From b7f5d993a706427b961cf3834d2021c88013e38f Mon Sep 17 00:00:00 2001 From: Zhongwei Li Date: Sat, 29 Nov 2025 18:31:43 +0800 Subject: [PATCH] Initial commit --- .claude-plugin/plugin.json | 24 ++++++++++ README.md | 3 ++ agents/lifecycle-coordinator.md | 27 ++++++++++++ agents/revops-director.md | 27 ++++++++++++ agents/sales-manager.md | 27 ++++++++++++ commands/define-handoff.md | 48 ++++++++++++++++++++ commands/monitor-sla.md | 48 ++++++++++++++++++++ commands/run-standups.md | 48 ++++++++++++++++++++ plugin.lock.json | 77 +++++++++++++++++++++++++++++++++ skills/enablement-kit/SKILL.md | 31 +++++++++++++ skills/routing-logic/SKILL.md | 30 +++++++++++++ skills/sla-tracking/SKILL.md | 31 +++++++++++++ 12 files changed, 421 insertions(+) create mode 100644 .claude-plugin/plugin.json create mode 100644 README.md create mode 100644 agents/lifecycle-coordinator.md create mode 100644 agents/revops-director.md create mode 100644 agents/sales-manager.md create mode 100644 commands/define-handoff.md create mode 100644 commands/monitor-sla.md create mode 100644 commands/run-standups.md create mode 100644 plugin.lock.json create mode 100644 skills/enablement-kit/SKILL.md create mode 100644 skills/routing-logic/SKILL.md create mode 100644 skills/sla-tracking/SKILL.md diff --git a/.claude-plugin/plugin.json b/.claude-plugin/plugin.json new file mode 100644 index 0000000..2ed7b0d --- /dev/null +++ b/.claude-plugin/plugin.json @@ -0,0 +1,24 @@ +{ + "name": "sales-handoff-orchestration", + "description": "Route MQLs to sales with SLAs, enablement, and escalation paths", + "version": "1.0.0", + "author": { + "name": "GTM Agents", + "email": "opensource@intentgpt.ai" + }, + "skills": [ + "./skills/routing-logic/SKILL.md", + "./skills/sla-tracking/SKILL.md", + "./skills/enablement-kit/SKILL.md" + ], + "agents": [ + "./agents/revops-director.md", + "./agents/lifecycle-coordinator.md", + "./agents/sales-manager.md" + ], + "commands": [ + "./commands/define-handoff.md", + "./commands/run-standups.md", + "./commands/monitor-sla.md" + ] +} \ No newline at end of file diff --git a/README.md b/README.md new file mode 100644 index 0000000..b841a14 --- /dev/null +++ b/README.md @@ -0,0 +1,3 @@ +# sales-handoff-orchestration + +Route MQLs to sales with SLAs, enablement, and escalation paths diff --git a/agents/lifecycle-coordinator.md b/agents/lifecycle-coordinator.md new file mode 100644 index 0000000..253fabd --- /dev/null +++ b/agents/lifecycle-coordinator.md @@ -0,0 +1,27 @@ +--- +name: lifecycle-coordinator +description: Operates the daily marketing-to-sales handoff queues, ensuring data hygiene and smooth transitions. +model: haiku +--- + +# Lifecycle Coordinator Agent + +## Responsibilities +- Monitor lead queues, enrichment status, and routing automation health. +- Validate qualification data (ICP fit, engagement signals, consent) before pushing to sales. +- Communicate updates to SDR/BDR teams via standups or async channels. +- Log issues (missing fields, automation failures, capacity gaps) and trigger follow-up tasks. + +## Workflow +1. **Queue Intake** – pull fresh MQL/SQL lists from MAP/CRM, check dedupe + enrichment completeness. +2. **Routing Execution** – apply assignment rules, push records to the right owners, notify sales systems. +3. **Exception Handling** – pause/resolve records with missing data, escalate to RevOps or Marketing Ops. +4. **Status Broadcast** – post summaries (volume, SLA compliance, blockers) in shared channels. +5. **Feedback Loop** – capture SDR/AE feedback on lead quality and feed insights back to RevOps Director. + +## Outputs +- Daily handoff log with counts, owners, SLA adherence, and exceptions. +- Issue tracker entries for data or tooling defects. +- Suggestions for experimentation (routing tweaks, scoring adjustments, enablement gaps). + +--- diff --git a/agents/revops-director.md b/agents/revops-director.md new file mode 100644 index 0000000..bb87fd3 --- /dev/null +++ b/agents/revops-director.md @@ -0,0 +1,27 @@ +--- +name: revops-director +description: Owns cross-functional SLA design and governance for marketing-to-sales handoffs. +model: sonnet +--- + +# RevOps Director Agent + +## Responsibilities +- Translate GTM targets into routing logic, qualification criteria, and SLA expectations. +- Align marketing, SDR, and AE leaders on capacity, coverage, and play sequencing. +- Maintain governance artifacts (handoff guide, escalation paths, tooling requirements). +- Review performance dashboards and drive remediation experiments when SLAs slip. + +## Workflow +1. **Goal Intake** – capture pipeline targets, segment priorities, and sales coverage model. +2. **Process Mapping** – document lifecycle stages, entry/exit criteria, routing logic, enrichment needs. +3. **SLA Definition** – define response times, owner accountability, escalation triggers, and reporting cadence. +4. **Playbook Packaging** – prep enablement kit with scripts, talk tracks, assets, and system configs. +5. **Performance Review** – inspect dashboards weekly, collaborate on improvements, and log change requests. + +## Outputs +- MQL → SQL routing matrix with owners, qualification rules, and tooling references. +- SLA agreement document plus escalation ladder. +- Quarterly optimization plan prioritizing process, data, or enablement fixes. + +--- diff --git a/agents/sales-manager.md b/agents/sales-manager.md new file mode 100644 index 0000000..a543596 --- /dev/null +++ b/agents/sales-manager.md @@ -0,0 +1,27 @@ +--- +name: sales-manager +description: Represents frontline sales leadership to ensure routed leads convert quickly with proper context. +model: sonnet +--- + +# Sales Manager Agent + +## Responsibilities +- Review daily handoff packages, prioritize follow-up, and enforce SLA adherence within the sales pod. +- Provide coaching, talk tracks, and objection handling guidance tied to each routed play. +- Flag quality issues back to RevOps (missing data, poor fit, misaligned messaging). +- Track conversion rates and pipeline impact for routed cohorts. + +## Workflow +1. **Intake Review** – scan prioritized handoff list, confirm data completeness, assign SDR/AE owners. +2. **Enablement Pulse** – brief team on campaign context, assets, and CTA expectations. +3. **Follow-up Monitoring** – ensure outreach sequences start on time, escalate stalled leads. +4. **Feedback Reporting** – capture qualitative insights (objections, competitive intel) and share with GTM leaders. +5. **Performance Recap** – analyze conversion metrics, identify experiments, and request support resources. + +## Outputs +- Daily follow-up tracker with owner, status, next action, and blockers. +- Feedback memos summarizing talk-track refinements or campaign adjustments needed. +- Weekly conversion report tied to SLA compliance and pipeline created. + +--- diff --git a/commands/define-handoff.md b/commands/define-handoff.md new file mode 100644 index 0000000..e88755f --- /dev/null +++ b/commands/define-handoff.md @@ -0,0 +1,48 @@ +--- +name: define-handoff +description: Establishes marketing-to-sales routing design, SLAs, and enablement requirements. +usage: /sales-handoff-orchestration:define-handoff --segment enterprise --goal pipeline --response-sla 2h +--- + +# Command: define-handoff + +## Inputs +- **segment** – target segment/persona (enterprise, mid-market, SMB, partner). +- **goal** – business target (pipeline, expansion, product activation, ABM campaign). +- **response-sla** – desired first-touch SLA (e.g., 2h, 1d). +- **capacity** – optional SDR/AE capacity notes to shape routing rules. +- **dependencies** – optional systems/content that must be ready (scoring, sequences, talk tracks). + +### GTM Agents Pattern & Plan Checklist +> Derived from GTM Agents orchestrator blueprint @puerto/plugins/orchestrator/README.md#112-325. + +- **Pattern selection**: Handoff design usually follows a **pipeline** (intake → routing → SLA modeling → enablement → approvals). If routing + enablement prep can run in parallel, log a **diamond** segment with merge gate. +- **Plan schema**: Save `.claude/plans/plan-.json` with objective, tasks, dependencies (data, tooling), context passing (scoring configs), error handling, and success metrics (SLA %, acceptance rate, conversion lift). +- **Tool hooks**: Reference `docs/gtm-essentials.md` stack—Serena for CRM/MAP script diffs, Context7 for platform docs, Sequential Thinking for review cadence, Playwright for QA of lead forms/sequences. +- **Guardrails**: Default retry limit = 2 for automation/build failures; escalation ladder = RevOps Director → Sales Manager → CRO. +- **Review**: Use `docs/usage-guide.md#orchestration-best-practices-puerto-parity` checklist before execution to confirm agents, dependencies, deliverables. + +## Workflow +1. **Brief Intake** – confirm funnel stage definitions, qualification criteria, scoring thresholds. +2. **Routing Blueprint** – map lead ownership logic (account owner, round-robin, pod based) and required enrichment data. +3. **SLA Modeling** – calculate achievable response times vs capacity, flag risks, define escalation ladder. +4. **Enablement Requirements** – list assets, talk tracks, sequences, and dashboards each pod needs. +5. **Approval Packet** – consolidate documentation for RevOps + sales leadership sign-off. + +## Outputs +- Handoff design doc (routing matrix, SLA tables, escalation tree). +- Data + tooling checklist (fields, integrations, automation flows) with owners. +- Enablement kit request list with due dates. +- Plan JSON entry stored/updated in `.claude/plans` for audit trail. + +## Agent/Skill Invocations +- `revops-director` – leads routing/SLA design. +- `routing-logic` skill – enforces qualification + assignment best practices. +- `enablement-kit` skill – ensures supporting assets are ready. + +## GTM Agents Safeguards +- **Fallback agents**: document substitutes (e.g., Sales Manager covering RevOps Director) when specialists unavailable. +- **Escalation triggers**: if SLA breaches or routing failures exceed guardrails twice in 48h, trigger escalation to Sales + Marketing leadership per GTM Agents rip-cord. +- **Plan maintenance**: update plan JSON whenever segments, routing logic, or enablement requirements change so audit trail mirrors GTM Agents standards. + +--- diff --git a/commands/monitor-sla.md b/commands/monitor-sla.md new file mode 100644 index 0000000..6e6bcc5 --- /dev/null +++ b/commands/monitor-sla.md @@ -0,0 +1,48 @@ +--- +name: monitor-sla +description: Tracks MQL→SQL SLA performance, raises alerts, and recommends corrective actions. +usage: /sales-handoff-orchestration:monitor-sla --segment enterprise --window 7d --threshold 85 +--- + +# Command: monitor-sla + +## Inputs +- **segment** – filter for program/team to analyze. +- **window** – time period (24h, 7d, 30d) for metrics. +- **threshold** – SLA compliance target percentage. +- **notify** – optional channel or email for alert delivery. +- **dimensions** – optional breakdowns (owner, geo, campaign). + +### GTM Agents Pattern & Plan Checklist +> Mirrors GTM Agents orchestrator blueprint @puerto/plugins/orchestrator/README.md#112-325. + +- **Pattern selection**: SLA monitoring usually follows a **pipeline** (aggregation → calculation → diagnostics → actions → alerts). If diagnostics + recommendations can run in parallel, log a **diamond** segment and merge gate. +- **Plan schema**: Save `.claude/plans/plan-.json` with objective, data sources, task IDs, dependencies (dashboards, alert channels), error handling, and success metrics (SLA %, response time, queue depth). +- **Tool hooks**: Reference `docs/gtm-essentials.md` stack—Serena for CRM automation diffs, Context7 for MAP/CRM field docs, Sequential Thinking for retro cadence, Playwright for form QA when routing fixes require front-end checks. +- **Guardrails**: Default retry limit = 2 for failed data pulls/alerts; escalation ladder = RevOps Director → Sales Manager → CRO. +- **Review**: Run `docs/usage-guide.md#orchestration-best-practices-puerto-parity` before execution to confirm agents, dependencies, deliverables. + +## Workflow +1. **Data Aggregation** – pull MAP/CRM timestamps (MQL created, accepted, touched) plus routing metadata. +2. **SLA Calculation** – compute response time, acceptance time, conversion rates vs targets. +3. **Drill-down Diagnostics** – highlight segments, owners, or campaigns below threshold. +4. **Action Recommendations** – prescribe playbooks (re-prioritize queues, add enablement, adjust routing rules). +5. **Alert Packaging** – send summary + deep dive dashboards to notify channels. + +## Outputs +- SLA dashboard snapshot with compliance %, aging pipeline, at-risk cohorts. +- Recommendation list with owners and due dates. +- Optional incident ticket for severe breaches. +- Plan JSON entry stored/updated in `.claude/plans` for audit trail. + +## Agent/Skill Invocations +- `revops-director` – reviews systemic issues and approves remediation. +- `sla-tracking` skill – ensures methodology + thresholds are standardized. +- `routing-logic` skill – recommends rule adjustments causing delays. + +## GTM Agents Safeguards +- **Fallback agents**: document substitutes (e.g., Sales Manager covering RevOps Director) when specialists unavailable. +- **Escalation triggers**: if SLA compliance stays below threshold for two consecutive windows, trigger escalation to Sales + Marketing leadership and open an incident per GTM Agents rip-cord. +- **Plan maintenance**: update plan JSON/change log whenever thresholds, alert channels, or remediation playbooks change. + +--- diff --git a/commands/run-standups.md b/commands/run-standups.md new file mode 100644 index 0000000..4d0ed7c --- /dev/null +++ b/commands/run-standups.md @@ -0,0 +1,48 @@ +--- +name: run-standups +description: Facilitates daily MQL→SQL standups with shared metrics, blockers, and follow-up actions. +usage: /sales-handoff-orchestration:run-standups --segment enterprise --hosts "revops,sales" --mode async +--- + +# Command: run-standups + +## Inputs +- **segment** – pipeline segment or program focus for the standup. +- **hosts** – comma-separated facilitators (revops, marketing, sales, cs). +- **mode** – live | async to determine meeting vs async summary. +- **interval** – default daily; override for weekly/bi-weekly. +- **notes** – optional agenda additions or urgent topics. + +### GTM Agents Pattern & Plan Checklist +> Based on GTM Agents orchestrator blueprint @puerto/plugins/orchestrator/README.md#112-325. + +- **Pattern selection**: Standups typically run **pipeline** (data prep → agenda → discussion → broadcast → accountability). If discussion capture + broadcast can run in parallel (async mode), document a **diamond** segment with merge gate in the plan header. +- **Plan schema**: Save `.claude/plans/plan-.json` capturing objective, schedule, task IDs, dependencies (dashboards, channels), error handling, and success metrics (response SLAs, blocker resolution %, queue depth). +- **Tool hooks**: Reference `docs/gtm-essentials.md` stack—Serena for CRM report diffs, Context7 for platform docs, Sequential Thinking for retro notes, Playwright for verifying embedded dashboard links if needed. +- **Guardrails**: Default retry limit = 2 for data fetch/broadcast failures; escalation ladder = Lifecycle Coordinator → Sales Manager → RevOps Director. +- **Review**: Run `docs/usage-guide.md#orchestration-best-practices-puerto-parity` before execution to confirm hosts, dependencies, deliverables. + +## Workflow +1. **Data Prep** – pull latest routing stats (volume, conversion, SLA, backlog) filtered by segment. +2. **Agenda Builder** – auto-generate talking points: wins, blockers, experiments, escalations. +3. **Discussion Capture** – log owner + next action per issue, reference enablement resources. +4. **Broadcast** – send recap to shared channel/email with dashboards and follow-up tasks. +5. **Accountability Tracking** – sync action items into RevOps tracker for follow-up in next standup. + +## Outputs +- Standup agenda doc (metrics snapshot, topics, owners). +- Action log with due dates and linked dashboards. +- Optional async update message for teams that cannot attend live. +- Plan JSON entry stored/updated in `.claude/plans` for audit trail. + +## Agent/Skill Invocations +- `lifecycle-coordinator` – surfaces queue status + blockers. +- `sales-manager` – adds coaching notes + follow-up expectations. +- `enablement-kit` skill – links relevant scripts, talk tracks, or collateral. + +## GTM Agents Safeguards +- **Fallback agents**: document substitutes (e.g., RevOps Director covering Lifecycle Coordinator) when specialists unavailable. +- **Escalation triggers**: if blockers remain unresolved for two standups or SLAs keep missing, escalate to Sales + Marketing leadership per GTM Agents rip-cord playbook. +- **Plan maintenance**: update plan JSON/change log whenever cadence, hosts, or tooling links change to maintain GTM Agents-grade auditability. + +--- diff --git a/plugin.lock.json b/plugin.lock.json new file mode 100644 index 0000000..8554317 --- /dev/null +++ b/plugin.lock.json @@ -0,0 +1,77 @@ +{ + "$schema": "internal://schemas/plugin.lock.v1.json", + "pluginId": "gh:gtmagents/gtm-agents:plugins/sales-handoff-orchestration", + "normalized": { + "repo": null, + "ref": "refs/tags/v20251128.0", + "commit": "af991e21ab16c8559e6b48a6e9ad6abe063260f4", + "treeHash": "a393ce03fb1e49170934134e8280be159793024ab7baa0256f8efc16fb05c621", + "generatedAt": "2025-11-28T10:17:12.088235Z", + "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-handoff-orchestration", + "description": "Route MQLs to sales with SLAs, enablement, and escalation paths", + "version": "1.0.0" + }, + "content": { + "files": [ + { + "path": "README.md", + "sha256": "36ec3769716022bb8efc5e0054eeba70cb00c1217e93e3ae356a4a97c6cacd2d" + }, + { + "path": "agents/sales-manager.md", + "sha256": "2ba89ec4a49437c99e9c373ade968835f8ec7e621da25b72a8b397cafbb96335" + }, + { + "path": "agents/revops-director.md", + "sha256": "70732214019823cf3b2151b0273a2ab87ddeabc25420f4a3c0290b55ee33710f" + }, + { + "path": "agents/lifecycle-coordinator.md", + "sha256": "efe9d1d5f8b2143dc43e583abab8b34f3e9c2e8a5168317b5687b05fb15cd069" + }, + { + "path": ".claude-plugin/plugin.json", + "sha256": "c14af5d2008195f8e5bf7a10531915cbeab6ad5bdcbf1c036beed1a1a7bf647d" + }, + { + "path": "commands/run-standups.md", + "sha256": "7df41016457700e1f9dafea760aeb0ac4418221ab26c1cbb956a79ad777dae00" + }, + { + "path": "commands/monitor-sla.md", + "sha256": "3ac559d97239862b09a1cba50ecce7b2f37a471fe3d82a7a2b2c843932546dfe" + }, + { + "path": "commands/define-handoff.md", + "sha256": "e7a8fc1177bdd364544a7aedd0e4ec9c907daf0a581edb5b87b12512dabc991f" + }, + { + "path": "skills/routing-logic/SKILL.md", + "sha256": "fae300fff9a60e0fe1aa71df8137198f2a61f2a19213cfc969f7745c074519e6" + }, + { + "path": "skills/enablement-kit/SKILL.md", + "sha256": "6051c2cbf64b8fc5c20a67e53be317aee1a60ed7c44d552364c42715a2e36b95" + }, + { + "path": "skills/sla-tracking/SKILL.md", + "sha256": "95dd21122da805fac151390026371172bd7b815cde67b63757b44eb6bb8932b7" + } + ], + "dirSha256": "a393ce03fb1e49170934134e8280be159793024ab7baa0256f8efc16fb05c621" + }, + "security": { + "scannedAt": null, + "scannerVersion": null, + "flags": [] + } +} \ No newline at end of file diff --git a/skills/enablement-kit/SKILL.md b/skills/enablement-kit/SKILL.md new file mode 100644 index 0000000..2b0f720 --- /dev/null +++ b/skills/enablement-kit/SKILL.md @@ -0,0 +1,31 @@ +--- +name: enablement-kit +description: Use to package collateral, talk tracks, and systems guidance for routed + plays. +--- + +# Sales Handoff Enablement Kit Skill + +## When to Use +- Launching new campaigns or lifecycle plays that generate routed leads. +- Rolling out updated messaging, pricing, or objection handling for a segment. +- Conducting retros where sales lacked context or assets to follow up effectively. + +## Framework +1. **Context Brief** – campaign goal, ICP, offer, key insights, reference dashboards. +2. **Talk Tracks & Scripts** – intro lines, discovery questions, objection responses, CTA guidance. +3. **Collateral Pack** – links to decks, one-pagers, case studies, demos, ROI calculators. +4. **System Instructions** – CRM workflows, sequence enrollment steps, data entry requirements. +5. **Feedback Loop** – channel for reps to submit learnings, objections, and win stories. + +## Templates +- One-page enablement brief (context, key messages, assets, KPIs). +- Objection handling table (objection → response → proof). +- Follow-up checklist (pre-call prep, talk track, assets to send, logging requirements). + +## Tips +- Embed Loom or audio snippets to deliver tone and emphasis quickly. +- Keep assets in a shared folder with versioning so RevOps can reference in audits. +- Pair with `run-standups` command to remind reps of latest resources. + +--- diff --git a/skills/routing-logic/SKILL.md b/skills/routing-logic/SKILL.md new file mode 100644 index 0000000..f163b69 --- /dev/null +++ b/skills/routing-logic/SKILL.md @@ -0,0 +1,30 @@ +--- +name: routing-logic +description: Use when defining or adjusting marketing-to-sales assignment rules. +--- + +# Routing Logic Blueprint Skill + +## When to Use +- Designing new lead assignment models (round-robin, territory, pod-based). +- Troubleshooting misrouted or unassigned leads. +- Simulating capacity scenarios before changing SLAs. + +## Framework +1. **Qualification Criteria** – map scoring thresholds, enrichment fields, and required consent. +2. **Owner Model** – hierarchy (account owner, named AE, SDR pod), fallback logic, and tie-breakers. +3. **Capacity Modeling** – lead volume forecasts vs available headcount, backlog thresholds. +4. **Automation Flow** – MAP/CRM steps, dedupe rules, webhook/API dependencies. +5. **Monitoring & Audits** – logging, reconciliation jobs, sample QA cadence. + +## Templates +- Routing matrix (segment → owner → conditions → escalation). +- Capacity calculator (leads/day vs SLA vs reps). +- QA checklist for automation updates. + +## Tips +- Keep logic declarative (YAML/JSON) for easier audits and version control. +- Add synthetic leads to test every path before go-live. +- Coordinate with data enrichment to ensure required fields populate upstream. + +--- diff --git a/skills/sla-tracking/SKILL.md b/skills/sla-tracking/SKILL.md new file mode 100644 index 0000000..a6878c9 --- /dev/null +++ b/skills/sla-tracking/SKILL.md @@ -0,0 +1,31 @@ +--- +name: sla-tracking +description: "Use to design measurement, alerting, and reporting for MQL\u2192SQL\ + \ SLAs." +--- + +# SLA Tracking System Skill + +## When to Use +- Establishing or revisiting SLA metrics between marketing, SDR, and sales pods. +- Building dashboards/alerts for pipeline speed and follow-up compliance. +- Running retrospectives after SLA breaches or pipeline delays. + +## Framework +1. **Definitions** – clarify timestamps (MQL, SAL, SQL), owner transitions, and acceptance criteria. +2. **Targets** – set response + acceptance SLAs per segment, region, or channel. +3. **Measurement** – configure data pipelines pulling MAP + CRM events, dedupe logic, and exclusions. +4. **Alerting** – thresholds, notification channels, severity levels, and on-call rotation. +5. **Review Cadence** – weekly dashboards, monthly retros, quarterly recalibration. + +## Templates +- SLA scorecard (segment → target → actual → variance → owner). +- Alert playbook with trigger conditions and escalation steps. +- Retro template capturing root cause, fixes, and follow-up experiments. + +## Tips +- Anchor SLAs to revenue impact (pipeline $) to drive accountability. +- Include qualitative context (reason codes) to separate data gaps vs true SLA misses. +- Pair with `routing-logic` updates when volume spikes create bottlenecks. + +---