Process Playbooks Aligned to the Customer Lifecycle
Each AI operational process is a complete playbook: what work happens at every lifecycle stage, the internal process steps, and the orchestration agents that execute it. Click a tab to explore any playbook.
GTM Play · Full Lifecycle
Campaign Ops
Owns campaigns through their full flight path. Coordinates multi-channel campaigns across every lifecycle stage. The foundational backbone — every prospect-facing motion runs through a campaign.
TierExecuting
Lifecycle Scope7 stages · Full lifecycle
Architecture1 Domain Expert + 8 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Awareness Campaigns
| Nurture Campaigns
| Conversion Campaigns
| Deal Acceleration
| Activation
| Retention
| Expansion
|
Section 02
Process Steps
STEP 01
Request
Brief intake from operator or signal-triggered.
STEP 02
Plan
Define audience, channels, KPIs, budget.
STEP 03
Build
Generate creative, copy, sequences. Human approves.
STEP 04
Activate
Launch across channels. Enroll prospects.
STEP 05
Optimize
A/B test, pause losers, scale winners.
STEP 06
Attribute
Measure pipeline, revenue, ROI.
STEP 07
Achieved
Archive results. Feed learnings forward.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Campaign Domain Expert
Receives campaign requests from the GTM Orchestrator. Owns the full REQUEST → ACHIEVED process path. Approves agent outputs at HITL gates. Routes attribution back to revenue dashboards.
Orchestration Agents8
AGENT 01
Request
Brief Intake Agent
Receives and structures campaign requests.
Responsibilities
- Receive briefs from operator, signals, or GTM Orchestrator
- Validate required fields (audience, channel, goal)
- Surface incomplete briefs for clarification
- Hand structured request to Campaign Planner
Owns: Request
● ReviewAGENT 02
Plan
Campaign Planner
Defines audience, channels, budget, and success metrics.
Responsibilities
- Build targeting rules and audience segments
- Allocate budget across channels
- Set KPI targets and benchmarks
- Submit plan for HITL approval before BUILD
Owns: Plan
● RequiredAGENT 03
Build
Campaign Builder
Generates all creative assets and sequences from the approved plan.
Responsibilities
- Draft copy variants (headlines, body, CTAs)
- Brief visual concepts and creative direction
- Design email and message sequences
- Assemble assets for human approval before activation
Owns: Build
● RequiredAGENT 04
Activate
Channel Deployer
Pushes approved assets to ad platforms and channel tools.
Responsibilities
- Deploy creative to Meta, LinkedIn, Google Ads
- Configure landing pages and tracking pixels
- Set scheduled send windows
- Confirm successful launch across all channels
Owns: Activate
● Agent DecidesAGENT 05
Activate
Enrollment Agent
Adds qualifying prospects to active campaigns and triggers sequences.
Responsibilities
- Enroll prospects based on targeting rules
- Trigger first touchpoint in sequence
- Honor unsubscribe and frequency caps
- Log enrollment events for attribution
Owns: Activate
● Agent DecidesAGENT 06
Optimize
Performance Optimizer
Monitors performance and adjusts spend within HITL bounds.
Responsibilities
- Run A/B tests on creative and audience variants
- Auto-pause ads below CTR/CPA thresholds
- Scale spend on winners within budget caps
- Surface recommendations to Domain Expert
Owns: Optimize
● ReviewAGENT 07
Attribute
Attribution Agent
Maps campaign touchpoints to pipeline and revenue outcomes.
Responsibilities
- Stitch multi-touch attribution across channels
- Map influenced opportunities and closed-won deals
- Calculate campaign ROI and CAC
- Push results to revenue dashboards
Owns: Attribute
● Agent DecidesAGENT 08
Achieved
Archive Agent
Closes the campaign, locks data, extracts learnings.
Responsibilities
- Mark campaign complete and freeze attribution data
- Extract performance patterns (what worked, what did not)
- Feed learnings into Campaign Library for reuse
- Generate post-mortem brief for Domain Expert
Owns: Achieved
● ReviewGTM Play · Split Scope
ABM Ops
Treats the account as the unit of value. Same target-account discipline that closed the deal returns post-sale to retain and expand it. Steps aside at Onboarding, then resumes at Retention with account-based renewal and whitespace plays.
TierExecuting
Lifecycle ScopeSplit · 4+2 stages
Architecture1 Domain Expert + 6 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Identify
| Engage
| Personalize
| Close
| —ABM steps aside. CS owns implementation. | Retain
| Expand
|
Section 02
Process Steps
STEP 01
Identify
Build target list. Score account fit and timing.
STEP 02
Engage
Multi-thread the buying committee. Track engagement.
STEP 03
Personalize
Tailor demos, content, follow-up per account.
STEP 04
Close
Navigate procurement. Activate executive sponsor.
STEP 05
Retain
Account-based renewal. QBR programming.
STEP 06
Expand
Map whitespace. Drive multi-product growth.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
ABM Domain Expert
Receives target-account signals from the GTM Orchestrator. Owns the full account-based motion across pre-sale and post-sale segments. Coordinates with CS Domain Expert for the implementation hand-off.
Orchestration Agents6
AGENT 01
Identify
Account Researcher
Builds the picture of every target account.
Responsibilities
- Research firmographics and tech stack
- Map the buying committee
- Score intent and timing signals
- Surface whitespace pre-sale and post-sale
Owns: Identify
● Agent DecidesAGENT 02
Engage
Multi-thread Engager
Reaches multiple stakeholders inside the account simultaneously.
Responsibilities
- Run parallel outreach to 3–7 contacts per account
- Coordinate cadence across channels
- Detect engagement signals per stakeholder
- Alert Domain Expert when account heats up
Owns: Engage
● ReviewAGENT 03
Engage → Close
Conversation Intelligence Agent
Joins calls, captures SPICED data, fills CRM, flags coaching moments.
Responsibilities
- Attend all account calls and meetings
- Extract qualification data into structured CRM fields
- Surface unanswered objections and knowledge gaps
- Flag coaching opportunities to Domain Expert
Owns: Engage → Close
● ReviewAGENT 04
Personalize → Close
Solution Engineer Agent
Handles technical Q&A, RFP responses, and solution design briefs.
Responsibilities
- Answer product and technical questions in real time
- Generate draft RFP responses and solution designs
- Build stakeholder-mapped demo environments
- Escalate complex solutioning to human SE
Owns: Personalize → Close
● RequiredAGENT 05
Personalize → Close
Personalization Engine
Customizes every prospect-facing artifact per account.
Responsibilities
- Generate account-specific demo flows
- Tailor case studies and ROI models
- Build stakeholder-mapped pitch decks
- Maintain account-context library
Owns: Personalize → Close
● RequiredAGENT 06
Retain → Expand
Expansion Mapper
Drives the post-sale account-based motion.
Responsibilities
- Track product usage and adoption per account
- Identify whitespace and upsell opportunities
- Coordinate executive sponsor programs
- Run QBR preparation workflows
Owns: Retain → Expand
● ReviewGTM Play · Awareness → Selection
Inbound
Converts first-party inbound signals into qualified pipeline. When a prospect submits a form, requests a demo, downloads content, or signs up for a trial, agents capture, enrich, score, route, and sequence the response before a human rep ever touches the record. Speed-to-response is the primary lever — every minute of delay compounds drop-off.
TierExecuting
Lifecycle ScopeAwareness → Selection
Architecture1 Domain Expert + 6 agents
Signal ·Form submission · Demo request · Trial sign-up · Content download · High-intent page visitAlways-On
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Inbound Capture
| Lead Nurture
| Demo Conversion
| —Owned by ABM / Campaign Ops. | —Not applicable. | —Not applicable. | —Not applicable. |
Section 02
Process Steps
STEP 01
Capture
Receive form submission. Deduplicate against CRM records.
STEP 02
Enrich
Pull firmographic, contact, and technographic data per lead.
STEP 03
Score
Qualify against ICP criteria. Assign score tier.
STEP 04
Route
Assign to self-serve, SDR, or AE track by score and firmographic rules.
STEP 05
Sequence
Trigger personalized response email and follow-up cadence.
STEP 06
Hand Off
Package full context for rep. Notify SDR or AE. Human Required for Tier 1.
STEP 07
Log
Record all activity, lead source attribution, and conversion outcome to CRM.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Inbound Domain Expert
Owns inbound routing rules, ICP scoring thresholds, and SLA standards for response time. Reviews Tier 1 hand-offs before rep notification. Sets self-serve vs. sales-assist criteria. Coordinates with Campaign Domain Expert on lead source attribution and ABM Domain Expert when inbound accounts match target account list.
Orchestration Agents6
AGENT 01
Capture
Form Capture Agent
Receives inbound submissions, deduplicates against CRM, and creates or updates lead records.
Responsibilities
- Receive form submissions, trial sign-ups, and demo requests from all entry points
- Deduplicate against existing CRM contacts and accounts
- Create new lead record or update existing contact with submission data
- Tag lead source, campaign attribution, and entry page
Owns: Capture
● Agent DecidesAGENT 02
Enrich
Enrichment Agent
Pulls firmographic, contact, and technographic data to complete the lead record before scoring.
Responsibilities
- Enrich with company firmographics — industry, size, ARR range, tech stack
- Identify best-fit contacts within the buying committee from enrichment sources
- Pull recent company signals — funding, headcount growth, job postings
- Flag data quality gaps for Domain Expert review
Owns: Enrich
● Agent DecidesAGENT 03
Score
Lead Scoring Agent
Qualifies the enriched lead against ICP criteria and assigns a score tier that determines routing.
Responsibilities
- Score lead against firmographic ICP fit — industry, size, tech stack match
- Apply behavioral scoring — pages visited, content consumed, form type
- Assign tier: Tier 1 (AE), Tier 2 (SDR), Tier 3 (self-serve nurture)
- Flag edge cases to Domain Expert for manual tier override
Owns: Score
● Agent DecidesAGENT 04
Route
Routing Agent
Assigns the scored lead to the right track — self-serve, SDR queue, or direct AE — based on tier and territory rules.
Responsibilities
- Apply territory, vertical, and rep-capacity rules to assignment
- Check if inbound account matches ABM target account list — escalate to ABM Domain Expert if so
- Route Tier 3 leads to appropriate nurture track in Campaign Ops
- Log routing decision and rationale to CRM
Owns: Route
● ReviewAGENT 05
Sequence
Follow-up Agent
Triggers the immediate response email and follow-up cadence matched to lead source and tier.
Responsibilities
- Send instant confirmation email within defined SLA window
- Trigger multi-touch follow-up sequence matched to form type and lead source
- Personalize messaging with enrichment data — company name, use case, content consumed
- Monitor reply and booking signals to pause sequence on positive response
Owns: Sequence
● Agent DecidesAGENT 06
Hand Off → Log
Handoff Agent
Packages full lead context for the assigned rep and records all activity and attribution to CRM.
Responsibilities
- Build rep-ready context package: enrichment data, score, lead source, content consumed, intent signals
- Notify assigned SDR or AE via Slack or CRM task — Tier 1 requires human acknowledgment within SLA
- Log all touchpoints, routing decisions, and sequence activity to CRM with attribution tags
- Trigger SLA alert if rep does not acknowledge Tier 1 hand-off within defined window
Owns: Hand Off → Log
● RequiredGTM Play · Awareness → Commitment
Event Ops
Manages the full event lifecycle from landing pages and registrations through day-of coordination and post-event attribution. Covers all event types: educational webinars, product demo webinars, conferences, field dinners, and executive briefings. AI handles logistics so humans focus on conversations.
TierExecuting
Lifecycle Scope4 stages · Awareness → Commitment
Architecture1 Domain Expert + 3 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Brand Events
| Educational Webinars
| Demo Days
| Executive Briefings
| —Not Event Ops territory. | —Not Event Ops territory. | —Not Event Ops territory. |
Section 02
Process Steps
STEP 01
Request
Event brief intake.
STEP 02
Plan
Define audience, format, date, goals.
STEP 03
Build
Landing page, invites, registration flow.
STEP 04
Activate
Open registrations. Promote. Send invites.
STEP 05
Execute
Live event — pre, during, post flows.
STEP 06
Optimize
Analyze attendance and engagement.
STEP 07
Attribute
Measure pipeline impact.
STEP 08
Achieved
Archive. Feed learnings forward.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Event Domain Expert
Receives event requests from the GTM Orchestrator. Owns the full REQUEST → ACHIEVED flight path for every event. Coordinates day-of execution including human-led live moments. Approves all public-facing event content before activation.
Orchestration Agents4
AGENT 01
Request
Event Brief Intake Agent
Receives and structures event requests before production begins.
Responsibilities
- Receive event briefs from operator or GTM Orchestrator
- Validate required fields — date, format, audience, goals, budget
- Surface incomplete briefs for clarification before production starts
- Hand structured request to Event Generator
Owns: Request
● ReviewAGENT 02
Plan → Build
Event Generator
Creates everything needed for an event before it launches.
Responsibilities
- Generate landing page copy and design brief
- Draft invite email sequences
- Configure registration form and capacity
- Hand off to Event Router for activation
Owns: Plan → Build
● RequiredAGENT 03
Activate → Execute
Event Router
Manages registrations, reminders, day-of coordination, and follow-up.
Responsibilities
- Process registrations and capacity limits
- Trigger reminder cadence
- Coordinate live event hand-off
- Push attendees back into lifecycle with engagement scores
Owns: Activate → Execute
● ReviewAGENT 04
Optimize → Achieved
Event Archive Agent
Closes the event, measures impact, extracts learnings.
Responsibilities
- Compile attendance and engagement data
- Map attendees to pipeline and influenced opportunities
- Extract performance patterns for future events
- Generate post-event brief for Domain Expert
Owns: Optimize → Attribute → Achieved
● ReviewGTM Play · Awareness → Selection
Paid Social / Display
Manages paid acquisition across Meta, LinkedIn, and programmatic display. AI generates creative variants, monitors spend, auto-pauses underperformers, and scales winners within HITL budget bounds. Distinct from PPC — creative-driven targeting rather than intent-driven search capture.
TierExecuting
Lifecycle Scope3 stages · Awareness → Selection
Architecture1 Domain Expert + 2 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Cold Acquisition
| Retargeting
| Bottom-Funnel
| —Post-Selection only. | —Post-Selection only. | —Post-Selection only. | —Post-Selection only. |
Section 02
Process Steps
STEP 01
Brief
Campaign objective and budget.
STEP 02
Creative
Generate ad copy and visual variants.
STEP 03
Launch
Deploy to Meta, LinkedIn, programmatic.
STEP 04
Monitor
Track CTR, CPA, spend velocity.
STEP 05
Optimize
Pause losers, scale winners.
STEP 06
Attribute
Cross-channel attribution.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Paid Social Domain Expert
Owns paid spend governance across social and display channels. Approves creative before launch. Sets auto-pause and auto-scale thresholds. Reports spend efficiency to Campaign Domain Expert for cross-channel attribution.
Orchestration Agents2
AGENT 01
Brief → Creative
Ad Creative
Generates ad copy, visual briefs, and creative variants.
Responsibilities
- Generate 3–5 copy variants per concept
- Brief visual designs (carousel, video, static)
- Submit creative for human approval
- Tag creative for attribution
Owns: Brief → Creative
● RequiredAGENT 02
Launch → Attribute
Ad Performance
Monitors spend and CTR. Pauses underperformers, scales winners.
Responsibilities
- Pull metrics from Meta, LinkedIn, programmatic platforms
- Auto-pause ads below CTR/CPA thresholds
- Scale budget on winners within HITL bounds
- Report to Domain Expert for cross-channel attribution
Owns: Launch → Monitor → Optimize → Attribute
● ReviewGTM Play · Awareness → Selection
PPC / Paid Search SEM
Manages paid search across Google and Bing. Intent-driven — captures prospects actively searching for solutions. AI handles keyword clustering, bid optimization, search term mining, and Quality Score management. Distinct from Paid Social — intent-driven search capture, not creative-driven targeting.
TierExecuting
Lifecycle Scope3 stages · Awareness → Selection
Architecture1 Domain Expert + 2 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Brand & Category
| Problem-Aware
| Solution-Seeking
| —Post-Selection only. | —Post-Selection only. | —Post-Selection only. | —Post-Selection only. |
Section 02
Process Steps
STEP 01
Research
Keyword clustering, intent mapping, gap analysis.
STEP 02
Build
Responsive ads, landing page alignment, Quality Score setup.
STEP 03
Launch
Deploy to Google and Bing. Set bids and targets.
STEP 04
Monitor
Track Quality Score, CPA, ROAS, search terms.
STEP 05
Optimize
Adjust bids, add negatives, pause losers.
STEP 06
Attribute
Revenue attribution per keyword cluster.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
PPC Domain Expert
Owns paid search governance. Approves keyword strategy and ad copy before launch. Sets ROAS and CPA guardrails. Coordinates with Campaign Domain Expert for cross-channel attribution. Reviews negative keyword additions before implementation.
Orchestration Agents2
AGENT 01
Research → Build
Keyword Agent
Clusters keywords by intent, builds ads, aligns landing pages to Quality Score.
Responsibilities
- Identify keyword gaps vs. competitors
- Cluster by intent (brand, category, pain, solution)
- Build responsive ads per cluster
- Align landing pages to Quality Score requirements
Owns: Research → Build
● RequiredAGENT 02
Launch → Attribute
Bid Agent
Monitors Quality Score, adjusts bids, mines search terms, attributes revenue.
Responsibilities
- Monitor Quality Score, CPA, and ROAS in real time
- Adjust bids within guardrails set by Domain Expert
- Mine search term reports for new opportunities
- Add negative keywords to block irrelevant spend
Owns: Launch → Monitor → Optimize → Attribute
● ReviewGTM Play · Awareness → Retention
Content Ops
Drafts blog posts, social copy, lead magnets, emails, and customer-facing collateral. Output gates on human review before publish. Scales content velocity 3–5x without scaling headcount. Touches every stage except Expansion.
TierExecuting
Lifecycle Scope6 stages · Awareness → Retention
Architecture1 Domain Expert + 3 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Top-of-Funnel
| Lead Magnets
| Evaluation Content
| Close Content
| Onboarding Content
| Customer Content
| —Owned by Customer Marketing. |
Section 02
Process Steps
STEP 01
Ideate
Topic research, SEO opportunity scan.
STEP 02
Draft
Generate content from brief.
STEP 03
Review
Human approval at HITL gate.
STEP 04
Publish
Push to CMS, social, email.
STEP 05
Distribute
Cross-channel syndication.
STEP 06
Measure
Track engagement and attribution.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Content Domain Expert
Owns the editorial calendar, brand voice, and content quality standards. Approves all drafts before publish. Routes content across channels by lifecycle stage. Coordinates with SEO Domain Expert on keyword and topic strategy.
Orchestration Agents4
AGENT 01
Ideate → Draft
Content Writer
Generates written content of all formats from brief.
Responsibilities
- Long-form blogs, white papers, lead magnets
- Match tone to brand guidelines
- Submit for human review at Draft stage
- Tag content for SEO and attribution
Owns: Ideate → Draft
● RequiredAGENT 02
Publish → Distribute
Email Agent
Executes email sequences and tracks engagement.
Responsibilities
- Send approved sequences via email platform
- Track opens, clicks, bounces
- Respect 1 email/prospect/day cap
- Honor unsubscribes immediately
Owns: Publish → Distribute (email)
● Agent DecidesAGENT 03
Publish → Distribute
LinkedIn Agent
Manages LinkedIn presence within rate limits.
Responsibilities
- Post brand content on schedule
- Send connection requests with personalized notes
- Track engagement and connection acceptance
- Respect LinkedIn rate limits and terms of service
Owns: Publish → Distribute (social)
● ReviewAGENT 04
Measure
Content Performance Agent
Tracks post-publish content metrics and surfaces insights to improve future output.
Responsibilities
- Monitor traffic, time-on-page, and scroll depth per content piece
- Track conversion rate from content to MQL and pipeline
- Flag underperforming content for refresh, update, or retirement
- Route top-performing content patterns to brief queue for replication
Owns: Measure
● Agent DecidesGTM Play · Awareness → Education
SEO
Continuous organic search optimization — ranking drops, keyword gaps, technical issues, and content freshness all trigger agent action. Separate from Content Ops because SEO runs on signals, not briefs. The SEO Monitor watches rankings 24/7 and fires content briefs when opportunities or threats are detected.
TierExecuting
Lifecycle ScopeAwareness → Education · Always-On
Architecture1 Domain Expert + 2 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Organic Discovery
| Problem Education
| —Not SEO territory. | —Not SEO territory. | —Not SEO territory. | —Not SEO territory. | —Not SEO territory. |
Section 02
Process Steps
STEP 01
Audit
Scan rankings, gaps, technical issues, freshness.
STEP 02
Identify
Surface keyword clusters and content opportunities.
STEP 03
Brief
Generate content briefs aligned to search intent.
STEP 04
Create
Draft articles, optimize meta, map internal links.
STEP 05
Publish
Push to CMS with correct tags and structure.
STEP 06
Track
Monitor rankings, traffic, and SERP changes.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
SEO Domain Expert
Owns keyword strategy and organic search performance. Reviews and approves content briefs before creation. Coordinates with Content Domain Expert on editorial calendar. Sets technical SEO standards and approves all structural content changes.
Orchestration Agents2
AGENT 01
Audit → Track
SEO Monitor
Continuously audits rankings, surfaces opportunities, monitors SERP changes.
Responsibilities
- Track keyword rankings and SERP feature presence
- Detect ranking drops and competitor movements
- Identify keyword gap opportunities
- Monitor backlink profile and technical health
Owns: Audit → Identify → Brief → Track
● ReviewAGENT 02
Create → Publish
Content Writer
Generates SEO-optimized content from briefs, optimizes meta, maps internal links.
Responsibilities
- Draft SEO-optimized articles from keyword briefs
- Optimize title tags, meta descriptions, headers
- Map internal linking opportunities
- Submit for human review before publish
Owns: Brief → Create → Publish
● RequiredGTM Play · Awareness → Education
Podcast Guesting
Systematically builds founder and executive presence on ICP-aligned podcast shows. AI scouts opportunities, generates pitches, prepares talking points, handles logistics, and repurposes appearances across channels. The interview itself is always human-led.
TierExecuting
Lifecycle ScopeAwareness → Education
Architecture1 Domain Expert + 3 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Brand Presence
| Authority Building
| —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. |
Section 02
Process Steps
STEP 01
Identify
Scan directories for ICP-aligned shows.
STEP 02
Pitch
Generate personalized outreach to host.
STEP 03
Prepare
Build talking points brief per audience.
STEP 04
Coordinate
Handle scheduling, tech setup, calendar logistics.
STEP 05
Repurpose
Clip, transcribe, distribute across channels.
STEP 06
Track
Measure traffic, leads, pipeline from appearances.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Podcast Domain Expert
Owns the podcast guesting calendar and strategy. Reviews and personalizes pitches before send. Conducts all interviews directly — human-led. Approves repurposed content before distribution. Tracks appearance pipeline influence.
Orchestration Agents4
AGENT 01
Identify
Podcast Scout
Scans directories and databases for ICP-aligned shows.
Responsibilities
- Scan podcast directories for audience and topic fit
- Score shows by ICP alignment and listener size
- Surface ranked opportunity list to Domain Expert
- Track outreach history to avoid duplicates
Owns: Identify
● ReviewAGENT 02
Pitch → Prepare
Podcast Pitch Agent
Generates personalized pitches and talking point briefs per show.
Responsibilities
- Research host and recent episode themes
- Draft personalized outreach to podcast host
- Build talking points brief tailored to show audience
- Submit pitch for human personalization before send
Owns: Pitch → Prepare
● RequiredAGENT 03
Coordinate
Booking Coordinator Agent
Manages scheduling, calendar logistics, and technical setup between pitch acceptance and recording.
Responsibilities
- Coordinate scheduling between podcast host and executive guest
- Confirm recording platform, tech setup, and audio requirements
- Send calendar invites and pre-recording reminders to both parties
- Brief guest on format, audience profile, and episode talking points
Owns: Coordinate
● Agent DecidesAGENT 04
Repurpose → Track
Repurpose Agent
Clips, transcribes, and distributes appearance content across channels.
Responsibilities
- Generate transcript and key moment timestamps
- Clip highlight reels for social distribution
- Format show notes and blog post from transcript
- Track traffic and pipeline from each appearance
Owns: Repurpose → Track
● ReviewGTM Play · Awareness → Education
PR / Media Outreach
Builds and manages earned media presence — press releases, journalist pitches, coverage monitoring, and response management. AI monitors news windows and journalist activity continuously, fires pitches at the right moment, and tracks all coverage. Humans approve all outbound communications.
TierExecuting
Lifecycle ScopeAwareness → Education
Architecture1 Domain Expert + 3 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Earned Awareness
| Authority Signals
| —Not PR territory. | —Not PR territory. | —Not PR territory. | —Not PR territory. | —Not PR territory. |
Section 02
Process Steps
STEP 01
Monitor
Track journalist activity, competitor PR, news windows.
STEP 02
Identify
Match opportunity to right journalist or outlet.
STEP 03
Draft
Generate press release or pitch.
STEP 04
Outreach
Send personalized pitches at scale.
STEP 05
Track
Monitor coverage and mentions.
STEP 06
Respond
Draft responses to follow-ups or negative coverage.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
PR Domain Expert
Owns media relationships and PR strategy. Approves all outbound press releases and pitches before send. Reviews and approves all responses to coverage. Makes editorial decisions on which stories to pursue. Conducts journalist relationship building directly.
Orchestration Agents3
AGENT 01
Monitor → Identify
Media Monitor
Tracks journalist activity, competitor PR, and news windows continuously.
Responsibilities
- Monitor journalist beat activity and recent publications
- Track competitor press releases and announcements
- Detect industry news windows relevant to brand
- Surface ranked pitch opportunities to Domain Expert with context
Owns: Monitor → Identify
● Agent DecidesAGENT 02
Draft → Outreach
PR Pitch Agent
Generates press releases and personalized journalist pitches.
Responsibilities
- Research journalist beat and recent coverage
- Draft press release from brand narrative and milestone
- Generate personalized pitch per journalist
- Submit all outbound for human approval before send
Owns: Draft → Outreach
● RequiredAGENT 03
Track → Respond
Coverage Tracker
Monitors all earned coverage and drafts responses.
Responsibilities
- Monitor all earned coverage and brand mentions (Auto)
- Draft positive coverage follow-ups for Domain Expert review (Review)
- Flag negative coverage immediately — response always requires human approval (Required)
- Track coverage volume, sentiment, and reach
Owns: Track → Respond
● Review / RequiredGTM Play · Awareness + Retention
Community Participation
Monitors Slack communities, Reddit, LinkedIn groups, and industry forums for ICP conversations and brand mentions. AI surfaces high-intent threads and drafts responses — but humans always post. Brand reputation requires human judgment on every engagement.
TierExecuting
Lifecycle ScopeAwareness + Retention
Architecture1 Domain Expert + 2 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Discovery
| Education
| —Not applicable. | —Not applicable. | —Not applicable. | Community Retention
| —Not applicable. |
Section 02
Process Steps
STEP 01
Monitor
Watch Slack, Reddit, forums, LinkedIn groups.
STEP 02
Flag
Surface high-intent conversations to human.
STEP 03
Draft
Generate response from brand voice and context.
STEP 04
Engage
Human reviews and posts within community rules.
STEP 05
Track
Attribute traffic and leads from community activity.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Community Domain Expert
Owns community engagement strategy and platform prioritization. Reviews all flagged conversations before response. Posts all brand responses directly — no autonomous posting. Identifies community members who should be routed into Advocacy or Referrals Growth Loops.
Orchestration Agents2
AGENT 01
Monitor → Flag
Community Monitor
Watches platforms and surfaces high-intent conversations to human.
Responsibilities
- Monitor target communities across platforms continuously
- Detect brand mentions, ICP questions, and competitor discussions
- Score conversation intent and urgency
- Surface ranked opportunities to Domain Expert with context
Owns: Monitor → Flag
● Agent DecidesAGENT 02
Draft → Track
Community Response Agent
Drafts brand-voice responses and tracks community attribution.
Responsibilities
- Research conversation context and prior engagement history
- Draft response aligned to brand voice and community rules
- Submit for human review and posting — never auto-posts
- Track traffic and lead attribution from community engagement
Owns: Draft → Track
● RequiredGTM Play · Selection + Retention
Review Platforms
Manages G2, Capterra, and peer review platforms — review generation, response management, competitor monitoring, and pattern reporting. Review presence directly influences Selection-stage buyers. AI handles detection and monitoring; humans approve all public responses.
TierExecuting
Lifecycle ScopeSelection + Retention
Architecture1 Domain Expert + 3 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Not applicable. | —Not applicable. | Social Proof
| —Not applicable. | —Not applicable. | Review Generation
| —Not applicable. |
Section 02
Process Steps
STEP 01
Identify
Detect review-ready customers by milestone or NPS.
STEP 02
Request
Send personalized review invitation.
STEP 03
Monitor
Track new reviews, competitor sentiment, ratings.
STEP 04
Respond
Draft and post responses to all reviews.
STEP 05
Report
Surface patterns — product issues, messaging gaps.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Reviews Domain Expert
Owns review platform presence and strategy. Sets NPS and milestone thresholds for review requests. Approves all public responses — negative reviews always require human approval. Routes product issue patterns to product team. Tracks review-influenced pipeline.
Orchestration Agents3
AGENT 01
Identify → Request
Review Request Agent
Detects review-ready customers and sends personalized invitations.
Responsibilities
- Monitor customer health scores and NPS for review readiness
- Score review timing by milestone and satisfaction level
- Send personalized review invitations within approved templates
- Track invite open and submission rates
Owns: Identify → Request
● ReviewAGENT 02
Monitor → Report
Sentiment Monitor
Tracks all incoming reviews, competitor sentiment, and surfaces patterns.
Responsibilities
- Monitor all incoming reviews across G2, Capterra, and peer platforms
- Track competitor review velocity and rating trends
- Detect product issue patterns across negative reviews
- Generate weekly sentiment and competitive report
Owns: Monitor → Report
● Agent DecidesAGENT 03
Respond
Review Response Agent
Drafts responses to all reviews — positive and negative.
Responsibilities
- Draft responses to positive reviews for Domain Expert review (Review)
- Draft responses to negative reviews — always requires human approval (Required)
- Maintain consistent brand voice across all responses
- Track response rate and time-to-response metrics
Owns: Respond
● Review / RequiredGTM Play · Awareness → Education
GEO / AEO
Generative Engine Optimization and Answer Engine Optimization — ensuring the brand appears when buyers ask AI tools (ChatGPT, Perplexity, Google AI Overviews) about problems the company solves. A fast-growing channel as AI search replaces traditional query-based search for B2B buyers.
TierExecuting
Lifecycle ScopeAwareness → Education · Always-On
Architecture1 Domain Expert + 2 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
AI Visibility
| Authority in AI
| —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. |
Section 02
Process Steps
STEP 01
Audit
Scan AI search results for brand citation gaps.
STEP 02
Identify
Map priority queries where brand should appear.
STEP 03
Optimize
Restructure content for LLM readability.
STEP 04
Monitor
Track brand visibility across AI search platforms.
STEP 05
Report
Surface competitive AI visibility gaps.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
GEO Domain Expert
Owns AI search visibility strategy. Reviews and approves all content restructuring before implementation — changes must be coordinated with SEO Domain Expert. Defines priority query list. Evaluates citation accuracy and competitive AI positioning.
Orchestration Agents2
AGENT 01
Audit → Identify → Monitor → Report
AI Visibility Monitor
Scans AI search results, maps gaps, tracks visibility changes continuously.
Responsibilities
- Query ChatGPT, Perplexity, and Google AI Overviews for priority topics
- Detect brand citation gaps and competitor citations
- Map priority queries where brand should appear but does not
- Track visibility trends and report weekly to Domain Expert
Owns: Audit → Identify → Monitor → Report
● Agent DecidesAGENT 02
Optimize
Content Optimizer
Restructures existing content for LLM readability and answer formatting.
Responsibilities
- Identify content pages most likely to be cited by AI systems
- Restructure content for clear entity definitions and Q&A formatting
- Improve answer completeness and source credibility signals
- Submit all content changes for human approval before publish
Owns: Optimize
● RequiredGTM Play · Selection · Signal-Triggered
Intent Data-Driven Outbound
Always-on monitoring of third-party intent signals — G2 buyer intent, Bombora topic surges, website engagement, and competitive research signals. When an account crosses the threshold, agents enrich, sequence, and route automatically. Tier 1 accounts always get human personalization before outreach.
TierExecuting
Lifecycle ScopeSelection · Signal-Triggered
Architecture1 Domain Expert + 3 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Pre-Selection. | —Pre-Selection. | Intent-Triggered Outbound
| —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. |
Section 02
Process Steps
STEP 01
Monitor
Watch intent feeds for target account signals.
STEP 02
Score
Prioritize accounts by signal strength and ICP fit.
STEP 03
Enrich
Pull firmographic and contact data per account.
STEP 04
Sequence
Trigger personalized outbound sequence.
STEP 05
Route
Escalate Tier 1 accounts to human for personalized outreach.
STEP 06
Log
Record all activity to CRM with signal context.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Intent Outbound Domain Expert
Owns intent signal threshold configuration and account tiering. Reviews Tier 1 account briefs and personalizes outreach before send. Sets ICP fit criteria and scoring weights. Coordinates hot account hand-off to ABM Domain Expert when accounts enter active pipeline.
Orchestration Agents3
AGENT 01
Monitor → Score
Intent Monitor
Watches intent feeds continuously and fires alerts when accounts cross thresholds.
Responsibilities
- Monitor G2 buyer intent, Bombora, and website behavioral signals
- Score accounts by intent strength, ICP fit, and timing
- Fire alert when account crosses defined threshold
- Surface account brief to Domain Expert for tier classification
Owns: Monitor → Score
● Agent DecidesAGENT 02
Enrich
Research Agent
Enriches alerted accounts with firmographic and contact data.
Responsibilities
- Pull firmographic data from enrichment sources
- Identify best-fit contacts within the buying committee
- Research recent company news and trigger events
- Prepare account brief for outbound sequence
Owns: Enrich
● Agent DecidesAGENT 03
Sequence → Route → Log
Outbound Agent
Triggers personalized sequences, routes hot accounts, logs all activity to CRM.
Responsibilities
- Auto-run personalized sequences for Tier 2 and 3 accounts (Auto)
- Escalate Tier 1 accounts to Domain Expert with full context (Required)
- Log all outbound activity to CRM with intent signal source
- Track sequence performance and reply rates
Owns: Sequence → Route → Log
● Review / RequiredGTM Play · Onboarding → Expansion · Always-On
Health Scoring & Alerts
Continuously monitors account health across all post-sale stages. Pulls usage data, support tickets, NPS, and engagement signals into a composite health score. Fires alerts and routes at-risk accounts to the right intervention before churn signals are visible to humans. The Health Score Agent feeds both this play and the Renewals Growth Loop.
TierExecuting
Lifecycle ScopeOnboarding → Expansion · Always-On
Architecture1 Domain Expert + 3 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Pre-sale. | —Pre-sale. | —Pre-sale. | —Pre-sale. | Onboarding Health
| Retention Health
| Expansion Signals
|
Section 02
Process Steps
STEP 01
Collect
Pull usage, support, NPS, engagement data.
STEP 02
Score
Calculate composite health score per account.
STEP 03
Alert
Flag Green / Yellow / Red changes to right owner.
STEP 04
Route
Send at-risk accounts to correct intervention play.
STEP 05
Intervene
Trigger automated re-engagement or human escalation.
STEP 06
Log
Record intervention and outcome for model improvement.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Health Scoring Domain Expert
Owns health score model weights, thresholds, and routing rules. Calibrates score components per customer segment. Reviews Red account escalations and approves intervention plays. Coordinates with Renewals Domain Expert — the Health Score Agent feeds both plays. Tracks model accuracy over time.
Orchestration Agents3
AGENT 01
Collect → Score
Health Score Agent
Continuously pulls data and computes composite health scores. Shared with Renewals Growth Loop.
Responsibilities
- Pull product usage, login frequency, and feature adoption data
- Ingest support ticket volume, NPS scores, and engagement signals
- Compute weighted composite health score per account
- Feed scores to Alert Router and Renewals Loop simultaneously
Owns: Collect → Score
● Agent DecidesAGENT 02
Alert → Route
Alert Router
Detects score changes and routes at-risk accounts to the right owner.
Responsibilities
- Detect score drops and deterioration velocity
- Classify accounts as Green, Yellow, or Red
- Route Yellow accounts to CS playbook with context brief
- Route Red accounts to Domain Expert for immediate review
Owns: Alert → Route
● Agent DecidesAGENT 03
Intervene → Log
Intervention Agent
Triggers re-engagement for Yellow accounts, escalates Red accounts to human.
Responsibilities
- Auto-trigger re-engagement sequence for Yellow accounts (Review)
- Escalate Red accounts to human with recommended play and full context (Required)
- Log intervention type, timing, and outcome
- Feed outcomes back to Health Score model for improvement
Owns: Intervene → Log
● Review / RequiredGTM Play · Retention → Expansion
QBR / Business Reviews
Automates the data compilation, deck generation, and action item tracking for Quarterly Business Reviews. AI turns a 6–10 hour manual process into a 1–2 hour human review. The presentation itself is always human-led — agents handle everything before and after the room.
TierExecuting
Lifecycle ScopeRetention → Expansion
Architecture1 Domain Expert + 2 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Pre-sale. | —Pre-sale. | —Pre-sale. | —Pre-sale. | —Pre-sale. | Renewal QBR
| Expansion QBR
|
Section 02
Process Steps
STEP 01
Trigger
QBR window detected, data collection begins.
STEP 02
Compile
Pull usage, support history, ROI, expansion signals.
STEP 03
Generate
Build QBR deck with risks, wins, opportunities.
STEP 04
Review
Human reviews and adds strategic context.
STEP 05
Present
Human-led meeting, agent coordinates logistics.
STEP 06
Track
Log action items, follow up on commitments.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
QBR Domain Expert
Owns QBR calendar and account prioritization. Reviews all AI-generated decks before customer presentation. Conducts the QBR meeting directly. Sets action item standards. Routes expansion signals identified during QBR to ABM Domain Expert.
Orchestration Agents3
AGENT 01
Trigger → Generate
QBR Generator
Detects QBR window, compiles data, and builds the QBR deck.
Responsibilities
- Detect QBR cadence date or risk-triggered window
- Pull usage data, support history, ROI metrics, and expansion signals
- Assemble QBR deck with risks, wins, and opportunities highlighted
- Submit completed deck for human review before any customer-facing use
Owns: Trigger → Compile → Generate
● RequiredAGENT 02
Present
QBR Coordinator Agent
Handles meeting logistics and coordinates delivery between deck generation and action tracking.
Responsibilities
- Send QBR meeting invitation and agenda to account stakeholders
- Manage calendar scheduling, confirmations, and pre-meeting reminders
- Distribute approved QBR deck to attendees before the meeting
- Facilitate post-meeting handoff — package notes and outcomes for Action Tracker
Owns: Present
● Agent DecidesAGENT 03
Track
Action Tracker
Logs QBR action items and follows up on commitments.
Responsibilities
- Capture action items from QBR transcript or notes
- Send automated follow-up reminders to account owner
- Flag overdue action items to Domain Expert
- Track completion rate across all active accounts
Owns: Track
● ReviewGTM Play · Selection
ROI Calculators & Assessments
Interactive tools that quantify the value of the solution for a specific prospect. Calculators capture leads at the point of highest intent — when a buyer is actively building a business case. Assessments create personalized reports that qualify and route prospects automatically.
TierExecuting
Lifecycle ScopeSelection · Lead generation
Architecture1 Domain Expert + 3 agents
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Not applicable. | —Not applicable. | Evaluation Tools
| —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. |
Section 02
Process Steps
STEP 01
Update
Refresh benchmark data and methodology assumptions.
STEP 02
Personalize
Pull CRM data to pre-populate per known account.
STEP 03
Capture
Collect lead data on completion.
STEP 04
Score
Qualify lead by output value and firmographic fit.
STEP 05
Route
Send scored lead to appropriate play or motion.
STEP 06
Follow Up
Trigger sequence based on results and score tier.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
ROI Tools Domain Expert
Owns ROI methodology and assessment framework. Approves all benchmark assumption updates — methodology changes require human validation before going live. Reviews high-score leads before routing. Ensures calculator outputs are defensible and accurate.
Orchestration Agents3
AGENT 01
Update
Calculator Agent — Maintain
Maintains benchmark data and ROI methodology assumptions.
Responsibilities
- Monitor industry benchmark data sources for updates
- Flag stale assumptions to Domain Expert for review
- Update calculator logic after human approval
- Version-control all methodology changes
Owns: Update (methodology)
● RequiredAGENT 02
Personalize
Calculator Agent — Personalize
Pre-populates calculator fields for known accounts from CRM data.
Responsibilities
- Pull firmographic and revenue data for known accounts
- Pre-populate relevant fields to reduce friction
- Personalize output benchmarks by industry and ARR stage
- Track calculator completion rates by segment
Owns: Personalize
● Agent DecidesAGENT 03
Capture → Route
Lead Capture Agent
Captures lead data, scores, routes, and triggers follow-up.
Responsibilities
- Collect contact and company data on form completion
- Score lead by output value and ICP fit
- Route to appropriate Sales motion or Intent Outbound play
- Trigger personalized follow-up sequence based on score tier
Owns: Capture → Score → Route → Follow Up
● Agent DecidesGTM Play · Awareness → Selection
SDR Ops
Systematic territory-based prospecting motion. Agents build lists, research prospects, manage sequences, and book meetings so SDRs spend their time on conversations, not admin.
TierExecuting
Lifecycle ScopeAwareness → Selection
Architecture1 Domain Expert + 4 agents
Signal ·Territory assignment · New prospect list · Calendar-based cadence · Stalled deal re-engagementTrigger
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Cold Outreach
| Warm Sequences
| Meeting Booking
| —Owned by AE / ABM Ops. | —Not applicable. | —Not applicable. | —Not applicable. |
Section 02
Process Steps
STEP 01
Build
Assemble territory list from ICP criteria and prospecting sources.
STEP 02
Research
Enrich prospects with company context and personalization data.
STEP 03
Sequence
Deploy outbound cadence matched to prospect tier and source.
STEP 04
Engage
Monitor engagement signals. Flag hot replies for human response.
STEP 05
Reply
Human handles replies. Agent logs outcome and adjusts sequence.
STEP 06
Book
Confirm meeting, send calendar invite, and prep briefing doc.
STEP 07
Hand Off
Package full context for AE. Create CRM opportunity. Log all touches.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
SDR Domain Expert
Owns territory assignment rules, sequence strategy, and booking SLA standards. Reviews Tier 1 prospect briefs before outreach. Monitors sequence performance and adjusts ICP targeting. Coordinates hand-off quality with AE team and ABM Domain Expert.
Orchestration Agents4
AGENT 01
Build
Prospect List Builder
Assembles scored territory lists from ICP criteria and prospecting data sources.
Responsibilities
- Pull prospect lists from Apollo, LinkedIn, and CRM data
- Score prospects by ICP firmographic fit and intent signals
- Deduplicate against existing CRM contacts and active sequences
- Surface list to Domain Expert for tier review and approval
Owns: Build
● ReviewAGENT 02
Research
Prospect Research Agent
Enriches each prospect with company context and personalization hooks before sequence launch.
Responsibilities
- Research recent company news, funding, and hiring signals
- Identify personalization angle per prospect
- Compile research brief for sequence personalization
- Flag accounts matching ABM target list for escalation
Owns: Research
● Agent DecidesAGENT 03
Sequence → Engage
Sequence Manager
Deploys and manages outbound cadences, monitors engagement, and surfaces hot signals.
Responsibilities
- Deploy personalized sequences by prospect tier and source
- Monitor open rates, clicks, and reply signals
- Pause sequences on out-of-office or bounce signals
- Surface hot engagement signals to Domain Expert for prioritization
Owns: Sequence → Engage
● Agent DecidesAGENT 04
Reply → Book → Hand Off
Meeting Booking Agent
Handles reply routing, books meetings, and packages full context for AE hand-off.
Responsibilities
- Route positive replies to Domain Expert for personalized response
- Send calendar invite with confirmed meeting details
- Generate pre-meeting briefing doc: prospect profile, company context, intent signals
- Create CRM opportunity and notify AE via Slack and CRM task
Owns: Reply → Book → Hand Off
● RequiredGTM Play · Awareness → Selection
PLG / Trial Conversion
Converts free trial and product-qualified leads into paying customers. Agents monitor usage signals, trigger contextual upgrade prompts, and route conversion-ready users to the right next step — self-serve upgrade or sales-assist.
TierExecuting
Lifecycle ScopeAwareness → Selection
Architecture1 Domain Expert + 4 agents
Signal ·Trial sign-up · Feature activation event · Usage threshold crossed · Trial expiry windowTrigger
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Trial Activation
| Usage Monitoring
| PQL Conversion
| —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. |
Section 02
Process Steps
STEP 01
Activate
Confirm trial setup complete. Send activation sequence.
STEP 02
Monitor
Track feature adoption and usage depth against milestones.
STEP 03
Score
Score trial health. Classify as PQL, nurture, or churn-risk.
STEP 04
Nudge
Trigger contextual upgrade prompt or activation hint at right moment.
STEP 05
Route
Assign to self-serve upgrade path or sales-assist track.
STEP 06
Convert
Execute upgrade or route to SDR/AE with full product usage context.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
PLG Domain Expert
Owns PQL scoring thresholds, activation milestone definitions, and trial-to-paid conversion benchmarks. Reviews high-fit PQL hand-offs before sales engagement. Sets self-serve vs. sales-assist routing rules. Coordinates with SDR Domain Expert on PQL-to-pipeline conversion.
Orchestration Agents4
AGENT 01
Activate
Trial Activation Agent
Ensures every trial user completes setup and takes the first key action.
Responsibilities
- Send welcome and activation sequence on sign-up
- Monitor first-login and setup completion events
- Trigger re-engagement if activation steps are not completed within window
- Flag failed activations to Domain Expert
Owns: Activate
● Agent DecidesAGENT 02
Monitor → Score
Usage Monitor
Tracks feature adoption depth and scores trial health against PQL criteria.
Responsibilities
- Monitor product usage events against defined activation milestones
- Score trial health: PQL, nurture-ready, or churn-risk
- Surface PQL alerts to Domain Expert with usage summary
- Track time-in-trial and flag expiry windows
Owns: Monitor → Score
● Agent DecidesAGENT 03
Nudge
In-App Nudge Agent
Delivers contextual upgrade prompts and activation hints at the right usage moment.
Responsibilities
- Trigger upgrade prompts when users hit feature limits or key milestones
- Deliver contextual tips when usage patterns indicate readiness
- Suppress prompts for users already in sales conversation
- A/B test prompt timing and messaging variants
Owns: Nudge
● ReviewAGENT 04
Route → Convert
PQL Router
Routes product-qualified leads to the right conversion path and packages usage context.
Responsibilities
- Route high-fit PQLs to SDR queue with full product usage context
- Route self-serve-ready PQLs to upgrade flow with pre-filled account data
- Log PQL routing decision and rationale to CRM
- Track conversion outcome per routing path for Domain Expert optimization
Owns: Route → Convert
● ReviewGTM Play · Selection → Commitment
Deal Desk
Manages the structured documentation and approval workflows behind complex deals. Agents handle RFP responses, security questionnaires, and proposal generation so reps stay focused on the relationship while deal admin moves in parallel.
TierExecuting
Lifecycle ScopeSelection → Commitment
Architecture1 Domain Expert + 4 agents
Signal ·RFP received · AE submits for pricing approval · Security questionnaire inbound · Non-standard deal terms flaggedTrigger
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Not applicable. | —Not applicable. | RFP + Proposal
| Approval + Delivery
| —Not applicable. | —Not applicable. | —Not applicable. |
Section 02
Process Steps
STEP 01
Receive
Intake RFP, questionnaire, or pricing request. Classify and prioritize.
STEP 02
Research
Map requirements to approved answers and account context.
STEP 03
Draft
Generate response document — proposal, RFP, or questionnaire.
STEP 04
Review
Human reviews output. Domain Expert approves non-standard terms.
STEP 05
Approve
Route pricing exceptions for sign-off. Log approval trail.
STEP 06
Deliver
Send approved document to prospect. Update CRM deal record.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Deal Desk Domain Expert
Owns approval authority thresholds, response library currency, and deal term guardrails. Reviews all non-standard pricing and custom contract terms. Ensures compliance with approved response library. Coordinates with Legal on contract exceptions and with Finance on pricing approvals.
Orchestration Agents4
AGENT 01
Receive → Research
RFP Response Agent
Parses inbound RFPs and maps each question to the approved response library.
Responsibilities
- Parse RFP structure and extract individual requirements
- Map questions to approved answer library and recent reference material
- Flag questions with no approved response for Domain Expert input
- Generate structured response draft for human review
Owns: Receive → Research
● ReviewAGENT 02
Draft
Proposal Builder
Generates customized proposals from approved templates using account and deal data.
Responsibilities
- Pull account context from CRM — industry, use case, key stakeholders
- Populate proposal template with account-specific data and approved value propositions
- Generate executive summary tailored to prospect's stated priorities
- Format and brand the document to approved standards
Owns: Draft
● RequiredAGENT 03
Draft
Security Questionnaire Agent
Handles security and compliance questionnaires using the pre-approved response library.
Responsibilities
- Receive and parse inbound security questionnaires
- Complete standard questions from approved security response library
- Flag questions requiring engineering or legal input
- Track questionnaire completion status and deadlines
Owns: Draft
● ReviewAGENT 04
Approve → Deliver
Pricing Approver
Routes non-standard pricing for approval, tracks deal terms, and delivers final documents.
Responsibilities
- Identify non-standard pricing or discount requests requiring approval
- Route to appropriate approver with deal context and justification
- Log approval decision and rationale to CRM audit trail
- Deliver approved proposal to prospect and confirm receipt
Owns: Approve → Deliver
● RequiredGTM Play · Commitment → Onboarding
Onboarding
Orchestrates the customer journey from closed-won to time-to-first-value. Agents run the standard onboarding flight path — kickoff scheduling, success planning, milestone tracking, and adoption nudges — while humans intervene when customers stall or deviate from the plan.
TierExecuting
Lifecycle ScopeCommitment → Onboarding
Architecture1 Domain Expert + 5 agents
Signal ·Deal closed-won in CRM · Contract signed · Kickoff date confirmedTrigger
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Not applicable. | —Not applicable. | —Not applicable. | Kickoff Prep
| Success Plan + Milestones
| Value Confirmation
| —Not applicable. |
Section 02
Process Steps
STEP 01
Kickoff
Schedule kickoff call. Send prep materials. Confirm stakeholders.
STEP 02
Plan
Generate customized success plan with milestones, timeline, and success criteria.
STEP 03
Activate
Guide customer through key activation steps. Monitor completion.
STEP 04
Track
Monitor adoption milestones. Flag accounts falling behind schedule.
STEP 05
Nudge
Trigger contextual guidance when customers stall on activation steps.
STEP 06
Achieve
Confirm first value milestone reached. Document outcome.
STEP 07
Hand Off
Route to ongoing CS motion. Trigger Advocacy and Risk Sharing Loops.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Onboarding Domain Expert
Owns success plan templates, milestone definitions, and time-to-value benchmarks by customer tier. Intervenes when high-value accounts stall or deviate from plan. Coordinates with AE on post-close context and with CS on retention hand-off. Triggers Advocacy Loop when first value is confirmed.
Orchestration Agents5
AGENT 01
Kickoff
Kickoff Scheduler
Schedules kickoff calls, sends prep materials, and confirms all participants.
Responsibilities
- Send kickoff scheduling link to primary customer contact within 24 hours of close
- Distribute pre-kickoff preparation guide and product access instructions
- Confirm agenda, stakeholders, and technical requirements before call
- Notify AE and CS of confirmed kickoff details
Owns: Kickoff
● Agent DecidesAGENT 02
Plan
Success Plan Builder
Generates a customized onboarding success plan with milestones, timelines, and success criteria.
Responsibilities
- Pull deal context from CRM — use case, objectives, key stakeholders
- Generate success plan with stage-gated milestones matched to customer goals
- Include time-to-value benchmark and escalation triggers
- Route plan to Domain Expert for review before sharing with customer
Owns: Plan
● RequiredAGENT 03
Track
Milestone Monitor
Continuously tracks adoption milestone completion and surfaces stall signals.
Responsibilities
- Monitor product activation events against success plan milestones
- Score onboarding health: on-track, at-risk, or stalled
- Send weekly onboarding progress summary to Domain Expert
- Trigger escalation alert when high-value account falls behind schedule
Owns: Track
● Agent DecidesAGENT 04
Nudge
Adoption Nudge Agent
Delivers contextual in-product and email guidance when customers stall on key activation steps.
Responsibilities
- Detect stall on specific activation steps from product event data
- Trigger relevant how-to content, walkthrough, or check-in prompt
- Escalate persistent stalls to Domain Expert for human intervention
- Suppress nudges when customer is actively working through steps
Owns: Nudge
● ReviewAGENT 05
Achieve → Hand Off
Time-to-Value Tracker
Confirms first value achievement, documents outcome, and triggers downstream loop hand-offs.
Responsibilities
- Detect and confirm first value milestone from product and CS signals
- Document outcome in CRM with date, milestone achieved, and customer confirmation
- Trigger Advocacy Loop when NPS or satisfaction threshold is met
- Route to CS motion and notify Domain Expert of successful onboarding close
Owns: Achieve → Hand Off
● ReviewGTM Play · Retention → Expansion
Expansion
Detects expansion-readiness signals and executes the upsell and cross-sell motion. Agents identify opportunities, build proposals, and sequence outreach while humans own the commercial conversation and the close.
TierExecuting
Lifecycle ScopeRetention → Expansion
Architecture1 Domain Expert + 4 agents
Signal ·Usage growth signal · Feature adoption threshold · New team members in product · Tier limit approaching · QBR expansion flagTrigger
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. | Signal Detection
| Upsell / Cross-sell
|
Section 02
Process Steps
STEP 01
Detect
Monitor usage, org, and health signals for expansion readiness.
STEP 02
Research
Compile account context and build expansion opportunity brief.
STEP 03
Propose
Generate tailored expansion proposal based on usage data and outcomes.
STEP 04
Engage
Run multi-touch expansion sequence to the right stakeholders.
STEP 05
Negotiate
Human leads commercial conversation. Agent prepares deal context.
STEP 06
Close
Log expansion outcome to CRM. Trigger updated success plan.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Expansion Domain Expert
Owns expansion signal thresholds, proposal approval, and commercial escalation rules. Reviews expansion proposals before delivery. Leads negotiation conversations for strategic accounts. Coordinates with CS Domain Expert on account relationship context and with Deal Desk on non-standard expansion terms.
Orchestration Agents4
AGENT 01
Detect
Expansion Signal Agent
Monitors usage, org, and engagement signals for expansion-readiness across the customer base.
Responsibilities
- Monitor product usage growth against tier and seat thresholds
- Detect org signals — new team members in product, new department access
- Track feature adoption patterns that historically precede expansion
- Surface expansion-ready accounts to Domain Expert with signal summary
Owns: Detect
● Agent DecidesAGENT 02
Research → Propose
Upsell Proposal Agent
Builds tailored expansion proposals based on account usage data and ICP-matched outcomes.
Responsibilities
- Pull account usage data, contract terms, and expansion signal context
- Generate proposal with current vs. proposed tier, usage case, and ROI estimate
- Personalize proposal narrative with account-specific outcome data
- Route proposal to Domain Expert for approval before delivery
Owns: Research → Propose
● RequiredAGENT 03
Engage
Cross-sell Sequencer
Runs multi-touch expansion outreach to identified stakeholders across the account.
Responsibilities
- Identify expansion stakeholders beyond the primary champion
- Deploy personalized expansion sequences referencing account-specific usage context
- Monitor engagement signals and surface hot replies to Domain Expert
- Coordinate timing with CS team to avoid conflicting outreach
Owns: Engage
● ReviewAGENT 04
Negotiate → Close
Expansion Closer
Prepares commercial context for human-led negotiation and logs expansion outcome.
Responsibilities
- Compile negotiation brief — account history, expansion rationale, comparable deals
- Log commercial discussion notes and agreed terms to CRM
- Update success plan and account tier post-close
- Trigger updated onboarding steps if expansion includes new products or seats
Owns: Negotiate → Close
● RequiredGTM Play · Retention
Churn Intervention
Runs structured save plays for accounts classified as at-risk before churn, and win-back sequences for recently churned accounts. Agents prepare context and run scripted plays. Humans own the critical conversations where relationships and judgment determine outcomes.
TierExecuting
Lifecycle ScopeRetention
Architecture1 Domain Expert + 4 agents
Signal ·Health score drops to Red · Renewal at risk flag · Executive sponsor departure · Support escalation pattern · Account churnedTrigger
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. | Save Plays + Win-Back
| —Not applicable. |
Section 02
Process Steps
STEP 01
Detect
Health score or churn signal triggers play. Classify risk level.
STEP 02
Classify
Assign save play type: at-risk intervention or post-churn win-back.
STEP 03
Escalate
Prepare escalation brief. Coordinate senior stakeholder involvement.
STEP 04
Engage
Human leads save conversation. Agent provides real-time context.
STEP 05
Resolve
Document outcome — saved, churned, or on watch.
STEP 06
Debrief
Extract root cause. Route insights to ICP Learning Loop and Health Scoring.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Churn Intervention Domain Expert
Owns save play selection criteria, escalation authority thresholds, and win-back qualification rules. Leads all Tier 1 save conversations personally. Reviews churn debrief outputs before routing to ICP Learning Loop. Coordinates with executive team for strategic account escalations.
Orchestration Agents4
AGENT 01
Detect → Classify
Save Play Orchestrator
Triggers the appropriate save play based on churn risk classification and account tier.
Responsibilities
- Receive Red health score alert or churn trigger from Health Scoring playbook
- Classify intervention type: at-risk save play or post-churn win-back
- Select appropriate play template based on churn reason and account tier
- Notify Domain Expert with full account context and recommended play
Owns: Detect → Classify
● Agent DecidesAGENT 02
Escalate
Executive Escalation Agent
Prepares executive escalation briefs and coordinates senior stakeholder involvement.
Responsibilities
- Identify appropriate executive sponsor on both sides of the account
- Compile escalation brief: account history, health trajectory, churn signals, relationship context
- Draft executive outreach for human review and send
- Schedule and confirm escalation call logistics
Owns: Escalate
● RequiredAGENT 03
Engage
Win-Back Sequencer
Runs structured save and win-back sequences for at-risk and churned accounts.
Responsibilities
- Deploy save play sequence for at-risk accounts not yet requiring executive escalation
- Run win-back sequence for churned accounts at defined re-engagement windows
- Personalize outreach with account-specific context and previous relationship history
- Surface positive signals to Domain Expert for human follow-up
Owns: Engage
● ReviewAGENT 04
Resolve → Debrief
Churn Debrief Agent
Conducts structured exit debriefs and routes root cause insights to downstream systems.
Responsibilities
- Send structured exit survey to churned accounts
- Compile churn debrief from survey responses, support history, and account timeline
- Extract root cause category: product gap, competitive loss, budget, relationship
- Route insights to ICP Learning Loop and Health Scoring calibration
Owns: Resolve → Debrief
● ReviewGTM Play · Cross-Lifecycle
Sales Enablement
Continuously maintains and delivers rep-facing intelligence — battlecards, competitive positioning, objection guides, and coaching signals — so sales teams have accurate, current information at every stage of the cycle without waiting for quarterly updates.
TierAlways-On
Lifecycle ScopeCross-Lifecycle
Architecture1 Domain Expert + 4 agents
Signal ·Competitor product update · Win/loss pattern shift · New objection pattern detected · Rep coaching trigger · Product releaseTrigger
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Competitive Intel
| —Not applicable. | Objection Handling
| Closing Materials
| Handoff Materials
| —Not applicable. | —Not applicable. |
Section 02
Process Steps
STEP 01
Monitor
Track competitor moves, product updates, and market positioning changes.
STEP 02
Extract
Surface win/loss patterns and rep feedback from conversation intelligence.
STEP 03
Build
Generate updated battlecards, playbooks, and objection guides.
STEP 04
Review
Domain Expert approves before distribution. Human reviews major changes.
STEP 05
Distribute
Surface relevant assets to reps at the right stage of the cycle.
STEP 06
Update
Monitor asset usage and effectiveness. Retire stale content.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Sales Enablement Domain Expert
Owns content approval standards, competitive positioning, and asset distribution logic. Approves all battlecard and playbook updates before distribution. Coordinates with Product Marketing on messaging alignment and with Revenue Leadership on coaching priorities.
Orchestration Agents4
AGENT 01
Monitor → Extract
Competitive Monitor
Tracks competitor product updates, pricing changes, and market positioning shifts.
Responsibilities
- Monitor competitor websites, product releases, review sites, and news
- Track win/loss data from CRM and Gong conversation intelligence
- Identify new objection patterns emerging across the sales team
- Surface competitive intelligence summary to Domain Expert weekly
Owns: Monitor → Extract
● Agent DecidesAGENT 02
Build → Update
Battlecard Manager
Generates and maintains competitive battlecards from monitored intelligence.
Responsibilities
- Update battlecards when competitive intelligence signals a material change
- Generate new battlecard when new competitor enters monitored list
- Retire or archive battlecards for competitors no longer appearing in deals
- Route updates to Domain Expert for review before distribution
Owns: Build → Update
● RequiredAGENT 03
Build → Update
Playbook Updater
Updates sales playbooks and objection guides when win/loss patterns shift.
Responsibilities
- Identify objection patterns from conversation intelligence and win/loss data
- Update objection handling guides with newly validated responses
- Refresh sales stage playbooks when conversion patterns change
- Flag outdated playbook sections to Domain Expert for review
Owns: Build → Update
● RequiredAGENT 04
Distribute
Rep Coaching Agent
Surfaces relevant enablement assets to reps at the right deal stage.
Responsibilities
- Monitor active deals and match relevant battlecards and playbooks by stage and competitor
- Send rep-facing asset recommendations via Slack or CRM task at key deal moments
- Surface coaching alerts when rep behavior diverges from winning patterns
- Track asset usage and click-through by rep and stage for Domain Expert reporting
Owns: Distribute
● Agent DecidesGTM Play · Full Lifecycle
Partner / Channel
Manages the full partner lifecycle from recruitment through co-sell execution and pipeline attribution. Agents handle operational admin so partner managers focus on relationship development and revenue-generating co-sell activity.
TierExecuting
Lifecycle ScopeFull Lifecycle
Architecture1 Domain Expert + 5 agents
Signal ·Partner application received · Co-sell request submitted · MDF request · Partner deal registered · Partner QBR windowTrigger
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Partner-Sourced Leads
| —Not applicable. | Co-sell Motion
| Partner Onboarding
| —Not applicable. | —Not applicable. | Partner-Led Expansion
|
Section 02
Process Steps
STEP 01
Recruit
Identify and recruit ICP-aligned partners. Manage application pipeline.
STEP 02
Enable
Deliver onboarding, certification, and product training to new partners.
STEP 03
Activate
Register first deal. Coordinate initial co-sell motion.
STEP 04
Co-sell
Coordinate joint selling, proposal alignment, and deal support.
STEP 05
Track
Monitor partner pipeline, MDF utilization, and attribution.
STEP 06
Develop
Invest in top partners. Surface development opportunities. Run partner QBRs.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Partner Domain Expert
Owns partner tier criteria, co-sell rules of engagement, and MDF approval authority. Manages strategic partner relationships directly. Reviews all deal registrations for conflict or overlap with direct sales motion. Coordinates with AE team on co-sell opportunities and with Marketing on co-marketing programs.
Orchestration Agents5
AGENT 01
Recruit
Partner Recruiter
Identifies and recruits ICP-aligned partners and manages the application pipeline.
Responsibilities
- Source partner candidates from industry directories, events, and referrals
- Score partner fit against ICP alignment, market coverage, and technical capability
- Manage partner application workflow and collect required documentation
- Route qualified partner applications to Domain Expert for final approval
Owns: Recruit
● ReviewAGENT 02
Enable
Partner Enablement Agent
Delivers onboarding content, certifications, and product training to new and existing partners.
Responsibilities
- Deploy partner onboarding sequence on approval — product training, sales materials, portal access
- Track certification completion and flag partners falling behind enablement milestones
- Update partner training content when product changes warrant it
- Surface enablement completion status to Domain Expert
Owns: Enable
● Agent DecidesAGENT 03
Activate → Co-sell
Co-sell Coordinator
Coordinates co-selling motions, manages deal registration, and routes partner leads.
Responsibilities
- Process partner deal registrations and check for direct sales conflicts
- Coordinate joint demo scheduling, proposal alignment, and pricing approvals
- Route partner-sourced leads to appropriate AE with full partner context
- Track co-sell opportunity progress and surface stalled deals to Domain Expert
Owns: Activate → Co-sell
● ReviewAGENT 04
Track
MDF Tracker
Manages market development fund requests, approvals, and utilization tracking.
Responsibilities
- Receive and process partner MDF requests with activity documentation
- Route requests to Domain Expert for approval against MDF budget
- Track MDF utilization by partner and program type
- Report ROI on MDF investments by partner and campaign
Owns: Track
● RequiredAGENT 05
Track → Develop
Partner Pipeline Agent
Monitors partner-sourced pipeline, attributes revenue, and surfaces top partner development opportunities.
Responsibilities
- Track partner-sourced pipeline from registration to close
- Attribute closed revenue to partner source in CRM
- Surface top-performing partners by pipeline contribution and win rate
- Identify partner development investment opportunities for Domain Expert review
Owns: Track → Develop
● Agent DecidesGTM Play · Retention → Expansion
Customer Marketing
Proactively communicates with the installed base to drive adoption, retention awareness, and expansion interest. Distinct from the Advocacy Loop — this is segmented broadcast communication to the customer base, not individual conversion.
TierAlways-On
Lifecycle ScopeRetention → Expansion
Architecture1 Domain Expert + 4 agents
Signal ·Product release · Customer milestone · Renewal window approaching · Segment health shift · Content calendar triggerTrigger
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Not applicable. | —Not applicable. | —Not applicable. | —Not applicable. | Welcome Communications
| Product Updates + Education
| Expansion Awareness
|
Section 02
Process Steps
STEP 01
Segment
Segment customer base by health, tier, tenure, and product usage.
STEP 02
Plan
Define communication calendar and content requirements per segment.
STEP 03
Create
Generate segmented content — newsletters, product updates, announcements.
STEP 04
Review
Human approves content before broadcast. Domain Expert signs off.
STEP 05
Distribute
Send communications across email and in-app channels per schedule.
STEP 06
Monitor
Track engagement by segment. Surface insights for next cycle optimization.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · GOVERNS THE PROCESS
Customer Marketing Domain Expert
Owns customer communication calendar, segmentation strategy, and brand voice standards for the installed base. Approves all broadcast communications before send. Coordinates with Product Marketing on feature release messaging and with CS on segment health targeting.
Orchestration Agents4
AGENT 01
Segment
Customer Segmentation Agent
Segments the customer base for targeted communications by health, tenure, tier, and product usage.
Responsibilities
- Pull customer data from CRM, CS platform, and product usage system
- Segment by health score tier, product edition, tenure cohort, and feature adoption level
- Surface segment health shifts to Domain Expert for communication strategy adjustment
- Maintain segment definitions and update membership on rolling basis
Owns: Segment
● Agent DecidesAGENT 02
Create
Customer Content Writer
Generates segmented content for customer newsletters, product updates, and milestone communications.
Responsibilities
- Draft product release announcements tailored by customer segment and edition
- Generate monthly customer newsletter with curated content by segment
- Write milestone and celebration communications for key customer moments
- Apply brand voice rubric before routing to Domain Expert for approval
Owns: Create
● RequiredAGENT 03
Distribute
Broadcast Agent
Schedules and executes customer communications across email and in-app channels.
Responsibilities
- Schedule communications against content calendar and segment suppression rules
- Execute sends across email platform and in-app notification channels
- Apply send-time optimization by segment engagement history
- Suppress communications to accounts in active churn intervention or sensitive escalation
Owns: Distribute
● ReviewAGENT 04
Monitor
Engagement Monitor
Tracks communication engagement by segment and surfaces optimization signals for the next cycle.
Responsibilities
- Monitor open rates, click-through, and unsubscribes by segment and content type
- Flag segments with declining engagement to Domain Expert
- Identify top-performing content types and subject line patterns
- Route expansion click signals to Expansion playbook for follow-up
Owns: Monitor
● Agent DecidesGrowth Loop · Signal-Triggered
Renewals Loop
Fires when a renewal window opens. Agents assess health, classify risk, and run the appropriate renewal play before a human CSM needs to step in. Catches churn risk 60–90 days out rather than 10 days before contract end. The Health Score Agent is shared with the Health Scoring play.
Loop TypeClosed · Self-correcting
Lifecycle ScopeRetention → Expansion
Architecture1 Domain Expert + 3 agents
Loop Trigger ·Renewal window opens — 90 / 60 / 30 days before contract end dateAlways-On
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
| —Not active. | —Not active. | —Not active. | —Not active. | —Not active. | Renew
| Compound
|
Section 02
Process Steps
STEP 01
Signal
Renewal window detected. Loop activates.
STEP 02
Assess
Pull health score, usage, NPS, support history.
STEP 03
Classify
Tag account Green / Yellow / Red risk.
STEP 04
Engage
Run appropriate renewal play per risk tier.
STEP 05
Negotiate
Support human on redlines within HITL bounds.
STEP 06
Close
Log renewal. Feed outcome to ICP Learning Loop.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · LOOP GOVERNOR
Renewals Domain Expert
Monitors all open renewal windows. Receives risk classifications from agents. Steps in at Yellow and Red accounts. Approves pricing exceptions. Routes won renewals to CS and expansion signals to ABM. Feeds churn patterns back to ICP Learning Loop.
Orchestration Agents3
AGENT 01
Signal → Classify
Health Monitor
Tracks account health and fires the renewal signal. Shared with Health Scoring play.
Responsibilities
- Pull usage data, NPS, support tickets at renewal window
- Compute composite health score per account
- Classify Green, Yellow, or Red risk tier
- Alert Domain Expert on all Yellow and Red accounts
Owns: Signal → Assess → Classify
● Agent DecidesAGENT 02
Engage
Renewal Orchestrator
Runs the right renewal play based on risk classification.
Responsibilities
- Auto-send renewal notice and invoice prep for Green accounts (Auto)
- Trigger re-engagement sequence for Yellow accounts (Review)
- Escalate Red accounts to Domain Expert with full risk brief (Required)
- Coordinate executive sponsor outreach if needed
Owns: Engage
● Review / RequiredAGENT 03
Negotiate → Close
Contract Agent
Manages renewal paperwork and logs the outcome.
Responsibilities
- Generate renewal order form and pricing
- Track redline status and flag exceptions
- Coordinate signature workflow
- Log outcome and feed result to ICP Learning Loop
Owns: Negotiate → Close
● RequiredGrowth Loop · Signal-Triggered
Risk Sharing Loop
During onboarding, customers who experience first value identify other teams or departments that could benefit. Agents detect adoption milestones, identify internal champions, and map expansion opportunities — seeding new pipeline from within the account.
Loop TypeClosed · Internal referral
Lifecycle ScopeOnboarding → feeds Awareness
Architecture1 Domain Expert + 2 agents
Loop Trigger ·Customer hits adoption milestone during Onboarding — first value moment confirmedAlways-On
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Re-enter
| —Not active. | —Not active. | —Not active. | Detect & Map
| —Not active. | Expand
|
Section 02
Process Steps
STEP 01
Signal
Adoption milestone hit. Loop fires.
STEP 02
Identify
Spot internal champion from usage data.
STEP 03
Map
Find other departments matching ICP within account.
STEP 04
Introduce
Facilitate warm intro from champion.
STEP 05
Hand Off
Route new contact to Sales or ABM motion.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · LOOP GOVERNOR
Risk Sharing Domain Expert
Monitors onboarding milestones across all active accounts. Reviews internal referral opportunities before any intro is made — human must approve before champion is asked. Coordinates handoff to ABM Domain Expert for new-team pipeline activation.
Orchestration Agents2
AGENT 01
Signal → Identify
Milestone Tracker
Detects adoption milestones and identifies internal champion candidates.
Responsibilities
- Monitor product usage events for first-value milestones
- Identify most-active users as champion candidates
- Score champion readiness for referral ask
- Alert Domain Expert when threshold is crossed
Owns: Signal → Identify
● Agent DecidesAGENT 02
Map → Hand Off
Internal Referral Agent
Maps expansion targets inside the account and coordinates warm intros.
Responsibilities
- Research other departments within account matching ICP criteria
- Draft warm intro request for champion to send
- Coordinate intro logistics with CS agent
- Route new contact into ABM or Sales motion after human approval
Owns: Map → Introduce → Hand Off
● RequiredGrowth Loop · Signal-Triggered
Advocacy Loop
Converts satisfied customers into active advocates — case studies, reference calls, G2 reviews, speaking slots, advisory boards. Agents detect satisfaction signals, qualify advocate candidates, and coordinate capture. Advocacy-influenced pipeline closes faster and at higher win rates.
Loop TypeClosed · Outbound influence
Lifecycle ScopeRetention / Expansion → feeds Awareness
Architecture1 Domain Expert + 2 agents
Loop Trigger ·Customer crosses NPS >= 9 or health score reaches advocacy thresholdAlways-On
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Influence
| —Not active. | Reference
| —Not active. | —Not active. | Identify & Invite
| Activate
|
Section 02
Process Steps
STEP 01
Signal
NPS or health threshold crossed. Loop fires.
STEP 02
Qualify
Score advocate fit — story, visibility, access.
STEP 03
Invite
Recruit into advocacy program.
STEP 04
Capture
Case study, review, testimonial, reference.
STEP 05
Publish
Distribute across awareness channels.
STEP 06
Track
Measure pipeline influence per advocate asset.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · LOOP GOVERNOR
Advocacy Domain Expert
Manages the advocate roster. Approves all case study briefs and reference requests before customer is asked. Coordinates with Campaign and Content Domain Experts to publish advocacy assets. Tracks advocacy pipeline influence and reports to GTM Orchestrator.
Orchestration Agents2
AGENT 01
Signal → Invite
Advocate Spotter
Continuously scans for advocacy-ready customers and recruits them.
Responsibilities
- Monitor NPS, health scores, and review site signals
- Score advocate fit by story strength and public visibility
- Draft and send program invitation for Domain Expert review
- Track invite acceptance rates and follow-up cadence
Owns: Signal → Qualify → Invite
● ReviewAGENT 02
Capture → Track
Reference Coordinator
Produces advocacy assets and routes them into the acquisition motion.
Responsibilities
- Coordinate case study interview scheduling and approval workflow
- Manage reference call logistics and contact matching
- Push published assets to Campaign and Content Domain Experts
- Track influenced pipeline per advocate asset
Owns: Capture → Publish → Track
● RequiredGrowth Loop · Signal-Triggered
ICP Learning Loop
Uses outcomes from the right side of the Bowtie to sharpen who you target on the left. When cohorts hit renewal, expansion, or churn milestones, agents analyze patterns and push refined targeting criteria back to all acquisition plays. Without this loop, acquisition chases the wrong prospects indefinitely.
Loop TypeClosed · Cross-domain feedback
Lifecycle ScopeExpansion / Churn → feeds Awareness
Architecture1 Domain Expert + 2 agents
Loop Trigger ·Cohort milestone reached — renewal batch, expansion event, or churn confirmedAlways-On
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Refine Targeting
| Refine Messaging
| —Not active. | —Not active. | —Not active. | Analyze
| Signal Source
|
Section 02
Process Steps
STEP 01
Signal
Cohort milestone reached. Loop fires.
STEP 02
Analyze
Pattern extraction across best and worst accounts.
STEP 03
Extract
Identify firmographic and behavioral signals.
STEP 04
Update ICP
Revise ideal customer profile definition.
STEP 05
Distribute
Push updates to Campaign, ABM, Paid Social, PPC, Content, SEO, Community, and Intent Outbound agents.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · LOOP GOVERNOR
ICP Learning Domain Expert
Owns the ICP definition. Reviews proposed ICP updates before distribution — ICP changes have downstream impact across all acquisition plays and must be human-approved. Approves updated targeting criteria. Coordinates with Content to update persona messaging.
Orchestration Agents2
AGENT 01
Signal → Extract
Cohort Analyzer
Mines cohort data to find patterns in who succeeds and who churns.
Responsibilities
- Pull renewal, expansion, and churn cohort data
- Segment by firmographics, use case, and tech stack
- Identify strongest predictors of success and churn
- Produce ICP update brief for Domain Expert review
Owns: Signal → Analyze → Extract
● Agent DecidesAGENT 02
Update → Distribute
ICP Distributor
Pushes approved ICP updates to all consuming acquisition plays.
Responsibilities
- Update ICP definition in CRM and scoring models
- Push refreshed targeting to Campaign, ABM, Paid Social, PPC, and Intent Outbound agents
- Update SEO keyword intent mapping and Community engagement priorities
- Sync persona messaging updates to Content Domain Expert
Owns: Update → Distribute
● RequiredGrowth Loop · Signal-Triggered
Referrals Loop
Systematically converts satisfied customers into a source of qualified pipeline. Referral-sourced leads close at 2–3x the rate of cold outbound — agents make sure no referral opportunity goes undetected.
Loop TypeClosed · Pipeline generation
Lifecycle ScopeRetention → feeds Awareness
Architecture1 Domain Expert + 2 agents
Loop Trigger ·Customer reaches NPS >= 8, health Green, or 90-day adoption milestoneAlways-On
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
New Pipeline
| —Not active. | —Not active. | —Not active. | —Not active. | Source
| —Not active. |
Section 02
Process Steps
STEP 01
Signal
Satisfaction threshold crossed. Loop fires.
STEP 02
Invite
Send personalized referral ask.
STEP 03
Track
Monitor referral link and submissions.
STEP 04
Convert
Route referred prospect to Sales motion.
STEP 05
Attribute
Tag revenue to referral source.
STEP 06
Reward
Acknowledge and reward referrer.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · LOOP GOVERNOR
Referrals Domain Expert
Owns the referral program strategy and incentive structure. Sets satisfaction thresholds for loop trigger. Reviews referral invite quality. Routes converted referrals to appropriate Sales motion. Tracks program ROI and adjusts incentives based on conversion data.
Orchestration Agents2
AGENT 01
Signal → Invite
Referral Detector
Identifies referral-ready customers and sends personalized invitations.
Responsibilities
- Monitor NPS, health scores, and milestone events for referral readiness
- Score referral readiness per account by satisfaction and timing
- Draft and send personalized referral invitation within approved templates
- Track invite open and response rates
Owns: Signal → Invite
● ReviewAGENT 02
Track → Reward
Referral Activator
Manages the referred prospect from submission to pipeline and attribution.
Responsibilities
- Track referral link clicks and prospect submissions
- Route referred prospect to appropriate Sales motion
- Tag pipeline and closed-won revenue to referral source
- Trigger referrer acknowledgment and reward workflow
Owns: Track → Convert → Attribute → Reward
● Agent DecidesGrowth Loop · Signal-Triggered
Nurturing Loop
Keeps interested-but-not-ready prospects warm until timing is right. When a prospect exits without committing, agents detect the exit reason, segment them, enroll them in the right nurture track, and watch for re-engagement signals. Converts cold exits into future pipeline.
Loop TypeClosed · Re-entry
Lifecycle ScopeExit points → feeds Awareness / Education
Architecture1 Domain Expert + 2 agents
Loop Trigger ·Prospect goes cold or exits funnel before Commitment — at any stageAlways-On
Section 01
Workflow by Lifecycle Stage
01 Awareness ► | 02 Education ► | 03 Selection ► | 04 Commitment ► | 05 Onboarding ► | 06 Retention ► | 07 Expansion |
|---|---|---|---|---|---|---|
Re-enter
| Warm Drip
| Exit Catch
| —Not active. | —Not active. | —Not active. | —Not active. |
Section 02
Process Steps
STEP 01
Signal
Prospect exits or goes cold. Loop fires.
STEP 02
Segment
Classify exit reason — timing, budget, competitive.
STEP 03
Enroll
Add to appropriate nurture track.
STEP 04
Drip
Low-frequency, value-first content sequence.
STEP 05
Monitor
Watch for re-engagement signals.
STEP 06
Re-engage
Route back to active funnel.
Section 03
Domain Expert & Orchestration Agents
HITL ·
Human Required
Human Reviews
Agent Decides
AGENT 00 · DOMAIN EXPERT · LOOP GOVERNOR
Nurturing Domain Expert
Owns the nurture library and segmentation rules. Sets re-engagement thresholds and track assignment logic. Reviews re-engaged prospects before routing back to Campaign or Sales. Tracks nurture-to-pipeline conversion rates and adjusts track content accordingly.
Orchestration Agents2
AGENT 01
Signal → Enroll
Exit Detector
Catches cold prospects at exit and routes them into the right nurture track.
Responsibilities
- Monitor stage transitions and inactivity signals
- Classify exit reason from available CRM and engagement data
- Select appropriate nurture track per exit reason segment
- Enroll prospect and log entry point with context
Owns: Signal → Segment → Enroll
● Agent DecidesAGENT 02
Drip → Re-engage
Nurture Sequencer
Runs the nurture cadence and fires the re-entry handoff when prospect warms.
Responsibilities
- Execute low-frequency content sequences per nurture track
- Track opens, clicks, and site revisits as re-engagement signals
- Score re-engagement readiness against threshold
- Route re-engaged prospects to Campaign or Intent Outbound — Domain Expert reviews before handoff
Owns: Drip → Monitor → Re-engage
● Review