sinapse-ai 1.0.0

package/squad-commercial/tasks/build-proposal-framework.md

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+---
+task: build-proposal-framework
+responsavel: "@cs-offer-designer"
+responsavel_type: Agent
+atomic_layer: Task
+elicit: false
+
+Entrada:
+  - campo: context
+    tipo: object
+    origem: "workflow ou manual"
+    obrigatorio: true
+
+Saida:
+  - campo: resultado
+    tipo: document
+    destino: "stakeholders"
+
+Checklist:
+  - "[ ] Validar inputs e pre-condicoes"
+  - "[ ] Executar steps conforme documentado"
+  - "[ ] Verificar criterios de qualidade"
+  - "[ ] Gerar output no formato especificado"
+---
+
+# Task: Build Proposal Framework
+
+## Metadata
+- **Squad:** squad-commercial
+- **Agent:** Mint (cs-offer-designer)
+- **Complexity:** Standard
+
+## Objetivo
+Construir framework de proposta padronizado — three-options method, value framing first, social proof integrado e risk reversal. Proposal win rate target: 40-60%.
+
+## Entrada
+- Service tiers (from design-service-tiers)
+- Pricing strategy (from develop-pricing-strategy)
+- Case studies and testimonials
+- Guarantee framework (from design-guarantees)
+
+## Passos
+
+### 1. Proposal Structure (Blair Enns Three-Options)
+```
+PROPOSAL — [Client Name]
+
+1. EXECUTIVE SUMMARY (1 page)
+   - Client situation and challenge
+   - Desired outcome (in their words)
+   - Our approach (high-level)
+   - Why us (differentiation)
+
+2. UNDERSTANDING (1 page)
+   - What we heard in discovery
+   - Key pain points identified
+   - Business impact of the problem
+   - Success criteria defined together
+
+3. THREE OPTIONS (1-2 pages)
+
+   OPTION A: ESSENTIAL — R$ [price]
+   [Focused scope, entry tier]
+   Includes: [3-4 bullet deliverables]
+   Timeline: [X weeks]
+   Best for: [Situation]
+
+   OPTION B: GROWTH (Recommended) — R$ [price]
+   [Core scope + customization]
+   Includes: [5-7 bullet deliverables]
+   Everything in Essential, plus:
+   - [Additional value 1]
+   - [Additional value 2]
+   Timeline: [X weeks]
+   Best for: [Situation]
+
+   OPTION C: ENTERPRISE — R$ [price]
+   [Full scope + strategic advisory]
+   Includes: [8-10 bullet deliverables]
+   Everything in Growth, plus:
+   - [Premium value 1]
+   - [Premium value 2]
+   Timeline: [X weeks]
+   Best for: [Situation]
+
+4. SOCIAL PROOF (1 page)
+   - Relevant case study with numbers
+   - Client testimonial (video or quote)
+   - Client logos / "Trusted by"
+   - Awards / certifications
+
+5. OUR GUARANTEE
+   [Risk reversal statement]
+
+6. INVESTMENT SUMMARY
+   - Price comparison table
+   - Payment terms
+   - ROI framing ("For every R$1 invested...")
+
+7. NEXT STEPS
+   - Specific action + deadline
+   - Contact information
+```
+
+### 2. Proposal Quality Checklist
+- [ ] Value framing BEFORE price (outcome → investment, not features → price)
+- [ ] Three options present (not one take-it-or-leave-it)
+- [ ] Social proof included (case study or testimonial)
+- [ ] Guarantee or risk reversal present
+- [ ] Specific ROI or outcome projection
+- [ ] Clear next step with date
+- [ ] Personalized to this client (not generic)
+- [ ] No jargon — written for the buyer, not for us
+
+### 3. Proposal Templates by Context
+| Context | Template Variation | Key Emphasis |
+|---------|-------------------|-------------|
+| New logo (competitive) | Full 3-option with competitive differentiators | Why us vs alternatives |
+| Expansion (existing client) | Streamlined, reference past results | ROI of continuing partnership |
+| Renewal | Value recap + growth option | Value delivered + next level |
+| RFP response | Structured per RFP requirements | Compliance + differentiation |
+
+## Saida
+- Proposal framework document
+- Template per context
+- Proposal quality checklist
+- CRM integration (proposal tracking)
+
+## Validacao
+- [ ] Three-options structure standardized
+- [ ] Value framing precedes pricing
+- [ ] Social proof mandatory in every proposal
+- [ ] Templates created for all contexts

package/squad-commercial/tasks/build-sales-intelligence-brief.md

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+---
+task: build-sales-intelligence-brief
+responsavel: "@cs-sales-enablement"
+responsavel_type: Agent
+atomic_layer: Task
+elicit: false
+
+Entrada:
+  - campo: context
+    tipo: object
+    origem: "workflow ou manual"
+    obrigatorio: true
+
+Saida:
+  - campo: resultado
+    tipo: document
+    destino: "stakeholders"
+
+Checklist:
+  - "[ ] Validar inputs e pre-condicoes"
+  - "[ ] Executar steps conforme documentado"
+  - "[ ] Verificar criterios de qualidade"
+  - "[ ] Gerar output no formato especificado"
+---
+
+# Task: Build Sales Intelligence Brief
+
+## Metadata
+- **Squad:** squad-commercial
+- **Agent:** Edge (cs-sales-enablement)
+- **Complexity:** Intermediate
+
+## Objetivo
+Create a pre-call intelligence brief for the sales team — company profile, recent news, tech stack, decision-maker mapping, and competitive landscape. Preparation is the unfair advantage. A well-briefed rep closes at 2-3x the rate of an unprepared one.
+
+## Entrada
+- Target company name and domain
+- Known contacts and their roles
+- CRM history (previous interactions, if any)
+- Deal context (inbound vs. outbound, source, initial interest)
+- Meeting type (discovery, demo, proposal, negotiation)
+
+## Passos
+
+### 1. Research Company
+| Research Area | Sources | Key Data Points |
+|--------------|---------|-----------------|
+| **Company Overview** | Website, LinkedIn, Crunchbase | Mission, products/services, founding year, HQ |
+| **Financial Health** | Crunchbase, press, annual reports | Revenue range, funding, growth trajectory |
+| **Recent News** | Google News, PR, social media | Last 90 days: launches, hires, partnerships, challenges |
+| **Industry Context** | Industry reports, analyst briefings | Market trends affecting the company |
+| **Tech Stack** | BuiltWith, Wappalyzer, job postings | Current tools, platforms, infrastructure |
+| **Culture & Values** | Glassdoor, careers page, social | Work culture, priorities, pain points from reviews |
+
+### 2. Map Org Chart and Decision Makers
+| Role Type | Information Needed | Source |
+|-----------|-------------------|--------|
+| **Economic Buyer** | Name, title, priorities, tenure | LinkedIn, CRM |
+| **Champion** | Internal advocate, their goals, influence level | Sales interactions, LinkedIn |
+| **Technical Evaluator** | Name, role, technical concerns | LinkedIn, job postings |
+| **End Users** | Team size, daily workflow, pain points | Discovery call, LinkedIn |
+| **Blocker** | Potential objectors, their concerns | CRM notes, org chart analysis |
+
+### 3. Identify Triggers and Timing
+| Trigger Type | Signal | Relevance |
+|-------------|--------|-----------|
+| **Growth Trigger** | Hiring spree, new office, funding round | Budget available, scaling needs |
+| **Pain Trigger** | Negative reviews, support complaints, tech issues | Problem awareness high |
+| **Change Trigger** | New CXO, reorg, M&A, strategic pivot | New priorities, open to new vendors |
+| **Competitive Trigger** | Competitor contract expiring, dissatisfaction signals | Switching window open |
+| **Seasonal Trigger** | Budget cycle, fiscal year end, planning season | Decision timing |
+
+### 4. Compile Intelligence Brief
+| Section | Content |
+|---------|---------|
+| **1-Pager Summary** | Company snapshot, key contacts, deal context, recommended approach |
+| **Company Profile** | Overview, financials, tech stack, recent news |
+| **Stakeholder Map** | Decision makers with roles, priorities, and communication style |
+| **Trigger Analysis** | Active triggers and their implications for timing/messaging |
+| **Competitive Landscape** | Known competitors in the deal, their strengths/weaknesses |
+| **Recommended Talk Track** | Key talking points, questions to ask, objections to prepare for |
+| **Risk Factors** | Potential deal killers and mitigation strategies |
+
+## Saida
+- Sales intelligence brief (1-pager + detailed sections)
+- Stakeholder map with decision-making roles
+- Recommended talk track and discovery questions
+- Competitive positioning notes
+- Risk assessment with mitigations
+
+## Validacao
+- [ ] Company research covers all 6 areas
+- [ ] Decision-maker map identifies economic buyer and champion
+- [ ] At least 2 active triggers identified
+- [ ] Competitive landscape documented
+- [ ] Talk track tailored to meeting type and stakeholders
+- [ ] Brief delivered to sales team at least 24h before meeting

package/squad-commercial/tasks/build-sales-playbook.md

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+---
+task: build-sales-playbook
+responsavel: "@cs-sales-enablement"
+responsavel_type: Agent
+atomic_layer: Task
+elicit: false
+
+Entrada:
+  - campo: context
+    tipo: object
+    origem: "workflow ou manual"
+    obrigatorio: true
+
+Saida:
+  - campo: resultado
+    tipo: document
+    destino: "stakeholders"
+
+Checklist:
+  - "[ ] Validar inputs e pre-condicoes"
+  - "[ ] Executar steps conforme documentado"
+  - "[ ] Verificar criterios de qualidade"
+  - "[ ] Gerar output no formato especificado"
+---
+
+# Task: Build Sales Playbook
+
+## Metadata
+- **Squad:** squad-commercial
+- **Agent:** Edge (cs-sales-enablement)
+- **Complexity:** High
+
+## Objetivo
+Construir playbook de vendas completo — guia operacional stage-by-stage que padroniza o processo, acelera ramp-up de novos vendedores e eleva a consistência da equipe.
+
+## Entrada
+- Sales methodology audit (from audit-sales-methodology)
+- Win/loss analysis data (from Vault)
+- Service portfolio and pricing (from Mint)
+- ICP profile (from Cascade)
+- Top performer interviews
+
+## Passos
+
+### 1. Playbook Architecture
+```
+SALES PLAYBOOK — [Agency Name]
+
+Version: [X.X]
+Last Updated: [Date]
+Owner: Edge (cs-sales-enablement)
+
+TABLE OF CONTENTS
+═══════════════════════════════════════════
+
+PART I: FOUNDATION
+  1. Our Market & ICP
+  2. Our Value Proposition
+  3. Competitive Landscape
+  4. Sales Methodology Overview
+
+PART II: THE SALES PROCESS
+  5. Prospecting & Outreach
+  6. Discovery & Qualification
+  7. Solution Design & Presentation
+  8. Proposal & Negotiation
+  9. Close & Handoff
+  10. Post-Sale Expansion
+
+PART III: ENABLEMENT
+  11. Objection Handling
+  12. Email & Call Templates
+  13. Demo Scripts
+  14. Competitive Battlecards
+  15. Case Studies & Social Proof
+
+APPENDIX
+  A. CRM Usage Guide
+  B. Tools & Technology
+  C. Compensation & Quota
+  D. Glossary
+```
+
+### 2. Stage-by-Stage Process Definition
+| Stage | Entry Criteria | Activities | Exit Criteria | Duration Target | Tools |
+|-------|---------------|------------|---------------|----------------|-------|
+| 1. Prospecting | ICP match identified | Research, outreach sequence | Meeting booked | 1-2 weeks | CRM, LinkedIn, outreach tool |
+| 2. Discovery | Meeting confirmed | SPIN questions, pain mapping | Qualified (MEDDIC ≥ 5/8) | 1-2 calls | Discovery framework, CRM |
+| 3. Solution Design | MEDDIC qualified | Map needs → services, build scope | Solution aligned to outcomes | 3-5 days | Service portfolio, templates |
+| 4. Proposal | Solution agreed verbally | Three-options proposal, pricing | Proposal delivered and reviewed | 2-3 days | Proposal framework (Mint) |
+| 5. Negotiation | Proposal in review | Handle objections, align terms | Verbal commitment | 1-2 weeks | Objection library, battlecards |
+| 6. Close | Verbal yes | Contract, SOW, payment terms | Signed contract | 3-5 days | Legal templates, CRM |
+| 7. Handoff | Contract signed | Intro to CS, kickoff prep | Kickoff scheduled | 2-3 days | Handoff template (Bond) |
+
+### 3. Discovery Script (SPIN Framework)
+```
+DISCOVERY CALL STRUCTURE — 45 min
+
+PRE-CALL PREP (15 min before):
+  □ Research company (annual report, recent news, job postings)
+  □ Check LinkedIn (decision makers, org chart, mutual connections)
+  □ Review any existing relationship history in CRM
+  □ Prepare 3 hypothesis-driven insights
+
+OPENING (5 min):
+  "Thanks for taking the time, [Name]. Before we dive in, I'd love
+  to understand — what prompted you to take this meeting? What are
+  you hoping to get out of our conversation today?"
+
+  [Set agenda, confirm time, establish mutual purpose]
+
+SITUATION QUESTIONS (5 min):
+  "To make sure I give you relevant perspective..."
+  □ "What does your current [marketing/digital/brand] operation look like?"
+  □ "What tools and partners are you working with today?"
+  □ "How is your team structured for [relevant area]?"
+  □ "What metrics are you tracking to measure success?"
+
+PROBLEM QUESTIONS (10 min):
+  "Where are you seeing the biggest challenges?"
+  □ "What's working well vs. what's frustrating?"
+  □ "Where do you feel like you're leaving money on the table?"
+  □ "What have you tried before that didn't work as expected?"
+  □ "What's preventing you from reaching [stated goal]?"
+
+IMPLICATION QUESTIONS (10 min):
+  "Let me explore the impact of that..."
+  □ "If [problem] continues, what happens to [business metric]?"
+  □ "How does this affect other areas of the business?"
+  □ "What's the cost of NOT solving this in the next 6-12 months?"
+  □ "How does [problem] impact your team's day-to-day?"
+
+NEED-PAYOFF QUESTIONS (10 min):
+  "Imagine we could solve that..."
+  □ "If you could [desired state], what would that mean for [metric]?"
+  □ "How would solving this change your priorities?"
+  □ "What would success look like 12 months from now?"
+  □ "If we could [specific capability], how valuable would that be?"
+
+CLOSE & NEXT STEPS (5 min):
+  "Based on what you've shared, I think there's a strong fit.
+  Here's what I'd recommend as next steps..."
+  □ Summarize 3 key pains identified
+  □ Connect to relevant case study
+  □ Propose specific next step (solution presentation, proposal)
+  □ Confirm timeline and stakeholders needed
+```
+
+### 4. Qualification Scorecard (MEDDIC)
+| Element | Question | Evidence Found | Score (0-2) |
+|---------|---------|---------------|-------------|
+| **M**etrics | What measurable outcome are they pursuing? | | |
+| **E**conomic Buyer | Who has budget authority? Have we engaged them? | | |
+| **D**ecision Criteria | What factors will they use to decide? | | |
+| **D**ecision Process | What are the steps, timeline, and approvals? | | |
+| **I**dentify Pain | Is the pain compelling enough to drive action? | | |
+| **C**hampion | Do we have an internal advocate pushing for us? | | |
+| **Paper Process** | Do we understand procurement/legal requirements? | | |
+| **Competition** | Who else are they evaluating? Where do we stand? | | |
+| **TOTAL** | | | /16 |
+
+**Qualification Thresholds:**
+- 12-16: Strong — proceed with proposal
+- 8-11: Medium — fill gaps before proposing
+- 4-7: Weak — re-qualify or nurture
+- 0-3: Unqualified — do not pursue
+
+### 5. Competitive Positioning Quick-Reference
+| Competitor Type | Their Pitch | Our Differentiator | Talk Track |
+|----------------|------------|-------------------|-----------|
+| Large agency | "Full service, global scale" | Agility, senior attention, speed | "Unlike large agencies where you talk to senior team in the pitch and juniors do the work..." |
+| Freelancers | "Cheaper, flexible" | Reliability, methodology, breadth | "Freelancers are great for tactical work, but when you need strategic thinking across channels..." |
+| In-house team | "We know our business better" | External perspective, specialized skills, speed to ramp | "Your team knows your business — we complement that with capabilities that are expensive to build in-house..." |
+| Consulting firms | "Strategy and frameworks" | Execution capability, measurable results | "Strategy without execution is a shelf-document. We deliver strategy AND the hands to make it happen..." |
+| Niche specialists | "Deep expertise in one area" | Integrated approach, cross-channel synergy | "Specialists optimize one channel — we orchestrate the full journey, which is where the real ROI comes from..." |
+
+### 6. Playbook Metrics
+| Metric | Baseline | Target | Measurement |
+|--------|---------|--------|-------------|
+| Playbook adoption rate | % | 90%+ | CRM compliance audit |
+| Win rate | % | +5pp within 6 months | CRM closed/won ÷ total |
+| Average deal size | R$ | +15% | CRM average ACV |
+| Sales cycle length | days | -15% | CRM stage duration |
+| Ramp time (new hires) | months | <3 months to quota | Time to first closed deal |
+| Discovery call quality | /10 | 8+/10 | Call review scoring |
+| Qualification accuracy | % | 85%+ | Predicted vs actual close rate |
+
+## Saida
+- Complete sales playbook document
+- Stage-by-stage process with templates
+- Discovery and qualification frameworks
+- Competitive positioning guide
+- Adoption metrics dashboard
+
+## Validacao
+- [ ] Every stage has entry/exit criteria and clear activities
+- [ ] Discovery script uses SPIN framework with agency-specific questions
+- [ ] MEDDIC scorecard with thresholds defined
+- [ ] Competitive positioning covers all main competitor types
+- [ ] Playbook metrics baseline established

package/squad-commercial/tasks/build-unit-economics-model.md

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+---
+task: build-unit-economics-model
+responsavel: "@cs-revops-analyst"
+responsavel_type: Agent
+atomic_layer: Task
+elicit: false
+
+Entrada:
+  - campo: context
+    tipo: object
+    origem: "workflow ou manual"
+    obrigatorio: true
+
+Saida:
+  - campo: resultado
+    tipo: document
+    destino: "stakeholders"
+
+Checklist:
+  - "[ ] Validar inputs e pre-condicoes"
+  - "[ ] Executar steps conforme documentado"
+  - "[ ] Verificar criterios de qualidade"
+  - "[ ] Gerar output no formato especificado"
+---
+
+# Task: Build Unit Economics Model
+
+## Metadata
+- **Squad:** squad-commercial
+- **Agent:** Ledger (cs-revops-analyst)
+- **Complexity:** Advanced
+
+## Objetivo
+Construir modelo de unit economics — CAC, LTV, CAC Payback, LTV:CAC ratio e Magic Number para entender a saude financeira do motor comercial e guiar decisoes de investimento.
+
+## Entrada
+- Revenue data (MRR/ARR)
+- Sales & marketing spend
+- Customer acquisition data
+- Churn and expansion data
+
+## Passos
+
+### 1. Core Unit Economics
+```
+CAC (Customer Acquisition Cost):
+  CAC = (Total Sales Spend + Total Marketing Spend) / New Customers Acquired
+  Period: Quarterly (aligned with sales cycle)
+
+LTV (Lifetime Value):
+  Simple: LTV = ARPU × Gross Margin % × (1 / Monthly Churn Rate)
+  Cohort: LTV = Σ (Monthly Revenue per Cohort × GM%) over customer lifetime
+
+LTV:CAC Ratio:
+  Ratio = LTV / CAC
+  Target: ≥ 3:1 minimum, 5:1+ excellent
+  Rule: If < 3:1, fix unit economics before scaling
+
+CAC Payback Period:
+  Payback = CAC / (Monthly ARPU × Gross Margin %)
+  Target: < 12 months (consumer), < 18 months (SMB), < 24 months (enterprise)
+```
+
+### 2. Revenue Efficiency Metrics
+```
+Magic Number:
+  = (Current Q ARR - Prior Q ARR) × 4 / Prior Q S&M Spend
+  > 0.75: Invest more in S&M
+  0.5-0.75: Optimize efficiency
+  < 0.5: Fix product or GTM
+
+SaaS Quick Ratio:
+  = (New MRR + Expansion MRR) / (Churned MRR + Contraction MRR)
+  > 4: Excellent
+  2-4: Good
+  1-2: Concerning
+  < 1: Declining
+
+Burn Multiple:
+  = Net Burn / Net New ARR
+  < 1: Efficient
+  1-2: Acceptable for growth stage
+  > 2: Inefficient
+```
+
+### 3. Model Template
+| Metric | Q-2 | Q-1 | Current Q | Trend | Benchmark |
+|--------|-----|-----|----------|-------|-----------|
+| New Customers | | | | | |
+| S&M Spend | R$ | R$ | R$ | | |
+| CAC | R$ | R$ | R$ | ↑↓→ | Industry avg |
+| ARPU (monthly) | R$ | R$ | R$ | | |
+| Gross Margin | % | % | % | | 60-80% |
+| Monthly Churn | % | % | % | | <1% |
+| LTV | R$ | R$ | R$ | | |
+| LTV:CAC | x | x | x | | ≥3:1 |
+| CAC Payback | mo | mo | mo | | <18 mo |
+| Magic Number | | | | | >0.75 |
+| Quick Ratio | | | | | >4 |
+| NRR | % | % | % | | >110% |
+
+### 4. Scenario Modeling
+| Scenario | CAC Change | Churn Change | Impact on LTV:CAC | Action |
+|----------|-----------|-------------|-------------------|--------|
+| Improve win rate +5pp | CAC ↓ 15% | — | +0.5x | Sales training |
+| Reduce churn 0.5pp | — | LTV ↑ 20% | +0.8x | CS investment |
+| Increase ARPU 10% | — | LTV ↑ 10% | +0.4x | Upsell program |
+| Cut S&M 20% | CAC ↑ (fewer leads) | — | Depends | Efficiency first |
+
+## Saida
+- Unit economics model (spreadsheet/dashboard)
+- Quarterly benchmark report
+- Scenario analysis
+- Investment recommendations
+
+## Validacao
+- [ ] All core metrics calculated with real data
+- [ ] Trending over 3+ quarters
+- [ ] Scenarios modeled for key decisions
+- [ ] Board-ready presentation format

package/squad-commercial/tasks/calculate-funnel-math.md

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+---
+task: calculate-funnel-math
+responsavel: "@cs-funnel-architect"
+responsavel_type: Agent
+atomic_layer: Task
+elicit: false
+
+Entrada:
+  - campo: context
+    tipo: object
+    origem: "workflow ou manual"
+    obrigatorio: true
+
+Saida:
+  - campo: resultado
+    tipo: document
+    destino: "stakeholders"
+
+Checklist:
+  - "[ ] Validar inputs e pre-condicoes"
+  - "[ ] Executar steps conforme documentado"
+  - "[ ] Verificar criterios de qualidade"
+  - "[ ] Gerar output no formato especificado"
+---
+
+# Task: Calculate Funnel Math
+
+## Metadata
+- **Squad:** squad-commercial
+- **Agent:** Cascade (cs-funnel-architect)
+- **Complexity:** Advanced
+
+## Objetivo
+Calcular a matematica do funil — trabalhar de tras pra frente a partir da meta de receita para determinar quantos leads, MQLs, SQLs e oportunidades sao necessarios por canal e por periodo.
+
+## Entrada
+- Revenue targets (quarterly/annual)
+- Average deal value (ACV)
+- Historical conversion rates by stage
+- Channel mix and CPL by source
+- Sales team capacity
+
+## Passos
+
+### 1. Reverse Funnel Calculation
+```
+FUNNEL MATH — [Period]
+
+Revenue Target:           R$ ____________
+Average Deal Value (ACV):  R$ ____________
+Deals Needed:              Target / ACV = ________
+
+Working Backward:
+  Deals Needed:            ________ (Revenue / ACV)
+  ÷ Win Rate (%):          ________ = Opportunities Needed
+  ÷ SQL→Opp Rate (%):      ________ = SQLs Needed
+  ÷ MQL→SQL Rate (%):      ________ = MQLs Needed
+  ÷ Lead→MQL Rate (%):     ________ = Leads Needed
+  ÷ Visit→Lead Rate (%):   ________ = Visits Needed
+```
+
+### 2. Worked Example
+```
+Revenue Target:   R$ 1,000,000 / quarter
+ACV:              R$ 50,000
+Deals Needed:     1,000,000 / 50,000 = 20 deals
+
+20 deals ÷ 25% win rate = 80 opportunities
+80 opps ÷ 65% SQL→Opp = 123 SQLs
+123 SQLs ÷ 14% MQL→SQL = 879 MQLs
+879 MQLs ÷ 30% Lead→MQL = 2,930 leads
+2,930 leads ÷ 3% Visit→Lead = 97,667 visits
+
+Monthly requirement:
+  Visits: ~32,556/month
+  Leads: ~977/month
+  MQLs: ~293/month
+  SQLs: ~41/month
+  Opps: ~27/month
+  Deals: ~7/month
+```
+
+### 3. Channel Allocation Model
+| Channel | % of Leads | Leads/mo | CPL | Monthly Cost | Quality (MQL%) |
+|---------|-----------|----------|-----|-------------|---------------|
+| Organic/SEO | | | R$ | R$ | |
+| Paid Search | | | R$ | R$ | |
+| Paid Social | | | R$ | R$ | |
+| Referral | | | R$ | R$ | |
+| Outbound | | | R$ | R$ | |
+| Events | | | R$ | R$ | |
+| **Total** | 100% | | Blended: R$ | R$ | |
+
+### 4. Sensitivity Analysis
+| Scenario | Win Rate | ACV | Required MQLs | Monthly Cost |
+|----------|---------|-----|--------------|-------------|
+| Conservative | -5pp | Same | ↑ | R$ |
+| Base | Current | Current | Base | R$ |
+| Optimistic | +5pp | +10% | ↓ | R$ |
+
+### 5. Capacity Check
+| Resource | Available | Required | Gap |
+|----------|----------|----------|-----|
+| SDR capacity (meetings/mo) | | | |
+| AE capacity (deals/mo) | | | |
+| Marketing budget (R$/mo) | | | |
+| Content production (pieces/mo) | | | |
+
+## Saida
+- Complete funnel math model
+- Channel allocation with budget
+- Sensitivity analysis (3 scenarios)
+- Capacity gap analysis
+
+## Validacao
+- [ ] Math traces cleanly from revenue to visits
+- [ ] Channel allocation sums to 100%
+- [ ] Sensitivity analysis includes best/base/worst
+- [ ] Capacity gaps identified and flagged