@synap-core/workspace-templates 0.2.2 → 0.4.0

package/src/content-studio.yaml

@@ -288,25 +288,73 @@ entityLinks:
     type: used_in
     label: Composition
 
-seedEntities:
-  - profileSlug: content-template
-    title: Instagram Reel — Fast
-    properties:
-      template-kind: hyperframes
-      aspect-ratio: "9:16"
-      template-status: approved
-      template-config: '{"mode":"fast","pipeline":["script","hyperframes","render"],"description":"Quick social cut: write a script, get HyperFrames HTML, browser-capture to MP4."}'
-  - profileSlug: content-template
-    title: Product Demo — Quality
-    properties:
-      template-kind: hybrid
-      aspect-ratio: "16:9"
-      template-status: approved
-      template-config: '{"mode":"quality","pipeline":["script","hyperframes","remotion","render"],"description":"Premium product video: HyperFrames design exploration → Remotion production render with springs + audio sync."}'
-  - profileSlug: content-template
-    title: Data Recap — Data-Driven
-    properties:
-      template-kind: remotion
-      aspect-ratio: "16:9"
-      template-status: approved
-      template-config: '{"mode":"data","pipeline":["data","remotion","render"],"description":"Synap-powered: pull entities via calculateMetadata(), animate charts, render weekly recap."}'
+onboarding:
+  goal: Capture how you actually produce video and motion content — your real pipelines, your reusable templates, and the assets you cut from — so the studio mirrors your production line, not a generic setup.
+  framing: >
+    THE PRODUCER: Act as a seasoned motion/video production lead who has shipped
+    thousands of frames. This is a HyperFrames/Remotion render pipeline, NOT a
+    publishing calendar — anchor on how work gets MADE: formats, aspect ratios,
+    durations, and the templates that make output repeatable. Push for the shows
+    and series they actually run, not one-off ideas. Pull voice and visual identity
+    from Brand and target audience from Foundation so every piece lands on-brand.
+    Be concrete about specs; a fuzzy "we make videos" helps no one.
+  expertise:
+    starters:
+      - >
+        Produce in BATCHES, not one-at-a-time. Setup — lighting, wardrobe, template
+        loading, brand assets — is the real cost; shooting or composing five pieces
+        in one session amortizes it. Propose a batch cadence (e.g. one shoot day →
+        a month of cuts) rather than a per-video pipeline.
+      - >
+        The hook is 80% of the view. On a 9:16 feed the first 1–2 seconds decide
+        whether the piece is watched at all, so it's worth more iteration than the
+        rest combined. Propose a template whose title card / cold-open IS the hook,
+        and treat the hook as its own reusable asset.
+      - >
+        Design every shoot for REPURPOSING before you roll. One long-form capture
+        should yield the long cut, several vertical clips, and stills — but only if
+        it's framed and shot with those crops in mind. Propose the repurpose chain
+        up front so the raw footage is cut-once, use-many.
+    blindSpots:
+      - >
+        The velocity-vs-quality tradeoff is a real dial, not a failing — a weekly
+        show that's "good enough and on time" beats a cinematic piece that ships
+        quarterly. If they're chasing polish on a high-cadence line, name the
+        tradeoff and propose a quality bar that survives the schedule.
+      - >
+        No reusable templates = every video rebuilt from scratch, and brand drift
+        creeps in. If they're producing on a cadence but have no locked
+        intros/outros/lower-thirds, that's the gap — templates are what make output
+        both fast AND on-brand. Surface it.
+      - >
+        Aspect ratio and platform are a production decision, not an export
+        afterthought. Shooting 16:9 and cropping to 9:16 later loses the frame and
+        the hook. If a pipeline's platform doesn't match how it's actually shot,
+        flag the mismatch before it's baked into every render.
+    bar: >
+      The studio reads like a production LINE: recurring shows with locked specs,
+      reusable templates that carry brand into every render, and asset sources feeding
+      a batch-then-repurpose flow — so a producer could ship the next episode this week
+      without reinventing the format or fighting brand drift.
+  collect:
+    - profileSlug: content-pipeline
+      what: The recurring productions you run — the shows, series, or content lines that generate output on a cadence (e.g. weekly reels, product demos, explainer drops).
+      cardinality: few
+      keyFields: [pipeline-kind, pipeline-platform, pipeline-mode]
+    - profileSlug: content-template
+      what: The reusable HyperFrames/Remotion templates that make production repeatable — your title cards, lower-thirds, intros/outros, and full-video shells. These carry Brand voice and visual identity into every render.
+      cardinality: several
+      keyFields: [template-kind, aspect-ratio, template-status]
+    - profileSlug: content-asset
+      what: The asset sources you cut from — brand footage, stock, audio/music beds, and fonts. Note whether each comes from Brand, is uploaded, or is generated.
+      cardinality: several
+      keyFields: [asset-kind, source-kind, source-url]
+    - profileSlug: content-composition
+      what: Any compositions already in flight — specific videos being built, with their aspect ratio and duration, tied back to a pipeline.
+      cardinality: few
+      keyFields: [aspect-ratio, duration-seconds, pipeline-ref]
+  openingQuestions:
+    - "What do you actually produce on repeat — the shows or series, and for which platforms and aspect ratios?"
+    - "Which motion templates do you reuse every time — intros, lower-thirds, outros — and are they HyperFrames, Remotion, or hybrid?"
+    - "Where do your assets come from — Brand footage and fonts, uploaded clips, or AI-generated — and where do you pull music from?"
+  doneWhen: at least one pipeline + one reusable template + one asset source captured.

package/src/crm.yaml

@@ -620,6 +620,64 @@ profiles:
           - healthy
           - at_risk
           - critical
+  - slug: partner
+    displayName: Partner
+    icon: handshake
+    color: teal
+    description: A partner relationship — both a referral source and a co-delivery collaborator, distinguished by partner type.
+    properties:
+      - slug: partnerStatus
+        label: Status
+        valueType: string
+        inputType: select
+        enumValues:
+          - active
+          - paused
+          - churned
+      - slug: partnerType
+        label: Partner Type
+        valueType: string
+        inputType: select
+        enumValues:
+          - referral
+          - co-delivery
+          - both
+      - slug: accountManager
+        label: Account Manager
+        valueType: string
+        inputType: text
+      - slug: engagementStartDate
+        label: Engagement Start
+        valueType: date
+        inputType: date
+      - slug: satisfactionScore
+        label: Satisfaction
+        valueType: number
+        inputType: number
+      - slug: lifetimeValue
+        label: Lifetime Value
+        valueType: number
+        inputType: number
+      - slug: notes
+        label: Notes
+        valueType: string
+        inputType: textarea
+      - slug: contractValue
+        label: Contract Value
+        valueType: number
+        inputType: number
+      - slug: renewalDate
+        label: Renewal Date
+        valueType: date
+        inputType: date
+      - slug: healthScore
+        label: Health
+        valueType: string
+        inputType: select
+        enumValues:
+          - healthy
+          - at_risk
+          - critical
   - slug: contact
     displayName: Contact
     icon: user
@@ -1555,429 +1613,21 @@ entityLinks:
   - sourceProfileSlug: deal
     targetProfileSlug: pipeline
     type: belongs_to
-seedEntities:
-  - profileSlug: company
-    title: Lumio Technologies
-    properties:
-      company-status: Prospect
-      industry: SaaS
-      company-size: 51-200
-      arr: 0
-      website: https://lumio.io
-      location: Paris, France
-      health-score: 72
-      account-owner: Antoine
-      last-contact-date: "2026-02-10"
-      company-tags:
-        - ai
-        - b2b
-        - priority
-      notes: Interested in the data sovereignty angle. CTO is hands-on.
-  - profileSlug: company
-    title: Meridian Finance
-    properties:
-      company-status: Customer
-      industry: Fintech
-      company-size: 201-500
-      arr: 48000
-      website: https://meridianfinance.eu
-      location: Brussels, Belgium
-      health-score: 88
-      account-owner: Antoine
-      last-contact-date: "2026-02-18"
-      company-tags:
-        - fintech
-        - gdpr-sensitive
-        - expansion
-      notes: Renewing Q1. Explore expansion into compliance module.
-    content: |-
-      # Account Brief: Meridian Finance
-
-      ## Overview
-
-      Meridian Finance is a mid-market financial advisory firm (201-500 employees) using Synap since Q3 2024. Currently on the Business plan (€1,400/month, 25 seats). This renewal cycle also includes an expansion conversation — compliance team wants to onboard (additional 15 seats).
-
-      ## Relationship health
-
-      - **Health score**: 82/100
-      - **Primary contact**: Marcus Holt (VP Operations) — strong champion, uses Synap daily for deal tracking and team coordination
-      - **Usage**: High. 22 of 25 seats active. Core use cases: deal pipeline, client note-taking, compliance log
-
-      ## Renewal context
-
-      Contract expires March 31, 2026. Marcus initiated the renewal conversation proactively in January — positive signal. The expansion request (compliance team) was his idea, not a upsell push from our side.
-
-      **Current**: €1,400/month × 12 = €16,800/year
-      **Proposed renewal + expansion**: €1,950/month × 12 = €23,400/year (+39%)
-
-      ## Risk factors
-
-      - CFO is new (joined January 2026) — unknown stance on SaaS spend
-      - Competing internal proposal to consolidate on Microsoft 365 (SharePoint + Viva)
-      - Marcus has confirmed he's advocating for Synap but may need us to provide ROI data
-
-      ## Strategy
-
-      Lead with usage data and ROI framing. Get Marcus a one-pager he can share with the new CFO. The Microsoft consolidation risk is real — need to position Synap as complementary to M365, not competing with it.
-  - profileSlug: company
-    title: Arko Health
-    properties:
-      company-status: Active
-      industry: Healthcare
-      company-size: 11-50
-      arr: 18000
-      website: https://arkohealth.com
-      location: Lyon, France
-      health-score: 55
-      account-owner: Sophie
-      last-contact-date: "2026-01-28"
-      company-tags:
-        - healthcare
-        - at-risk
-      notes: Usage dropped last month. Schedule QBR.
-  - profileSlug: contact
-    title: Camille Renard
-    properties:
-      contact-role: Champion
-      contact-status: Active
-      job-title: CTO
-      company-name: ref:company:Lumio Technologies
-      email: c.renard@lumio.io
-      phone: +33 6 12 34 56 78
-      linkedin: https://linkedin.com/in/camillerenard
-      lead-score: 84
-      contact-source: LinkedIn
-      contact-owner: Antoine
-      last-interaction: "2026-02-10"
-      contact-tags:
-        - technical
-        - champion
-        - decision-maker
-  - profileSlug: contact
-    title: Marcus Holt
-    properties:
-      contact-role: Decision Maker
-      contact-status: Active
-      job-title: VP of Operations
-      company-name: ref:company:Meridian Finance
-      email: m.holt@meridianfinance.eu
-      phone: +32 2 555 0198
-      linkedin: https://linkedin.com/in/marcusholt
-      lead-score: 91
-      contact-source: Referral
-      contact-owner: Antoine
-      last-interaction: "2026-02-18"
-      contact-tags:
-        - renewal
-        - expansion-potential
-  - profileSlug: contact
-    title: Isabelle Moreau
-    properties:
-      contact-role: Lead
-      contact-status: Nurturing
-      job-title: Head of Digital
-      company-name: ref:company:Arko Health
-      email: i.moreau@arkohealth.com
-      lead-score: 47
-      contact-source: Event
-      contact-owner: Sophie
-      last-interaction: "2026-01-28"
-      contact-tags:
-        - healthcare
-        - nurture
-  - profileSlug: deal
-    title: Lumio — Data Pod Enterprise Licence
-    properties:
-      stage: Proposal
-      deal-value: 36000
-      probability: 60
-      close-date: "2026-03-31"
-      deal-type: New Business
-      deal-company: ref:company:Lumio Technologies
-      deal-contact: ref:contact:Camille Renard
-      deal-owner: Antoine
-      next-action: Send revised proposal with compliance annex
-      next-action-date: "2026-02-25"
-      deal-source: Outbound
-      deal-tags:
-        - q1
-        - priority
-        - enterprise
-    content: |-
-      # Deal Brief: Lumio Technologies — Data Pod Enterprise Licence
-
-      ## Opportunity summary
-
-      Lumio Technologies is evaluating Synap as the data infrastructure layer for their internal knowledge management and client-facing data operations. Decision maker is Camille Renard (Head of Engineering), with budget authority sitting with the CTO (François Leroy, not yet in contact).
-
-      - **Stage**: Proposal
-      - **Value**: €28,000 / year
-      - **Close target**: March 31, 2026
-      - **Win probability**: 65%
-
-      ## Why they're looking
-
-      Lumio's current stack is fragmented: Notion for internal docs, HubSpot for client data, Airtable for project tracking. No single system of record. The data sovereignty angle resonates strongly — they've had two incidents in the last year where vendor downtime blocked client deliverables.
-
-      ## Competitive situation
-
-      Evaluating three options: Synap, a custom-built internal tool, and extending their current Notion setup. The custom-build option is losing traction (engineering bandwidth is constrained). Synap vs. extended Notion is the real comparison.
-
-      ## Win conditions
-
-      1. Demo showing cross-entity relationships — specifically, linking client records to project entities to activity logs
-      2. Self-hosting option confirmed for their EU data residency requirement
-      3. Pricing flexibility on seat count (currently 12 users, may scale to 30+)
-
-      ## Next actions
-
-      - [ ] Send proposal deck with custom pricing table (by Feb 28)
-      - [ ] Schedule technical session with François Leroy
-      - [ ] Confirm self-hosting deployment timeline with engineering team
-  - profileSlug: deal
-    title: Meridian Finance — 2026 Renewal + Expansion
-    properties:
-      stage: Negotiation
-      deal-value: 72000
-      probability: 85
-      close-date: "2026-03-15"
-      deal-type: Renewal
-      deal-company: ref:company:Meridian Finance
-      deal-contact: ref:contact:Marcus Holt
-      deal-owner: Antoine
-      next-action: Final contract review call
-      next-action-date: "2026-02-26"
-      deal-source: Inbound
-      deal-tags:
-        - renewal
-        - expansion
-        - q1-close
-  - profileSlug: deal
-    title: Arko Health — Starter Workspace
-    properties:
-      stage: Qualified
-      deal-value: 9600
-      probability: 35
-      close-date: "2026-04-30"
-      deal-type: New Business
-      deal-company: ref:company:Arko Health
-      deal-contact: ref:contact:Isabelle Moreau
-      deal-owner: Sophie
-      next-action: Send case study from healthcare client
-      next-action-date: "2026-03-01"
-      deal-source: Event
-      deal-tags:
-        - healthcare
-        - at-risk
-        - q2
-  - profileSlug: deal
-    title: Vanta Labs — Pilot Evaluation
-    properties:
-      stage: Prospecting
-      deal-value: 24000
-      probability: 20
-      close-date: "2026-05-15"
-      deal-type: New Business
-      deal-company: ref:company:Vanta Labs
-      deal-contact: ref:contact:Thomas Geiger
-      deal-owner: Antoine
-      next-action: Discovery call scheduled
-      next-action-date: "2026-02-28"
-      deal-source: Outbound
-      deal-tags:
-        - pilot
-        - early-stage
-  - profileSlug: activity
-    title: Product demo — Lumio CTO
-    properties:
-      activity-type: Demo
-      activity-date: "2026-02-10"
-      activity-status: Completed
-      activity-outcome: Positive
-      related-company: ref:company:Lumio Technologies
-      related-contact: ref:contact:Camille Renard
-      related-deal: ref:deal:Lumio — Data Pod Enterprise Licence
-      activity-owner: Antoine
-      summary: Ran full platform demo. Strong reaction to the relationship graph and pod sovereignty model. Asked for compliance documentation.
-      duration-min: 60
-    content: |-
-      # Product Demo — Lumio Technologies
-
-      **Date**: February 10, 2026
-      **Attendees**: Camille Renard (Head of Engineering, Lumio), Antoine (Synap)
-      **Type**: Demo
-      **Outcome**: Positive
-
-      ## What we covered
-
-      Ran a 45-minute walkthrough of Synap's entity model, focusing on cross-profile relationships. Specifically demoed:
-
-      1. A Company entity with linked Contacts, Deals, and Activity log — all from one view
-      2. The graph view showing the relationship map across entity types
-      3. Bento dashboard with live entity counts and feed
-
-      Camille's reaction to the graph view: "This is what we've been trying to build manually in Notion for two years."
-
-      ## Key objections raised
-
-      - **Self-hosting**: They need EU data residency. Confirmed Synap supports self-hosted deployment. Need to send technical docs.
-      - **Migration**: Existing Notion data (~3,000 pages). Asked about import tooling — told them CSV import is live, full Notion export support in Q2 roadmap.
-      - **Seat pricing**: Currently 12 users but expects to grow. Agreed to discuss volume pricing in proposal.
-
-      ## Commitments made
-
-      - Antoine: Send proposal by Feb 28 with custom pricing for 12-30 seat range
-      - Antoine: Intro Camille to engineering team for self-hosting technical session
-      - Camille: Get François Leroy (CTO) into next call
-
-      ## Assessment
-
-      High intent. The data sovereignty framing landed. Biggest risk is the CTO not prioritizing before Q1 close — need to get him into the room before March 15.
-  - profileSlug: activity
-    title: Renewal negotiation call — Meridian
-    properties:
-      activity-type: Call
-      activity-date: "2026-02-18"
-      activity-status: Completed
-      activity-outcome: Positive
-      related-company: ref:company:Meridian Finance
-      related-contact: ref:contact:Marcus Holt
-      related-deal: ref:deal:Meridian Finance — 2026 Renewal + Expansion
-      activity-owner: Antoine
-      summary: Aligned on price and new module scope. Final contract to be sent by Feb 26.
-      duration-min: 45
-  - profileSlug: activity
-    title: Follow-up email — Arko Health
-    properties:
-      activity-type: Follow-up
-      activity-date: "2026-03-01"
-      activity-status: Planned
-      activity-outcome: Pending
-      related-company: ref:company:Arko Health
-      related-contact: ref:contact:Isabelle Moreau
-      related-deal: ref:deal:Arko Health — Starter Workspace
-      activity-owner: Sophie
-      summary: Send healthcare sector case study to re-engage.
-      duration-min: 0
-  - profileSlug: pipeline
-    title: New Business — Q1 2026
-    properties:
-      pipeline-status: Active
-      pipeline-type: New Business
-      total-value: 69600
-      deal-count: 3
-      avg-cycle-days: 45
-      win-rate: 38
-      pipeline-owner: Antoine
-      quarter-target: 120000
-  - profileSlug: pipeline
-    title: Renewals & Expansion — Q1 2026
-    properties:
-      pipeline-status: Active
-      pipeline-type: Renewal
-      total-value: 72000
-      deal-count: 1
-      avg-cycle-days: 21
-      win-rate: 85
-      pipeline-owner: Antoine
-      quarter-target: 80000
-  - profileSlug: company
-    title: Vanta Labs
-    properties:
-      company-status: Prospect
-      industry: Technology
-      company-size: 11-50
-      website: https://vantalabs.io
-      location: Berlin, Germany
-      health-score: 60
-      account-owner: Antoine
-      last-contact-date: "2026-02-05"
-      company-tags:
-        - prospect
-        - pilot
-        - germany
-  - profileSlug: contact
-    title: Thomas Geiger
-    properties:
-      contact-role: Decision Maker
-      contact-status: Active
-      job-title: Head of Product
-      company-name: ref:company:Vanta Labs
-      email: thomas@vantalabs.io
-      lead-score: 72
-      contact-source: Outbound
-      contact-owner: Antoine
-      last-interaction: "2026-02-05"
-      contact-tags:
-        - pilot
-        - product-led
-suggestedRelations:
-  - sourceRef: contact:Camille Renard
-    targetRef: company:Lumio Technologies
-    type: belongs_to_project
-  - sourceRef: contact:Marcus Holt
-    targetRef: company:Meridian Finance
-    type: belongs_to_project
-  - sourceRef: contact:Isabelle Moreau
-    targetRef: company:Arko Health
-    type: belongs_to_project
-  - sourceRef: contact:Thomas Geiger
-    targetRef: company:Vanta Labs
-    type: belongs_to_project
-  - sourceRef: deal:Lumio — Data Pod Enterprise Licence
-    targetRef: company:Lumio Technologies
-    type: belongs_to_project
-  - sourceRef: deal:Meridian Finance — 2026 Renewal + Expansion
-    targetRef: company:Meridian Finance
-    type: belongs_to_project
-  - sourceRef: deal:Arko Health — Starter Workspace
-    targetRef: company:Arko Health
-    type: belongs_to_project
-  - sourceRef: deal:Vanta Labs — Pilot Evaluation
-    targetRef: company:Vanta Labs
-    type: belongs_to_project
-  - sourceRef: deal:Lumio — Data Pod Enterprise Licence
-    targetRef: contact:Camille Renard
-    type: relates_to
-  - sourceRef: deal:Meridian Finance — 2026 Renewal + Expansion
-    targetRef: contact:Marcus Holt
-    type: relates_to
-  - sourceRef: deal:Arko Health — Starter Workspace
-    targetRef: contact:Isabelle Moreau
-    type: relates_to
-  - sourceRef: deal:Vanta Labs — Pilot Evaluation
-    targetRef: contact:Thomas Geiger
-    type: relates_to
-  - sourceRef: activity:Product demo — Lumio CTO
-    targetRef: deal:Lumio — Data Pod Enterprise Licence
-    type: relates_to
-  - sourceRef: activity:Renewal negotiation call — Meridian
-    targetRef: deal:Meridian Finance — 2026 Renewal + Expansion
-    type: relates_to
-  - sourceRef: activity:Follow-up email — Arko Health
-    targetRef: deal:Arko Health — Starter Workspace
-    type: relates_to
-  - sourceRef: activity:Product demo — Lumio CTO
-    targetRef: contact:Camille Renard
-    type: attended_by
-  - sourceRef: activity:Renewal negotiation call — Meridian
-    targetRef: contact:Marcus Holt
-    type: attended_by
-  - sourceRef: activity:Follow-up email — Arko Health
-    targetRef: contact:Isabelle Moreau
-    type: attended_by
-  - sourceRef: deal:Lumio — Data Pod Enterprise Licence
-    targetRef: pipeline:New Business — Q1 2026
-    type: belongs_to_project
-  - sourceRef: deal:Arko Health — Starter Workspace
-    targetRef: pipeline:New Business — Q1 2026
-    type: belongs_to_project
-  - sourceRef: deal:Vanta Labs — Pilot Evaluation
-    targetRef: pipeline:New Business — Q1 2026
-    type: belongs_to_project
-  - sourceRef: deal:Meridian Finance — 2026 Renewal + Expansion
-    targetRef: pipeline:Renewals & Expansion — Q1 2026
-    type: belongs_to_project
+  - sourceProfileSlug: client
+    targetProfileSlug: company
+    type: belongs_to
+  - sourceProfileSlug: client
+    targetProfileSlug: contact
+    type: primary_contact
+  - sourceProfileSlug: partner
+    targetProfileSlug: company
+    type: works_with
+  - sourceProfileSlug: partner
+    targetProfileSlug: contact
+    type: primary_contact
+  - sourceProfileSlug: partner
+    targetProfileSlug: client
+    type: refers
 displayTemplates:
   - name: Deal Card
     description: Sales deal with pipeline stage, value, probability, and linked company
@@ -2568,6 +2218,45 @@ integrations:
 onboarding:
   goal: Capture the user's sales pipeline shape, their key accounts/contacts, and how they qualify and move deals — so the CRM reflects their real revenue motion, not a generic template.
   framing: "Act as a sharp revenue/sales-ops lead. Tease out how they actually sell: who they sell to, what stages a deal moves through, where leads come from, and what 'qualified' means to them. Translate their words into pipeline config, companies, contacts, and deals."
+  expertise:
+    starters:
+      - >
+        Don't ask for stages on a blank slate — infer the motion first and propose
+        a default pipeline for it. PLG: Signup → Activated → PQL → Expansion.
+        Sales-led: Discovery → Qualified → Demo → Proposal → Negotiation → Closed.
+        Agency/retainer: Lead → Scoping → Proposal → Won → Delivery. Offer the one
+        that fits and let them cut stages, rather than starting from nothing.
+      - >
+        Define every stage by a BUYER action, not a seller activity — "Demo booked"
+        or "Security review passed", not "Following up" or "Sent email". Seller-verb
+        stages are why pipelines rot: they describe effort, not progress. If they
+        name an activity stage, reflect it back as the buyer commitment it's meant
+        to prove.
+      - >
+        Anchor qualification to a named framework, don't leave "qualified" as a
+        feeling. Propose BANT for transactional deals or MEDDIC for enterprise, then
+        make the exit criteria out of it — e.g. a deal can't leave Qualified without
+        a known budget, an identified economic buyer, and a compelling event.
+    blindSpots:
+      - >
+        The "everything is 'in progress'" pipeline. If most deals sit in middle
+        stages with no close date or next step, that's not a pipeline, it's a
+        graveyard — hygiene has collapsed. Push for a next step + a date on every
+        open deal, and be willing to mark the dead ones lost.
+      - >
+        A stage with no exit criteria is a wish, not a stage. If they can't tell you
+        the ONE thing that must be true to advance a deal, the stage is theater.
+        Force a crisp gate for each — what the buyer must have done to move forward.
+      - >
+        Founders track deal value but not the two numbers that actually predict
+        revenue: win rate by stage and average sales-cycle length. Without them you
+        can't forecast or spot where deals stall. Surface both early even if the
+        first answer is a rough guess.
+    bar: >
+      The pipeline stages mirror how a buyer actually commits (not how the rep works
+      their day), each stage has a one-line exit gate, "qualified" maps to a real
+      framework, and every live deal on the board has an owner, a value, a next step,
+      and a close date — so a glance at the board tells the truth about revenue.
   collect:
     - profileSlug: pipeline
       what: Their real deal stages in order (e.g. Lead → Qualified → Demo → Proposal → Won/Lost)