@miranda0808/maya-codex 0.1.0

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

@@ -0,0 +1,203 @@
+# 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)

package/payload/.agents/skills/revops/references/scoring-models.md

@@ -0,0 +1,247 @@
+# Lead Scoring Models
+
+Detailed scoring templates, example models by business type, and calibration guidance.
+
+## Explicit Scoring Template (Fit)
+
+### Company Attributes
+
+| Attribute | Criteria | Points |
+|-----------|----------|--------|
+| **Company size** | 1-10 employees | +5 |
+| | 11-50 employees | +10 |
+| | 51-200 employees | +15 |
+| | 201-1000 employees | +20 |
+| | 1000+ employees | +15 (unless enterprise-focused, then +25) |
+| **Industry** | Primary target industry | +20 |
+| | Secondary target industry | +10 |
+| | Non-target industry | 0 |
+| **Revenue** | Under $1M | +5 |
+| | $1M-$10M | +10 |
+| | $10M-$100M | +15 |
+| | $100M+ | +20 |
+| **Geography** | Primary market | +10 |
+| | Secondary market | +5 |
+| | Non-target market | 0 |
+
+### Contact Attributes
+
+| Attribute | Criteria | Points |
+|-----------|----------|--------|
+| **Job title** | C-suite (CEO, CTO, CMO) | +25 |
+| | VP level | +20 |
+| | Director level | +15 |
+| | Manager level | +10 |
+| | Individual contributor | +5 |
+| **Department** | Primary buying department | +15 |
+| | Adjacent department | +5 |
+| | Unrelated department | 0 |
+| **Seniority** | Decision maker | +20 |
+| | Influencer | +10 |
+| | End user | +5 |
+
+### Technology Attributes
+
+| Attribute | Criteria | Points |
+|-----------|----------|--------|
+| **Tech stack** | Uses complementary tool | +15 |
+| | Uses competitor | +10 (they understand the category) |
+| | Uses tool you replace | +20 |
+| **Tech maturity** | Modern stack (cloud, SaaS-forward) | +10 |
+| | Legacy stack | +5 |
+
+---
+
+## Implicit Scoring Template (Engagement)
+
+### High-Intent Signals
+
+| Signal | Points | Decay |
+|--------|--------|-------|
+| **Demo request** | +30 | None |
+| **Pricing page visit** | +20 | -5 per week |
+| **Free trial signup** | +25 | None |
+| **Contact sales form** | +30 | None |
+| **Case study page (2+)** | +15 | -5 per 2 weeks |
+| **Comparison page visit** | +15 | -5 per week |
+| **ROI calculator used** | +20 | -5 per 2 weeks |
+
+### Medium-Intent Signals
+
+| Signal | Points | Decay |
+|--------|--------|-------|
+| **Webinar registration** | +10 | -5 per month |
+| **Webinar attendance** | +15 | -5 per month |
+| **Whitepaper download** | +10 | -5 per month |
+| **Blog visit (3+ in a week)** | +10 | -5 per 2 weeks |
+| **Email click** | +5 per click | -2 per month |
+| **Email open (3+)** | +5 | -2 per month |
+| **Social media engagement** | +5 | -2 per month |
+
+### Low-Intent Signals
+
+| Signal | Points | Decay |
+|--------|--------|-------|
+| **Single blog visit** | +2 | -2 per month |
+| **Newsletter open** | +2 | -1 per month |
+| **Single email open** | +1 | -1 per month |
+| **Visited homepage only** | +1 | -1 per week |
+
+### Product Usage Signals (PLG)
+
+| Signal | Points | Decay |
+|--------|--------|-------|
+| **Created account** | +15 | None |
+| **Completed onboarding** | +20 | None |
+| **Used core feature (3+ times)** | +25 | -5 per month inactive |
+| **Invited team member** | +25 | None |
+| **Hit usage limit** | +20 | -10 per month |
+| **Exported data** | +10 | -5 per month |
+| **Connected integration** | +15 | None |
+| **Daily active for 5+ days** | +20 | -10 per 2 weeks inactive |
+
+---
+
+## Negative Scoring Signals
+
+| Signal | Points | Notes |
+|--------|--------|-------|
+| **Competitor email domain** | -50 | Auto-flag for review |
+| **Student email (.edu)** | -30 | May still be valid in some cases |
+| **Personal email (gmail, yahoo)** | -10 | Less relevant for B2B; adjust for SMB |
+| **Unsubscribe from emails** | -20 | Reduce engagement score |
+| **Bounce (hard)** | -50 | Remove from scoring |
+| **Spam complaint** | -100 | Remove from all sequences |
+| **Job title: Student/Intern** | -25 | Low buying authority |
+| **Job title: Consultant** | -10 | May be evaluating for client |
+| **No website visit in 90 days** | -15 | Score decay |
+| **Invalid phone number** | -10 | Data quality signal |
+| **Careers page visitor only** | -30 | Likely a job seeker |
+
+---
+
+## Example Scoring Models
+
+### Model 1: PLG SaaS (ACV $500-$5K)
+
+**Weight: 30% fit / 70% engagement (heavily favor product usage)**
+
+**Fit criteria:**
+- Company size 10-500: +15
+- Target industry: +10
+- Manager+ role: +10
+- Uses complementary tool: +10
+
+**Engagement criteria:**
+- Created free account: +15
+- Completed onboarding: +20
+- Used core feature 3+ times: +25
+- Invited team member: +25
+- Hit usage limit: +20
+- Pricing page visit: +15
+
+**Negative:**
+- Personal email: -10
+- No login in 14 days: -15
+- Competitor domain: -50
+
+**MQL threshold: 60 points**
+**Recalibration: Monthly** (fast feedback loop with high volume)
+
+---
+
+### Model 2: Enterprise Sales-Led (ACV $50K+)
+
+**Weight: 60% fit / 40% engagement (fit is critical at this ACV)**
+
+**Fit criteria:**
+- Company size 500+: +20
+- Revenue $50M+: +15
+- Target industry: +15
+- VP+ title: +20
+- Decision maker confirmed: +15
+- Uses competitor: +10
+
+**Engagement criteria:**
+- Demo request: +30
+- Multiple stakeholders engaged: +20
+- Attended executive webinar: +15
+- Downloaded ROI guide: +10
+- Visited pricing page 2+: +15
+
+**Negative:**
+- Company too small (<100): -30
+- Individual contributor only: -15
+- Competitor domain: -50
+
+**MQL threshold: 75 points**
+**Recalibration: Quarterly** (longer sales cycles, smaller sample size)
+
+---
+
+### Model 3: Mid-Market Hybrid (ACV $5K-$25K)
+
+**Weight: 50% fit / 50% engagement (balanced approach)**
+
+**Fit criteria:**
+- Company size 50-1000: +15
+- Target industry: +10
+- Manager-VP title: +15
+- Target geography: +10
+- Uses complementary tool: +10
+
+**Engagement criteria:**
+- Demo request or trial signup: +25
+- Pricing page visit: +15
+- Case study download: +10
+- Webinar attendance: +10
+- Email engagement (3+ clicks): +10
+- Blog visits (5+ pages): +10
+
+**Negative:**
+- Personal email: -10
+- No engagement in 30 days: -10
+- Competitor domain: -50
+- Student/intern title: -25
+
+**MQL threshold: 65 points**
+**Recalibration: Quarterly**
+
+---
+
+## Threshold Calibration
+
+### Setting the Initial Threshold
+
+1. **Pull closed-won data** from the last 6-12 months
+2. **Retroactively score** each deal using your new model
+3. **Find the natural breakpoint** — what score separated wins from losses?
+4. **Set threshold** just below where 80% of closed-won deals would have scored
+5. **Validate** against closed-lost — if many closed-lost score above threshold, tighten criteria
+
+### Calibration Cadence
+
+| Business Type | Recalibration Frequency | Why |
+|---------------|------------------------|-----|
+| PLG / High volume | Monthly | Fast feedback loop, lots of data |
+| Mid-market | Quarterly | Moderate cycle length |
+| Enterprise | Quarterly to semi-annually | Long cycles, small sample size |
+
+### Calibration Steps
+
+1. **Pull MQL-to-closed data** for the calibration period
+2. **Compare scored MQLs vs. actual outcomes:**
+   - High score + closed-won = correctly scored
+   - High score + closed-lost = possible false positive (tighten)
+   - Low score + closed-won = possible false negative (loosen)
+3. **Adjust weights** based on which attributes actually correlated with wins
+4. **Adjust threshold** if MQL volume is too high (raise) or too low (lower)
+5. **Document changes** and communicate to sales team
+
+### Warning Signs Your Model Needs Recalibration
+
+- MQL-to-SQL acceptance rate drops below 30%
+- Sales consistently rejects MQLs as "not ready"
+- High-scoring leads don't convert; low-scoring leads do
+- MQL volume spikes without corresponding revenue
+- New product/market changes since last calibration