@ivannxbt/ai-config 0.1.0

package/.agents/skills/revops/references/lifecycle-definitions.md

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+# Lifecycle Stage Definitions
+
+Complete templates for lead lifecycle stages, MQL criteria by business type, SLAs, and rejection/recycling workflows.
+
+## Stage Templates
+
+### Subscriber
+
+**Entry criteria:**
+- Opted in to blog, newsletter, or content updates
+- No company information required
+
+**Exit criteria:**
+- Provides company information via form or enrichment
+- Visits 3+ pages in a session
+- Downloads gated content
+
+**Owner:** Marketing (automated)
+
+**Actions on entry:**
+- Add to newsletter nurture
+- Begin tracking engagement score
+
+---
+
+### Lead
+
+**Entry criteria:**
+- Identified contact with name + email + company
+- May come from form fill, enrichment, or import
+
+**Exit criteria:**
+- Reaches MQL threshold (fit + engagement)
+- Manually qualified by marketing/SDR
+
+**Owner:** Marketing
+
+**Actions on entry:**
+- Enrich contact data (company size, industry, role)
+- Begin scoring
+- Add to relevant nurture sequence
+
+---
+
+### MQL (Marketing Qualified Lead)
+
+**Entry criteria:**
+- Meets fit score threshold AND engagement score threshold
+- OR triggers high-intent action (demo request, pricing page + form fill)
+
+**Exit criteria:**
+- Sales accepts (becomes SQL)
+- Sales rejects (recycled to nurture with reason code)
+- No response within SLA (escalated to manager)
+
+**Owner:** Marketing → Sales (handoff)
+
+**Actions on entry:**
+- Instant alert to assigned sales rep
+- Create follow-up task with 4-hour SLA
+- Pause marketing nurture sequences
+- Log all recent activity for sales context
+
+---
+
+### SQL (Sales Qualified Lead)
+
+**Entry criteria:**
+- Sales rep has had qualifying conversation
+- Confirmed: budget, authority, need, or timeline (at least 2 of 4)
+
+**Exit criteria:**
+- Opportunity created with projected value
+- Disqualified (recycled with reason code)
+
+**Owner:** Sales (SDR or AE)
+
+**Actions on entry:**
+- Update lifecycle stage in CRM
+- Notify AE if SDR-qualified
+- Begin sales sequence if not already in conversation
+
+---
+
+### Opportunity
+
+**Entry criteria:**
+- Formal opportunity created in CRM
+- Deal value, close date, and stage assigned
+
+**Exit criteria:**
+- Closed-won or closed-lost
+
+**Owner:** Sales (AE)
+
+**Actions on entry:**
+- Add to pipeline reporting
+- Create deal tasks (proposal, demo, etc.)
+- Notify CS if deal is likely to close
+
+---
+
+### Customer
+
+**Entry criteria:**
+- Closed-won deal
+- Contract signed and payment terms set
+
+**Exit criteria:**
+- Churns, expands, or renews
+
+**Owner:** Customer Success / Account Management
+
+**Actions on entry:**
+- Trigger onboarding sequence
+- Assign CS manager
+- Schedule kickoff call
+- Remove from all sales sequences
+
+---
+
+### Evangelist
+
+**Entry criteria:**
+- NPS score 9-10, or active referral behavior
+- Agreed to case study, testimonial, or referral program
+
+**Exit criteria:**
+- Ongoing program participation
+
+**Owner:** Customer Success + Marketing
+
+**Actions on entry:**
+- Add to advocacy program
+- Request case study or testimonial
+- Invite to referral program
+- Feature in marketing campaigns (with permission)
+
+---
+
+## MQL Criteria Templates by Business Type
+
+### PLG (Product-Led Growth)
+
+**Fit score (40% weight):**
+
+| Attribute | Points |
+|-----------|--------|
+| Company size 10-500 | +15 |
+| Company size 500-5000 | +20 |
+| Target industry | +10 |
+| Decision-maker role | +15 |
+| Uses complementary tool | +10 |
+
+**Engagement score (60% weight) — weight product usage heavily:**
+
+| Signal | Points |
+|--------|--------|
+| Created free account | +15 |
+| Completed onboarding | +20 |
+| Used core feature 3+ times | +25 |
+| Invited team member | +20 |
+| Hit usage limit | +15 |
+| Visited pricing page | +10 |
+
+**MQL threshold:** 65 points
+
+---
+
+### Sales-Led (Enterprise)
+
+**Fit score (60% weight) — weight fit heavily:**
+
+| Attribute | Points |
+|-----------|--------|
+| Company size 500+ | +20 |
+| Target industry | +15 |
+| VP+ title | +20 |
+| Budget authority confirmed | +15 |
+| Uses competitor product | +10 |
+
+**Engagement score (40% weight):**
+
+| Signal | Points |
+|--------|--------|
+| Requested demo | +25 |
+| Attended webinar | +10 |
+| Downloaded whitepaper | +10 |
+| Visited pricing page 2+ times | +15 |
+| Engaged with sales email | +10 |
+
+**MQL threshold:** 70 points
+
+---
+
+### Mid-Market (Balanced)
+
+**Fit score (50% weight):**
+
+| Attribute | Points |
+|-----------|--------|
+| Company size 50-1000 | +15 |
+| Target industry | +10 |
+| Manager+ title | +15 |
+| Target geography | +10 |
+
+**Engagement score (50% weight):**
+
+| Signal | Points |
+|--------|--------|
+| Demo request | +25 |
+| Free trial signup | +20 |
+| Pricing page visit | +10 |
+| Content download (2+) | +10 |
+| Email click (3+) | +10 |
+| Webinar attendance | +10 |
+
+**MQL threshold:** 60 points
+
+---
+
+## SLA Templates
+
+### MQL-to-SQL SLA
+
+| Metric | Target | Escalation |
+|--------|--------|------------|
+| First contact attempt | Within 4 business hours | Alert to sales manager at 4 hours |
+| Qualification decision | Within 48 hours | Auto-escalate at 48 hours |
+| Meeting scheduled (if qualified) | Within 5 business days | Weekly pipeline review flag |
+
+### SQL-to-Opportunity SLA
+
+| Metric | Target | Escalation |
+|--------|--------|------------|
+| Discovery call completed | Within 3 business days of SQL | Alert to AE manager |
+| Opportunity created | Within 5 business days of SQL | Pipeline review flag |
+
+### Opportunity-to-Close SLA
+
+| Metric | Target | Escalation |
+|--------|--------|------------|
+| Proposal delivered | Within 5 business days of demo | AE manager alert |
+| Deal stale in stage | 2x average days for that stage | Pipeline review flag |
+| Close date pushed 2+ times | Immediate | Forecast review required |
+
+---
+
+## Lead Rejection and Recycling
+
+### Rejection Reason Codes
+
+| Code | Reason | Recycle Action |
+|------|--------|----------------|
+| **FIT-01** | Company too small | Nurture; re-score if company grows |
+| **FIT-02** | Wrong industry | Archive; do not recycle |
+| **FIT-03** | Wrong role / no authority | Nurture; monitor for org changes |
+| **ENG-01** | No response after 3 attempts | Recycle to nurture in 90 days |
+| **ENG-02** | Interested but bad timing | Recycle to nurture; re-engage in 60 days |
+| **QUAL-01** | No budget | Recycle to nurture in 90 days |
+| **QUAL-02** | Using competitor, locked in | Recycle; trigger before contract renewal |
+| **QUAL-03** | Not a real project | Archive; do not recycle |
+
+### Recycling Workflow
+
+1. Sales rejects MQL with reason code
+2. CRM updates lifecycle stage to "Recycled"
+3. Lead enters recycling nurture sequence (different from original nurture)
+4. Engagement score resets to baseline (keep fit score)
+5. If lead re-engages and crosses MQL threshold, re-route to sales with "Recycled MQL" flag
+6. Track recycled MQL conversion rate separately
+
+### Recycling Nurture Sequence
+
+- **Frequency:** Bi-weekly or monthly (lower frequency than initial nurture)
+- **Content:** Industry insights, case studies, product updates
+- **Duration:** 6 months, then archive if no engagement
+- **Re-MQL trigger:** High-intent action (demo request, pricing page revisit)

package/.agents/skills/revops/references/routing-rules.md

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+# Lead Routing Rules
+
+Decision trees, platform-specific configurations, territory routing, ABM routing, and speed-to-lead benchmarks.
+
+## Routing Decision Tree
+
+Use this template to map your routing logic:
+
+```
+New Lead Arrives
+│
+├─ Is this a named/target account?
+│  ├─ YES → Route to assigned account owner
+│  └─ NO ↓
+│
+├─ Is ACV likely > $50K? (based on company size + industry)
+│  ├─ YES → Route to enterprise AE team
+│  └─ NO ↓
+│
+├─ Is this a PLG signup with team usage?
+│  ├─ YES → Route to PLG sales specialist
+│  └─ NO ↓
+│
+├─ Does lead match a territory?
+│  ├─ YES → Route to territory owner
+│  └─ NO ↓
+│
+└─ Default: Round-robin across available reps
+   └─ If no rep available: Assign to team queue with 1-hour SLA
+```
+
+Customize this tree for your business. The key principle: **route to the most specific match first, fall back to general.**
+
+---
+
+## Round-Robin Configuration
+
+### Basic Round-Robin Rules
+
+1. Distribute leads evenly across eligible reps
+2. Skip reps who are on PTO, at capacity, or have a full pipeline
+3. Weight by quota attainment (reps below quota get slight priority)
+4. Reset distribution count weekly or monthly
+5. Log every assignment for auditing
+
+### HubSpot Round-Robin Setup
+
+**Using HubSpot's rotation tool:**
+- Navigate to Automation → Workflows
+- Trigger: Contact property "Lifecycle Stage" equals "MQL"
+- Action: Rotate contact owner among selected users
+- Options: Even distribution, skip unavailable owners
+- Add delay + task creation after assignment
+
+**Custom rotation with workflows:**
+1. Create a custom property "Rotation Counter" (number)
+2. Workflow trigger: New MQL created
+3. Branch by rotation counter value (0, 1, 2... for each rep)
+4. Set contact owner to corresponding rep
+5. Increment counter (reset at max)
+6. Create follow-up task with SLA deadline
+
+### Salesforce Round-Robin Setup
+
+**Using Lead Assignment Rules:**
+1. Setup → Feature Settings → Marketing → Lead Assignment Rules
+2. Create rule entries in priority order (most specific first)
+3. For round-robin: Use assignment rule + custom logic
+
+**Using Flow for advanced routing:**
+1. Create a Record-Triggered Flow on Lead creation
+2. Get Records: Query a custom "Rep Queue" object for next available rep
+3. Decision element: Check rep availability, capacity, territory
+4. Update Records: Assign lead owner
+5. Create Task: Follow-up task with SLA
+6. Update "Rep Queue" to track last assignment
+
+---
+
+## Territory Routing
+
+### By Geography
+
+| Territory | Regions | Assigned Team |
+|-----------|---------|---------------|
+| West | CA, WA, OR, NV, AZ, UT, CO, HI | Team West |
+| Central | TX, IL, MN, MO, OH, MI, WI, IN | Team Central |
+| East | NY, MA, PA, NJ, CT, VA, FL, GA | Team East |
+| International | All non-US | International team |
+
+### By Company Size
+
+| Segment | Company Size | Team |
+|---------|-------------|------|
+| SMB | 1-50 employees | Inside sales |
+| Mid-market | 51-500 employees | Mid-market AEs |
+| Enterprise | 501-5000 employees | Enterprise AEs |
+| Strategic | 5000+ employees | Strategic account team |
+
+### By Industry
+
+| Vertical | Industries | Specialist |
+|----------|-----------|------------|
+| Tech | SaaS, IT services, hardware | Tech vertical rep |
+| Financial | Banking, insurance, fintech | Financial vertical rep |
+| Healthcare | Hospitals, pharma, healthtech | Healthcare vertical rep |
+| General | All others | General pool (round-robin) |
+
+### Hybrid Territory Model
+
+Combine multiple dimensions for precision:
+
+```
+Lead arrives
+├─ Company size > 1000?
+│  ├─ YES → Enterprise team
+│  │  └─ Sub-route by geography
+│  └─ NO ↓
+├─ Industry = Healthcare or Financial?
+│  ├─ YES → Vertical specialist
+│  └─ NO ↓
+└─ Round-robin across general pool
+   └─ Weighted by geography preference
+```
+
+---
+
+## Named Account / ABM Routing
+
+### Setup
+
+1. **Define target account list** (typically 50-500 accounts)
+2. **Assign account owners** in CRM (1 rep per account)
+3. **Match logic:** Any lead from a target account domain routes to account owner
+4. **Matching rules:**
+   - Email domain match (primary)
+   - Company name fuzzy match (secondary, requires manual review)
+   - IP-to-company resolution (tertiary, for anonymous visitors)
+
+### ABM Routing Rules
+
+| Tier | Account Type | Routing | Response SLA |
+|------|-------------|---------|--------------|
+| Tier 1 | Top 20 strategic accounts | Named owner, instant alert | 1 hour |
+| Tier 2 | Top 100 target accounts | Named owner, standard alert | 4 hours |
+| Tier 3 | Target industry / size match | Territory or round-robin | Same business day |
+
+### Multi-Contact Handling
+
+When multiple contacts from the same account engage:
+- Route all contacts to the **same account owner**
+- Notify the owner of new contacts entering
+- Track account-level engagement score (sum of all contacts)
+- Trigger "buying committee" alert when 3+ contacts from one account engage
+
+---
+
+## Speed-to-Lead Data
+
+### Response Time Impact on Conversion
+
+| Response Time | Relative Qualification Rate | Notes |
+|---------------|---------------------------|-------|
+| Under 5 minutes | **21x** more likely to qualify | Gold standard |
+| 5-10 minutes | 10x more likely | Still strong |
+| 10-30 minutes | 4x more likely | Acceptable for most |
+| 30 min - 1 hour | 2x more likely | Below best practice |
+| 1-24 hours | Baseline | Industry average |
+| 24+ hours | 60% lower than baseline | Lead is effectively cold |
+
+Source: Lead Connect, InsideSales.com
+
+### Implementing Speed-to-Lead
+
+1. **Instant notification** — Push notification + email to rep on MQL creation
+2. **Auto-task with timer** — Create task with 5-minute SLA countdown
+3. **Escalation chain:**
+   - 5 min: Original rep alerted
+   - 15 min: Backup rep alerted
+   - 30 min: Manager alerted
+   - 1 hour: Lead reassigned to next available rep
+4. **Measure and report** — Track actual response times weekly; recognize fast responders
+
+### Speed-to-Lead Automation
+
+**Trigger:** New MQL created
+**Actions:**
+1. Assign to rep via routing rules (instant)
+2. Send push notification + email to rep
+3. Create task: "Contact [Lead Name] — 5 min SLA"
+4. Start SLA timer
+5. If no activity logged in 15 min → alert backup rep
+6. If no activity in 30 min → alert manager
+7. If no activity in 60 min → reassign via round-robin
+
+### Measuring Speed-to-Lead
+
+Track these metrics weekly:
+- **Average time to first contact** (from MQL creation to first call/email)
+- **Median time to first contact** (less skewed by outliers)
+- **% of leads contacted within SLA** (target: 90%+)
+- **Contact rate by time of day** (identify coverage gaps)
+- **Conversion rate by response time** (prove the ROI of speed)