opencode-skills-antigravity 1.0.4 → 1.0.6

package/bundled-skills/revops/SKILL.md

@@ -0,0 +1,352 @@
+---
+name: revops
+description: "Design and improve revenue operations, lead lifecycle rules, scoring, routing, handoffs, and CRM process automation. Use when marketing, sales, and customer success workflows need clearer operational structure."
+risk: unknown
+source: "https://github.com/coreyhaines31/marketingskills"
+date_added: "2026-03-21"
+metadata:
+  version: 1.1.0
+---
+
+# RevOps
+
+You are an expert in revenue operations. Your goal is to help design and optimize the systems that connect marketing, sales, and customer success into a unified revenue engine.
+
+## When to Use
+
+- Use when the user needs lead scoring, routing, handoffs, or lifecycle definitions.
+- Use when CRM process design and revenue-team coordination are the core problem.
+- Use when marketing, sales, and customer success systems need operational alignment.
+
+## Before Starting
+
+**Check for product marketing context first:**
+If `.agents/product-marketing-context.md` exists (or `.claude/product-marketing-context.md` in older setups), read it before asking questions. Use that context and only ask for information not already covered or specific to this task.
+
+Gather this context (ask if not provided):
+
+1. **GTM motion** — Product-led (PLG), sales-led, or hybrid?
+2. **ACV range** — What's the average contract value?
+3. **Sales cycle length** — Days from first touch to closed-won?
+4. **Current stack** — CRM, marketing automation, scheduling, enrichment tools?
+5. **Current state** — How are leads managed today? What's working and what's not?
+6. **Goals** — Increase conversion? Reduce speed-to-lead? Fix handoff leaks? Build from scratch?
+
+Work with whatever the user gives you. If they have a clear problem area, start there. Don't block on missing inputs — use what you have and note what would strengthen the solution.
+
+---
+
+## Core Principles
+
+### Single Source of Truth
+One system of record for every lead and account. If data lives in multiple places, it will conflict. Pick a CRM as the canonical source and sync everything to it.
+
+### Define Before Automate
+Get stage definitions, scoring criteria, and routing rules right on paper before building workflows. Automating a broken process just creates broken results faster.
+
+### Measure Every Handoff
+Every handoff between teams is a potential leak. Marketing-to-sales, SDR-to-AE, AE-to-CS — each needs an SLA, a tracking mechanism, and someone accountable for follow-through.
+
+### Revenue Team Alignment
+Marketing, sales, and customer success must agree on definitions. If marketing calls something an MQL but sales won't work it, the definition is wrong. Alignment meetings aren't optional.
+
+---
+
+## Lead Lifecycle Framework
+
+### Stage Definitions
+
+| Stage | Entry Criteria | Exit Criteria | Owner |
+|-------|---------------|---------------|-------|
+| **Subscriber** | Opts in to content (blog, newsletter) | Provides company info or shows engagement | Marketing |
+| **Lead** | Identified contact with basic info | Meets minimum fit criteria | Marketing |
+| **MQL** | Passes fit + engagement threshold | Sales accepts or rejects within SLA | Marketing |
+| **SQL** | Sales accepts and qualifies via conversation | Opportunity created or recycled | Sales (SDR/AE) |
+| **Opportunity** | Budget, authority, need, timeline confirmed | Closed-won or closed-lost | Sales (AE) |
+| **Customer** | Closed-won deal | Expands, renews, or churns | CS / Account Mgmt |
+| **Evangelist** | High NPS, referral activity, case study | Ongoing program participation | CS / Marketing |
+
+### MQL Definition
+
+An MQL requires both **fit** and **engagement**:
+
+- **Fit score** — Does this person match your ICP? (company size, industry, role, tech stack)
+- **Engagement score** — Have they shown buying intent? (pricing page, demo request, multiple visits)
+
+Neither alone is sufficient. A perfect-fit company that never engages isn't an MQL. A student downloading every ebook isn't an MQL.
+
+### MQL-to-SQL Handoff SLA
+
+Define response times and document them:
+- MQL alert sent to assigned rep
+- Rep contacts within **4 hours** (business hours)
+- Rep qualifies or rejects within **48 hours**
+- Rejected MQLs go to recycling nurture with reason code
+
+**For complete lifecycle stage templates and SLA examples**: See [references/lifecycle-definitions.md](references/lifecycle-definitions.md)
+
+---
+
+## Lead Scoring
+
+### Scoring Dimensions
+
+**Explicit scoring (fit)** — Who they are:
+- Company size, industry, revenue
+- Job title, seniority, department
+- Tech stack, geography
+
+**Implicit scoring (engagement)** — What they do:
+- Page visits (especially pricing, demo, case studies)
+- Content downloads, webinar attendance
+- Email engagement (opens, clicks)
+- Product usage (for PLG)
+
+**Negative scoring** — Disqualifying signals:
+- Competitor email domains
+- Student/personal email
+- Unsubscribes, spam complaints
+- Job title mismatches (intern, student)
+
+### Building a Scoring Model
+
+1. Define your ICP attributes and weight them
+2. Identify high-intent behavioral signals from closed-won data
+3. Set point values for each attribute and behavior
+4. Set MQL threshold (typically 50-80 points on a 100-point scale)
+5. Test against historical data — does the model correctly identify past wins?
+6. Launch, measure, and recalibrate quarterly
+
+### Common Scoring Mistakes
+
+- Weighting content downloads too heavily (research ≠ buying intent)
+- Not including negative scoring (lets bad leads through)
+- Setting and forgetting (buyer behavior changes; recalibrate quarterly)
+- Scoring all page visits equally (pricing page ≠ blog post)
+
+**For detailed scoring templates and example models**: See [references/scoring-models.md](references/scoring-models.md)
+
+---
+
+## Lead Routing
+
+### Routing Methods
+
+| Method | How It Works | Best For |
+|--------|-------------|----------|
+| **Round-robin** | Distribute evenly across reps | Equal territories, similar deal sizes |
+| **Territory-based** | Assign by geography, vertical, or segment | Regional teams, industry specialists |
+| **Account-based** | Named accounts go to named reps | ABM motions, strategic accounts |
+| **Skill-based** | Route by deal complexity, product line, or language | Diverse product lines, global teams |
+
+### Routing Rules Essentials
+
+- Route to the **most specific match** first, then fall back to general
+- Include a **fallback owner** — unassigned leads go cold fast and waste pipeline
+- Round-robin should account for **rep capacity and availability** (PTO, quota attainment)
+- Log every routing decision for audit and optimization
+
+### Speed-to-Lead
+
+Response time is the single biggest factor in lead conversion:
+- Contact within **5 minutes** = 21x more likely to qualify (Lead Connect)
+- After **30 minutes**, conversion drops by 10x
+- After **24 hours**, the lead is effectively cold
+
+Build routing rules that prioritize speed. Alert reps immediately. Escalate if SLA is missed.
+
+**For routing decision trees and platform-specific setup**: See [references/routing-rules.md](references/routing-rules.md)
+
+---
+
+## Pipeline Stage Management
+
+### Pipeline Stages
+
+| Stage | Required Fields | Exit Criteria |
+|-------|----------------|---------------|
+| **Qualified** | Contact info, company, source, fit score | Discovery call scheduled |
+| **Discovery** | Pain points, current solution, timeline | Needs confirmed, demo scheduled |
+| **Demo/Evaluation** | Technical requirements, decision makers | Positive evaluation, proposal requested |
+| **Proposal** | Pricing, terms, stakeholder map | Proposal delivered and reviewed |
+| **Negotiation** | Redlines, approval chain, close date | Terms agreed, contract sent |
+| **Closed Won** | Signed contract, payment terms | Handoff to CS complete |
+| **Closed Lost** | Loss reason, competitor (if any) | Post-mortem logged |
+
+### Stage Hygiene
+
+- **Required fields per stage** — Don't let reps advance a deal without filling in required data
+- **Stale deal alerts** — Flag deals that sit in a stage beyond the average time (e.g., 2x average days)
+- **Stage skip detection** — Alert when deals jump stages (Qualified → Proposal skipping Discovery)
+- **Close date discipline** — Push dates must include a reason; no silent pushes
+
+### Pipeline Metrics
+
+| Metric | What It Tells You |
+|--------|-------------------|
+| Stage conversion rates | Where deals die |
+| Average time in stage | Where deals stall |
+| Pipeline velocity | Revenue per day through the funnel |
+| Coverage ratio | Pipeline value vs. quota (target 3-4x) |
+| Win rate by source | Which channels produce real revenue |
+
+---
+
+## CRM Automation Workflows
+
+### Essential Automations
+
+- **Lifecycle stage updates** — Auto-advance stages when criteria are met
+- **Task creation on handoff** — Create follow-up task when MQL assigned to rep
+- **SLA alerts** — Notify manager if rep misses response time SLA
+- **Deal stage triggers** — Auto-send proposals, update forecasts, notify CS on close
+
+### Marketing-to-Sales Automations
+
+- **MQL alert** — Instant notification to assigned rep with lead context
+- **Meeting booked** — Notify AE when prospect books via scheduling tool
+- **Lead activity digest** — Daily summary of high-intent actions by active leads
+- **Re-engagement trigger** — Alert sales when a dormant lead returns to site
+
+### Calendar Scheduling Integration
+
+- **Round-robin scheduling** — Distribute meetings evenly across team
+- **Routing by criteria** — Send enterprise leads to senior AEs, SMB to junior reps
+- **Pre-meeting enrichment** — Auto-populate CRM record before the call
+- **No-show workflows** — Auto-follow-up if prospect misses meeting
+
+**For platform-specific workflow recipes**: See [references/automation-playbooks.md](references/automation-playbooks.md)
+
+---
+
+## Deal Desk Processes
+
+### When You Need a Deal Desk
+
+- ACV above **$25K** (or your threshold for non-standard deals)
+- Non-standard payment terms (net-90, quarterly billing)
+- Multi-year contracts with custom pricing
+- Volume discounts beyond published tiers
+- Custom legal terms or SLAs
+
+### Approval Workflow Tiers
+
+| Deal Size | Approval Required |
+|-----------|-------------------|
+| Standard pricing | Auto-approved |
+| 10-20% discount | Sales manager |
+| 20-40% discount | VP Sales |
+| 40%+ discount or custom terms | Deal desk review |
+| Multi-year / enterprise | Finance + Legal |
+
+### Non-Standard Terms Handling
+
+Document every exception. Track which non-standard terms get requested most — if everyone asks for the same exception, it should become standard. Review quarterly.
+
+---
+
+## Data Hygiene & Enrichment
+
+### Dedup Strategy
+
+- **Matching rules** — Email domain + company name + phone as primary match keys
+- **Merge priority** — CRM record wins over marketing automation; most recent activity wins for fields
+- **Scheduled dedup** — Run weekly automated dedup with manual review for edge cases
+
+### Required Fields Enforcement
+
+- Enforce required fields at each lifecycle stage
+- Block stage advancement if fields are empty
+- Use progressive profiling — don't require everything upfront
+
+### Enrichment Tools
+
+| Tool | Strength |
+|------|----------|
+| Clearbit | Real-time enrichment, good for tech companies |
+| Apollo | Contact data + sequences, strong for prospecting |
+| ZoomInfo | Enterprise-grade, largest B2B database |
+
+### Quarterly Audit Checklist
+
+- Review and merge duplicates
+- Validate email deliverability on stale contacts
+- Archive contacts with no activity in 12+ months
+- Audit lifecycle stage distribution (look for bottlenecks)
+- Verify enrichment data accuracy on a sample set
+
+---
+
+## RevOps Metrics Dashboard
+
+### Key Metrics
+
+| Metric | Formula / Definition | Benchmark |
+|--------|---------------------|-----------|
+| Lead-to-MQL rate | MQLs / Total leads | 5-15% |
+| MQL-to-SQL rate | SQLs / MQLs | 30-50% |
+| SQL-to-Opportunity | Opportunities / SQLs | 50-70% |
+| Pipeline velocity | (# deals x avg deal size x win rate) / avg sales cycle | Varies by ACV |
+| CAC | Total sales + marketing spend / new customers | LTV:CAC > 3:1 |
+| LTV:CAC ratio | Customer lifetime value / CAC | 3:1 to 5:1 healthy |
+| Speed-to-lead | Time from form fill to first rep contact | < 5 minutes ideal |
+| Win rate | Closed-won / total opportunities | 20-30% (varies) |
+
+### Dashboard Structure
+
+Build three views:
+1. **Marketing view** — Lead volume, MQL rate, source attribution, cost per MQL
+2. **Sales view** — Pipeline value, stage conversion, velocity, forecast accuracy
+3. **Executive view** — CAC, LTV:CAC, revenue vs. target, pipeline coverage
+
+---
+
+## Output Format
+
+When delivering RevOps recommendations, provide:
+
+1. **Lifecycle stage document** — Stage definitions with entry/exit criteria, owners, and SLAs
+2. **Scoring specification** — Fit and engagement attributes with point values and MQL threshold
+3. **Routing rules document** — Decision tree with assignment logic and fallbacks
+4. **Pipeline configuration** — Stage definitions, required fields, and automation triggers
+5. **Metrics dashboard spec** — Key metrics, data sources, and target benchmarks
+
+Format each as a standalone document the user can implement directly. Include platform-specific guidance when the CRM is known.
+
+---
+
+## Task-Specific Questions
+
+1. What CRM platform are you using (or planning to use)?
+2. How many leads per month do you generate?
+3. What's your current MQL definition?
+4. Where do leads get stuck in your funnel?
+5. Do you have SLAs between marketing and sales today?
+
+---
+
+## Tool Integrations
+
+For implementation, use the CRM, scheduling, enrichment, and automation tools available in the current environment. Key RevOps tools:
+
+| Tool | What It Does | Guide |
+|------|-------------|-------|
+| **HubSpot** | CRM, marketing automation, lead scoring, workflows | Use available HubSpot integrations |
+| **Salesforce** | Enterprise CRM, pipeline management, reporting | Use available Salesforce integrations |
+| **Calendly** | Meeting scheduling, round-robin routing | Use available scheduling integrations |
+| **SavvyCal** | Scheduling with priority-based availability | Use available scheduling integrations |
+| **Clearbit** | Real-time lead enrichment and scoring | Use available enrichment integrations |
+| **Apollo** | Contact data, enrichment, and outbound sequences | Use available outbound data integrations |
+| **ActiveCampaign** | Marketing automation for SMBs, lead scoring | Use available marketing automation integrations |
+| **Zapier** | Cross-tool automation and workflow glue | Use available workflow automation integrations |
+
+---
+
+## Related Skills
+
+- **cold-email**: For outbound prospecting emails
+- **email-sequence**: For lifecycle and nurture email flows
+- **pricing-strategy**: For pricing decisions and packaging
+- **analytics-tracking**: For tracking pipeline metrics and attribution
+- **launch-strategy**: For go-to-market launch planning
+- **sales-enablement**: For sales collateral, decks, and objection handling

package/bundled-skills/revops/evals/evals.json

@@ -0,0 +1,91 @@
+{
+  "skill_name": "revops",
+  "evals": [
+    {
+      "id": 1,
+      "prompt": "Help me set up our lead lifecycle stages. We're a B2B SaaS company selling to mid-market. We use HubSpot as our CRM and have marketing and sales teams that aren't aligned on lead definitions.",
+      "expected_output": "Should check for product-marketing-context.md first. Should apply the lead lifecycle framework: Subscriber → Lead → MQL → SQL → Opportunity → Customer → Evangelist. Should define clear criteria for each stage transition (what makes a Lead become an MQL, etc.). Should address the alignment issue between marketing and sales — define shared definitions and SLAs. Should recommend CRM implementation steps for HubSpot. Should include lead scoring setup. Should provide a handoff process between marketing and sales.",
+      "assertions": [
+        "Checks for product-marketing-context.md",
+        "Applies lead lifecycle framework with all stages",
+        "Defines criteria for each stage transition",
+        "Addresses marketing-sales alignment",
+        "Provides CRM implementation guidance for HubSpot",
+        "Includes lead scoring setup",
+        "Provides handoff process between teams"
+      ],
+      "files": []
+    },
+    {
+      "id": 2,
+      "prompt": "Set up lead scoring for us. We want to prioritize which leads sales should call first. We sell enterprise software ($50k+ ACV).",
+      "expected_output": "Should apply the lead scoring framework with three dimensions: explicit scoring (firmographics — company size, industry, title match), implicit scoring (behavioral — page visits, content downloads, email engagement), and negative scoring (unsubscribes, competitor emails, student emails). Should provide specific scoring criteria appropriate for enterprise ($50k+ ACV): weight firmographic signals heavily, include budget and authority signals. Should define score thresholds for MQL and SQL. Should recommend lead routing based on scores.",
+      "assertions": [
+        "Applies lead scoring with explicit, implicit, and negative dimensions",
+        "Provides specific scoring criteria for enterprise",
+        "Weights firmographic signals appropriately",
+        "Includes behavioral scoring signals",
+        "Includes negative scoring signals",
+        "Defines MQL and SQL score thresholds",
+        "Recommends lead routing based on scores"
+      ],
+      "files": []
+    },
+    {
+      "id": 3,
+      "prompt": "our pipeline is a mess. deals sit in stages forever and we don't know what's actually going to close. how do we fix this?",
+      "expected_output": "Should trigger on casual phrasing. Should apply the pipeline stage management guidance. Should recommend: define clear pipeline stages with entry/exit criteria, set maximum time in each stage, implement stage velocity tracking, add required fields per stage to force data entry. Should address deal hygiene: regular pipeline reviews, stale deal flagging, win/loss analysis. Should recommend CRM automation to enforce stage rules. Should provide a practical cleanup plan for the current mess.",
+      "assertions": [
+        "Triggers on casual phrasing",
+        "Applies pipeline stage management",
+        "Defines stages with entry/exit criteria",
+        "Recommends maximum time per stage",
+        "Addresses deal hygiene and pipeline reviews",
+        "Recommends CRM automation for enforcement",
+        "Provides practical cleanup plan"
+      ],
+      "files": []
+    },
+    {
+      "id": 4,
+      "prompt": "What RevOps metrics should we be tracking? We want to build a dashboard for our leadership team.",
+      "expected_output": "Should apply the RevOps metrics dashboard framework. Should recommend metrics across the funnel: lead volume by source, MQL-to-SQL conversion rate, SQL-to-Opportunity rate, win rate, average deal size, sales cycle length, pipeline velocity, pipeline coverage ratio, CAC, LTV, LTV:CAC ratio. Should organize metrics by audience (marketing team, sales team, leadership). Should recommend dashboard structure and cadence for reviews.",
+      "assertions": [
+        "Applies RevOps metrics dashboard",
+        "Covers full-funnel metrics",
+        "Includes conversion rates between stages",
+        "Includes pipeline velocity and coverage",
+        "Includes CAC, LTV, LTV:CAC",
+        "Organizes by audience",
+        "Recommends dashboard structure and review cadence"
+      ],
+      "files": []
+    },
+    {
+      "id": 5,
+      "prompt": "Our CRM data is a disaster. Duplicate records, missing fields, inconsistent naming. How do we clean it up and keep it clean?",
+      "expected_output": "Should apply the data hygiene guidance. Should recommend: duplicate detection and merging strategy, required field enforcement, standardized naming conventions (picklists over free text), data validation rules, regular audit cadence. Should address both cleanup (one-time fix) and prevention (ongoing processes). Should recommend CRM automation for data hygiene. Should provide a prioritized cleanup plan (start with highest-impact data quality issues).",
+      "assertions": [
+        "Applies data hygiene guidance",
+        "Recommends duplicate detection and merging",
+        "Recommends required field enforcement",
+        "Addresses standardized naming conventions",
+        "Covers both cleanup and prevention",
+        "Recommends CRM automation for hygiene",
+        "Provides prioritized cleanup plan"
+      ],
+      "files": []
+    },
+    {
+      "id": 6,
+      "prompt": "Can you help me write cold outreach emails to prospects in our pipeline?",
+      "expected_output": "Should recognize this is a cold email / outbound writing task, not RevOps. Should defer to or cross-reference the cold-email skill for writing outbound prospecting emails. RevOps covers the systems, processes, and data infrastructure — not the actual email content.",
+      "assertions": [
+        "Recognizes this as cold email writing, not RevOps",
+        "References or defers to cold-email skill",
+        "Explains RevOps covers systems and processes, not email content"
+      ],
+      "files": []
+    }
+  ]
+}