gtm-research

name

gtm-research

description

Know a company completely. Opens by asking your goal and WHERE YOUR CONTEXT LIVES (HubSpot? Fathom? Slack? Gmail?), then routes to 4 sub-skills - account deep-dive & plan (external + your internal history with them), org chart (who runs it), tech-stack & wedge, competitive battlecard. Use for "tell me about <company>", "account plan for <company>", "org chart for <company>", "what's their tech stack", "battlecard for <competitor>", "how do we beat <X>", "research this account".

gtm-research

One job: know a company completely - what's publicly true (Crustdata + web) AND what YOUR team already knows about them (CRM, calls, Slack, email). Most research skips the second half; that's where deals are actually won.

STEP 0 - Context intake (always, before researching)

1. Read config/gtm-config.md + config/persona-profile.md (what we sell -> what's relevant).
2. Ask where the context lives (once per session, then remember): "Which of these do you have connected - HubSpot/CRM? Fathom/recorder? Slack? Gmail?" Use ONLY what's actually connected; degrade gracefully (external-only research still works, say what's missing).
3. Ask the goal (menu below) + which company.

THE GOAL MENU

1. 📋 Account deep-dive & plan - everything about one target + how to attack it
2. 🗂️ Org chart - who runs it, who reports to whom (see orgchart-playbook.md in this folder - the full battle-tested pipeline)
3. 🛠️ Tech stack & wedge - what they run today + our opening
4. ⚔️ Competitive battlecard - how we beat a competitor

Sub-skill 1 - Account deep-dive & plan

A. External sweep (Crustdata + web):

• company_identify -> company_enrich (by id, exact): size, funding, growth, revenue band
• job_search on the company: open roles = pains + investment areas; tech in job posts
• crustdata_web_search + news: last 90 days (funding, launches, exec moves, layoffs)
• company_social_posts: what THEY are talking about right now
• Key people snapshot (leadership in the function we sell to)

B. Internal sweep (the differentiator - use whatever is connected):

• CRM (HubSpot): past/open deals with them, contacts we know, notes, why past deals died
• Recorder (Fathom): search past calls with the account - their words, objections, promises
• Slack: search the account name - internal chatter, warm intros, who knows them
• Gmail: past threads with their domain - existing relationships Summarize as "our history with them": who we know, what was said, where it stalled.

C. Synthesize the ACCOUNT PLAN (this is the deliverable):

• One-line read: what they do, where they're going, why now
• Why we win here: their pains (evidenced) mapped to what we sell
• Who to talk to: champion/economic-buyer hypotheses (or run the org chart)
• Our history: relationships + past context (from B)
• Entry play: first move, warm path if any, the opener angle
• Risks: incumbent, timing, past failed deal
• 90-day next steps, dated Run the copy through the humanizer pass (no slop, no filler). Offer: deliver in chat, as a doc, or continue into org chart / outreach.

Sub-skill 2 - Org chart

Follow orgchart-playbook.md in this skill folder EXACTLY - it is battle-tested (size-branch, The Org for real reporting, hand-read titles, curation, base64 photos, standalone HTML, headless-Chrome self-review). Do not improvise a different chart.

Sub-skill 3 - Tech stack & wedge

1. job_search with descriptions (compact:false) - tools named in job posts are ground truth
2. company_enrich categories/competitors; engineering blog/docs pages via web_fetch; G2 profile
3. Classify vs us: incumbent competitor (displacement play + switching cost), complement (integrate/land-alongside), gap (greenfield)
4. Output: stack map with confidence per item (job-post-confirmed vs inferred) + THE WEDGE: the one specific opening, phrased as an opener the rep could say.

Sub-skill 4 - Competitive battlecard

1. Profile the competitor (enrich + job_search = where they're investing + news 90 days + their social posts = current messaging)
2. Battlecard: their ICP & strengths (be honest - pretending they're weak gets reps killed), their gaps vs our differentiation, landmine discovery questions, top-3 objections + responses, traps to avoid
3. If it's for a live deal: which differentiators matter for THIS prospect's stated pains.

Rules

• Internal context is half the job - always ask what's connected and sweep it. Never skip because it's "just research".
• Facts get sources (Crustdata / URL / call / CRM note). Inference gets labeled.
• Read-only on CRM/Slack/Gmail - research never writes.
• humanizer pass on every deliverable. No filler sections - if there's nothing real to say, cut the section.
• Hand off: -> gtm-outreach (first touch), -> gtm-prospect (lookalikes of this account), -> gtm-deals (if a deal exists).