fraim-framework 2.0.65 → 2.0.67

package/dist/registry/ai-manager-rules/customer-development-phases/phase1-customer-profiling.md

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+# Phase 1: Customer Profiling
+
+## Objective
+Define target customer characteristics and search criteria to guide systematic prospect discovery across multiple platforms.
+
+## Key Questions to Ask
+
+### Understanding the Business
+1. "What specific problem does your product or service solve?"
+2. "How do customers currently solve this problem without your solution?"
+3. "What makes your solution different from existing alternatives?"
+4. "What's the cost of not solving this problem for your customers?"
+5. "How urgent is this problem for your target customers?"
+
+### Defining the Target Customer
+6. "Who experiences this problem most acutely in their daily work?"
+7. "What job titles would typically have this problem?"
+8. "What industries or sectors are most affected by this problem?"
+9. "What size companies (startup, SMB, enterprise) are your ideal customers?"
+10. "What geographic regions should we focus on?"
+
+### Identifying Pain Points
+11. "What specific symptoms or frustrations do customers experience?"
+12. "What keywords or phrases would customers use to describe their problem?"
+13. "How do customers currently search for solutions to this problem?"
+14. "What triggers customers to actively seek a solution?"
+15. "What objections or concerns do customers typically have?"
+
+### Platform Behavior
+16. "Where do your target customers spend time online professionally?"
+17. "What communities, forums, or groups do they participate in?"
+18. "What type of content do they share or engage with?"
+19. "How do they prefer to be contacted or approached?"
+20. "What social proof or credibility signals matter to them?"
+
+## Validation Criteria
+
+### Customer Persona Completeness
+- [ ] Clear problem statement defined
+- [ ] Target demographics specified (job titles, industries, company size)
+- [ ] Pain points articulated with specific language customers use
+- [ ] Geographic and market constraints identified
+- [ ] Behavioral patterns and preferences documented
+
+### Search Strategy Readiness
+- [ ] Platform-specific keywords identified for each channel
+- [ ] Search terms validated against how customers actually describe problems
+- [ ] Qualification criteria established (scoring system 1-10)
+- [ ] Success metrics defined (quantity and quality targets)
+
+## Evidence Required
+
+### Customer Persona Document
+Create: `docs/customer-development/customer-persona-{timestamp}.md`
+
+**Required Sections:**
+- Problem statement and solution overview
+- Target customer demographics
+- Pain points and symptoms
+- Search keywords by platform
+- Qualification criteria
+- Success metrics
+
+### Search Strategy Document  
+Create: `docs/customer-development/search-strategy-{timestamp}.md`
+
+**Required Sections:**
+- Platform-specific search terms
+- Qualification scoring rubric
+- Target prospect quantities per platform
+- Quality thresholds and filters
+
+## Common Pitfalls
+
+### Vague Problem Definition
+- **Problem**: "We help businesses be more efficient"
+- **Better**: "We help SaaS companies reduce customer churn by identifying at-risk accounts 30 days before they cancel"
+
+### Too Broad Target Market
+- **Problem**: "Anyone who uses software"
+- **Better**: "VP of Customer Success at B2B SaaS companies with 50-500 employees and $10M+ ARR"
+
+### Generic Pain Points
+- **Problem**: "Customers want to save time and money"
+- **Better**: "Customer Success teams spend 15+ hours per week manually analyzing usage data to identify churn risk, often missing early warning signs"
+
+## Next Steps
+
+Once validation criteria are met:
+1. **Proceed to Phase 2**: Multi-Platform Discovery
+2. **Use validated persona** to guide platform searches
+3. **Apply qualification criteria** consistently across all prospects
+4. **Track metrics** against defined success criteria
+
+## Success Indicators
+
+- Customer persona resonates with founder's deep understanding of the market
+- Search keywords reflect actual language customers use
+- Qualification criteria are specific and measurable
+- Success metrics are realistic and achievable
+- Founder feels confident about who they're looking for and where to find them

package/dist/registry/ai-manager-rules/customer-development-phases/phase2-platform-discovery.md

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+# Phase 2: Multi-Platform Discovery
+
+## Objective
+Execute systematic prospect discovery across multiple platforms using browser automation while maintaining authentic, respectful engagement patterns.
+
+## Platform-by-Platform Guidance
+
+### LinkedIn Professional Network Search
+
+#### Authentication Check
+Before starting LinkedIn search:
+1. Use `mcp_playwright_browser_navigate` to open LinkedIn
+2. Take `mcp_playwright_browser_snapshot` to check authentication status
+3. **If login form visible**: Prompt user "Please log into LinkedIn in the browser window. Type 'ready' when logged in"
+4. **If authenticated**: Proceed with search
+
+#### Search Strategy
+1. **Advanced People Search**:
+   - Navigate to LinkedIn's advanced search
+   - Apply filters: Job titles, industries, company size, location
+   - Use keywords from Phase 1 persona development
+   
+2. **Prospect Evaluation**:
+   - Use `mcp_playwright_browser_click` to open individual profiles
+   - Look for pain point indicators in recent posts/activity
+   - Check for authority signals (job title, company, connections)
+   - Take `mcp_playwright_browser_take_screenshot` for evidence
+   
+3. **Data Extraction**:
+   - Name, headline, company, location
+   - Profile URL for follow-up
+   - Recent activity that indicates pain points
+   - Connection level (1st, 2nd, 3rd degree)
+
+### Reddit Community Discussions
+
+#### Authentication Check
+1. Navigate to Reddit with `mcp_playwright_browser_navigate`
+2. Check login status with `mcp_playwright_browser_snapshot`
+3. **If not logged in**: "Please log into Reddit for better search access. Type 'ready' to continue"
+
+#### Search Process
+1. **Subreddit Identification**:
+   - Navigate to relevant subreddits based on target customer industries
+   - Examples: r/entrepreneur, r/startups, r/sysadmin, r/marketing
+   
+2. **Keyword Search**:
+   - Search for posts containing pain point keywords
+   - Look for complaint posts, help requests, tool recommendations
+   
+3. **User Identification**:
+   - Click on usernames of people expressing relevant pain points
+   - Check their post history for consistency and authority
+   - Extract: Username, post context, pain point expressions
+
+### X (Twitter) Conversations
+
+#### Authentication Check
+1. Navigate to X with `mcp_playwright_browser_navigate`
+2. Check authentication with `mcp_playwright_browser_snapshot`
+3. **If not authenticated**: "Please log into X (Twitter) for full search capabilities. Type 'ready' when ready"
+
+#### Search Strategy
+1. **Advanced Search**:
+   - Use Twitter's advanced search for pain point keywords
+   - Filter by recent tweets, location, language
+   - Look for complaint tweets, help requests, tool discussions
+   
+2. **User Analysis**:
+   - Click on profiles of users expressing relevant problems
+   - Check bio for job title, company, authority indicators
+   - Review recent tweets for consistency and engagement level
+
+### Facebook Groups and Discussions
+
+#### Authentication Check
+1. Navigate to Facebook with `mcp_playwright_browser_navigate`
+2. Handle Facebook authentication if required
+3. **If not logged in**: "Please log into Facebook to access groups. Type 'ready' when authenticated"
+
+#### Group Search
+1. **Relevant Group Identification**:
+   - Search for groups related to target customer industries
+   - Join relevant groups if not already a member
+   
+2. **Discussion Analysis**:
+   - Search group posts for pain point keywords
+   - Identify active members discussing relevant challenges
+   - Note group context and member engagement levels
+
+### Industry Forum Search
+
+#### Custom Forum Navigation
+1. **Ask User for Specific Forums**:
+   - "Are there specific industry forums your customers use? Please provide URLs"
+   - Common examples: Stack Overflow, Hacker News, industry-specific forums
+   
+2. **Forum-Specific Search**:
+   - Navigate to each provided forum
+   - Use forum search functionality for pain point keywords
+   - Identify active users with relevant expertise and problems
+
+### General Web Search
+
+#### Search Strategy
+1. **Targeted Google Searches**:
+   - "[pain point keywords] + blog"
+   - "[industry] + challenges + [year]"
+   - "problems with [current solutions]"
+   
+2. **Content Analysis**:
+   - Navigate to relevant blog posts and articles
+   - Identify authors expressing target pain points
+   - Check for contact information and social media profiles
+
+## Browser Automation Best Practices
+
+### Respectful Automation
+- Use realistic delays between actions (1-3 seconds)
+- Scroll pages naturally to load content
+- Don't overwhelm platforms with rapid requests
+- Respect rate limits and platform terms of service
+
+### Error Handling
+
+#### Authentication Failures
+- **Issue**: User not logged into platform
+- **Action**: Prompt user to log in manually, wait for confirmation
+- **Recovery**: Verify authentication before proceeding
+
+#### Rate Limiting
+- **Issue**: Platform blocks or limits requests
+- **Action**: Implement longer delays, reduce request frequency
+- **Recovery**: Continue with other platforms, return later
+
+#### Technical Issues
+- **Issue**: Page load failures, element not found
+- **Action**: Log error, take screenshot for debugging
+- **Recovery**: Skip problematic prospect, continue with others
+
+## Data Collection Standards
+
+### Required Data Points
+For each prospect discovered:
+- **Name**: Full name from profile
+- **Platform**: Where they were found
+- **Profile URL**: Direct link for follow-up
+- **Contact Info**: Email, LinkedIn, Twitter handle (if available)
+- **Pain Points**: Specific quotes or context showing relevant problems
+- **Authority Indicators**: Job title, company, follower count, engagement
+- **Discovery Context**: Post, comment, or profile section where pain point was identified
+
+### Evidence Documentation
+- **Screenshots**: Save evidence of pain point expressions
+- **URLs**: Record exact links to posts, profiles, discussions
+- **Timestamps**: Note when prospect was discovered
+- **Search Terms**: Document which keywords led to discovery
+
+## Quality Assurance
+
+### Prospect Validation
+Before adding to final list:
+- [ ] Pain point clearly matches target customer profile
+- [ ] Authority/influence indicators present
+- [ ] Contact information available or obtainable
+- [ ] Recent activity shows engagement and authenticity
+- [ ] No obvious spam or fake accounts
+
+### Data Accuracy
+- [ ] All required fields populated
+- [ ] URLs are valid and accessible
+- [ ] Contact information formatted correctly
+- [ ] Pain point quotes are accurate and in context
+- [ ] Screenshots saved for verification
+
+## Success Metrics
+
+### Quantity Targets
+- **LinkedIn**: 30-50 qualified prospects
+- **Reddit**: 20-30 prospects from relevant discussions
+- **X (Twitter)**: 15-25 prospects from recent conversations
+- **Facebook**: 10-20 prospects from group discussions
+- **Forums**: 10-15 prospects from industry-specific forums
+- **Web Search**: 5-10 prospects from blog/article authors
+
+### Quality Indicators
+- 70%+ of prospects have clear pain point expressions
+- 60%+ have identifiable contact information
+- 80%+ have authority indicators (job title, company, influence)
+- 90%+ are recent/active (posted within last 6 months)
+
+## Common Pitfalls
+
+### Over-Automation
+- **Problem**: Moving too fast, triggering platform defenses
+- **Solution**: Use human-like delays, respect platform limits
+
+### Poor Qualification
+- **Problem**: Adding prospects without clear pain point match
+- **Solution**: Stick to qualification criteria from Phase 1
+
+### Incomplete Data
+- **Problem**: Missing contact information or context
+- **Solution**: Don't add prospects without sufficient information for follow-up
+
+## Evidence Required
+
+### Platform Search Results
+Create: `docs/customer-development/platform-search-results-{timestamp}.md`
+
+**Required Documentation:**
+- Search terms used per platform
+- Number of prospects found per platform
+- Quality assessment of search results
+- Screenshots of key findings
+- Platform-specific insights and patterns
+
+### Raw Prospect Data
+Create: `docs/customer-development/raw-prospects-{timestamp}.csv`
+
+**Required Columns:**
+- Name, Platform, Profile URL, Contact Info
+- Pain Points (specific quotes)
+- Authority Indicators
+- Discovery Context
+- Date Found
+- Search Terms Used
+
+## Next Steps
+
+Once platform discovery is complete:
+1. **Proceed to Phase 3**: Prospect Qualification
+2. **Apply systematic scoring** to all discovered prospects
+3. **Prioritize prospects** based on qualification criteria
+4. **Prepare for outreach** with documented context and pain points

package/dist/registry/ai-manager-rules/customer-development-phases/phase3-prospect-qualification.md

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+# Phase 3: Prospect Qualification
+
+## Objective
+Systematically evaluate and score all discovered prospects using consistent criteria to prioritize outreach efforts and maximize conversion potential.
+
+## Scoring System (1-10 Scale)
+
+### Pain Point Match (Weight: 25%)
+**Evaluates how well the prospect's expressed problems align with your solution**
+
+- **10**: Explicitly mentions the exact problem your product solves, uses your target keywords
+- **9**: Describes symptoms that directly indicate your target problem
+- **8**: Discusses related problems that your solution addresses
+- **7**: Works in target role/industry but pain points are implied rather than explicit
+- **6**: General frustrations that could be related to your solution
+- **5**: Tangentially related challenges in their domain
+- **4**: Works in relevant industry but no clear pain point identified
+- **3**: Weak connection to target problem
+- **2**: Minimal relevance to your solution
+- **1**: No identifiable pain point match
+
+### Authority/Influence (Weight: 25%)
+**Assesses the prospect's ability to make or influence purchasing decisions**
+
+- **10**: C-level executive (CEO, CTO, CMO) with clear budget authority
+- **9**: VP level with department budget responsibility
+- **8**: Director level with team budget influence
+- **7**: Senior Manager with project budget input
+- **6**: Manager with some purchasing influence
+- **5**: Team Lead with technical input on tool selection
+- **4**: Senior Individual Contributor with expertise influence
+- **3**: Mid-level IC with some team influence
+- **2**: Junior level with limited influence
+- **1**: Entry level or unclear authority
+
+### Urgency (Weight: 20%)
+**Measures how actively the prospect is seeking solutions**
+
+- **10**: Actively seeking solutions, mentions specific timeline or budget
+- **9**: Frequently posts about the problem, shows clear frustration
+- **8**: Recently started discussing the problem more often
+- **7**: Regularly mentions challenges but no urgency indicators
+- **6**: Occasionally discusses the problem
+- **5**: Aware of the problem but not actively seeking solutions
+- **4**: Problem exists but low priority
+- **3**: Mentions problem infrequently
+- **2**: Problem acknowledged but no action indicators
+- **1**: No urgency signals detected
+
+### Accessibility (Weight: 15%)
+**Evaluates how easily you can reach and engage with the prospect**
+
+- **10**: Direct email address or contact form available
+- **9**: Active on LinkedIn with open messaging
+- **8**: Mutual connections available for warm introduction
+- **7**: Active on social media, responds to comments/mentions
+- **6**: Public profile with some contact options
+- **5**: Moderately active online, limited contact options
+- **4**: Low online activity but reachable through platform messaging
+- **3**: Private profiles but some engagement possible
+- **2**: Very limited contact options
+- **1**: No clear way to reach them
+
+### Engagement Level (Weight: 15%)
+**Assesses how active and responsive the prospect is online**
+
+- **10**: Highly active, frequently posts and engages with others
+- **9**: Regular posting and commenting, builds community
+- **8**: Consistent activity, responds to others regularly
+- **7**: Moderate activity, occasional engagement
+- **6**: Posts regularly but limited interaction with others
+- **5**: Sporadic activity, mostly consumption
+- **4**: Low activity, occasional posts
+- **3**: Minimal activity, mostly lurker behavior
+- **2**: Very infrequent activity
+- **1**: Inactive or dormant accounts
+
+## Qualification Tiers
+
+### Tier 1: High Priority (Score 35-50)
+**Immediate Outreach Candidates**
+- Strong pain point match (7+ score)
+- High authority (7+ score) OR high urgency (8+ score)
+- Accessible for outreach (6+ score)
+
+**Recommended Actions:**
+- Prioritize for immediate personalized outreach
+- Craft highly customized messages referencing specific pain points
+- Use warm introductions when available
+- Follow up within 1 week if no response
+
+### Tier 2: Medium Priority (Score 25-34)
+**Nurture and Monitor**
+- Good pain point match but missing authority or urgency
+- High authority but unclear pain point urgency
+- Accessible but need more qualification
+
+**Recommended Actions:**
+- Add to nurture campaign with relevant content
+- Monitor for increased urgency signals
+- Engage with their content to build familiarity
+- Reach out when timing improves
+
+### Tier 3: Low Priority (Score 15-24)
+**Long-term Prospects**
+- Weak pain point match or low authority
+- Limited accessibility or engagement
+- May become relevant in future
+
+**Recommended Actions:**
+- Add to long-term monitoring list
+- Engage occasionally with their content
+- Re-evaluate quarterly for status changes
+- Consider for broader marketing campaigns
+
+### Disqualified (Score <15)
+**Not Worth Pursuing**
+- Poor fit for target customer profile
+- No clear pain point or authority
+- Inaccessible or inactive
+
+**Recommended Actions:**
+- Remove from active prospect list
+- Archive for potential future relevance
+- Use data for persona refinement
+
+## Qualification Process
+
+### Step 1: Data Review
+For each prospect from Phase 2:
+1. **Review Discovery Context**: Re-read the post, comment, or profile section where they were found
+2. **Analyze Pain Point Expression**: Look for specific language, urgency indicators, frustration levels
+3. **Assess Authority Indicators**: Job title, company size, team size, budget responsibility clues
+4. **Check Accessibility**: Available contact methods, social media activity, mutual connections
+
+### Step 2: Scoring
+1. **Score Each Criterion**: Use the 1-10 scale for all five criteria
+2. **Calculate Weighted Score**: 
+   - Pain Point Match × 0.25
+   - Authority/Influence × 0.25  
+   - Urgency × 0.20
+   - Accessibility × 0.15
+   - Engagement Level × 0.15
+3. **Assign Tier**: Based on total weighted score
+4. **Document Rationale**: Note specific reasons for each score
+
+### Step 3: Prioritization
+1. **Rank Within Tiers**: Order prospects by total score within each tier
+2. **Consider Strategic Factors**: 
+   - Industry diversity
+   - Geographic distribution
+   - Company size mix
+   - Timing considerations
+3. **Create Action Plan**: Specific next steps for each tier
+
+## Common Pitfalls
+
+### Over-Qualification
+- **Problem**: Setting standards too high, eliminating good prospects
+- **Solution**: Remember that 25+ score prospects are worth nurturing
+- **Example**: Don't dismiss a VP (authority 8) just because pain point is implied (6) rather than explicit
+
+### Under-Qualification  
+- **Problem**: Including prospects with poor fit to hit quantity targets
+- **Solution**: Maintain minimum standards, quality over quantity
+- **Example**: Don't include prospects with <15 total score just to reach target numbers
+
+### Scoring Bias
+- **Problem**: Favoring prospects from certain platforms or with specific characteristics
+- **Solution**: Apply criteria consistently regardless of source platform
+- **Example**: Don't automatically score LinkedIn prospects higher than Reddit prospects
+
+### Incomplete Assessment
+- **Problem**: Scoring without sufficient information
+- **Solution**: Gather more data or mark as "insufficient information"
+- **Example**: Don't guess at authority level without clear job title/company information
+
+## Evidence Required
+
+### Qualified Prospect Database
+Create: `docs/customer-development/qualified-prospects-{timestamp}.csv`
+
+**Required Columns:**
+- Name, Platform Found, Profile URL
+- Pain Point Match Score (1-10) + Rationale
+- Authority/Influence Score (1-10) + Rationale  
+- Urgency Score (1-10) + Rationale
+- Accessibility Score (1-10) + Rationale
+- Engagement Level Score (1-10) + Rationale
+- Total Weighted Score
+- Qualification Tier (1, 2, 3, or Disqualified)
+- Recommended Action
+- Priority Rank within Tier
+
+### Qualification Summary Report
+Create: `docs/customer-development/qualification-summary-{timestamp}.md`
+
+**Required Sections:**
+- Total prospects evaluated
+- Distribution across qualification tiers
+- Average scores by criteria
+- Top 20 prospects with detailed rationale
+- Platform performance analysis
+- Qualification insights and patterns
+
+## Quality Assurance Checklist
+
+### Scoring Consistency
+- [ ] All prospects scored using same criteria
+- [ ] Scores reflect actual evidence, not assumptions
+- [ ] Rationale documented for scores 8+ and 2-
+- [ ] Weighted calculations are correct
+- [ ] Tier assignments match score ranges
+
+### Data Completeness
+- [ ] All required fields populated
+- [ ] Contact information verified where available
+- [ ] Pain point quotes are accurate and contextual
+- [ ] Discovery context provides sufficient detail for outreach
+- [ ] Priority rankings are logical and defensible
+
+## Success Metrics
+
+### Qualification Targets
+- **Tier 1 (High Priority)**: 15-25 prospects
+- **Tier 2 (Medium Priority)**: 25-40 prospects  
+- **Tier 3 (Low Priority)**: 15-30 prospects
+- **Total Qualified**: 50-95 prospects (from 100-200 discovered)
+
+### Quality Indicators
+- Average pain point match score: 6.5+
+- Average authority score: 6.0+
+- 70%+ of Tier 1 prospects have contact information
+- 80%+ of Tier 1 prospects have explicit pain point expressions
+- Qualification rationale is clear and defensible for all Tier 1 prospects
+
+## Next Steps
+
+Once qualification is complete:
+1. **Proceed to Phase 4**: Inventory Compilation
+2. **Create final prospect database** with outreach recommendations
+3. **Develop tier-specific outreach strategies**
+4. **Prepare personalized messaging** for Tier 1 prospects