commit 5699f8df127135e1420fc78363a93596cafd3c7e Author: Zhongwei Li Date: Sat Nov 29 18:30:39 2025 +0800 Initial commit diff --git a/.claude-plugin/plugin.json b/.claude-plugin/plugin.json new file mode 100644 index 0000000..050aabc --- /dev/null +++ b/.claude-plugin/plugin.json @@ -0,0 +1,26 @@ +{ + "name": "enterprise-sales", + "description": "Enterprise pursuit orchestration with value, procurement, and governance workflows", + "version": "1.0.0", + "author": { + "name": "GTM Agents", + "email": "opensource@intentgpt.ai" + }, + "skills": [ + "./skills/pursuit-governance/SKILL.md", + "./skills/risk-register/SKILL.md", + "./skills/value-story-framework/SKILL.md", + "./skills/cxo-briefing-kit/SKILL.md", + "./skills/procurement-playbook/SKILL.md" + ], + "agents": [ + "./agents/pursuit-director.md", + "./agents/value-architect.md", + "./agents/procurement-strategist.md" + ], + "commands": [ + "./commands/plan-pursuit.md", + "./commands/build-value-narrative.md", + "./commands/navigate-procurement.md" + ] +} \ No newline at end of file diff --git a/README.md b/README.md new file mode 100644 index 0000000..f1d8c8b --- /dev/null +++ b/README.md @@ -0,0 +1,3 @@ +# enterprise-sales + +Enterprise pursuit orchestration with value, procurement, and governance workflows diff --git a/agents/procurement-strategist.md b/agents/procurement-strategist.md new file mode 100644 index 0000000..903a090 --- /dev/null +++ b/agents/procurement-strategist.md @@ -0,0 +1,27 @@ +--- +name: procurement-strategist +description: Navigates procurement, legal, and security reviews for large enterprise deals. +model: haiku +--- + +# Procurement Strategist Agent + +## Responsibilities +- Build timelines for legal, security, privacy, and compliance workstreams. +- Maintain redline trackers, approval matrices, and negotiation guardrails. +- Coordinate responses to security questionnaires, RFPs, and compliance audits. +- Partner with finance + deal desk to align commercial structures with policy. + +## Workflow +1. **Requirements Intake** – gather customer procurement policies, mandatory documents, and deadlines. +2. **Workback Planning** – identify internal SMEs (legal, security, privacy), assign tasks, and set checkpoints. +3. **Response Management** – compile questionnaires, evidence, and exception requests; log approvals. +4. **Negotiation Support** – track concessions, fallback positions, and escalate critical issues. +5. **Close & Archive** – capture final agreements, lessons learned, and playbook updates. + +## Outputs +- Procurement/security workback plan with owners + due dates. +- Redline/exception tracker for legal + commercial clauses. +- Closeout packet with signed docs, commitments, and follow-up tasks. + +--- diff --git a/agents/pursuit-director.md b/agents/pursuit-director.md new file mode 100644 index 0000000..3a9eb5b --- /dev/null +++ b/agents/pursuit-director.md @@ -0,0 +1,27 @@ +--- +name: pursuit-director +description: Leads cross-functional pursuit teams through complex enterprise deal cycles. +model: sonnet +--- + +# Pursuit Director Agent + +## Responsibilities +- Stand up pursuit pods with sales, SE, value, legal, security, and executive sponsors. +- Maintain the pursuit plan (milestones, deliverables, risks) and ensure accountability. +- Manage deal room hygiene, decision logs, and escalation paths. +- Align internal leaders on resource needs, concessions, and approval timelines. + +## Workflow +1. **Opportunity Intake** – gather deal summary, stakeholders, competitive context, and deadlines. +2. **Pursuit Planning** – define milestones (RFP, showcase, validation, exec meeting, negotiation) and owners. +3. **Governance Setup** – configure cadences, decision logs, and escalation matrix. +4. **Execution Oversight** – track deliverables, dependencies, and risk mitigation tasks. +5. **Post-Mortem** – capture lessons learned, update playbooks, and sync with RevOps. + +## Outputs +- Pursuit plan with timeline, workstreams, owners, and KPIs. +- Risk/action tracker with status + escalation notes. +- Post-pursuit summary for leadership + knowledge base. + +--- diff --git a/agents/value-architect.md b/agents/value-architect.md new file mode 100644 index 0000000..7a4574c --- /dev/null +++ b/agents/value-architect.md @@ -0,0 +1,27 @@ +--- +name: value-architect +description: Crafts quantified value narratives, business cases, and executive-ready ROI deliverables for complex deals. +model: haiku +--- + +# Value Architect Agent + +## Responsibilities +- Translate discovery insights into quantified impact models and executive storylines. +- Coordinate with finance/value engineering to validate assumptions and methodologies. +- Maintain libraries of benchmarks, customer stories, and ROI templates per industry. +- Support negotiations by modeling scenarios (pricing, timeline, scope) with clear trade-offs. + +## Workflow +1. **Insight Intake** – pull discovery notes, product usage, benchmarks, and customer KPIs. +2. **Value Hypothesis** – outline headline impact, drivers, and proof references. +3. **Financial Modeling** – build ROI/TCO scenarios with sensitivity analysis. +4. **Narrative Packaging** – produce executive story decks, one-pagers, and calculator outputs. +5. **Validation & Handoff** – review with pursuit team, capture approvals, and upload to deal room. + +## Outputs +- ROI/TCO models with assumptions + scenarios. +- Executive value narrative deck/one-pager. +- Benchmark + proof appendix for RFPs or negotiations. + +--- diff --git a/commands/build-value-narrative.md b/commands/build-value-narrative.md new file mode 100644 index 0000000..417450d --- /dev/null +++ b/commands/build-value-narrative.md @@ -0,0 +1,35 @@ +--- +name: build-value-narrative +description: Produces ROI/TCO models, executive storylines, and proof appendices for complex deals. +usage: /enterprise-sales:build-value-narrative --deal "GlobalCo ERP" --industry manufacturing --scenario base,upside --audience "CFO,CIO" +--- + +# Command: build-value-narrative + +## Inputs +- **deal** – opportunity identifier. +- **industry** – customer industry to align benchmarks. +- **scenario** – comma-separated scenarios (base, upside, downside). +- **audience** – target exec roles for tailoring (CFO, CIO, COO, Procurement). +- **assumptions** – optional JSON overrides for metrics (ACV, adoption, productivity). + +## Workflow +1. **Data Intake** – ingest discovery notes, product telemetry, benchmarks, and reference stories. +2. **Impact Modeling** – calculate ROI/TCO scenarios with sensitivity toggles. +3. **Narrative Crafting** – outline headline, drivers, proof, and decision asks per audience. +4. **Asset Assembly** – create deck, one-pager, and calculator outputs with transparent assumptions. +5. **Review & Packaging** – capture approvals, version history, and attach to deal room. + +## Outputs +- Scenario-based ROI/TCO workbook. +- Executive value narrative deck + one-pager. +- Proof appendix with benchmarks, customer stories, and links. + +## Agent/Skill Invocations +- `value-architect` – leads modeling + storyline. +- `pursuit-director` – ensures alignment with pursuit milestones. +- `procurement-strategist` – validates commercial guardrails. +- `value-story-framework` skill – structures the narrative. +- `cxo-briefing-kit` skill – packages outputs for executive audiences. + +--- diff --git a/commands/navigate-procurement.md b/commands/navigate-procurement.md new file mode 100644 index 0000000..f5e6c95 --- /dev/null +++ b/commands/navigate-procurement.md @@ -0,0 +1,35 @@ +--- +name: navigate-procurement +description: Coordinates legal, security, and procurement workflows with timelines, owners, and decision logs. +usage: /enterprise-sales:navigate-procurement --deal "GlobalCo ERP" --deadline 2026-03-10 --requirements "legal,security,dpia" --exceptions "payment-terms" +--- + +# Command: navigate-procurement + +## Inputs +- **deal** – opportunity identifier. +- **deadline** – final contracting/PO date. +- **requirements** – comma-separated workstreams (legal, security, privacy, finance, vendor onboarding). +- **exceptions** – optional list of known exception requests (payment terms, data residency, SLAs). +- **collaboration-space** – optional link for deal room / project board. + +## Workflow +1. **Requirement Intake** – ingest customer documents, questionnaires, policy summaries. +2. **Workback Plan** – generate timeline with deliverables, owners, and review gates per workstream. +3. **Evidence Library** – attach boilerplate docs (SOC2, penetration tests, insurance certs, product architecture). +4. **Redline Tracker** – maintain concession log, approval owners, and status. +5. **Communication Cadence** – schedule syncs, escalation checkpoints, and executive updates. + +## Outputs +- Procurement/security project plan with milestones, owners, dependencies. +- Redline + exception tracker ready for deal desk/legal review. +- Evidence packet index with links + expiration dates. + +## Agent/Skill Invocations +- `procurement-strategist` – orchestrates workflows + approvals. +- `pursuit-director` – ensures pursuit plan stays aligned. +- `value-architect` – provides commercial rationale for concessions. +- `procurement-playbook` skill – templates + evidence library. +- `risk-register` skill – captures risks, mitigations, and escalations. + +--- diff --git a/commands/plan-pursuit.md b/commands/plan-pursuit.md new file mode 100644 index 0000000..e1ef8de --- /dev/null +++ b/commands/plan-pursuit.md @@ -0,0 +1,35 @@ +--- +name: plan-pursuit +description: Builds an enterprise pursuit plan with milestones, workstreams, and governance cadence. +usage: /enterprise-sales:plan-pursuit --deal "GlobalCo ERP" --deadline 2026-02-15 --type rfp --tier strategic +--- + +# Command: plan-pursuit + +## Inputs +- **deal** – opportunity name/ID. +- **deadline** – final decision or submission date. +- **type** – rfp | inbound | proactive | renewal. +- **tier** – strategic | growth | scale. +- **workstreams** – optional list (value, security, legal, exec) to emphasize. + +## Workflow +1. **Context Gathering** – ingest CRM summary, stakeholders, competitors, and requirements. +2. **Milestone Mapping** – outline key events (RFP due, validation, exec alignment, pricing, legal close). +3. **Workstream Assignment** – define owners, SMEs, and internal sponsors for each milestone. +4. **Governance Setup** – schedule cadences (daily standup, exec sync, risk review) and decision logs. +5. **Risk & Dependency Tracking** – capture blockers, approvals, and mitigation plans. + +## Outputs +- Pursuit plan (timeline, milestones, workstreams, owners). +- Governance calendar + communication plan. +- Risk/action tracker seeded with initial items. + +## Agent/Skill Invocations +- `pursuit-director` – orchestrates plan + governance. +- `value-architect` – aligns value workstream deliverables. +- `procurement-strategist` – maps legal/security 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resources, or unblockers required. +5. **Action & Follow-up** – capture owners, due dates, and communication plan. + +## Templates +- One-slide exec update (headline, metrics, risks, asks). +- Briefing memo outline with context, status, decisions, next steps. +- Decision log sheet with timestamp, owner, outcome. + +## Tips +- Keep main slide under 150 words; push detail to appendix. +- Tailor numbers to executive KPIs (margin, risk, innovation, customer impact). +- Pair with `pursuit-governance` to keep cadences consistent. + +--- diff --git a/skills/procurement-playbook/SKILL.md b/skills/procurement-playbook/SKILL.md new file mode 100644 index 0000000..bc73d79 --- /dev/null +++ b/skills/procurement-playbook/SKILL.md @@ -0,0 +1,31 @@ +--- +name: procurement-playbook +description: Use to manage legal, security, and procurement workflows for complex + deals. +--- + +# Procurement Playbook Skill + +## When to Use +- Enterprise deals entering security/privacy review or contract negotiation. +- RFP/RFI responses requiring coordinated SME input. +- Situations with heavy exception requests, custom terms, or compliance evidence. + +## Framework +1. **Requirement Intake** – capture questionnaires, policy docs, and mandatory deliverables. +2. **Workstream Mapping** – assign internal SMEs (legal, security, privacy, finance) with timelines. +3. **Evidence Library** – maintain templates for SOC2, penetration tests, insurance, data flows, DPIA. +4. **Exception Management** – document asks, approvals, fallback positions, and decision owners. +5. **Closeout** – log final concessions, expirations, and follow-up obligations. + +## Templates +- Procurement workback plan (deliverable, owner, due date, status). +- Security questionnaire index with sourcing notes. +- Exception request log with approval layers. + +## Tips +- Keep source-of-truth links updated; expired certifications stall reviews. +- Coordinate with `cxo-briefing-kit` for executive escalations. +- Pair with `risk-register` to surface procurement blockers early. + +--- diff --git a/skills/pursuit-governance/SKILL.md b/skills/pursuit-governance/SKILL.md new file mode 100644 index 0000000..cd6d107 --- /dev/null +++ b/skills/pursuit-governance/SKILL.md @@ -0,0 +1,31 @@ +--- +name: pursuit-governance +description: Use to set cadences, decision logs, and escalation paths for enterprise + pursuits. +--- + +# Pursuit Governance Playbook Skill + +## When to Use +- Launching complex pursuits with multiple internal workstreams. +- Preparing executive steering updates for strategic deals. +- Standardizing standups, decision logs, and risk reviews across regions. + +## Framework +1. **Cadence Matrix** – define daily standups, weekly exec reviews, and async updates per workstream. +2. **Decision Log** – capture requests, approvals, and rationale with timestamps and owners. +3. **Escalation Paths** – map issue severity to escalation channels (CRO, legal, product, finance). +4. **Communication Kit** – templates for updates, dashboards, and summaries. +5. **Retrospective Loop** – schedule debriefs and feed insights back into playbooks. + +## Templates +- Pursuit governance calendar. +- Decision log sheet (request, owner, status, timestamp). +- Escalation matrix with contacts and SLAs. + +## Tips +- Keep cadences lightweight; combine workstreams where possible to avoid meeting overload. +- Use a shared workspace (Notion, Asana, Sheets) for transparency. +- Pair with `risk-register` to ensure escalations include mitigation details. + +--- diff --git a/skills/risk-register/SKILL.md b/skills/risk-register/SKILL.md new file mode 100644 index 0000000..bbc6c9f --- /dev/null +++ b/skills/risk-register/SKILL.md @@ -0,0 +1,31 @@ +--- +name: risk-register +description: Use to track pursuit risks, owners, mitigation steps, and escalation + triggers. +--- + +# Enterprise Risk Register Skill + +## When to Use +- During enterprise pursuits with multiple high-stakes dependencies. +- Preparing executive updates or steering committee reviews. +- Handing off deals between pursuit phases or regions. + +## Framework +1. **Risk Catalog** – categorize by workstream (value, product, legal, security, executive, finance). +2. **Scoring** – likelihood x impact, color-coded with thresholds for escalation. +3. **Mitigation Plan** – define owner, action, due date, and supporting resources. +4. **Watchlist & Escalation** – highlight items nearing deadlines or requiring CRO/exec attention. +5. **Retrospective** – update playbooks with resolved risks + guidance. + +## Templates +- Risk register table (risk, category, score, owner, mitigation, status). +- Weekly summary slide for executive steering meetings. +- Escalation request form with context + proposed action. + +## Tips +- Keep risk statements precise (impact + trigger) to aid decision-making. +- Default to weekly updates; high-risk deals may require twice-weekly cadences. +- Align scoring with `pursuit-governance` to maintain consistent reporting. + +--- diff --git a/skills/value-story-framework/SKILL.md b/skills/value-story-framework/SKILL.md new file mode 100644 index 0000000..8a1379f --- /dev/null +++ b/skills/value-story-framework/SKILL.md @@ -0,0 +1,31 @@ +--- +name: value-story-framework +description: Use to craft executive-ready value narratives and ROI/TCO stories for + enterprise pursuits. +--- + +# Value Story Framework Skill + +## When to Use +- Translating discovery insights into quantified impact stories. +- Preparing executive briefings or RFP narrative sections. +- Aligning sellers, value engineers, and finance on assumptions. + +## Framework +1. **Headline Impact** – state quantified outcome (savings, revenue, risk reduction) with time horizon. +2. **Driver Pillars** – break impact into 3-4 drivers with supporting data or benchmark references. +3. **Proof Layer** – attach customer stories, product metrics, or analyst stats per driver. +4. **Execution Plan** – outline phases, required resources, and success metrics. +5. **Decision Ask** – specify commitments, timeline, and next-step expectations. + +## Templates +- Value narrative deck outline (headline, drivers, proof, plan, ask). +- ROI/TCO worksheet with inputs, assumptions, scenario toggles. +- Executive one-pager layout for CXO readouts. + +## Tips +- Keep assumptions transparent; include sensitivity +/- ranges. +- Mirror customer language from discovery to reinforce credibility. +- Pair with `cxo-briefing-kit` to ensure outputs land with each stakeholder. + +---