From 33ae5383b7013fc5c05c261bbf84e583347623f1 Mon Sep 17 00:00:00 2001 From: Zhongwei Li Date: Sat, 29 Nov 2025 18:30:57 +0800 Subject: [PATCH] Initial commit --- .claude-plugin/plugin.json | 25 ++++++ README.md | 3 + agents/channel-integration-program-manager.md | 27 +++++++ agents/industrial-account-director.md | 29 +++++++ agents/technical-solutions-architect.md | 27 +++++++ commands/build-technical-bid-plan.md | 34 ++++++++ commands/qualify-industrial-opportunity.md | 34 ++++++++ commands/run-deal-health-review.md | 34 ++++++++ plugin.lock.json | 81 +++++++++++++++++++ skills/account-based-blueprint/SKILL.md | 31 +++++++ skills/deal-health-dashboard/SKILL.md | 30 +++++++ skills/partner-integration-kit/SKILL.md | 31 +++++++ skills/technical-bid-library/SKILL.md | 31 +++++++ 13 files changed, 417 insertions(+) create mode 100644 .claude-plugin/plugin.json create mode 100644 README.md create mode 100644 agents/channel-integration-program-manager.md create mode 100644 agents/industrial-account-director.md create mode 100644 agents/technical-solutions-architect.md create mode 100644 commands/build-technical-bid-plan.md create mode 100644 commands/qualify-industrial-opportunity.md create mode 100644 commands/run-deal-health-review.md create mode 100644 plugin.lock.json create mode 100644 skills/account-based-blueprint/SKILL.md create mode 100644 skills/deal-health-dashboard/SKILL.md create mode 100644 skills/partner-integration-kit/SKILL.md create mode 100644 skills/technical-bid-library/SKILL.md diff --git a/.claude-plugin/plugin.json b/.claude-plugin/plugin.json new file mode 100644 index 0000000..e81fef1 --- /dev/null +++ b/.claude-plugin/plugin.json @@ -0,0 +1,25 @@ +{ + "name": "manufacturing-sales", + "description": "Long-cycle manufacturing pursuits with technical bids and partner integrations", + "version": "1.0.0", + "author": { + "name": "GTM Agents", + "email": "opensource@intentgpt.ai" + }, + "skills": [ + "./skills/account-based-blueprint/SKILL.md", + "./skills/technical-bid-library/SKILL.md", + "./skills/deal-health-dashboard/SKILL.md", + "./skills/partner-integration-kit/SKILL.md" + ], + "agents": [ + "./agents/industrial-account-director.md", + "./agents/technical-solutions-architect.md", + "./agents/channel-integration-program-manager.md" + ], + "commands": [ + "./commands/qualify-industrial-opportunity.md", + "./commands/build-technical-bid-plan.md", + "./commands/run-deal-health-review.md" + ] +} \ No newline at end of file diff --git a/README.md b/README.md new file mode 100644 index 0000000..6a5fc48 --- /dev/null +++ b/README.md @@ -0,0 +1,3 @@ +# manufacturing-sales + +Long-cycle manufacturing pursuits with technical bids and partner integrations diff --git a/agents/channel-integration-program-manager.md b/agents/channel-integration-program-manager.md new file mode 100644 index 0000000..799fbd8 --- /dev/null +++ b/agents/channel-integration-program-manager.md @@ -0,0 +1,27 @@ +--- +name: channel-integration-program-manager +description: Orchestrates partner co-selling, integrations, and field enablement for manufacturing accounts. +model: haiku +--- + +# Channel Integration Program Manager Agent + +## Responsibilities +- Map partner ecosystem (system integrators, distributors, equipment OEMs). +- Align incentives, joint value propositions, and integration milestones for pursuits. +- Coordinate partner onboarding, certification, and co-marketing assets. +- Track deal registration, contribution to pipeline, and delivery readiness. + +## Workflow +1. **Partner Discovery** – identify required partners per pursuit (MES, robotics, safety, IT/OT). +2. **Enablement & Incentives** – deliver playbooks, demo scripts, and SPIFFs. +3. **Integration Readiness** – confirm reference architectures, testing plans, and documentation. +4. **Co-Sell Execution** – schedule joint calls, executive briefings, and proof-of-value sessions. +5. **Performance & Feedback** – monitor partner-sourced pipeline, delivery quality, and improvement actions. + +## Outputs +- Partner integration map with roles, incentives, and readiness checkpoints. +- Co-marketing + co-selling toolkit (briefs, decks, case studies). +- Partner performance dashboard and action tracker. + +--- diff --git a/agents/industrial-account-director.md b/agents/industrial-account-director.md new file mode 100644 index 0000000..0474bb0 --- /dev/null +++ b/agents/industrial-account-director.md @@ -0,0 +1,29 @@ +--- +name: industrial-account-director +description: Leads complex manufacturing pursuits, coordinate engineering resources, + and manages executive relationships. +model: sonnet +--- + + +# Industrial Account Director Agent + +## Responsibilities +- Own strategic pursuits with OEMs, tier suppliers, and plant networks. +- Coordinate value engineering, ROI modeling, and executive sponsorship. +- Govern pursuit milestones, risk reviews, and partner alignment. +- Capture lessons learned and recycle assets for future bids. + +## Workflow +1. **Account Intelligence** – collect plant footprint, installed base, initiatives, and buying centers. +2. **Opportunity Shaping** – align business case, reference architecture, and executive narrative. +3. **Pursuit Governance** – run deal reviews, assign workstreams, and manage dependencies. +4. **Negotiation & Close** – prep teams for technical validations, pricing approvals, and contract redlines. +5. **Post-close Handoff** – summarize commitments, KPIs, and partner responsibilities for delivery teams. + +## Outputs +- Pursuit brief with stakeholders, win strategy, and milestone tracker. +- Executive update memo with risks, needs, and next asks. +- Handoff dossier including contracts, scopes, and success metrics. + +--- diff --git a/agents/technical-solutions-architect.md b/agents/technical-solutions-architect.md new file mode 100644 index 0000000..263a87d --- /dev/null +++ b/agents/technical-solutions-architect.md @@ -0,0 +1,27 @@ +--- +name: technical-solutions-architect +description: Designs reference architectures, ROI models, and validation plans for manufacturing solutions. +model: sonnet +--- + +# Technical Solutions Architect Agent + +## Responsibilities +- Translate customer requirements into solution architectures spanning hardware, software, and services. +- Coordinate engineering, product, and partner teams on feasibility and validation. +- Build ROI/TCO models, productivity impact assessments, and sustainability narratives. +- Maintain bid libraries, BOMs, and compliance documentation (safety, ITAR, ISO). + +## Workflow +1. **Requirement Intake** – gather specs, standards, plant constraints, and integration points. +2. **Architecture Drafting** – map solution components, interfaces, and data flows. +3. **Validation Planning** – define pilots, proof points, and success metrics. +4. **Pricing & ROI** – collaborate on BOMs, rate cards, incentives, and payback models. +5. **Documentation & Review** – compile drawings, narratives, and risk registers for approvals. + +## Outputs +- Solution architecture pack (diagrams + BOM + narratives). +- Validation plan with timeline, resources, and success metrics. +- ROI/TCO model annotated with assumptions and sensitivity analysis. + +--- diff --git a/commands/build-technical-bid-plan.md b/commands/build-technical-bid-plan.md new file mode 100644 index 0000000..a50a268 --- /dev/null +++ b/commands/build-technical-bid-plan.md @@ -0,0 +1,34 @@ +--- +name: build-technical-bid-plan +description: Generates bid plan covering solution architecture, validation steps, pricing, and approvals. +usage: /manufacturing-sales:build-technical-bid-plan --account "Northwind Plants" --scope "Smart Factory" --format deck --value-driver productivity +--- + +# Command: build-technical-bid-plan + +## Inputs +- **account** – pursuit/account identifier. +- **scope** – program or initiative name (smart factory, robotics retrofit, energy efficiency). +- **format** – deck | memo | docset. +- **value-driver** – productivity | quality | safety | sustainability | cost. +- **deadline** – proposal due date or milestone. + +## Workflow +1. **Requirement Consolidation** – compile RFP sections, specs, standards, and success criteria. +2. **Architecture & BOM Draft** – outline solution components, partner roles, and integration points. +3. **Validation & Pilot Plan** – define proof points, resources, and KPIs. +4. **Commercial Modeling** – produce pricing scenarios, incentives, and financing options. +5. **Approval & Submission Timeline** – map approvers, document owners, and key dates. + +## Outputs +- Technical bid plan with architecture diagrams, BOM, and narrative. +- Validation/pilot schedule with owners and resource plan. +- Pricing/ROI appendix plus approval checklist. + +## Agent/Skill Invocations +- `technical-solutions-architect` – authors architecture + validation plan. +- `industrial-account-director` – aligns executive narrative + approvals. +- `technical-bid-library` skill – injects reusable modules and compliance boilerplate. +- `partner-integration-kit` skill – ensures partner artifacts and testing plans are included. + +--- diff --git a/commands/qualify-industrial-opportunity.md b/commands/qualify-industrial-opportunity.md new file mode 100644 index 0000000..df72fbd --- /dev/null +++ b/commands/qualify-industrial-opportunity.md @@ -0,0 +1,34 @@ +--- +name: qualify-industrial-opportunity +description: Scores complex manufacturing opportunity, stakeholder map, and pursuit recommendation. +usage: /manufacturing-sales:qualify-industrial-opportunity --account "Northwind Plants" --deal-size 18m --timeline 6m --region emea +--- + +# Command: qualify-industrial-opportunity + +## Inputs +- **account** – customer or program name. +- **deal-size** – estimated ACV or TCV. +- **timeline** – months to decision/close. +- **region** – apac | emea | amer | latam. +- **partner-ecosystem** – optional list of required partners/vendors. + +## Workflow +1. **Signals Intake** – gather intel from CRM, partner notes, install base, and exec briefings. +2. **Stakeholder & Requirement Map** – identify buying centers (operations, engineering, finance, IT/OT, procurement). +3. **Maturity & Fit Assessment** – compare pains vs solution capabilities, gaps, and competitive position. +4. **Pursuit Readiness** – evaluate resources needed (technical, partners, funding) and risk profile. +5. **Recommendation** – go/no-go with action plan, exec asks, and next milestones. + +## Outputs +- Opportunity qualification brief with scoring, fit analysis, and risk register. +- Stakeholder map and pursuit org chart. +- Next-steps tracker (workstreams, owners, dates). + +## Agent/Skill Invocations +- `industrial-account-director` – leads qualification + exec alignment. +- `channel-integration-program-manager` – reviews partner dependencies. +- `account-based-blueprint` skill – enforces account intelligence template. +- `deal-health-dashboard` skill – sources KPI snapshot for leadership. + +--- diff --git a/commands/run-deal-health-review.md b/commands/run-deal-health-review.md new file mode 100644 index 0000000..45ed01e --- /dev/null +++ b/commands/run-deal-health-review.md @@ -0,0 +1,34 @@ +--- +name: run-deal-health-review +description: Produces executive-ready status memo with risk register, forecast confidence, and action plan for manufacturing pursuits. +usage: /manufacturing-sales:run-deal-health-review --account "Northwind Plants" --stage negotiate --week 46 --audience "ELT" +--- + +# Command: run-deal-health-review + +## Inputs +- **account** – pursuit/account identifier. +- **stage** – discover | validate | propose | negotiate | close. +- **week** – reporting period or calendar week. +- **audience** – exec | deal-desk | partner | delivery | mixed. +- **focus** – risk | forecast | execution | escalation (optional multi-select). + +## Workflow +1. **Data Sync** – pull CRM stage, pipeline weight, partner updates, and engineering tasks. +2. **Milestone Check** – compare planned vs actual progress on technical, commercial, and legal tracks. +3. **Risk Assessment** – evaluate blockers across stakeholders, solution gaps, or procurement. +4. **Action Planning** – define mitigations, owner assignments, and escalation path. +5. **Executive Write-up** – assemble summary, KPIs, and asks tailored to audience. + +## Outputs +- Deal health dashboard slide/memo with KPIs, forecast confidence, and risks. +- Risk/mitigation tracker with owners and due dates. +- Escalation packet with required decisions or resources. + +## Agent/Skill Invocations +- `industrial-account-director` – authors summary + exec asks. +- `channel-integration-program-manager` – updates partner/integration readiness. +- `deal-health-dashboard` skill – provides KPI structure and visuals. +- `account-based-blueprint` skill – ensures stakeholder/context coverage. + +--- diff --git a/plugin.lock.json b/plugin.lock.json new file mode 100644 index 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b/skills/account-based-blueprint/SKILL.md @@ -0,0 +1,31 @@ +--- +name: account-based-blueprint +description: Framework for consolidating manufacturing account intelligence, buying + centers, and pursuit strategy. +--- + +# Account-Based Blueprint Skill + +## When to Use +- Kicking off strategic pursuits with multi-plant or multi-division manufacturers. +- Aligning sales, engineering, partners, and exec sponsors on account context. +- Preparing executive reviews or investment asks tied to major deals. + +## Framework +1. **Account Overview** – footprint, business units, strategic initiatives, installed base. +2. **Buying Centers & Stakeholders** – org chart covering operations, engineering, IT/OT, finance, procurement. +3. **Current State & Pain Map** – KPIs, constraints, compliance mandates, modernization priorities. +4. **Solution & Value Narrative** – target workloads, reference architecture, ROI metrics, competitive positioning. +5. **Pursuit Plan** – milestones, resource needs, partner involvement, escalation points. + +## Templates +- Executive dossier (one-pager + slide) summarizing account insights. +- Stakeholder matrix with influence, priorities, relationships. +- Pursuit tracker with stages, owners, decision gates, and notes. + +## Tips +- Refresh after every executive meeting or site visit. +- Attach site photos, process maps, or plant diagrams to improve context. +- Pair with `qualify-industrial-opportunity` and `run-deal-health-review` outputs. + +--- diff --git a/skills/deal-health-dashboard/SKILL.md b/skills/deal-health-dashboard/SKILL.md new file mode 100644 index 0000000..9c436c6 --- /dev/null +++ b/skills/deal-health-dashboard/SKILL.md @@ -0,0 +1,30 @@ +--- +name: deal-health-dashboard +description: Reporting framework for executive visibility into manufacturing pursuits. +--- + +# Deal Health Dashboard Skill + +## When to Use +- Preparing weekly executive reviews for large industrial pursuits. +- Surfacing blockers across technical validation, partner readiness, or procurement. +- Aligning sales, engineering, finance, and delivery teams on risk mitigation. + +## Framework +1. **KPI Summary** – stage, ACV/TCV, probability, forecast category, aging, next milestone. +2. **Workstream Tracker** – technical validation, commercial approvals, legal, partner integration, financing. +3. **Risk Matrix** – probability x impact grid covering stakeholders, solution gaps, competition, supply chain. +4. **Action Register** – owner, action, due date, status, escalation level. +5. **Executive Narrative** – key callouts, asks, and support needed. + +## Templates +- Dashboard slide layout with KPI tiles, risk heatmap, and action table. +- Weekly summary memo template for ELT distribution. +- Risk/action tracker spreadsheet reusable across pursuits. + +## Tips +- Pull data from CRM, project trackers, and partner portals to keep single source of truth. +- Highlight decision deadlines 2+ weeks out to secure resources early. +- Pair with `run-deal-health-review` to auto-populate updates. + +--- diff --git a/skills/partner-integration-kit/SKILL.md b/skills/partner-integration-kit/SKILL.md new file mode 100644 index 0000000..dd9f84a --- /dev/null +++ b/skills/partner-integration-kit/SKILL.md @@ -0,0 +1,31 @@ +--- +name: partner-integration-kit +description: Toolkit for coordinating system integrators, OEM partners, and service + vendors in manufacturing pursuits. +--- + +# Partner Integration Kit Skill + +## When to Use +- Pursuits requiring multi-party delivery (automation, MES, IoT, safety systems). +- Onboarding new partners to co-sell or co-deliver solutions. +- Preparing integration readiness reviews or partner governance cadence. + +## Framework +1. **Partner Matrix** – catalog roles (SI, OEM, distributor), competencies, certifications, territories. +2. **Integration Requirements** – data flows, protocols, safety/regulatory requirements, testing environments. +3. **Joint Value Narrative** – messaging pillars, proof points, and differentiation with partners. +4. **Enablement & Governance** – training plans, escalation matrix, release/change management. +5. **Performance Dashboard** – pipeline contribution, stage progression, delivery KPIs, CSAT. + +## Templates +- Partner kickoff deck (roles, deliverables, SLAs). +- Integration readiness checklist (systems, documentation, test cases). +- Joint success plan with KPIs, review cadence, risk tracker. + +## Tips +- Capture NDAs, data-sharing agreements, and export control docs in the same workspace. +- Provide sandbox/demo environments to speed partner validations. +- Pair with `build-technical-bid-plan` and `run-deal-health-review` outputs. + +--- diff --git a/skills/technical-bid-library/SKILL.md b/skills/technical-bid-library/SKILL.md new file mode 100644 index 0000000..b28f9d8 --- /dev/null +++ b/skills/technical-bid-library/SKILL.md @@ -0,0 +1,31 @@ +--- +name: technical-bid-library +description: Central repository structure for manufacturing RFP responses, compliance + statements, and solution modules. +--- + +# Technical Bid Library Skill + +## When to Use +- Preparing RFI/RFP responses requiring technical depth, safety certifications, or compliance proof. +- Accelerating reuse of architecture diagrams, BOMs, and validation plans. +- Enabling distributed teams/partners to contribute to proposals with version control. + +## Framework +1. **Module Catalog** – break components into reusable sections (architecture, safety, cybersecurity, sustainability, services). +2. **Metadata & Tagging** – account, industry, standard, version, reviewer, expiration. +3. **Compliance Evidence** – certifications, test results, maintenance schedules, ITAR/export controls. +4. **Content Governance** – approval workflows, change logs, and ownership assignments. +5. **Distribution Layer** – templates for decks, docs, and portal uploads. + +## Templates +- Bid response outline with placeholders per section. +- BOM + pricing appendix template with configurable tables. +- Change log sheet capturing edits, reviewers, and attachments. + +## Tips +- Store source files (CAD, spreadsheets) alongside PDFs to speed edits. +- Flag expired certifications automatically to prevent use in proposals. +- Pair with `build-technical-bid-plan` for populated submissions. + +---