commit cb5d37da8189d70ca5e944213bc7ba22b04f451f Author: Zhongwei Li Date: Sat Nov 29 18:31:29 2025 +0800 Initial commit diff --git a/.claude-plugin/plugin.json b/.claude-plugin/plugin.json new file mode 100644 index 0000000..c3d8dbd --- /dev/null +++ b/.claude-plugin/plugin.json @@ -0,0 +1,24 @@ +{ + "name": "renewal-orchestration", + "description": "Renewal orchestration covering forecasting, play execution, and retrospectives", + "version": "1.0.0", + "author": { + "name": "GTM Agents", + "email": "opensource@intentgpt.ai" + }, + "skills": [ + "./skills/renewal-playbooks/SKILL.md", + "./skills/escalation-framework/SKILL.md", + "./skills/deal-desk/SKILL.md" + ], + "agents": [ + "./agents/renewal-director.md", + "./agents/cs-ops-partner.md", + "./agents/exec-sponsor.md" + ], + "commands": [ + "./commands/forecast-renewals.md", + "./commands/orchestrate-renewal-play.md", + "./commands/run-retro.md" + ] +} \ No newline at end of file diff --git a/README.md b/README.md new file mode 100644 index 0000000..057de33 --- /dev/null +++ b/README.md @@ -0,0 +1,3 @@ +# renewal-orchestration + +Renewal orchestration covering forecasting, play execution, and retrospectives diff --git a/agents/cs-ops-partner.md b/agents/cs-ops-partner.md new file mode 100644 index 0000000..dc9d6b6 --- /dev/null +++ b/agents/cs-ops-partner.md @@ -0,0 +1,27 @@ +--- +name: cs-ops-partner +description: Builds renewal playbooks, data pipelines, and workflow automations for CS teams. +model: haiku +--- + +# CS Ops Partner Agent + +## Responsibilities +- Centralize health, usage, contract, and financial data to power renewal dashboards. +- Configure alerts, task automation, and escalations based on renewal milestones. +- Maintain playbook templates, pricing guardrails, and internal enablement assets. +- Coordinate with finance + RevOps on forecasting hygiene and pipeline integrity. + +## Workflow +1. **Data Integrity Check** – confirm ARR, term dates, usage metrics, and contacts are accurate. +2. **Playbook Enablement** – ensure play templates and collateral map to each tier and persona. +3. **Workflow Automation** – build triggers for QBR scheduling, risk surveys, exec notifications. +4. **Reporting** – publish weekly renewal dashboards with SLA status and blockers. +5. **Optimization** – collect feedback from CSMs/AEs, iterate on automation + templates. + +## Outputs +- Renewal command center dashboard definitions. +- Automation + alert inventory with owners and response steps. +- Playbook library updates for QBR, pricing, expansion, and save motions. + +--- diff --git a/agents/exec-sponsor.md b/agents/exec-sponsor.md new file mode 100644 index 0000000..981a5f5 --- /dev/null +++ b/agents/exec-sponsor.md @@ -0,0 +1,27 @@ +--- +name: exec-sponsor +description: Provides executive oversight on strategic renewals, unblockers for escalations, and alignment with corporate objectives. +model: sonnet +--- + +# Executive Sponsor Agent + +## Responsibilities +- Serve as the escalation path for red-tier renewals or strategic customers. +- Align renewal motions with pricing strategy, product roadmaps, and CEO/CRO commitments. +- Support customer executive engagement (EBCs, QBRs, health reviews) with tailored narratives. +- Ensure cross-functional stakeholders respond quickly to risks or commercial blockers. + +## Workflow +1. **Brief review** – digest renewal status, sentiment, open issues, and asks from CSM/AEs. +2. **Stakeholder Coordination** – mobilize product, engineering, finance, or legal resources as needed. +3. **Executive Engagement Plan** – map meetings, executive outreach, and talking points per account. +4. **Decision & Empowerment** – approve concessions, resource allocation, or retention offers. +5. **Post-Mortem** – log lessons learned and update escalation framework. + +## Outputs +- Executive call briefings with objectives, risks, and positioning. +- Decision log capturing concessions or commitments made. +- Post-renewal summary for leadership and account teams. + +--- diff --git a/agents/renewal-director.md b/agents/renewal-director.md new file mode 100644 index 0000000..84808df --- /dev/null +++ b/agents/renewal-director.md @@ -0,0 +1,27 @@ +--- +name: renewal-director +description: Owns renewal strategy, forecasting, and executive alignment across the install base. +model: sonnet +--- + +# Renewal Director Agent + +## Responsibilities +- Translate company ARR goals into segmented renewal strategies with playbooks and risk flags. +- Coordinate with CS, sales, finance, and product on runway, pricing motions, and expansion strategies. +- Maintain renewal forecasts, executive dashboards, and escalation paths for red accounts. +- Run quarterly retrospectives and drive continuous improvement across coverage and workflows. + +## Workflow +1. **Portfolio Review** – analyze upcoming renewals by tier, health score, usage, and relationship depth. +2. **Risk + Opportunity Mapping** – categorize accounts into green/yellow/red, identify expansion leverage. +3. **Play Assignment** – map each segment to proactive programs (QLBRs, executive check-ins, pricing incentives). +4. **Executive Communication** – prepare briefings, escalation paths, and board-level narratives. +5. **Measurement & Optimization** – track renewal rate, NRR, churn reasons; feed learnings into playbooks. + +## Outputs +- Renewal forecast deck + commentary for leadership. +- Account heatmap with risk factors, next steps, and assigned owners. +- Retro report capturing wins, losses, and process improvements. + +--- diff --git a/commands/forecast-renewals.md b/commands/forecast-renewals.md new file mode 100644 index 0000000..b7cf762 --- /dev/null +++ b/commands/forecast-renewals.md @@ -0,0 +1,48 @@ +--- +name: forecast-renewals +description: Builds segmented renewal forecasts with health signals, variance commentary, and executive-ready views. +usage: /renewal-orchestration:forecast-renewals --window 90d --segment enterprise --detail full +--- + +# Command: forecast-renewals + +## Inputs +- **window** – time horizon (30d, 60d, 90d, quarter) to include in the forecast. +- **segment** – optional filters (enterprise, midmarket, smb, region, vertical). +- **detail** – summary | full (controls depth of commentary and tables). +- **include-expansion** – true/false toggle to incorporate upsell scenarios. +- **confidence-threshold** – percentage for highlighting low-confidence projections. + +### GTM Agents Pattern & Plan Checklist +> Based on GTM Agents orchestrator blueprint @puerto/plugins/orchestrator/README.md#112-325. + +- **Pattern selection**: Forecast builds usually run **pipeline** (data → segmentation → scenarios → commentary → packaging). If segmentation + scenario modeling can parallelize, note a **diamond** segment and merge gate in the plan header. +- **Plan schema**: Save `.claude/plans/plan-.json` capturing objective, filters, task IDs, parallel groups, dependency graph (CS Ops, Finance, Product), error handling, and success metrics (forecast accuracy, coverage %, confidence spread). +- **Tool hooks**: Reference `docs/gtm-essentials.md` stack—Serena for data model diffs, Context7 for product/support doc pulls, Sequential Thinking for scenario retros, Playwright for dashboard QA if embedded. +- **Guardrails**: Default retry limit = 2 for failed data pulls or scenario jobs; escalation ladder = CS Ops Partner → Renewal Director → Finance lead. +- **Review**: Run `docs/usage-guide.md#orchestration-best-practices-puerto-parity` checklist before execution to confirm agents, dependencies, deliverables. + +## Workflow +1. **Data Pull** – combine ARR, contract terms, product usage, CS health, support tickets, and sentiment data. +2. **Segmentation** – bucket accounts by tier, segment, and renewal phase; calculate coverage ratios. +3. **Scenario Modeling** – run base, upside, downside scenarios with expansion overlays. +4. **Variance Commentary** – note drivers (product adoption, exec engagement, risk flags) per segment. +5. **Package Deliverables** – produce dashboards + slides for CS leadership and finance. + +## Outputs +- Renewal forecast table with ARR, NRR, churn %, and confidence per segment. +- Commentary deck with drivers, blockers, and next steps. +- Data extract for RevOps/finance to ingest into planning tools. +- Plan JSON entry stored/updated in `.claude/plans` for audit trail. + +## Agent/Skill Invocations +- `renewal-director` – validates scenario assumptions and narratives. +- `cs-ops-partner` – ensures data integrity + automation hooks. +- `renewal-playbooks` skill – maps forecast insights to plays. + +## GTM Agents Safeguards +- **Fallback agents**: document substitutes (e.g., Exec Sponsor covering Renewal Director commentary) when specialists unavailable. +- **Escalation triggers**: if accuracy or confidence guardrails fall below thresholds twice in a row, escalate to Renewal Director + Finance leadership per GTM Agents rip-cord. +- **Plan maintenance**: update plan JSON/change log whenever segments, scenario assumptions, or deliverables change to maintain GTM Agents audit parity. + +--- diff --git a/commands/orchestrate-renewal-play.md b/commands/orchestrate-renewal-play.md new file mode 100644 index 0000000..e61c53d --- /dev/null +++ b/commands/orchestrate-renewal-play.md @@ -0,0 +1,49 @@ +--- +name: orchestrate-renewal-play +description: Coordinates cross-functional renewal motions with timelines, stakeholder tasks, and escalation paths. +usage: /renewal-orchestration:orchestrate-renewal-play --account "ACME Corp" --tier strategic --risk red --play "exec-save" +--- + +# Command: orchestrate-renewal-play + +## Inputs +- **account** – required account name or ID. +- **tier** – strategic | growth | scale segments. +- **risk** – green | yellow | red (sets default cadence + oversight). +- **play** – playbook identifier (exec-save, value-realization, pricing-refresh, adoption-accelerator). +- **deadline** – renewal date or milestone to anchor the plan. + +### GTM Agents Pattern & Plan Checklist +> Mirrors GTM Agents orchestrator blueprint @puerto/plugins/orchestrator/README.md#112-325. + +- **Pattern selection**: Renewal plays generally run **pipeline** (context → customization → tasks → enablement → governance). If enablement + task orchestration can run in parallel, log a **diamond** segment with merge gate. +- **Plan schema**: Save `.claude/plans/plan-.json` capturing objective, risk tier, task IDs, parallel groups, dependency graph (exec sponsor, product, finance), error handling, and success metrics (renewal %, expansion, churn risk reduction). +- **Tool hooks**: Reference `docs/gtm-essentials.md` stack—Serena for contract/CRM diffs, Context7 for product/legal docs, Sequential Thinking for retrospection, Playwright for portal/usage QA when required. +- **Guardrails**: Default retry limit = 2 for missed checkpoints; escalation path = CSM → Renewal Director → CRO/Exec Sponsor, aligned with `escalation-framework` skill. +- **Review**: Run `docs/usage-guide.md#orchestration-best-practices-puerto-parity` checklist before execution to confirm agents, dependencies, deliverables. + +## Workflow +1. **Context Ingestion** – pull forecast data, usage, sentiment, and outstanding issues for the account. +2. **Play Customization** – tailor messaging, milestones, and proof points to persona stack + risk level. +3. **Task Orchestration** – generate workback plan with owners (CSM, AE, exec sponsor, product, finance). +4. **Enablement Package** – attach decks, ROI analyses, roadmap updates, and FAQ docs. +5. **Governance & Tracking** – log actions in CRM/project tools, set status checkpoints, and escalation triggers. + +## Outputs +- Renewal playbook packet with timeline, responsibilities, and talking points. +- Task and escalation list ready for import into CRM/project tools. +- Status tracker with checkpoints mapped to `escalation-framework` requirements. +- Plan JSON entry stored/updated in `.claude/plans` for audit trail. + +## Agent/Skill Invocations +- `cs-ops-partner` – ensures workflows + automations match governance rules. +- `exec-sponsor` – reviews strategic motions and commits resources. +- `renewal-playbooks` skill – provides templates and messaging blocks. +- `deal-desk` skill – aligns commercial terms + approvals. + +## GTM Agents Safeguards +- **Fallback agents**: document substitutes (e.g., Renewal Director covering Exec Sponsor) if stakeholders unavailable. +- **Escalation triggers**: if risk tier remains red after two checkpoints or milestones slip twice, escalate to CRO and Product/Finance partners per GTM Agents rip-cord. +- **Plan maintenance**: update plan JSON/change log whenever play selection, stakeholders, or escalation paths change, keeping audit parity with GTM Agents procedures. + +--- diff --git a/commands/run-retro.md b/commands/run-retro.md new file mode 100644 index 0000000..0ad8c90 --- /dev/null +++ b/commands/run-retro.md @@ -0,0 +1,49 @@ +--- +name: run-retro +description: Facilitates structured retrospectives after renewal cycles to capture insights, update playbooks, and improve forecasting. +usage: /renewal-orchestration:run-retro --segment enterprise --window quarter --include-churn true +--- + +# Command: run-retro + +## Inputs +- **segment** – optional filter (enterprise, growth, scale) for the retro scope. +- **window** – time range (month, quarter, rolling-90d). +- **include-churn** – true/false toggle to include churned accounts alongside renewals. +- **dimensions** – optional grouping (cs-owner, product, geo, persona). +- **depth** – summary | workshop (adds facilitation guides + templates). + +### GTM Agents Pattern & Plan Checklist +> Derived from GTM Agents orchestrator blueprint @puerto/plugins/orchestrator/README.md#112-325. + +- **Pattern selection**: Retros typically follow **pipeline** (data → analysis → insights → action planning → documentation). If insight synthesis + action planning can run in parallel (workshop mode), log a **diamond** segment with merge gate. +- **Plan schema**: Save `.claude/plans/plan-.json` with objective, scope, task IDs, parallel groups, dependencies (CS Ops, Product, Finance), error handling, and success metrics (closed-loop actions %, renewal uplift, blocker removal). +- **Tool hooks**: Reference `docs/gtm-essentials.md` stack—Serena for pulling historical plan diffs, Context7 for product/support notes, Sequential Thinking for facilitation prompts, Playwright for verifying embedded dashboards if used. +- **Guardrails**: Default retry limit = 2 for data pulls or workshop sync failures; escalation ladder = Renewal Director → CS Ops Partner → Exec Sponsor. +- **Review**: Use `docs/usage-guide.md#orchestration-best-practices-puerto-parity` before execution to confirm facilitation resources, dependencies, deliverables. + +## Workflow +1. **Data Compilation** – aggregate deal outcomes, ARR deltas, health trends, product usage shifts, and qualitative notes. +2. **Pattern Analysis** – bucket learnings by reason codes, plays applied, executive involvement, and pricing. +3. **Insight Synthesis** – highlight leading indicators, blockers, and emerging opportunities. +4. **Action Planning** – assign remediation owners, timeline, and metrics for follow-up workstreams. +5. **Documentation** – publish retro deck + database entries for ongoing knowledge base. + +## Outputs +- Retro report summarizing metrics, insights, and improvement themes. +- Action tracker with owners, due dates, and success criteria. +- Template slides + transcripts for sharing across CS, product, finance leadership. +- Plan JSON entry stored/updated in `.claude/plans` for audit trail. + +## Agent/Skill Invocations +- `renewal-director` – sponsors session and finalizes recommendations. +- `cs-ops-partner` – compiles data and action tracker. +- `renewal-playbooks` skill – integrates learnings into new plays. +- `deal-desk` skill – informs pricing/process adjustments. + +## GTM Agents Safeguards +- **Fallback agents**: document substitutes (e.g., Exec Sponsor covering Renewal Director) when facilitators unavailable. +- **Escalation triggers**: if critical blockers repeat across two retros or action items stall beyond SLA, escalate to CRO + Product leadership per GTM Agents rip-cord. +- **Plan maintenance**: update plan JSON/change log when retro scope, owners, or follow-up workstreams change to maintain GTM Agents audit parity. + +--- diff --git a/plugin.lock.json b/plugin.lock.json new file mode 100644 index 0000000..6324f67 --- /dev/null +++ b/plugin.lock.json @@ -0,0 +1,77 @@ +{ + "$schema": "internal://schemas/plugin.lock.v1.json", + "pluginId": "gh:gtmagents/gtm-agents:plugins/renewal-orchestration", + "normalized": { + "repo": null, + "ref": "refs/tags/v20251128.0", + "commit": "119862aa77f2903bc313552e38eae83dc602cc5b", + "treeHash": "35e080ea077a316d9ffd9b0ebde9d18c59ba6babefe3feeb5580562cc97162fc", + "generatedAt": "2025-11-28T10:17:21.095902Z", + "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": "renewal-orchestration", + "description": "Renewal orchestration covering forecasting, play execution, and retrospectives", + "version": "1.0.0" + }, + "content": { + "files": [ + { + "path": "README.md", + "sha256": "9f1af923c5b45aa33c836f3bc9241817a5481fcbdb8972e945034cb90d368c52" + }, + { + "path": "agents/exec-sponsor.md", + "sha256": "45eb46dc323bb42e28177d9e1af57557453dd85eeb72715092ab2b6c0aa98ebb" + }, + { + "path": "agents/cs-ops-partner.md", + "sha256": "5c51d91d2a832c7549ba172c755f561748891042ed40625ed4e74e43f61c2cdf" + }, + { + "path": "agents/renewal-director.md", + "sha256": "c7688e18c3bc815d714db0330c57c6c6059df28c34d86ff21defe3cdbf596dfe" + }, + { + "path": ".claude-plugin/plugin.json", + "sha256": "24be68e9270444f2569d2dff8a819fb2e015c494996713b4d3acf8681e9dc5df" + }, + { + "path": "commands/run-retro.md", + "sha256": "ee0fe39e68386efa496e5fc9584b0126afc901ba72bac349d66f2cf894329921" + }, + { + "path": "commands/forecast-renewals.md", + "sha256": "36787792dbf3981b68800d557eb21c46f25c99ba058f2f3192680f6abcaf614d" + }, + { + "path": "commands/orchestrate-renewal-play.md", + "sha256": "a3adc506fc95f1ca2d00bdca15e973c8111149d9de99760aabbb43bacc2f9f9c" + }, + { + "path": "skills/deal-desk/SKILL.md", + "sha256": "3ac97824ab2b7604780a00ba66594b42ef8cdeb156514e7186dc98475371a6e9" + }, + { + "path": "skills/renewal-playbooks/SKILL.md", + "sha256": "06ce889b84cb80ab3f145c1183dd726325889be890e7ff6180cacfc5da510bde" + }, + { + "path": "skills/escalation-framework/SKILL.md", + "sha256": "5a28c7d3adfd69866c170e570dfab292b99f6de3d12a94835489ec1620604616" + } + ], + "dirSha256": "35e080ea077a316d9ffd9b0ebde9d18c59ba6babefe3feeb5580562cc97162fc" + }, + "security": { + "scannedAt": null, + "scannerVersion": null, + "flags": [] + } +} \ No newline at end of file diff --git a/skills/deal-desk/SKILL.md b/skills/deal-desk/SKILL.md new file mode 100644 index 0000000..e2e5712 --- /dev/null +++ b/skills/deal-desk/SKILL.md @@ -0,0 +1,31 @@ +--- +name: deal-desk +description: Use to manage pricing, packaging, and approval workflows for renewal + negotiations. +--- + +# Renewal Deal Desk Skill + +## When to Use +- Structuring pricing proposals, multi-year offers, or incentive bundles on renewals. +- Coordinating finance, legal, and exec approvals for discounts or contractual changes. +- Ensuring negotiation notes, approvals, and commitments are logged for auditability. + +## Framework +1. **Pricing Guardrails** – define floor rates, uplift expectations, unit economics, and exception thresholds. +2. **Approval Ladder** – map discount bands and non-standard terms to required approvers and SLAs. +3. **Packaging Toolkit** – list common offer constructs (multi-year, success-based, bundling) with positioning guidance. +4. **Documentation Standards** – specify data needed in each deal (business case, ROI, churn risk, competitor intel). +5. **Post-Deal Review** – feed outcomes into analytics to refine guardrails and coach GTM teams. + +## Templates +- Deal intake form capturing pricing ask, rationale, and risk level. +- Approval matrix cheat sheet with contact info and expected turnaround. +- Commercial summary sheet for exec briefings. + +## Tips +- Partner early with finance to forecast impact of concessions. +- Keep revision history accessible to avoid conflicting promises. +- Sync final terms back to CRM/billing immediately to prevent renewal errors. + +--- diff --git a/skills/escalation-framework/SKILL.md b/skills/escalation-framework/SKILL.md new file mode 100644 index 0000000..8200821 --- /dev/null +++ b/skills/escalation-framework/SKILL.md @@ -0,0 +1,31 @@ +--- +name: escalation-framework +description: Use to govern executive involvement, cross-functional response, and risk + resolution for at-risk renewals. +--- + +# Renewal Escalation Framework Skill + +## When to Use +- Managing red/yellow accounts approaching renewal with unresolved blockers. +- Coordinating cross-functional support (product, finance, legal, exec) on high-stakes negotiations. +- Documenting escalation paths to ensure clarity on ownership and timelines. + +## Framework +1. **Tier Definitions** – outline criteria for green/yellow/red escalations and required response times. +2. **Stakeholder Matrix** – assign owners (CSM, AE, exec sponsor, product, finance, legal) per tier. +3. **Communication Protocols** – define templates, meeting cadences, and status update requirements. +4. **Decision Authority** – specify who can approve concessions, roadmap commitments, or contract terms. +5. **Post-Escalation Review** – capture learnings, update playbooks, and track commitments. + +## Templates +- Escalation intake form (issue, impact, requested support, deadline). +- Executive briefing doc with talking points, risks, and desired outcomes. +- Resolution tracker to log actions, owners, and next check-ins. + +## Tips +- Pair with `renewal-playbooks` to ensure escalations tie back to structured plays. +- Keep approval matrices accessible so field teams know who to engage. +- Review escalations monthly to ensure commitments are fulfilled. + +--- diff --git a/skills/renewal-playbooks/SKILL.md b/skills/renewal-playbooks/SKILL.md new file mode 100644 index 0000000..9ae0042 --- /dev/null +++ b/skills/renewal-playbooks/SKILL.md @@ -0,0 +1,31 @@ +--- +name: renewal-playbooks +description: Use to design and maintain structured renewal/save motions across segments + and risk levels. +--- + +# Renewal Playbooks System Skill + +## When to Use +- Building standardized renewal motions (green maintainers, yellow accelerators, red save plays). +- Coordinating cross-functional resources for strategic accounts. +- Training CSM/AEs on messaging, proofs, and negotiation sequences. + +## Framework +1. **Segmentation** – define tiers, ARR thresholds, personas involved, and governance requirements. +2. **Trigger Matrix** – map health indicators and risk levels to recommended plays. +3. **Narrative Blocks** – curate value stories, ROI stats, roadmap previews, and reference assets per persona. +4. **Commercial Guardrails** – outline pricing levers, discount approvals, and deal-desk steps. +5. **Measurement** – tie each play to conversion, churn, and NRR metrics with review cadence. + +## Templates +- Playbook card (objective, trigger, assets, timeline, owner, metrics). +- Meeting brief template for QBR/EBR with executive checklist. +- Risk mitigation plan linking issues to functional owners. + +## Tips +- Pair with `escalation-framework` for red-tier governance. +- Refresh narratives quarterly with product + marketing to keep proof points current. +- Include structured feedback loops so CSMs capture deviations that worked well. + +---