NEON-Rutger/B2B-revops-skills

45 skill entries

• abm-engagement-scoring

  Use this skill when an ABM program cannot prove engagement matters, accounts get handed to sales on gut feel, or nobody knows which activity moves buying groups forward. Builds an account engagement score (weighted signals plus decay), maps buying group coverage across the decision-making unit, and defines explicit handover gates so marketing and sales agree on readiness. Produces a scoring model, a buying group tracker template, and a handover decision rule. Rule: without buying group visibility a high engagement score is a false positive; handover requires both the score and the coverage threshold met. Trigger phrases: ABM measurement, which accounts are hot, buying committee coverage, when do we hand this to sales, account engagement score, ABM ROI.

  Reaches the webInstructions only4,640 words
• closed-lost-revival

  Run a quarterly revival sweep over the pipeline you already paid for: closed-lost deals, proposals that went quiet, champions who changed jobs, and engaged contacts who went silent. Triggers on 'closed-lost,' 'win-back,' 'revive dead deals,' 'they ghosted us,' 'gone quiet,' 'lost the deal, what now,' 'reactivation campaign,' 're-engage old pipeline,' 'proposal never answered,' 'dormant accounts,' or any situation where a team is buying new leads while a warehouse of once-interested accounts sits untouched. The skill gates hard: it revives accounts that engaged and then went quiet, never cold contacts that ignored you from day one. BOUNDARY: closed-won- replication-play covers the WON side of the same idea (turning wins into lookalikes); champion-move-detection covers movers as a standing monitoring signal, while this skill only consumes verified moves inside a quarterly campaign; stage-aware-follow-up owns live threads still inside an active cadence (under 60 days of silence), which are patience, not revival.

  Reaches the webInstructions only1,641 words
• comp-plan-architecture

  Sales compensation as a system to be designed and governed, not a set of numbers. Covers sales crediting and attribution rules, comp plan governance and dispute handling, post-merger and multi-entity harmonization, European works council and employment law constraints on changing variable pay, IFRS 15 and ASC 606 commission capitalization as a design constraint, and sales compensation administration tooling. Use when the user mentions crediting rules, sales credit, split credit, double crediting, overlay compensation, deal ownership disputes, comp governance, comp committee, plan documents, comp harmonization, merging comp plans, CCOS, compensation cost of sales, works council, Betriebsrat, ondernemingsraad, avenant, comite de empresa, CCNL, RSU, MBL, fire and rehire, co-determination, commission capitalization, amortization of commissions, SPM tooling, or commission software. Also trigger on "who gets credit for this deal," "we have three different comp plans," "can we change the plan mid-year," "reps are arguing about commission," "the CFO wants to capitalize commissions," or "we need to pick a commission tool." BOUNDARY: Covers the SYSTEM around compensation. For benchmarks, OTE ranges, pay mix and role-level plan mechanics, see gtm-compensation. For territory and capacity design, see gtm-planning. For benchmark numbers, see revops-metrics.

  Reaches the webInstructions only781 words
• crm-migration-consolidation

  CRM migration, instance consolidation, and post-merger integration for B2B revenue teams; system-of-record design; deduplication and identity resolution; data harmonization before cutover; historical data strategy; adoption and change management; PE portfolio integration playbooks. Use when the user describes merging two CRM instances, consolidating after acquisition, post-merger CRM integration, handling dual CRM coexistence, managing CRM data quality before migration, defining which system of record wins for which object, planning a CRM cutover, multi-entity or multi-currency CRM challenges, or running a 100-day integration plan with CRM elements. Trigger phrases: "merge our CRMs", "consolidate two HubSpot portals", "HubSpot and Salesforce together", "post-merger CRM", "CRM integration plan", "deduplication before migration", "which CRM wins", "cutover", "consolidation strategy", or "100-day CRM plan". BOUNDARY: Use this skill for CRM architecture decisions, data strategy, and integration planning. For detailed Salesforce configuration, see revops-salesforce. For detailed HubSpot configuration, see revops-hubspot. For handoff design across the revenue bow tie, see revops-handoffs. For broader PMI strategy, see revops-change-management. For data governance and master data management, see revops-data-governance. See also: revops-diagnostic, revops-tech-stack.

  Reaches the webInstructions only5,673 words
• cs-operations

  Save churning customers through proactive health scoring and recovery plays. Use when red accounts pile up unpredictably, renewal conversations turn contentious, or expansion-ready accounts slip away. Builds a 5-dimension health score (product usage, relationship quality, support friction, commercial trends, outcomes) updated weekly, triages red accounts into rescue mode or renewal-risk mode, and activates save plays with executive sponsorship, backed by the full post-sale operating model (onboarding, QBRs, CS-Sales handoffs, renewal governance). Produces a weekly red-account triage list and recovery playbooks by churn cause. Rule: a customer does not turn red on one signal; red means 3 or more health dimensions breaking at once. Trigger phrases: we keep losing customers, red accounts, health scoring, save play, churn autopsy, renewal price increase resistance.

  Reaches the webInstructions only4,036 words
• data-enrichment

  Use this skill when inbound leads arrive incomplete (missing company size, industry, revenue), the TAM list lacks data for scoring, or the CRM cannot route and segment without enrichment. Maps coverage gaps, compares single-source and waterfall provider strategies, and builds an integration roadmap with cost guardrails and quality gates. Produces a provider recommendation matrix, a waterfall architecture, and a go or no-go checklist. Rule: no single provider has full coverage; a waterfall across two or more providers in sequence beats any one source on match rate. Trigger phrases: data enrichment, leads come in with no company info, enrichment coverage, firmographic data, which enrichment tool, data freshness.

  Reaches the webInstructions only2,567 words
• deal-desk-operations

  Use this skill when reps hold too much pricing authority, discounts spiral by region, or approval bottlenecks stall deals. Builds the approval matrix by discount depth and deal size, SLA-backed quote workflows, and strategic override lanes that separate noise from genuine exceptions. Produces a matrix routing small discounts to reps, large discounts to leadership and non-standard terms to the deal desk, a three-stage quote process with 24 to 48 hour SLAs, and a 30-day audit loop on exceptions. Rule: if a rep can approve a discount without understanding the margin impact, the approval matrix is too loose. Trigger phrases: discount governance, approval matrix, pricing exceptions, deals stalled in approval, margin erosion, quote SLAs.

  Reaches the webInstructions only2,861 words
• deal-qualification-gates

  Install evidence-gated qualification on a live pipeline: score the QUALITY of evidence behind every deal (1-5 per qualification dimension), set minimum scores per stage, and enforce qualify-or-kill at each gate. Triggers on 'zombie deals,' 'pipeline is full of junk,' 'is this deal real,' 'qualify or kill,' 'deals stall at proposal,' 'forecast built on hope,' 'reps say every deal is closing,' 'stage criteria,' 'exit criteria,' 'MEDDIC scoring,' 'SPICED scoring,' 'qualification framework rollout,' or any situation where deals advance on rep optimism instead of buyer evidence. Works with SPICED by default and maps to MEDDICC or BANT. BOUNDARY: icp-builder owns ACCOUNT-level fit (is this the right company) and carries a summary of these gates as its pipeline-enforcement step; this skill is the full deal-level operating system (is this deal real). deal-velocity-engineer treats slow deals as a speed problem; this skill treats false deals as a truth problem, and it runs first, because accelerating an unqualified deal just produces a faster loss. Weekly pipeline reviews (e.g. pipeline-review) consume the scores this skill produces; they read the dashboard, this skill builds the engine under it.

  Reaches the webInstructions only1,984 words
• deal-velocity-engineer

  Compress sales cycles through stage-gate enforcement and pipeline deflation. Use when deals stall at specific stages, cycles exceed segment benchmarks, or zombie deals inflate the pipeline. Diagnoses the binding constraint (qualification, stage progression, or volume), builds stage exit criteria mapped to buyer actions rather than seller activities, and establishes zombie detection to deflate stale deals. Produces a velocity diagnostic with benchmarked targets and a stage-gate implementation blueprint. Rule: if a deal cannot advance without meeting stage exit criteria, the system is the constraint, not the rep. Trigger phrases: deal velocity, sales cycle too long, deals stalling, zombie deals, stage exit criteria, pipeline is bloated but nothing closes.

  Reaches the webInstructions only4,251 words
• expansion-revenue-architect

  Design and install expansion revenue systems improving NRR and GRR for B2B SaaS. GRR/NRR diagnostic, expansion motion architecture, whitespace analysis, CS-Sales handback, renewal pricing, and 90-day NRR programs. Trigger on 'NRR improvement,' 'GRR strategy,' 'expansion revenue,' 'upsell cross-sell,' 'whitespace analysis,' 'CS expansion,' 'net revenue retention,' 'right side of the bowtie,' 'land and expand,' 'expansion is accidental,' 'CS doesn't own revenue,' 'we keep discounting renewals,' 'health score,' 'time to value,' 'customer advocacy,' 'usage-based pricing NRR,' 'account penetration,' 'second-order revenue,' or 'CSM coverage model.' Also use when NRR below 110% or GRR below 90%. Designs full expansion engine connecting health scoring, signals, whitespace, CS-Sales handbacks, and dashboard tiles. BOUNDARY: For CS operations, see cs-operations. For pricing and consumption billing operations, see pricing-monetization-ops. For handoffs, see revops-handoffs.

  Reaches the webInstructions only3,796 words
• gtm-compensation

  GTM compensation plan design, quota setting, OTE structures, and benchmarking for B2B revenue teams. Use when the user mentions comp plans, OTE, on-target earnings, variable pay, commission structure, quota setting, accelerators, decelerators, SPIFs, clawbacks, sales compensation, SDR comp, AE comp, CSM comp, pay mix, commission rates, ramp periods, or comp plan modeling. Also trigger when someone asks about benchmarking GTM salaries, designing incentive structures, or fixing misaligned compensation. If someone says "how should I pay my reps" or "what's a fair OTE" or "our comp plan isn't working," activate this skill. BOUNDARY: Covers how to PAY people. For org design and capacity, see gtm-planning.

  Reaches the webInstructions only3,752 words
• gtm-data-architecture

  GTM data architecture for revenue operators who are not data engineers; warehouse-native and zero-copy patterns that have won in the market. Use when designing GTM data stacks, planning data transformation layers, evaluating CDP vendors, building identity resolution and unified customer intelligence, implementing reverse ETL (Hightouch or Census), or assessing data readiness for AI agents. Also trigger on "data architecture", "ELT vs ETL", "warehouse-native CDP", "composable CDP", "reverse ETL implementation", "dbt for RevOps", "unified health scores", "customer data platform strategy", or "data mesh for GTM". BOUNDARY: Covers architecture and transformation layers only. Handoff to revops-data-governance for CRM data quality and governance; to revops-tech-stack for vendor selection frameworks; to gtm-planning for strategy implications. This skill addresses the data layer for a RevOps team scaling AI adoption.

  Reaches the webInstructions only3,255 words
• gtm-planning

  Go-to-market planning, org design, territory design, and capacity planning for B2B revenue teams. Use when the user mentions GTM planning, go-to-market, GTM motion, territory design, org design, sales org, team structure, capacity planning, headcount model, hiring plan, ICP definition, PLG, product-led growth, sales-led, partner-led, channel strategy, named accounts, team ratios, SDR-to-AE ratio, or scaling the sales team. Also trigger when someone asks about entering a new market, redesigning territories, or planning next year's revenue org. If someone says "how should I structure my sales team" or "our territories don't make sense," activate this skill. BOUNDARY: Covers team STRUCTURE, territories, and capacity. For comp plans and quotas, see gtm-compensation. For ICP BUILDING methodology (GAP method, interviews, thresholds), see icp-builder.

  Reaches the webInstructions only4,706 words
• icp-builder

  Build, validate, or expand your ICP (Ideal Customer Profile) using the GAP method, SPICED framework, and customer interview pipeline. Triggers on 'build your ICP,' 'check your ICP,' 'ICP validation,' 'ICP quality,' 'you don't have an ICP,' 'ICP is too broad,' 'who should we sell to,' 'segment our market,' 'ICP workshop,' 'customer interviews for ICP,' 'GAP method,' 'ICP expansion,' 'Goldilocks zone,' 'tier our customers,' 'A/B/C segmentation,' 'are we targeting the right customers,' 'segmentation check,' 'ICP review,' 'who are we actually selling to,' 'score our accounts,' 'ICP scoring,' 'fit score,' 'TAM list,' 'target list,' 'build our market list,' or any situation where your ICP is missing, broken, or needs validation. This skill covers the full ICP lifecycle: validate what exists, build from scratch, score every company 0-100 on fit, produce and maintain the TAM list, refine with interviews, and plan expansion. BOUNDARY: For positioning/messaging (step AFTER ICP), see positioning-messaging-designer.

  Reaches the webInstructions only2,453 words
• lead-routing

  Lead routing strategy, assignment logic, round-robin patterns, territory design, speed-to-lead SLA frameworks, and routing automation for B2B revenue teams. Use when the user mentions lead routing, lead assignment, round-robin, territory assignment, lead distribution, speed-to-lead, lead SLA, lead queue, routing rules, routing logic, account-based routing, geographic routing, skills-based routing, load balancing, lead handoff, inbound lead routing, outbound lead routing, routing tools (LeanData, Chili Piper, Default), or lead cherry-picking. Also trigger on 'leads aren't getting to the right rep,' 'our routing is broken,' 'leads sit in a queue,' 'reps cherry-pick,' 'speed-to-lead is too slow,' or 'we need to redesign territories.' BOUNDARY: Covers routing STRATEGY and LOGIC (CRM-agnostic). For CRM-specific implementation, see revops-hubspot or revops-salesforce. For enrichment that feeds routing, see data-enrichment. For lead scoring, see marketing-operations.

  Reaches the webInstructions only2,800 words
• marketing-operations

  Marketing operations for B2B revenue teams: lead scoring, attribution, campaign tracking, and handoff protocols. Use when the user mentions marketing operations, marops, lead scoring, MQL definition, MQL to SQL handoff, lead routing, attribution modeling, multi-touch attribution, W-shaped attribution, marketing sourced pipeline, campaign operations, UTM taxonomy, demand gen ops, channel mix, marketing SLA, speed to lead, ICP fit scoring, SPICED lead scoring, ICP fit matrix, selection fit, urgency fit, qualification tier scoring, T1 T2 T3 leads, or ICP fit scoring. Also trigger when someone says "sales says our leads are garbage" or "we can't attribute revenue to campaigns." BOUNDARY: Covers marketing OPERATIONS (lead management, attribution, campaign ops). For HubSpot, see revops-hubspot. For funnel math, see revops-metrics. For ICP BUILDING methodology (GAP method, customer interviews), see icp-builder.

  Reaches the webInstructions only3,745 words
• onboarding-activation

  Design customer onboarding as an activation system: carry the why-they- bought evidence across the signature, drive to first realized value on a clock, detect stalls while they are cheap, and graduate accounts into the steady-state cadence with a value baseline installed. Triggers on 'customer onboarding,' 'time to value,' 'time to first value,' 'activation,' 'implementation drags,' 'customers sign and stall,' 'go-live took months,' 'adoption never started,' 'onboarding handoff,' 'kickoff call,' or any situation where the gap between signed and successful is where accounts quietly die. BOUNDARY: trial-poc-conversion ends at the buying decision and hands its activation definition forward; this skill starts at signature. renewal-save-motion owns intervention on flagged accounts in steady state; this skill's stall protocol covers the onboarding window, then hands the account over with its baseline. qbr-ebr-builder consumes this skill's output directly: the value baseline agreed at graduation is what every later business review measures against. cs-operations owns the CS org design around all of it.

  Reaches the webInstructions only1,971 words
• operating-cadence-designer

  Design and install the operating cadence for your organization: the calendar that makes the revenue operating system real. Connects the strategy scorecard (strategy), the revenue dashboard (visibility), and weekly/monthly rituals (execution). Use whenever the user mentions 'operating cadence,' 'cadence design,' 'meeting architecture,' 'install the cadence,' 'ritual design,' 'revenue meetings,' '5P meetings,' 'breach rhythm,' 'WIP limits,' 'decision cadence,' 'signal trigger action,' 'decision rules,' or any engagement where meetings need restructuring. Also trigger on 'our meetings are status updates,' 'nobody makes decisions,' 'nothing gets done,' 'the board keeps getting surprised,' or 'we need a rhythm.' Also trigger on 'forecast calls,' 'pipeline review,' 'QBR,' 'board meeting,' 'board deck,' 'monthly business review,' 'sales standup,' or 'deal review.' BOUNDARY: For the revenue dashboard build itself, see pipeline-visibility.

  Reaches the webInstructions only3,929 words
• partner-channel-operations

  Partner and channel operations for B2B SaaS: program design, partner enablement, co-selling, deal registration, and ecosystem-led growth. Use when the user mentions partner program, channel strategy, partner enablement, co-sell, deal registration, partner onboarding, partner tiers, ecosystem-led growth, partner-sourced pipeline, partner health scoring, partner QBR, ideal partner profile, IPP, referral partners, resellers, VARs, implementation partners, GSIs, MSPs, partner portal, MDF, partner attribution, partner revenue, or partner operations. Also trigger when someone says 'we need partners to scale,' 'our partner program isn't producing,' 'how do we structure partner tiers,' 'partners aren't bringing deals,' or 'we want to build an ecosystem.' BOUNDARY: covers partner OPERATIONS (program design, enablement, pipeline, reporting). For GTM org design and capacity, see gtm-planning. For handoff design between partner and direct, see revops-handoffs. For HubSpot implementation, see revops-hubspot.

  Reaches the webInstructions only4,551 words
• partner-ecosystem-architect

  Design and install partner ecosystem strategies for your company using ecosystem-led growth (ELG) and nearbound methodology. Use when someone mentions 'partner strategy,' 'ecosystem-led growth,' 'nearbound,' 'partner ecosystem,' 'build a partner program,' 'co-selling strategy,' 'account mapping,' 'Crossbeam,' 'Reveal,' 'partner motion,' 'referral program,' or 'partner revenue.' Also trigger on 'we need partners to grow,' 'partner program isn't working,' or 'partners should be our next GTM motion.' Also trigger on 'Crossbeam Reveal,' 'Introw,' 'PRM tools,' 'partner tools,' 'cloud marketplace strategy,' 'partner benchmark,' or 'partner economics.' Designs partner strategy and architecture: why this partner type, why now, how it fits the system. BOUNDARY: For partner operational plumbing (deal registration, health scoring, CRM properties), see partner-channel-operations. For handoffs see revops-handoffs.

  Reaches the webInstructions only3,685 words
• pipeline-visibility

  Pipeline visibility, reporting architecture, dashboard design, pipeline hygiene, and forecast reporting for B2B revenue teams. CRM-agnostic patterns for any platform. Use when the user mentions pipeline visibility, pipeline reporting, sales dashboards, pipeline hygiene, stale deals, pipeline coverage, pipeline health, deal inspection, pipeline review, win rate reporting, conversion funnels, pipeline cleanup, pipeline scrub, forecast reporting, forecast accuracy tracking, big deal alerts, or pipeline quality score. Also trigger on 'we can't see our pipeline,' 'deals go stale,' 'pipeline reports are wrong,' 'we need better dashboards,' or 'how do we track pipeline health.' BOUNDARY: Covers pipeline VISIBILITY and REPORTING (CRM-agnostic). For CRM-specific implementation, see revops-hubspot or revops-salesforce. For forecast methodology, see revops-forecasting. For metrics, see revops-metrics.

  Reaches the webInstructions only4,201 words
• positioning-messaging-designer

  Design positioning and messaging frameworks for your company using the Use Case Messaging Canvas and Opposites method. Use whenever you need to define your positioning, build a messaging framework, create a Use Case Canvas, or bridge the gap between ICP and copy. Triggers include 'position yourself,' 'messaging framework,' 'Use Case Canvas,' 'how should we position,' 'our messaging is all over the place,' 'we skip straight to copy,' 'Opposites method,' 'Old Way vs New Way,' 'positioning workshop,' 'value prop,' 'one-liner,' 'elevator pitch,' 'positioning line,' or any situation where you have an ICP but your messaging is missing or inconsistent. BOUNDARY: This skill designs POSITIONING and MESSAGING frameworks. For ICP building (the step BEFORE), see icp-builder. For writing actual LinkedIn copy, see a LinkedIn posting skill. For proposals, see a proposal generator skill.

  Reaches the webInstructions only3,109 words
• pricing-monetization-ops

  Use this skill when bill shock is killing renewal cohorts, a consumption model breaks revenue recognition, or metering and billing are out of sync. Builds the operational layers: metering (ingestion, deduplication, customer mapping), rating and pricing engines (tiers, overages, minimums, credits), invoicing with audit trails, collections logic, and revenue reconciliation for variable contracts. Produces a data-quality audit of metering leaks, a quote-to-cash integration map, a per-seat-to-usage migration plan that does not break revenue reporting, and an ASC 606 compliance checklist. Rule: consumption pricing is only as good as its metering, billing and reconciliation plumbing; one broken layer breaks them all. Trigger phrases: usage billing, bill shock, metering, price migration, overages, billing reconciliation, variable revenue.

  Reaches the webInstructions only5,953 words
• procurement-navigation

  Navigate the buyer's procurement gauntlet from 'you're selected' to signature: map the gauntlet early, pre-bake the artifact pack, run security, legal, and privacy reviews in parallel on a mutual close plan, and negotiate procurement's game without giving away the deal the sales team already won. Triggers on 'procurement,' 'security review,' 'security questionnaire,' 'vendor review,' 'legal redlines,' 'stuck in legal,' 'DPA,' 'InfoSec,' 'vendor onboarding,' 'the deal is agreed but not signed,' 'procurement is squeezing us,' 'close date keeps slipping at contract stage,' or any situation where a verbally-won deal enters the buyer's buying machinery. BOUNDARY: an rfp-response skill owns the upstream bid phase (bid/no-bid, building the response to the evaluator's scorecard); this skill begins after selection, when the evaluators hand you to the machinery. deal-desk-operations owns your INTERNAL approvals, quoting, and concession governance; this skill choreographs the BUYER's process and tells deal desk what is coming. deal-qualification-gates predicts this phase: a decision-process dimension scored 4+ means the gauntlet below was mapped before proposal, which is the whole trick.

  Reaches the webInstructions only1,005 words
• qbr-ebr-builder

  Design and build customer business reviews that buyers actually attend: QBR (operational cadence) and EBR (executive cadence), with the value recap in the customer's own numbers as the load-bearing artifact. Triggers on 'QBR,' 'EBR,' 'business review,' 'executive business review,' 'quarterly review deck,' 'prove value to the customer,' 'renewal conversation prep,' 'customer stopped attending reviews,' 'our QBRs are a feature parade,' 'success plan review,' or any situation where post-sale value needs to be demonstrated to the people who pay, not just the people who use. BOUNDARY: account-health-audit and customer-health scanners produce the internal diagnostic BEFORE the review; this skill builds the customer-facing instrument itself and starts from their output. renewal-save-motion owns the intervention when a review surfaces risk; expansion-revenue-architect and expansion-opportunity-analysis own the motion when it surfaces headroom; this skill hands off to both and runs neither. revenue-operating-cadence owns INTERNAL meeting architecture; a business review is a customer-facing meeting and follows different rules: their agenda, their numbers, their next quarter.

  Reaches the webInstructions only1,252 words
• renewal-save-motion

  Run the defensive counterpart to expansion: a structured save motion for at-risk customers and a renewal runbook that starts at T-120, not the week the contract ends. Triggers on 'renewal at risk,' 'customer went quiet,' 'churn save,' 'save play,' 'they stopped using the product,' 'champion left the account,' 'renewal coming up,' 'GRR is slipping,' 'downgrade request,' 'cancellation notice,' 'win the renewal,' or any situation where a health signal fired and the team's only play is a discount and a prayer. Entry condition: a risk flag already exists (from a health scan, usage drop, champion departure, or a blocked expansion attempt). BOUNDARY: customer-health scanners (e.g. customer-health, account-health-audit) DETECT risk across the base; this skill executes the intervention on one flagged account, starting where their output ends. expansion-opportunity- analysis is the offense on healthy accounts; the two are mutually exclusive on the same account at the same time, and its no-activity hard gate is precisely the handoff INTO this skill. cs-operations owns the full CS org design (segmentation, staffing, QBR cadence); this skill is one motion inside that system, not the system.

  Reaches the webInstructions only1,884 words
• revenue-operating-cadence

  Revenue operating cadence: meeting architecture, data pyramid, and board reporting that turns strategy into execution. Use when the user mentions operating cadence, meeting cadence, forecast calls, pipeline review, QBR, board meeting, board deck, monthly business review, sales standup, deal review, meeting architecture, meeting agenda, revenue ceremonies, or structuring revenue meetings. Also trigger when someone asks about board deck structure, running forecast calls, fixing meetings that waste time, or getting accountability. If someone says "our meetings are status updates" or "the board keeps getting surprised" or "nothing gets done," activate this skill. BOUNDARY: Covers meeting structure and data inputs. For forecast methodology, see revops-forecasting. For metrics, see revops-metrics.

  Reaches the webInstructions only3,729 words
• revops-change-management

  Revenue change management: plan change, design enablement, make it stick, measure adoption. Trigger on change management, enablement design, adoption failure, rollout plan, communication plan, stakeholder management, training that doesn't stick, behavior change, coaching program, process change, system migration, comp plan change, territory change, Kotter, ADKAR, spaced repetition, forgetting curve, reverse salient, traffic light model, Bloom's taxonomy, "nobody follows the new process," "we trained them but nothing changed," "the tool is built but nobody uses it," "how do we get buy-in," "people are pushing back," AI change management, FOBO, shadow AI, AI adoption, works council AI, AI governance framework, AI rollout, or fear of becoming obsolete. BOUNDARY: For HubSpot adoption, see revops-hubspot. For GTM org change, see gtm-planning.

  Reaches the webInstructions only3,943 words
• revops-crisis

  Revenue crisis triage and emergency response when multiple systems break simultaneously. Use this skill when the user describes a CRISIS state: forecast missed for multiple quarters, win rate collapsing, pipeline coverage below 2.8x and falling, NRR crashed below 90%, multiple simultaneous system failures, loss of trust between functions, data that cannot be trusted, or scenarios like "everything is broken," "forecast is ±30% wrong," "we are losing deals we should win," "I cannot trust our data," "sales blames marketing blames product," "three quarters in a row we missed," "board is panicking," or "we need to save this quarter." Also trigger on "we need emergency triage," "nothing is working," "where do we even start," or "we are in firefighting mode." BOUNDARY: This is emergency response (what to fix FIRST when everything is broken). For detailed methodology after stabilization, see revops-diagnostic and revops-four-capability-maturity-assessment. For specific domain fixes, see the relevant domain skill.

  Reaches the webInstructions only3,179 words
• revops-data-governance

  Use this skill when CRM reports do not match, fields are a mess, hundreds of properties sit unused, or nobody trusts the data. Builds a data model mapped to the customer journey, designs field naming conventions and governance, sets up quality scorecards (completeness, accuracy, consistency, timeliness), and audits integrations to stop data rot. Produces a data dictionary, a field governance process with create and deprecate workflows, and quarterly quality targets. Rule: if a field has no documented owner and no documented use case, delete it. Trigger phrases: our reports do not match, our CRM is a mess, data quality, system of record, deduplication, field governance.

  Reaches the webInstructions only5,949 words
• revops-diagnostic

  Revenue operations diagnostic frameworks for identifying system constraints and root causes in B2B GTM organizations. Use when the user mentions diagnosing revenue problems, finding the constraint, IFA diagnostic, six stages of check, system thinking, root cause analysis, A3 analysis, GTM health check, revenue system audit, or figuring out what's wrong with their revenue engine. Also trigger when someone describes symptoms like weak pipeline, wrong forecast, underperforming reps, or leadership chaos. If someone says "we keep missing plan" or "everyone is busy but nothing moves," activate this skill. This is the diagnostic skill: find the real constraint before recommending what to fix.

  Reaches the webInstructions only5,034 words
• revops-forecasting

  Use this skill when the forecast is consistently wrong: over-forecasting, missed quarter-ends, deals slipping unexpectedly. Installs category-based forecasting (Commit, Best Case, Upside), multi-method triangulation combining stage-weighted and historical views, and forecast accuracy diagnostics with benchmarks. Produces a repeatable forecast cadence, the red flags to inspect in forecast calls, and a variance-reduction roadmap. Rule: if a rep cannot explain their Commit deal in 2 minutes, it is not a Commit. Trigger phrases: forecast accuracy, we cannot predict our number, forecast categories, pipeline coverage, forecast call, deals go stale.

  Reaches the webInstructions only2,734 words
• revops-handoffs

  Use this skill when revenue leaks between teams: leads go dark after handover to sales, promised commitments disappear after signature, expansion signals stay invisible, CS never learns what sales committed. Designs handoff protocols across the full revenue bow-tie (marketing to sales, sales to customer, customer to expansion) with speed-to-lead SLAs, context-packet architecture, ownership models, and leading indicators of failure. Produces handoff playbooks per transition, context templates, SLAs with measurement dashboards, and detection rules for leaking revenue. Rule: handoffs are where revenue leaks. Trigger phrases: leads fall through the cracks, closed-won handoff, CS-to-sales handback, speed-to-lead, SLA between teams, nobody owns expansion.

  Reaches the webInstructions only1,934 words
• revops-hubspot

  Use this skill when CRM architecture breaks revenue clarity: lifecycle stages that do not match the funnel, unmaintainable properties, reporting that needs three spreadsheets. Covers object model design, lifecycle architecture, property governance, pipeline configuration, automation patterns, and reporting structure for HubSpot. Produces a documented architecture with stage definitions, property naming standards, workflow specs, and a revenue-decision-focused dashboard roadmap. Rule: design for reporting first; if you cannot name the report a property feeds, do not create it. Trigger phrases: HubSpot setup, lifecycle stages, messy HubSpot instance, deal pipelines, HubSpot reporting, CRM architecture.

  Reaches the webInstructions only3,418 words
• revops-metrics

  Revenue performance measurement, funnel math, and unit economics for B2B teams. Use when the user mentions revenue metrics, conversion rates, pipeline velocity, unit economics, LTV, CAC, payback period, cohort analysis, NRR, GRR, churn rate, expansion revenue, ARR, MRR, funnel conversion, win rate, deal size, sales cycle, Rule of 40, burn multiple, T2D3, growth benchmarks, deal health scoring, deal health dimensions, conversational intelligence metrics, strategic initiative trackers, activity velocity, multi-threading score, or measuring revenue performance. Also trigger on "our numbers are off," "how do we stack up," "what should our conversion rate be," or "how healthy is this deal." BOUNDARY: This skill covers WHAT to measure. For forecasting, see revops-forecasting. For meeting cadence, see revenue-operating-cadence.

  Reaches the webInstructions only5,778 words
• revops-org-chart

  RevOps team org design, role structure, and hiring sequencing by company size and ARR stage. Use this skill when you need to structure your RevOps team, determine hiring order, design a business partner vs. center-of-excellence model, decide when to engage a Systems Architect (FTE, fractional, or advisory), evolve a CRM or automation team toward RevOps, define who RevOps should report to, establish a mandate or charter, choose centralized vs. embedded vs. hub-and-spoke model, organize RevOps into outcome pods across the bowtie (build face plus run face, minimum-viable pod, the 40% post-sale rule), design multi-BU or multi-instance team structures, or build agencies into your RevOps strategy without creating dependency. Also use when you have Business Partners and are considering adding an Architect role. Includes frameworks from RevOps Co-op, Revenue Wizards, Hyperscayle, Go Nimbly, Maxio, Leanlayer, Stage2 Capital, and practice-based hiring guides.

  Reaches the webInstructions only3,706 words
• revops-revenue-planning

  Annual and quarterly revenue plan construction, top-down vs bottoms-up reconciliation, plan versioning, stretch goal handling, and FP&A-RevOps collaboration for B2B revenue teams. Use when the user mentions annual planning, revenue targets, capacity planning, planning calendar, stretch goals, plan versions, plan of record, reforecasting triggers, FP&A collaboration, or revenue reconciliation. Also trigger on "we need to build our plan", "our forecast and budget don't align", "how do we set targets", "what's our plan of record", "we got a stretch from finance", "when should we start planning", or "we need to reforecast". BOUNDARY: Covers plan construction, versioning, and reconciliation. For in-quarter/weekly forecasting mechanics, see revops-forecasting. For GTM structure and capacity mechanics, see gtm-planning. For compensation and quotas, see gtm-compensation.

  Reaches the webInstructions only4,823 words
• revops-salesforce

  Salesforce implementation patterns for revenue operations teams. Use when the user mentions Salesforce, SFDC, Salesforce setup, Salesforce object model, Salesforce Flows, record-triggered flows, Salesforce automation, Salesforce properties, Salesforce reporting, Salesforce dashboards, opportunity stages in Salesforce, Salesforce pipeline, collaborative forecasting, Einstein, CRM Analytics, Pipeline Inspection, Salesforce data model, Salesforce migration, Process Builder replacement, Salesforce field governance, Salesforce territory management, or Salesforce integrations. Also trigger on 'our Salesforce is a mess,' 'how should we set up Salesforce,' 'migrate from Process Builder to Flow,' or any CRM architecture question where the team uses Salesforce. BOUNDARY: Covers Salesforce-specific implementation. For CRM-agnostic strategy, see revops-strategy. For HubSpot, see revops-hubspot. For generic enrichment, see data-enrichment. For generic routing, see lead-routing.

  Reaches the webInstructions only1,464 words
• revops-strategy

  Revenue operations strategy, pipeline architecture, and strategic advisory for building your B2B company's revenue engine. Use this skill when you mention RevOps, revenue operations, pipeline architecture, bow tie model, bowtie funnel, funnel stages, revenue leaks, KPI frameworks, sales-marketing alignment, GTM strategy, data hygiene, tech stack audit, revenue engine, or when you need help framing a strategic response about revenue operations topics. Also trigger on pushing back on vanity metrics, translating problems into RevOps language, diagnosing pipeline problems, or building KPI frameworks. Even without "RevOps": funnel conversion, pipeline velocity, lead handoffs, revenue alignment all trigger this. Also covers ICP-to-messaging alignment and operating system architecture. BOUNDARY: Covers strategic FRAMING and pipeline architecture. For ICP building, see icp-builder. For CRM implementation, see revops-hubspot.

  Reaches the webInstructions only5,398 words
• revops-tech-stack

  Revenue technology stack architecture, value engineering, platform evaluation, and capability mapping for B2B GTM teams. Use when the user mentions tech stack, martech stack, sales tech, CRM evaluation, platform selection, tool consolidation, stack audit, build vs buy, integration architecture, composability, iPaaS, CDP, MAP, sales engagement platform, AI tools for GTM, AI maturity, AI orchestration, AI agents, knowledge layer, semantic retrieval, RAG stack, vector database, EU AI stack, GDPR AI tools, knowledge management platform, Glean, Langdock, Weaviate, Qdrant, Pinecone, LlamaIndex, LangChain, Dust.tt, Guru, or Notion AI. Also trigger on "we have too many tools," "our tools don't talk to each other," "should we buy X or build it," "where should our knowledge live," or "how do we give AI access to our internal docs." BOUNDARY: Covers TECHNOLOGY evaluation and architecture. For strategy framing, see revops-strategy. For HubSpot, see revops-hubspot. For data governance, see revops-data-governance.

  Reaches the webInstructions only4,241 words
• saas-pnl-reading

  Reading, interrogating and translating B2B SaaS financial statements for commercial and revenue operations leaders who sit next to finance but were not trained in it. Covers the P&L line by line, gross margin by revenue stream, the ARR bridge versus recognized revenue, deferred revenue and RPO, billings versus revenue, EBITDA versus adjusted EBITDA and which add-backs to challenge, why a profitable SaaS company burns cash, the balance sheet items that matter commercially, budget versus actual and variance analysis, and the mapping between RevOps metrics and P&L lines. Use when the user mentions P&L, profit and loss, income statement, balance sheet, cash flow statement, gross margin, contribution margin, EBITDA, adjusted EBITDA, add-backs, ARR bridge, deferred revenue, RPO, billings, revenue recognition, budget versus actual, variance analysis, board pack, management accounts, working capital, DSO, capitalized R&D, or opex versus capex. Also trigger on "the CFO said," "I do not understand this board deck," "why is our ARR different from our revenue," "what is adjusted EBITDA," "we are profitable but out of cash," or "how do I talk to finance." BOUNDARY: Covers reading and challenging FINANCIAL STATEMENTS. For SaaS metric definitions such as NRR, CAC payback and win rate, see revops-metrics, which also carries the benchmark values. For commission accounting as a comp design constraint, see comp-plan-architecture.

  Reaches the webInstructions only661 words
• sales-methodology

  Implement and operationalize proven sales methodologies across revenue teams, with deep SPICED qualification depth. Use when the user mentions SPICED, MEDDIC, MEDDPICC, BANT, Challenger, SPIN, Gap Selling, sales qualification, deal scoring, sales process design, pipeline qualification, discovery frameworks, deal review, sales coaching, rep onboarding, discount negotiation, discount objection handling, or pricing objections. SPICED depth includes full qualification scoring, buying committee mapping by persona, discovery call structure, pipeline stage gating, and canonical language patterns by customer cluster. Also trigger for structuring discovery calls, scoring deals, running deal reviews, handling discount requests, or operationalizing any sales framework. Covers methodology selection, CRM implementation, and discount negotiation playbooks. BOUNDARY: For change management see revops-change-management. For ICP building see icp-builder. For discount governance policy see deal-desk-operations.

  Reaches the webInstructions only8,088 words
• sales-ramp-enablement

  Design rep ramp as an instrumented system: milestone-gated 30-60-90 with certification evidence, ramp math wired into capacity and forecast, ramp- adjusted quota and comp, and the manager cadence that catches a drifting ramp in week three instead of month five. Triggers on 'ramp,' 'ramp time,' 'new rep onboarding,' 'time to productivity,' 'reps take too long to produce,' 'certification,' 'enablement program,' 'sales onboarding plan,' '30-60-90 for the new AE,' 'ramp quota,' or any situation where hiring is planned but the months between start date and full production are treated as weather instead of a system. BOUNDARY: a playbook-foundations skill owns the playbook document itself (what good looks like, written down); this skill assumes a playbook exists or names its absence as the first gap, and builds the SYSTEM that installs it into a new rep on a clock. Call-scoring skills own per-call quality scoring; this skill consumes those scores as certification evidence. gtm-compensation owns full comp design; this skill specifies only the ramp-period quota and draw logic. revops-org-chart owns hiring sequencing; capacity math here feeds it.

  Reaches the webInstructions only962 words
• trial-poc-conversion

  Design and run trials, POCs, and pilots that convert: pick the right evaluation motion, contract success criteria before granting access, define and instrument activation, and run the conversion clock so evaluations end in a decision instead of a drift. Triggers on 'trial conversion,' 'POC,' 'proof of concept,' 'pilot,' 'trial design,' 'trial-to-paid,' 'our trials go nowhere,' 'free pilot request,' 'evaluation plan,' 'success criteria,' 'trial expired without a decision,' 'they want to test it first,' or any situation where product access is being traded for a buying decision. BOUNDARY: deal-qualification-gates decides whether the deal is real BEFORE an evaluation is granted; a POC is a proof vehicle, never a qualification substitute, and granting one below the evidence gate is how free consulting projects start. onboarding-activation owns everything after signature; this skill ends at the conversion decision and hands the activation definition forward. Account-health monitoring during a live trial is detection; this skill supplies the design those monitors check against.

  Reaches the webInstructions only1,923 words
• win-loss-program

  Build a standing win-loss program that finds out why deals were actually won or lost, from two evidence lanes: mining the transcripts and threads of decided deals, and interviewing the buyers themselves after the decision. Triggers on 'win-loss,' 'why did we lose,' 'why do we win,' 'loss reasons,' 'post-mortem this deal,' 'buyer interview,' 'customer arena,' 'group customer feedback session,' 'our CRM loss reasons are useless,' 'competitive losses,' 'what is actually killing our deals,' or any situation where decisions about positioning, product, or process are being made from rep-reported loss fields. BOUNDARY: objection-mining works LIVE deals, extracting objections from in-flight conversations so reps can handle them; this skill works DECIDED deals, extracting causes after the outcome is known, which is a different evidence standard (no deal left to protect). closed-lost-revival consumes this program's loss patterns as its library's truth source and runs the re-engagement; battlecard-type skills consume the competitive findings; sales-ramp-enablement consumes the objection and loss-cause themes as certification curriculum. deal- qualification-gates consumes the findings upstream: recurring loss causes become new evidence-gate floors.

  Reaches the webInstructions only2,746 words