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.claude-plugin/plugin.json

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+{
+  "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"
+  ]
+}

README.md

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+# enterprise-sales
+
+Enterprise pursuit orchestration with value, procurement, and governance workflows

agents/procurement-strategist.md

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+---
+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.
+
+---

agents/pursuit-director.md

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+---
+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.
+
+---

agents/value-architect.md

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+---
+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.
+
+---

commands/build-value-narrative.md

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+---
+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.
+
+---

commands/navigate-procurement.md

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+---
+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.
+
+---

commands/plan-pursuit.md

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+---
+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 dependencies.
+- `pursuit-governance` skill – templates for cadence + decision logs.
+- `risk-register` skill – standardized risk/action tracker.
+
+---

plugin.lock.json

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skills/cxo-briefing-kit/SKILL.md

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+---
+name: cxo-briefing-kit
+description: Use to package concise executive updates, decks, and decision logs for
+  enterprise pursuits.
+---
+
+# CXO Briefing Kit Skill
+
+## When to Use
+- Preparing executive sponsor briefings ahead of milestone meetings.
+- Summarizing pursuit status for CRO, COO, CFO, or CEO stakeholders.
+- Logging decisions, risks, and asks after executive reviews.
+
+## Framework
+1. **Audience Snapshot** – note executive priorities, role, and preferred format.
+2. **Headline & Status** – articulate deal stage, confidence, and key wins/risks.
+3. **Value Story** – highlight quantified impact + proof tied to executive objectives.
+4. **Decision & Ask** – specify approvals, 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.
+
+---

skills/procurement-playbook/SKILL.md

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+---
+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.
+
+---

skills/pursuit-governance/SKILL.md

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+---
+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.
+
+---

skills/risk-register/SKILL.md

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+---
+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.
+
+---

skills/value-story-framework/SKILL.md

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+---
+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.
+
+---