|
- Share market insights
|
||||||
|
|
||||||
|
### Long-term Relationship Building
|
||||||
|
- Face-to-face meetings when possible
|
||||||
|
- Executive sponsorship
|
||||||
|
- Joint strategic planning
|
||||||
|
- Continuous enablement
|
||||||
385
skills/sales-strategy/SKILL.md
Normal file
385
skills/sales-strategy/SKILL.md
Normal file
@@ -0,0 +1,385 @@
|
|||||||
|
# Sales Strategy
|
||||||
|
|
||||||
|
**Sales process, pipeline management, and forecasting best practices**
|
||||||
|
|
||||||
|
## Sales Framework
|
||||||
|
|
||||||
|
### Sales Process Stages
|
||||||
|
|
||||||
|
1. **Prospecting** - Identifying and researching potential customers
|
||||||
|
2. **Qualification** - Determining fit, budget, and priority
|
||||||
|
3. **Discovery** - Understanding needs, pain points, and goals
|
||||||
|
4. **Proposal** - Presenting tailored solution and value proposition
|
||||||
|
5. **Negotiation** - Addressing objections and finalizing terms
|
||||||
|
6. **Closing** - Securing commitment and signature
|
||||||
|
7. **Onboarding** - Ensuring successful implementation and adoption
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Qualification Frameworks
|
||||||
|
|
||||||
|
### BANT Framework
|
||||||
|
|
||||||
|
**Budget**
|
||||||
|
- Can they afford the solution?
|
||||||
|
- What's their budget range?
|
||||||
|
- Who controls the budget?
|
||||||
|
- When is budget allocated?
|
||||||
|
|
||||||
|
**Authority**
|
||||||
|
- Who makes the final decision?
|
||||||
|
- Who influences the decision?
|
||||||
|
- What's the approval process?
|
||||||
|
- Who are the stakeholders?
|
||||||
|
|
||||||
|
**Need**
|
||||||
|
- What's the pain point?
|
||||||
|
- How urgent is it?
|
||||||
|
- What's the cost of inaction?
|
||||||
|
- What alternatives are they considering?
|
||||||
|
|
||||||
|
**Timeline**
|
||||||
|
- When do they need it?
|
||||||
|
- What's driving the timeline?
|
||||||
|
- Are there any blockers?
|
||||||
|
- What are the consequences of delay?
|
||||||
|
|
||||||
|
### MEDDIC Framework (Enterprise Sales)
|
||||||
|
|
||||||
|
- **Metrics**: Quantifiable value and ROI
|
||||||
|
- **Economic Buyer**: Person with budget authority
|
||||||
|
- **Decision Criteria**: How they'll evaluate solutions
|
||||||
|
- **Decision Process**: Steps and stakeholders involved
|
||||||
|
- **Identify Pain**: Specific problems to solve
|
||||||
|
- **Champion**: Internal advocate who sells for you
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Pipeline Management
|
||||||
|
|
||||||
|
### Pipeline Stages
|
||||||
|
```
|
||||||
|
Lead → MQL → SQL → Opportunity → Proposal → Negotiation → Closed Won/Lost
|
||||||
|
```
|
||||||
|
|
||||||
|
### Pipeline Health Metrics
|
||||||
|
|
||||||
|
**Coverage Ratios**
|
||||||
|
- Pipeline value : Quota (Target: 3-4x)
|
||||||
|
- New pipeline created : Closed won (Velocity)
|
||||||
|
- Stage progression rates
|
||||||
|
|
||||||
|
**Quality Metrics**
|
||||||
|
- Conversion rates by stage
|
||||||
|
- Average deal size
|
||||||
|
- Sales cycle length by segment
|
||||||
|
- Win rate overall and by competitor
|
||||||
|
|
||||||
|
### Pipeline Hygiene
|
||||||
|
|
||||||
|
**Weekly Reviews**
|
||||||
|
- Move stalled deals (30+ days inactive)
|
||||||
|
- Update close dates realistically
|
||||||
|
- Validate qualification criteria
|
||||||
|
- Document next steps
|
||||||
|
|
||||||
|
**Monthly Audits**
|
||||||
|
- Remove zombie opportunities
|
||||||
|
- Re-qualify large deals
|
||||||
|
- Update forecasts
|
||||||
|
- Clean up data quality
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Forecasting Methodology
|
||||||
|
|
||||||
|
### Forecast Categories
|
||||||
|
|
||||||
|
**Commit** (90-95% confidence)
|
||||||
|
- Verbal commitment received
|
||||||
|
- Contracts sent or in legal review
|
||||||
|
- Decision maker engaged
|
||||||
|
- Timeline confirmed within 30 days
|
||||||
|
|
||||||
|
**Best Case** (70-85% confidence)
|
||||||
|
- Strong engagement and interest
|
||||||
|
- Budget confirmed
|
||||||
|
- Decision process understood
|
||||||
|
- Timeline within 60 days
|
||||||
|
|
||||||
|
**Pipeline** (25-50% confidence)
|
||||||
|
- Qualified opportunity
|
||||||
|
- Active conversations
|
||||||
|
- Needs identified
|
||||||
|
- Timeline within 90 days
|
||||||
|
|
||||||
|
### Forecast Formula
|
||||||
|
```
|
||||||
|
Commit + (Best Case × 0.75) + (Pipeline × 0.35) = Forecast
|
||||||
|
```
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Sales Methodologies
|
||||||
|
|
||||||
|
### SPIN Selling
|
||||||
|
|
||||||
|
**Situation Questions**
|
||||||
|
- Understand current state
|
||||||
|
- Gather background information
|
||||||
|
- Build context
|
||||||
|
|
||||||
|
**Problem Questions**
|
||||||
|
- Uncover difficulties and dissatisfactions
|
||||||
|
- Identify implied needs
|
||||||
|
- Create awareness of issues
|
||||||
|
|
||||||
|
**Implication Questions**
|
||||||
|
- Explore consequences of problems
|
||||||
|
- Build urgency
|
||||||
|
- Quantify impact
|
||||||
|
|
||||||
|
**Need-Payoff Questions**
|
||||||
|
- Focus on solution value
|
||||||
|
- Get buyer to articulate benefits
|
||||||
|
- Build commitment
|
||||||
|
|
||||||
|
### Challenger Sale
|
||||||
|
|
||||||
|
**Teach** for Differentiation
|
||||||
|
- Teach prospects something new
|
||||||
|
- Reframe their thinking
|
||||||
|
- Provide unique insights
|
||||||
|
|
||||||
|
**Tailor** for Resonance
|
||||||
|
- Customize message for stakeholder
|
||||||
|
- Speak their language
|
||||||
|
- Address their specific concerns
|
||||||
|
|
||||||
|
**Take Control** of Sale
|
||||||
|
- Drive the conversation
|
||||||
|
- Push back constructively
|
||||||
|
- Maintain momentum
|
||||||
|
|
||||||
|
### Solution Selling
|
||||||
|
|
||||||
|
**Focus on Business Issues**
|
||||||
|
- Not product features
|
||||||
|
- Customer's business outcomes
|
||||||
|
- Strategic objectives
|
||||||
|
|
||||||
|
**Quantify Impact**
|
||||||
|
- ROI calculations
|
||||||
|
- Cost of status quo
|
||||||
|
- Time to value
|
||||||
|
|
||||||
|
**Demonstrate Value**
|
||||||
|
- Proof of concepts
|
||||||
|
- Case studies
|
||||||
|
- Customer testimonials
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Objection Handling
|
||||||
|
|
||||||
|
### Common Objections & Responses
|
||||||
|
|
||||||
|
**"It's too expensive"**
|
||||||
|
- Reframe around value, not price
|
||||||
|
- Break down cost per user/month
|
||||||
|
- Compare to cost of problem
|
||||||
|
- Offer payment terms
|
||||||
|
|
||||||
|
**"We're happy with current solution"**
|
||||||
|
- Acknowledge their satisfaction
|
||||||
|
- Uncover hidden pain points
|
||||||
|
- Highlight opportunity cost
|
||||||
|
- Differentiate on unique value
|
||||||
|
|
||||||
|
**"Not the right time"**
|
||||||
|
- Understand timing concerns
|
||||||
|
- Quantify cost of delay
|
||||||
|
- Offer pilot or phased approach
|
||||||
|
- Set future follow-up
|
||||||
|
|
||||||
|
**"Need to think about it"**
|
||||||
|
- This is not an objection, it's a stall
|
||||||
|
- Probe for real concern
|
||||||
|
- "What specifically do you need to think about?"
|
||||||
|
- Address underlying issue
|
||||||
|
|
||||||
|
**"Need approval from others"**
|
||||||
|
- Map decision-making process
|
||||||
|
- Offer to present to stakeholders
|
||||||
|
- Provide materials for internal selling
|
||||||
|
- Identify your champion
|
||||||
|
|
||||||
|
### Response Framework
|
||||||
|
|
||||||
|
1. **Listen** actively without interrupting
|
||||||
|
2. **Acknowledge** their concern is valid
|
||||||
|
3. **Clarify** to understand the real issue
|
||||||
|
4. **Respond** with value and evidence
|
||||||
|
5. **Confirm** the concern is addressed
|
||||||
|
6. **Move Forward** to next step
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Sales Tools & Tech Stack
|
||||||
|
|
||||||
|
### CRM Systems
|
||||||
|
- **Salesforce** - Enterprise standard
|
||||||
|
- **HubSpot** - All-in-one platform
|
||||||
|
- **Pipedrive** - Pipeline-focused
|
||||||
|
- **Close** - Inside sales optimized
|
||||||
|
|
||||||
|
### Sales Engagement
|
||||||
|
- **Outreach** - Sequencing and automation
|
||||||
|
- **SalesLoft** - Cadence management
|
||||||
|
- **Apollo** - Prospecting and enrichment
|
||||||
|
- **LinkedIn Sales Navigator** - Social selling
|
||||||
|
|
||||||
|
### Proposal & Contract
|
||||||
|
- **PandaDoc** - Proposals and e-signature
|
||||||
|
- **Proposify** - Proposal software
|
||||||
|
- **DocuSign** - E-signature
|
||||||
|
- **Qwilr** - Interactive proposals
|
||||||
|
|
||||||
|
### Intelligence & Data
|
||||||
|
- **ZoomInfo** - Contact data
|
||||||
|
- **Gong** - Conversation intelligence
|
||||||
|
- **Clari** - Revenue operations
|
||||||
|
- **InsightSquared** - Sales analytics
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Key Performance Indicators
|
||||||
|
|
||||||
|
### Activity Metrics
|
||||||
|
- Calls made
|
||||||
|
- Emails sent
|
||||||
|
- Meetings booked
|
||||||
|
- Demos delivered
|
||||||
|
- Proposals sent
|
||||||
|
|
||||||
|
### Pipeline Metrics
|
||||||
|
- Pipeline value
|
||||||
|
- Pipeline coverage
|
||||||
|
- New pipeline created
|
||||||
|
- Stage progression rates
|
||||||
|
- Pipeline velocity
|
||||||
|
|
||||||
|
### Outcome Metrics
|
||||||
|
- Quota attainment
|
||||||
|
- Win rate
|
||||||
|
- Average deal size
|
||||||
|
- Sales cycle length
|
||||||
|
- Customer acquisition cost (CAC)
|
||||||
|
|
||||||
|
### Business Metrics
|
||||||
|
- Revenue
|
||||||
|
- Lifetime value (LTV)
|
||||||
|
- LTV:CAC ratio
|
||||||
|
- Churn rate
|
||||||
|
- Expansion revenue
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Best Practices
|
||||||
|
|
||||||
|
### Discovery Call Excellence
|
||||||
|
- Prepare with research
|
||||||
|
- Ask open-ended questions
|
||||||
|
- Listen 70%, talk 30%
|
||||||
|
- Take detailed notes
|
||||||
|
- Summarize and confirm understanding
|
||||||
|
- Get commitment for next steps
|
||||||
|
|
||||||
|
### Demo Best Practices
|
||||||
|
- Discovery before demo
|
||||||
|
- Customize for their use case
|
||||||
|
- Tell stories, not features
|
||||||
|
- Show, don't tell
|
||||||
|
- Address their specific pain
|
||||||
|
- Leave time for questions
|
||||||
|
- End with clear next steps
|
||||||
|
|
||||||
|
### Proposal Writing
|
||||||
|
- Executive summary first
|
||||||
|
- Focus on their business outcomes
|
||||||
|
- Quantify ROI
|
||||||
|
- Include customer proof points
|
||||||
|
- Clear pricing and terms
|
||||||
|
- Strong call to action
|
||||||
|
|
||||||
|
### Negotiation Tactics
|
||||||
|
- Know your walk-away point
|
||||||
|
- Trade, don't give
|
||||||
|
- Anchor high
|
||||||
|
- Build value before discussing price
|
||||||
|
- Get something in return for discounts
|
||||||
|
- Use time pressure strategically
|
||||||
|
|
||||||
|
### Closing Techniques
|
||||||
|
- **Assumptive Close**: "When would you like to start?"
|
||||||
|
- **Alternative Close**: "Option A or Option B?"
|
||||||
|
- **Urgency Close**: Limited time offer
|
||||||
|
- **Takeaway Close**: "This might not be a fit if..."
|
||||||
|
- **Summary Close**: Review value and benefits
|
||||||
|
- **Direct Close**: "Are you ready to move forward?"
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Sales Enablement
|
||||||
|
|
||||||
|
### Onboarding Checklist
|
||||||
|
- [ ] Product knowledge training
|
||||||
|
- [ ] Sales methodology certification
|
||||||
|
- [ ] CRM system training
|
||||||
|
- [ ] Competitive intelligence
|
||||||
|
- [ ] Pitch certification
|
||||||
|
- [ ] Shadowing experienced reps
|
||||||
|
- [ ] Role-playing exercises
|
||||||
|
|
||||||
|
### Ongoing Development
|
||||||
|
- Weekly skills training
|
||||||
|
- Monthly coaching sessions
|
||||||
|
- Quarterly business reviews
|
||||||
|
- Deal strategy sessions
|
||||||
|
- Win/loss analysis
|
||||||
|
- Best practice sharing
|
||||||
|
|
||||||
|
### Sales Collateral
|
||||||
|
- One-pagers and datasheets
|
||||||
|
- Case studies by industry
|
||||||
|
- ROI calculators
|
||||||
|
- Competitive battle cards
|
||||||
|
- Demo environment
|
||||||
|
- Email templates
|
||||||
|
- Call scripts
|
||||||
|
|
||||||
|
---
|
||||||
|
|
||||||
|
## Success Metrics & Compensation
|
||||||
|
|
||||||
|
### Typical Quota Structure
|
||||||
|
- 70-80% of reps hit quota (healthy)
|
||||||
|
- Top performer: 150-200% of quota
|
||||||
|
- Average: 90-110% of quota
|
||||||
|
|
||||||
|
### Compensation Models
|
||||||
|
|
||||||
|
**Base + Commission**
|
||||||
|
- 50/50 split for new business
|
||||||
|
- 60/40 split for account management
|
||||||
|
- Accelerators at 100%+ quota
|
||||||
|
|
||||||
|
**Base + Bonus**
|
||||||
|
- Fixed bonus for hitting quota
|
||||||
|
- Tiered bonuses for overperformance
|
||||||
|
|
||||||
|
### Recognition Programs
|
||||||
|
- President's Club for top performers
|
||||||
|
- SPIFFs for strategic initiatives
|
||||||
|
- Quarterly awards
|
||||||
|
- Career progression paths
|
||||||
Reference in New Issue
Block a user