code-ai-installer 4.0.0 → 4.0.1-b

package/domains/product/locales/en/.agents/skills/gtm-brief/SKILL.md

@@ -1,6 +1,23 @@
 ---
 name: gtm-brief
 description: GTM brief — positioning, ICP, messaging, launch channels, sales enablement, pricing hooks
+type: triggered
+domain: product
+owners:
+  - pm
+gates:
+  - PM
+tech: []
+topic: []
+triggers:
+  - gtm-brief
+  - GTM
+  - go-to-market
+  - product launch
+related:
+  - gtm-brief-reference
+budget_lines: 282
+schema_version: 1
 ---
 # Go-to-Market Brief (B2B SaaS)
 
@@ -262,324 +279,4 @@ Format: GTM brief doc (markdown or deck). Via `$handoff`.
 
 ## Template
 
-```markdown
-# GTM Brief: [Initiative Name]
-
-## Overview + Objectives
-...
-
-## ICP
-- Firmographic: [size, industry, geo]
-- Persona (Buyer): [role, seniority, pain]
-- Persona (End-user): ...
-- Qualification criteria: must-haves
-
-## Positioning
-For [target]
-Who [need]
-Our [product] is a [category]
-That [benefit]
-Unlike [alternative]
-Our product [differentiator]
-
-## Messaging Pillars
-| # | Pillar | Claim | Proof | JTBD |
-
-## Competitive Differentiation
-[Comparison table + win/loss narrative]
-
-## Pricing & Packaging
-...
-
-## Launch Channels
-- Owned: ...
-- Paid: ...
-- Earned: ...
-- Partner: ...
-
-## Sales Enablement
-- Deck, battle cards, demo, ROI calc, objections
-
-## CS Enablement
-- Docs, videos, FAQ, migration guide
-
-## Success Metrics
-- 30-day: ...
-- 90-day: ...
-- 6mo+: ...
-
-## Timeline
-[T-weeks table]
-```
-
-## Worked Example — TeamFlow AI Summarization GTM Brief
-
-```markdown
-# GTM Brief: TeamFlow AI 1:1 Summarization (Team Tier Launch)
-
-**Owner:** Jamie L. (Head of Product Marketing)  ·  **Launch:** June 30, 2026  ·  **Status:** Approved
-
-## Overview + Objectives
-
-**Overview:** Launch TeamFlow's first AI feature — 1:1 summarization — as the flagship value driver of the new «Team Tier» (+$8/seat/month premium). Positions TeamFlow as the AI-native category leader in B2B people management, opens clear expansion path from existing Core customers.
-
-**Objectives (Q2-Q3 2026):**
-1. **40 account upgrades** to Team Tier within first 90 days (OKR KR1.1)
-2. **Pipeline generation:** 50 qualified Team Tier opportunities from existing Core customers
-3. **Competitive wins:** 3 Lattice/15Five replacements citing «AI summarization» as primary reason
-4. **Category positioning:** ≥ 1 Tier-1 publication (TechCrunch, Axios, CNBC) covering launch
-
----
-
-## ICP — Ideal Customer Profile
-
-### Firmographic
-- **Company size:** 100-1000 employees (mid-market primary)
-- **Industry:** Tech-forward — B2B SaaS, Software, Fintech, HealthTech (regulated OK)
-- **Revenue:** $5M-$500M ARR
-- **Geography:** US + Canada primary, EU secondary (EU data residency ready), APAC future
-- **Growth stage:** Scaling (hired 20-50% YoY) — management needs are acute
-
-### Personas
-
-**Primary Buyer: VP People / Chief People Officer**
-- **Role seniority:** Director through C-level (reports to CEO or COO)
-- **Tenure:** 5-10 years in People/HR
-- **Key context:** Under pressure to show manager effectiveness data, reports to ELT
-- **Pain:** Cannot measure 1:1 quality; relies on storytelling with CEO
-- **Goal:** Be seen as data-driven People leader
-- **Budget authority:** Yes ($50K-$500K annually)
-
-**End-User: People Manager**
-- **Role:** Engineering / Sales / Ops / Product managers with 5-15 direct reports
-- **Tenure:** 2-10 years in management
-- **Pain:** 45-60 min/week admin per report, action items dropped, meeting quality anxiety
-- **Goal:** Feel prepared, connected, not burned out
-- **Buying influence:** Moderate (their pushback kills deals, their enthusiasm accelerates)
-
-**Champion: Chief of Staff / HR Business Partner**
-- **Role:** Reports to VP People or directly to exec
-- **Function:** Advocate internally, navigate multi-stakeholder buying
-- **What they need:** Clear business case, easy internal messaging, support
-
-### Qualification Criteria
-
-**Must-haves (ICP):**
-- [ ] 100+ employees (scale threshold)
-- [ ] Multi-tier management structure (managers who manage managers)
-- [ ] VP People or equivalent role exists (buyer present)
-- [ ] Currently using spreadsheet / ad-hoc / competitor for performance management
-
-**Good-to-haves:**
-- [ ] Tech industry (AI-ready culture)
-- [ ] Remote / hybrid workforce (1:1 importance elevated)
-- [ ] Recent leadership change (new VP People looking for modern tools)
-- [ ] Data-driven organization (CRO + CTO with metrics buy Sales, CPO wants parity)
-
----
-
-## Positioning (Geoffrey Moore)
-
-**For** People operations leaders at mid-market B2B SaaS companies (100-1000 employees)
-**Who** need measurable evidence of manager effectiveness at scale
-**Our** TeamFlow AI-powered 1:1 tier **is a** People operations intelligence platform
-**That** automates the admin burden of 1:1s and generates actionable insights on manager practice
-**Unlike** Lattice, 15Five, or Culture Amp (which provide structured templates but no AI automation)
-**Our product** combines native AI summarization with privacy-by-design architecture, trusted by 3+ years of B2B HR data handling.
-
-**Elevator pitch (30 seconds):**
-«Managers spend 3+ hours a week on 1:1 admin — prep, notes, follow-up. We turn those hours back into real conversations. TeamFlow AI summarizes every 1:1, extracts action items, and reminds managers before the next meeting. VP HR gets the data they've never had: which managers run great 1:1s, which teams are at risk, all without touching the sensitive content. 40 mid-market customers upgraded in the first quarter.»
-
----
-
-## Messaging Pillars
-
-| # | Pillar | Claim | Proof Points | JTBD Addressed |
-|---|--------|-------|--------------|----------------|
-| 1 | **Time Reclaimed** | «Get 3 hours per week back for every manager» | Wizard-of-Oz beta: avg 2.8 hrs saved/week per manager; customer quote wall | End-user F1 (admin overhead) |
-| 2 | **Confidence, Not Surveillance** | «Privacy-first AI that managers opt into, not corporate monitoring» | Architecture: opt-in per meeting, zero data retention on LLM, SOC 2 Type II attestation | Buyer E1 + End-user E1 (emotional jobs) |
-| 3 | **Measurable People Operations** | «See manager 1:1 health across your org for the first time» | Dashboard: cadence, action items velocity, health scores (aggregate, privacy-preserving) | Buyer F1, F2 (consistency + ROI reporting) |
-| 4 | **Enterprise-Grade from Day One** | «SOC 2 Type II, GDPR, BYOK encryption, SSO/SCIM — ready for your procurement» | Security attestations; customer references (2 enterprise design partners) | Buyer S1 (credibility with ELT) |
-
-Note: Avoid generic «AI-powered» — everyone says that. Specifics + proof points matter.
-
----
-
-## Competitive Differentiation
-
-### Direct competitors
-
-| Dimension | **TeamFlow AI** | Lattice | 15Five | Culture Amp |
-|-----------|:---------------:|:-------:|:------:|:-----------:|
-| AI 1:1 summarization | ✅ **Native, launched June 2026** | ❌ | ❌ | ❌ |
-| Action items auto-extract | ✅ | Partial (manual) | ❌ | ❌ |
-| Aggregate 1:1 dashboard | ✅ Q3 2026 | ❌ | Partial | ❌ |
-| Privacy architecture (opt-in, BYOK) | ✅ | Basic | Basic | Basic |
-| SSO SAML + SCIM | ✅ | ✅ | ✅ | ✅ |
-| Pricing (mid-market avg) | $30/seat (Team Tier) | $35/seat | $28/seat | $25/seat |
-
-### Indirect competitors
-- **Notion / Asana / Airtable:** «generic tool hack» — customers cobble together workflows
-- **Otter.ai + ChatGPT:** external transcription + summary — privacy nightmare for HR
-
-### Why We Win (top 3 reasons customers choose us)
-1. **AI-native, purpose-built** — not bolted-on, understood HR context
-2. **Privacy architecture** — enterprise-ready trust model
-3. **Integrated workflow + analytics** — one platform, multiple tiers
-
-### Top Objections + Responses
-
-| Objection | Response |
-|-----------|----------|
-| «Why not wait for Lattice to add AI?» | «Feature gap likely 12+ months. Our 3-year data head start = better summaries Day 1. See demo.» |
-| «Privacy concerns — HR data leaking to OpenAI?» | «Zero retention API tier + regional endpoints + BYOK for enterprise. Happy to share arch diagrams + SOC 2 scope.» |
-| «We already have our own process» | «Great — keep what works. AI augments, doesn't replace. Our Team Tier adds AI assist without disrupting current workflows. Try for 30 days.» |
-| «Pricing feels steep» | «$8/seat for 3 hrs/week saved — that's $150/hr value created. ROI 45×. Our customers see NRR lift 5-10pp post-AI tier adoption.» |
-| «What if AI is wrong?» | «Manager reviews and edits before approval. AI-assisted, human-authored. See demo.» |
-
----
-
-## Pricing & Packaging
-
-### Pricing Model
-
-**Three-tier structure (active effective July 1, 2026):**
-
-| Tier | Price/seat/mo | Core Features | AI Summarization | Analytics |
-|------|:-------------:|:-------------:|:----------------:|:---------:|
-| **Core** | $15 | 1:1 templates, OKR tracking, reviews | ❌ | Basic |
-| **Team** | $23 (+$8) | All Core + | ✅ | Standard |
-| **Enterprise** | $50+ (negotiated) | All Team + | ✅ + BYOK | Aggregate + benchmarks + manager health scores |
-
-**Pricing rationale:**
-- Value-based: $8/seat for 3 hrs/week saved = customer ROI 45×
-- Competitor-based: Lattice $35, 15Five $28, us positioned in middle
-- Expansion-optimized: tier ladder encourages upgrade (Core → Team → Enterprise)
-
-**Discount Policies:**
-- Annual prepay: 15% discount
-- 500+ seats: negotiated (sales-led)
-- Non-profit: 30% discount
-- Early adopter (first 100 Team Tier upgrades): +50% free trial extension (30 → 45 days)
-
----
-
-## Launch Channels
-
-**Channel mix (investment weighting):**
-
-### Owned (60% focus)
-- **Email to existing customers:** 4,200 contacts, segmented (SMB / mid / enterprise)
-- **In-app banner:** Core tier customers see upsell CTA
-- **Blog post:** «Introducing AI-Assisted 1:1s» — long-form, SEO-optimized
-- **Changelog update:** Published via release notes
-- **Webinar series:** «AI in People Ops — 4-week series» (weekly)
-- **Customer advisory board:** Exclusive preview 3 days before public
-
-### Paid (20% focus)
-- **LinkedIn ads:** B2B SaaS standard — targeting VP HR titles, 100-1000 employee filter
-- **Google search ads:** «AI for performance management», «ai 1:1 notes», competitor keywords
-- **Retargeting:** website visitors who bounced off pricing page
-
-### Earned (15% focus)
-- **PR outreach:** TechCrunch exclusive (briefing June 27), Axios, CNBC follow-ups
-- **Influencer advocacy:** 3 People Ops thought leaders briefed (Lars, Mia, Kevin)
-- **Customer case studies:** 3 written + filmed by Q3
-
-### Partners (5% focus)
-- **Integration partners:** Notion, Linear, Jira announcements mentioning TeamFlow AI
-- **Agency network:** Carta People, Gusto refer customers with performance mgmt needs
-
----
-
-## Sales Enablement
-
-**Deliverables (completed June 23):**
-- [x] Updated pitch deck (+5 AI slides)
-- [x] Battle cards vs Lattice, 15Five, Culture Amp, Notion/Asana hack
-- [x] Demo script (7 min live + interactive sandbox environment)
-- [x] ROI calculator (inputs: # managers, # reports/manager → outputs: hours saved, $ value)
-- [x] Objection handling guide (20 common objections + responses)
-- [x] Cold outreach sequence (3-email, LinkedIn InMail variants)
-- [x] Pricing sheet with annual prepay options
-
-**Training:**
-- [x] 90-min live session (June 24) — 18 of 20 sales reps attended
-- [x] Recorded + transcribed for async review
-- [x] Weekly office hours with PM + Product Marketing (Fridays 2pm)
-
----
-
-## CS Enablement
-
-**Deliverables:**
-- [x] Customer-facing docs (knowledge base): «Getting Started», «Privacy FAQ», «Admin Guide»
-- [x] Video walkthrough (5 min manager + 3 min admin)
-- [x] FAQ: 47 questions covering all major use cases
-- [x] Migration guides: For customers currently using competitor note-taking
-- [x] Escalation runbook for edge cases
-
-**Training:**
-- [x] Internal workshop (June 20) — all 15 CS team members attended
-- [x] Dogfood access — CS reps used feature 2 weeks pre-launch
-- [x] Shadow manager sessions (live 1:1 observations)
-
----
-
-## Success Metrics
-
-### Short-term (30 days post-launch — July 30)
-- **Adoption:** 15 Team Tier upgrades
-- **Support ticket volume:** <5% of total
-- **Sales inquiry volume:** 30 new Team Tier opportunities
-- **Press coverage:** 1 Tier-1 publication
-- **NPS (Team Tier users):** 48+ (baseline 45 for TeamFlow overall)
-
-### Mid-term (90 days — September 30)
-- **Total upgrades:** 40 accounts (OKR commitment)
-- **Pipeline influenced:** $3M ARR
-- **New ARR attributed:** $400K
-- **Competitive win rate vs Lattice:** 35%+ (baseline 22%)
-- **Sticky Manager Ratio (NSM):** 20%+
-
-### Long-term (6+ months — Dec 30)
-- **Retention lift in AI Tier accounts:** +3pp vs Core tier
-- **NRR impact:** +5pp org-wide
-- **Category positioning shift:** «AI-native People Ops» appears in analyst reports (Forrester, Gartner)
-
----
-
-## Timeline
-
-| Week | Phase | Activities |
-|:----:|-------|-----------|
-| T-6 (May 19) | Prep | GTM brief approval, ICP finalized |
-| T-4 (June 2) | Prep | Sales deck, battle cards, training materials ready |
-| T-2 (June 16) | Beta | Beta customer feedback, iteration, final messaging |
-| T-1 (June 23) | Hardening | Final copy, FAQ, docs published (staging), training sessions |
-| **T-0 (June 30)** | **Launch** | **Announce all channels, sales enablement live, CS prepared** |
-| T+1 (July 7) | Monitor | Daily metrics review, issue triage, customer feedback |
-| T+4 (July 28) | Retro | Post-launch retrospective, adjustments, Q3 plan |
-
----
-
-## Open Questions (resolved pre-launch)
-
-1. [RESOLVED] Pricing final: $23/seat Team Tier confirmed by VP Sales + CFO
-2. [RESOLVED] PR exclusive: TechCrunch briefing date locked (June 27)
-3. [RESOLVED] Customer advisory board preview: June 27 email + dedicated Slack
-4. [OPEN — post-launch monitor] Mobile demand: 3 customers asked; track signal, reconsider Q4
-
----
-
-## Risks & Mitigations
-
-| Risk | Probability | Impact | Mitigation |
-|------|:-----------:|:------:|-----------|
-| Launch coincides with competitor AI announcement | M | H | Pre-brief on day zero narrative — «first-to-market with privacy-first» differentiator |
-| Support ticket spike overwhelms CS | M | M | 5 CS reserves on standby first 2 weeks |
-| Pricing pushback from price-sensitive SMBs | H | L | 30-day trial + annual discount offers |
-| Enterprise prospects stall on compliance | L | H | SOC 2 Type II attestation ready, fast-track responses |
-```
-
-> **GTM brief lesson:** Messaging pillars are not a feature list. Each pillar = claim + proof + JTBD link. **Objection handling** with concrete numeric responses («$150/hr value, ROI 45×») rather than platitudes. **Channel mix weighted** (60/20/15/5) — not equal effort. Sales enablement deliverables specific + timed. Metrics laddered (short / mid / long) prevent launch anxiety about Day 1 adoption.
+> 📦 <!--SPLIT-POINTER--> Полный блок — в `$gtm-brief-reference` (§ Template).

package/domains/product/locales/en/.agents/skills/gtm-brief-reference/SKILL.md

@@ -0,0 +1,348 @@
+---
+name: gtm-brief-reference
+description: GTM brief — positioning, ICP, messaging, launch channels, sales enablement, pricing hooks — reference (code & worked-example library)
+type: reference
+domain: product
+owners:
+  - pm
+gates:
+  - PM
+tech: []
+topic: []
+triggers:
+  - gtm-brief
+  - GTM
+  - go-to-market
+  - product launch
+related:
+  - gtm-brief
+budget_lines: 348
+schema_version: 1
+---
+# gtm-brief — Reference (code & worked-example library)
+
+> Verbatim code blocks and the worked example extracted from `$gtm-brief` (workflow). Copy-paste library; the procedure lives in the workflow skill.
+
+## Template
+
+```markdown
+# GTM Brief: [Initiative Name]
+
+## Overview + Objectives
+...
+
+## ICP
+- Firmographic: [size, industry, geo]
+- Persona (Buyer): [role, seniority, pain]
+- Persona (End-user): ...
+- Qualification criteria: must-haves
+
+## Positioning
+For [target]
+Who [need]
+Our [product] is a [category]
+That [benefit]
+Unlike [alternative]
+Our product [differentiator]
+
+## Messaging Pillars
+| # | Pillar | Claim | Proof | JTBD |
+
+## Competitive Differentiation
+[Comparison table + win/loss narrative]
+
+## Pricing & Packaging
+...
+
+## Launch Channels
+- Owned: ...
+- Paid: ...
+- Earned: ...
+- Partner: ...
+
+## Sales Enablement
+- Deck, battle cards, demo, ROI calc, objections
+
+## CS Enablement
+- Docs, videos, FAQ, migration guide
+
+## Success Metrics
+- 30-day: ...
+- 90-day: ...
+- 6mo+: ...
+
+## Timeline
+[T-weeks table]
+```
+
+## Worked Example — TeamFlow AI Summarization GTM Brief
+
+```markdown
+# GTM Brief: TeamFlow AI 1:1 Summarization (Team Tier Launch)
+
+**Owner:** Jamie L. (Head of Product Marketing)  ·  **Launch:** June 30, 2026  ·  **Status:** Approved
+
+## Overview + Objectives
+
+**Overview:** Launch TeamFlow's first AI feature — 1:1 summarization — as the flagship value driver of the new «Team Tier» (+$8/seat/month premium). Positions TeamFlow as the AI-native category leader in B2B people management, opens clear expansion path from existing Core customers.
+
+**Objectives (Q2-Q3 2026):**
+1. **40 account upgrades** to Team Tier within first 90 days (OKR KR1.1)
+2. **Pipeline generation:** 50 qualified Team Tier opportunities from existing Core customers
+3. **Competitive wins:** 3 Lattice/15Five replacements citing «AI summarization» as primary reason
+4. **Category positioning:** ≥ 1 Tier-1 publication (TechCrunch, Axios, CNBC) covering launch
+
+---
+
+## ICP — Ideal Customer Profile
+
+### Firmographic
+- **Company size:** 100-1000 employees (mid-market primary)
+- **Industry:** Tech-forward — B2B SaaS, Software, Fintech, HealthTech (regulated OK)
+- **Revenue:** $5M-$500M ARR
+- **Geography:** US + Canada primary, EU secondary (EU data residency ready), APAC future
+- **Growth stage:** Scaling (hired 20-50% YoY) — management needs are acute
+
+### Personas
+
+**Primary Buyer: VP People / Chief People Officer**
+- **Role seniority:** Director through C-level (reports to CEO or COO)
+- **Tenure:** 5-10 years in People/HR
+- **Key context:** Under pressure to show manager effectiveness data, reports to ELT
+- **Pain:** Cannot measure 1:1 quality; relies on storytelling with CEO
+- **Goal:** Be seen as data-driven People leader
+- **Budget authority:** Yes ($50K-$500K annually)
+
+**End-User: People Manager**
+- **Role:** Engineering / Sales / Ops / Product managers with 5-15 direct reports
+- **Tenure:** 2-10 years in management
+- **Pain:** 45-60 min/week admin per report, action items dropped, meeting quality anxiety
+- **Goal:** Feel prepared, connected, not burned out
+- **Buying influence:** Moderate (their pushback kills deals, their enthusiasm accelerates)
+
+**Champion: Chief of Staff / HR Business Partner**
+- **Role:** Reports to VP People or directly to exec
+- **Function:** Advocate internally, navigate multi-stakeholder buying
+- **What they need:** Clear business case, easy internal messaging, support
+
+### Qualification Criteria
+
+**Must-haves (ICP):**
+- [ ] 100+ employees (scale threshold)
+- [ ] Multi-tier management structure (managers who manage managers)
+- [ ] VP People or equivalent role exists (buyer present)
+- [ ] Currently using spreadsheet / ad-hoc / competitor for performance management
+
+**Good-to-haves:**
+- [ ] Tech industry (AI-ready culture)
+- [ ] Remote / hybrid workforce (1:1 importance elevated)
+- [ ] Recent leadership change (new VP People looking for modern tools)
+- [ ] Data-driven organization (CRO + CTO with metrics buy Sales, CPO wants parity)
+
+---
+
+## Positioning (Geoffrey Moore)
+
+**For** People operations leaders at mid-market B2B SaaS companies (100-1000 employees)
+**Who** need measurable evidence of manager effectiveness at scale
+**Our** TeamFlow AI-powered 1:1 tier **is a** People operations intelligence platform
+**That** automates the admin burden of 1:1s and generates actionable insights on manager practice
+**Unlike** Lattice, 15Five, or Culture Amp (which provide structured templates but no AI automation)
+**Our product** combines native AI summarization with privacy-by-design architecture, trusted by 3+ years of B2B HR data handling.
+
+**Elevator pitch (30 seconds):**
+«Managers spend 3+ hours a week on 1:1 admin — prep, notes, follow-up. We turn those hours back into real conversations. TeamFlow AI summarizes every 1:1, extracts action items, and reminds managers before the next meeting. VP HR gets the data they've never had: which managers run great 1:1s, which teams are at risk, all without touching the sensitive content. 40 mid-market customers upgraded in the first quarter.»
+
+---
+
+## Messaging Pillars
+
+| # | Pillar | Claim | Proof Points | JTBD Addressed |
+|---|--------|-------|--------------|----------------|
+| 1 | **Time Reclaimed** | «Get 3 hours per week back for every manager» | Wizard-of-Oz beta: avg 2.8 hrs saved/week per manager; customer quote wall | End-user F1 (admin overhead) |
+| 2 | **Confidence, Not Surveillance** | «Privacy-first AI that managers opt into, not corporate monitoring» | Architecture: opt-in per meeting, zero data retention on LLM, SOC 2 Type II attestation | Buyer E1 + End-user E1 (emotional jobs) |
+| 3 | **Measurable People Operations** | «See manager 1:1 health across your org for the first time» | Dashboard: cadence, action items velocity, health scores (aggregate, privacy-preserving) | Buyer F1, F2 (consistency + ROI reporting) |
+| 4 | **Enterprise-Grade from Day One** | «SOC 2 Type II, GDPR, BYOK encryption, SSO/SCIM — ready for your procurement» | Security attestations; customer references (2 enterprise design partners) | Buyer S1 (credibility with ELT) |
+
+Note: Avoid generic «AI-powered» — everyone says that. Specifics + proof points matter.
+
+---
+
+## Competitive Differentiation
+
+### Direct competitors
+
+| Dimension | **TeamFlow AI** | Lattice | 15Five | Culture Amp |
+|-----------|:---------------:|:-------:|:------:|:-----------:|
+| AI 1:1 summarization | ✅ **Native, launched June 2026** | ❌ | ❌ | ❌ |
+| Action items auto-extract | ✅ | Partial (manual) | ❌ | ❌ |
+| Aggregate 1:1 dashboard | ✅ Q3 2026 | ❌ | Partial | ❌ |
+| Privacy architecture (opt-in, BYOK) | ✅ | Basic | Basic | Basic |
+| SSO SAML + SCIM | ✅ | ✅ | ✅ | ✅ |
+| Pricing (mid-market avg) | $30/seat (Team Tier) | $35/seat | $28/seat | $25/seat |
+
+### Indirect competitors
+- **Notion / Asana / Airtable:** «generic tool hack» — customers cobble together workflows
+- **Otter.ai + ChatGPT:** external transcription + summary — privacy nightmare for HR
+
+### Why We Win (top 3 reasons customers choose us)
+1. **AI-native, purpose-built** — not bolted-on, understood HR context
+2. **Privacy architecture** — enterprise-ready trust model
+3. **Integrated workflow + analytics** — one platform, multiple tiers
+
+### Top Objections + Responses
+
+| Objection | Response |
+|-----------|----------|
+| «Why not wait for Lattice to add AI?» | «Feature gap likely 12+ months. Our 3-year data head start = better summaries Day 1. See demo.» |
+| «Privacy concerns — HR data leaking to OpenAI?» | «Zero retention API tier + regional endpoints + BYOK for enterprise. Happy to share arch diagrams + SOC 2 scope.» |
+| «We already have our own process» | «Great — keep what works. AI augments, doesn't replace. Our Team Tier adds AI assist without disrupting current workflows. Try for 30 days.» |
+| «Pricing feels steep» | «$8/seat for 3 hrs/week saved — that's $150/hr value created. ROI 45×. Our customers see NRR lift 5-10pp post-AI tier adoption.» |
+| «What if AI is wrong?» | «Manager reviews and edits before approval. AI-assisted, human-authored. See demo.» |
+
+---
+
+## Pricing & Packaging
+
+### Pricing Model
+
+**Three-tier structure (active effective July 1, 2026):**
+
+| Tier | Price/seat/mo | Core Features | AI Summarization | Analytics |
+|------|:-------------:|:-------------:|:----------------:|:---------:|
+| **Core** | $15 | 1:1 templates, OKR tracking, reviews | ❌ | Basic |
+| **Team** | $23 (+$8) | All Core + | ✅ | Standard |
+| **Enterprise** | $50+ (negotiated) | All Team + | ✅ + BYOK | Aggregate + benchmarks + manager health scores |
+
+**Pricing rationale:**
+- Value-based: $8/seat for 3 hrs/week saved = customer ROI 45×
+- Competitor-based: Lattice $35, 15Five $28, us positioned in middle
+- Expansion-optimized: tier ladder encourages upgrade (Core → Team → Enterprise)
+
+**Discount Policies:**
+- Annual prepay: 15% discount
+- 500+ seats: negotiated (sales-led)
+- Non-profit: 30% discount
+- Early adopter (first 100 Team Tier upgrades): +50% free trial extension (30 → 45 days)
+
+---
+
+## Launch Channels
+
+**Channel mix (investment weighting):**
+
+### Owned (60% focus)
+- **Email to existing customers:** 4,200 contacts, segmented (SMB / mid / enterprise)
+- **In-app banner:** Core tier customers see upsell CTA
+- **Blog post:** «Introducing AI-Assisted 1:1s» — long-form, SEO-optimized
+- **Changelog update:** Published via release notes
+- **Webinar series:** «AI in People Ops — 4-week series» (weekly)
+- **Customer advisory board:** Exclusive preview 3 days before public
+
+### Paid (20% focus)
+- **LinkedIn ads:** B2B SaaS standard — targeting VP HR titles, 100-1000 employee filter
+- **Google search ads:** «AI for performance management», «ai 1:1 notes», competitor keywords
+- **Retargeting:** website visitors who bounced off pricing page
+
+### Earned (15% focus)
+- **PR outreach:** TechCrunch exclusive (briefing June 27), Axios, CNBC follow-ups
+- **Influencer advocacy:** 3 People Ops thought leaders briefed (Lars, Mia, Kevin)
+- **Customer case studies:** 3 written + filmed by Q3
+
+### Partners (5% focus)
+- **Integration partners:** Notion, Linear, Jira announcements mentioning TeamFlow AI
+- **Agency network:** Carta People, Gusto refer customers with performance mgmt needs
+
+---
+
+## Sales Enablement
+
+**Deliverables (completed June 23):**
+- [x] Updated pitch deck (+5 AI slides)
+- [x] Battle cards vs Lattice, 15Five, Culture Amp, Notion/Asana hack
+- [x] Demo script (7 min live + interactive sandbox environment)
+- [x] ROI calculator (inputs: # managers, # reports/manager → outputs: hours saved, $ value)
+- [x] Objection handling guide (20 common objections + responses)
+- [x] Cold outreach sequence (3-email, LinkedIn InMail variants)
+- [x] Pricing sheet with annual prepay options
+
+**Training:**
+- [x] 90-min live session (June 24) — 18 of 20 sales reps attended
+- [x] Recorded + transcribed for async review
+- [x] Weekly office hours with PM + Product Marketing (Fridays 2pm)
+
+---
+
+## CS Enablement
+
+**Deliverables:**
+- [x] Customer-facing docs (knowledge base): «Getting Started», «Privacy FAQ», «Admin Guide»
+- [x] Video walkthrough (5 min manager + 3 min admin)
+- [x] FAQ: 47 questions covering all major use cases
+- [x] Migration guides: For customers currently using competitor note-taking
+- [x] Escalation runbook for edge cases
+
+**Training:**
+- [x] Internal workshop (June 20) — all 15 CS team members attended
+- [x] Dogfood access — CS reps used feature 2 weeks pre-launch
+- [x] Shadow manager sessions (live 1:1 observations)
+
+---
+
+## Success Metrics
+
+### Short-term (30 days post-launch — July 30)
+- **Adoption:** 15 Team Tier upgrades
+- **Support ticket volume:** <5% of total
+- **Sales inquiry volume:** 30 new Team Tier opportunities
+- **Press coverage:** 1 Tier-1 publication
+- **NPS (Team Tier users):** 48+ (baseline 45 for TeamFlow overall)
+
+### Mid-term (90 days — September 30)
+- **Total upgrades:** 40 accounts (OKR commitment)
+- **Pipeline influenced:** $3M ARR
+- **New ARR attributed:** $400K
+- **Competitive win rate vs Lattice:** 35%+ (baseline 22%)
+- **Sticky Manager Ratio (NSM):** 20%+
+
+### Long-term (6+ months — Dec 30)
+- **Retention lift in AI Tier accounts:** +3pp vs Core tier
+- **NRR impact:** +5pp org-wide
+- **Category positioning shift:** «AI-native People Ops» appears in analyst reports (Forrester, Gartner)
+
+---
+
+## Timeline
+
+| Week | Phase | Activities |
+|:----:|-------|-----------|
+| T-6 (May 19) | Prep | GTM brief approval, ICP finalized |
+| T-4 (June 2) | Prep | Sales deck, battle cards, training materials ready |
+| T-2 (June 16) | Beta | Beta customer feedback, iteration, final messaging |
+| T-1 (June 23) | Hardening | Final copy, FAQ, docs published (staging), training sessions |
+| **T-0 (June 30)** | **Launch** | **Announce all channels, sales enablement live, CS prepared** |
+| T+1 (July 7) | Monitor | Daily metrics review, issue triage, customer feedback |
+| T+4 (July 28) | Retro | Post-launch retrospective, adjustments, Q3 plan |
+
+---
+
+## Open Questions (resolved pre-launch)
+
+1. [RESOLVED] Pricing final: $23/seat Team Tier confirmed by VP Sales + CFO
+2. [RESOLVED] PR exclusive: TechCrunch briefing date locked (June 27)
+3. [RESOLVED] Customer advisory board preview: June 27 email + dedicated Slack
+4. [OPEN — post-launch monitor] Mobile demand: 3 customers asked; track signal, reconsider Q4
+
+---
+
+## Risks & Mitigations
+
+| Risk | Probability | Impact | Mitigation |
+|------|:-----------:|:------:|-----------|
+| Launch coincides with competitor AI announcement | M | H | Pre-brief on day zero narrative — «first-to-market with privacy-first» differentiator |
+| Support ticket spike overwhelms CS | M | M | 5 CS reserves on standby first 2 weeks |
+| Pricing pushback from price-sensitive SMBs | H | L | 30-day trial + annual discount offers |
+| Enterprise prospects stall on compliance | L | H | SOC 2 Type II attestation ready, fast-track responses |
+```
+
+> **GTM brief lesson:** Messaging pillars are not a feature list. Each pillar = claim + proof + JTBD link. **Objection handling** with concrete numeric responses («$150/hr value, ROI 45×») rather than platitudes. **Channel mix weighted** (60/20/15/5) — not equal effort. Sales enablement deliverables specific + timed. Metrics laddered (short / mid / long) prevent launch anxiety about Day 1 adoption.