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Monday ICP prospect search + Gmail draft creation. Finds NET NEW prospects across all verticals using Apollo.
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Based on SOC occupation classification
Relationship intelligence graph for GTM work. Reads and writes Contact/Account/Deal/Outcome nodes in Neo4j Aura. Syncs contacts/accounts from HubSpot MCP and imports call outcomes from Nooks MCP automatically. Surfaces what messaging, sequences, and personas worked across verticals. Use when: relationship graph, gtm brain, log outcome, what worked with, account map, sync from hubspot, import nooks calls, contact history, sequence performance.
Live firm-wide sales pulse from the Epiphan CRM — revenue vs pace, pipeline by stage, won/lost, BDR activity, with coaching takeaways. Use when: business pulse, how are we doing, pipeline health, revenue pace, weekly numbers, standup brief, are we on track, sales snapshot.
Identify stalled and dying deals, run structured disqualification or recovery workflows, and clean pipeline of dead weight. Finds deals stuck 60+ days, with no champion, no activity, or overdue close dates and prescribes either a final re-engagement campaign or formal disqualification. Keeps pipeline honest and frees mental bandwidth. Use when: 'dead deals', 'stalled deals', 'clean pipeline', 'pipeline cleanup', 'disqualify deals', 'deal graveyard', 'zombie deals', 'which deals should I kill', 'pipeline hygiene', 'deal recovery', 'win back', 'lost deal review', 'close out stale deals'.
Chris Orlob's 5-step discovery framework applied to Epiphan — business problem → cause analysis → negative impact → future state → close. Per-vertical root causes, calibrated question bank, MEDDIC integration, and the 0-3 discovery scoring rubric used by sdr-call-coaching. Use when: discovery framework, orlob discovery, discovery questions, cause analysis, business problem discovery, how to run discovery.
Epiphan Video B2B sales - video capture/streaming lead qualification, pipeline metrics, MEDDIC discovery, and demo execution for Pearl devices, EC20 PTZ, and Epiphan Connect. Use for lead scoring, cold outreach to Higher Ed/Government/Corporate AV, and pipeline reviews.
5-touch email/SMS cadence for Epiphan BDR outreach. Full templates for Higher Ed, Courts, Gov, Healthcare by touch. Companion to epiphan-call-playbook (phone). Writing rules, subject line patterns, and SMS guidelines. Use when: email playbook, email template, outreach email, sdr email, cold email template, sms outreach, follow up email, 5 touch cadence.
| name | prospect-refresh |
| description | Monday ICP prospect search + Gmail draft creation. Finds NET NEW prospects across all verticals using Apollo. |
| schedule | 0 6 30 * * 1 |
| timezone | America/New_York |
<quick_start>
Trigger: Monday 6:30 AM ET (runs after prospect-enrich)
Manual Trigger: "Run prospect refresh" or "Search new ICP prospects"
Dependencies: Requires HubSpot portal 21530819, Apollo credits, Gmail tkipper@epiphan.com
Output: 30 net-new prospects + 30 Gmail draft emails + HTML report with HubSpot links
</quick_start>
<success_criteria>
Verticals (7 ICPs) with targeting weights:
| Vertical | ICP Score | ATL Titles | Target Count | Budget Authority |
|---|---|---|---|---|
| Higher Ed | 90 | CIO, VP IT, Dir. of IT Services, Provost, Dean, Dir. Academic Tech | 5 | >$50K |
| Courts | 85 | Clerk of Court, Court Administrator, Court Executive Director, Chief Judge | 4 | >$75K |
| Government | 80 | City Manager, IT Director/CIO, Director of Procurement, County Admin | 5 | >$100K |
| Corporate AV | 80 | VP Facilities, VP IT/CIO, VP Corp Communications, Dir. Facilities Ops, Dir. IT Infra | 5 | >$150K |
| Healthcare | 75 | CFO, CIO, COO, VP Operations, Director of Medical Education | 4 | >$100K |
| Houses of Worship | 70 | Senior Pastor, Executive Pastor, Finance Committee Chair, Facilities Chair | 4 | >$25K |
| K-12 | 65 | Superintendent, CTO/Dir. Tech Services, Dir. Instructional Tech, Building Principal | 3 | >$10K |
Total Target: 30 prospects (weighted by ICP score)
MCP Tool: apollo_mixed_people_api_search
Search Loop (iterate per vertical):
organization_locations: ["United States", "Canada"]
person_titles: [ATL_TITLES_FOR_VERTICAL]
organization_keyword_tags: [VERTICAL_KEYWORD] # e.g., "Higher Ed", "Education"
person_seniorities: ["c_suite", "vp", "director"]
organization_num_employees_ranges: [HEADCOUNT_RANGE_FOR_VERTICAL]
page: 1
per_page: 25
Example Query (Higher Ed):
person_titles: ["Chief Information Officer", "CIO", "VP Information Technology", "VP of IT", "Director of IT Services", "Director of Technology", "Provost"]
organization_keyword_tags: ["Higher Education", "Education", "University", "College"]
organization_num_employees_ranges: ["51,200", "201,500", "501,1000", "1001,5000", "5001,10000"]
person_locations: ["United States", "Canada"]
Output per vertical: Up to 25 results (name, email, title, organization, location, person_id, organization_id)
MCP Tool: search_crm_objects (HubSpot)
For each Apollo result, check:
filterGroups: [
{
filters: [
{ propertyName: "email", operator: "EQ", value: apollo_result.email }
]
},
{
filters: [
{ propertyName: "company", operator: "CONTAINS_TOKEN", value: apollo_result.organization_name }
]
}
]
Exclusion Logic:
Expected Dedup Rate: 40-60% of Apollo results removed (existing contacts)
Golden Rules (Hard Exclusions):
ATL/BTL Classification (per CLAUDE.md):
ATL Tier (Always Prospect):
GRAY Tier (Budget Authority >$25K Required):
BTL Tier (Skip for ATL-first targeting):
Output after filtering: Typically 50-60% of dedup results (15-18 prospects per vertical)
Before enrichment, remove suppressed contacts:
bdr_suppression_until IS SET AND bdr_suppression_until > TODAYbdr_suppression_until IS NOT SET (never suppressed)bdr_suppression_until < TODAY (cooling period expired)HubSpot filter: propertyName: "bdr_suppression_until", operator: "NOT_HAS_PROPERTY" OR operator: "LT", value: TODAY_ISO
Reference: lead-suppression-spec (bdr_suppressed, bdr_suppression_reason, bdr_suppression_until)
MCP Tool: apollo_organizations_enrich (for company data)
For each retained prospect:
domain: organization.domain (from Apollo result or extract from email)
Enrich fields:
MCP Tool: find-and-enrich-contacts-at-company (Clay fallback for company data)
If Apollo org enrichment incomplete:
companyIdentifier: prospect.domain
dataPoints: {
companyDataPoints: [
{ type: "Latest Funding" },
{ type: "Tech Stack" },
{ type: "Company Customers" }
]
}
MCP Tool: gmail_create_draft
Per-Vertical Email Templates (Personalized):
Template A — Higher Ed (ICP 90):
To: prospect.email
Subject: Epiphan + [UNIVERSITY_NAME]: Hybrid Learning Infrastructure for [SCHOOL_TYPE]
Body:
Hi [FIRST_NAME],
I was researching [UNIVERSITY_NAME]'s commitment to hybrid learning and asynchronous instruction—I noticed the shift in your academic technology strategy.
We work with schools like [REFERENCE_UNIV] to solve a specific challenge: instructor burnout from manual video streaming and recording.
[COMPANY_NAME] provides:
- Live lecture capture (no manual setup)
- Auto-recordings to your LMS
- Multi-platform distribution (Zoom, Teams, Canvas)
I'm not trying to sell—just want to understand if this is a priority this quarter for your department.
Are you the right person to discuss academic video infrastructure, or should I loop in [ROLE_IF_DIRECTOR]?
Best,
Tim
--
Epiphan Video
Template B — Courts (ICP 85):
To: prospect.email
Subject: [COURT_NAME] Remote Proceedings + Video Evidence Management
Body:
Hi [FIRST_NAME],
I was reading about [COURT_NAME]'s recent adoption of remote hearing technology. Given the volume of video evidence you're handling, I suspect you're managing multiple formats and platforms.
We partner with courts in [STATE] to centralize video evidence capture and courtroom live-streaming.
Curious: are you managing this manually today, or do you have a platform in place?
Would be worth a 15-min conversation if you're evaluating vendors this quarter.
Best,
Tim
Template C — Corporate AV (ICP 80):
To: prospect.email
Subject: [COMPANY] Boardroom Modernization — 4K Capture + Distribution
Body:
Hi [FIRST_NAME],
I noticed [COMPANY] is expanding your meeting rooms and conference infrastructure. Given your footprint, I'm guessing you're wrestling with:
- Inconsistent video quality across rooms
- Integration with Zoom/Teams/corporate network
- Archival and compliance
We've solved this for companies like [REFERENCE_CORP] (similar size/industry).
Worth a quick call to explore?
Best,
Tim
Template D — Healthcare (ICP 75):
To: prospect.email
Subject: [HOSPITAL_NAME] Medical Education + Video Evidence
Body:
Hi [FIRST_NAME],
I was researching [HOSPITAL_NAME]'s surgical training and medical education programs. I see you're ramping up simulation labs and remote mentoring.
Epiphan powers video capture and distribution for teaching hospitals doing exactly this.
Quick question: who owns your medical education video infrastructure today?
Best,
Tim
Template E — Houses of Worship (ICP 70):
To: prospect.email
Subject: [CHURCH_NAME] Livestream + Archive
Body:
Hi [FIRST_NAME],
I noticed [CHURCH_NAME] is offering both in-person and online services. Curious how you're handling the livestream and on-demand library today.
We work with churches your size to simplify setup and reach.
Might be worth exploring—no commitment.
Best,
Tim
Template F — K-12 (ICP 65):
To: prospect.email
Subject: [DISTRICT_NAME] Hybrid Learning + Board Meeting Recording
Body:
Hi [FIRST_NAME],
I was researching how [DISTRICT_NAME] is scaling hybrid learning post-pandemic. Guessing you're balancing live instruction, recordings, and board meeting transparency.
Epiphan helps districts like [REFERENCE_DISTRICT] simplify video capture across buildings.
Quick question: what's your current capture setup?
Best,
Tim
Draft Creation Logic:
MCP Tool Parameters:
to: prospect.email
subject: [PERSONALIZED_PER_VERTICAL]
body: [TEMPLATE_WITH_SUBSTITUTIONS]
contentType: "text/plain"
Output Format: Self-contained HTML file with:
Report Header:
Sortable Table (JavaScript):
| Name | Title | Company | Vertical | ICP | ATL/BTL | Headcount | Revenue | Gmail Draft | HubSpot Link | Apollo Link |
|---|---|---|---|---|---|---|---|---|---|---|
| Jane Smith | CIO | Higher Education Univ | Higher Ed | 90 | ATL | 8,500 | $2.1B | ✓ Draft | [link] | [link] |
| Bob Jones | Court Admin | State Supreme Court | Courts | 85 | ATL | 450 | $120M | ✓ Draft | [link] | [link] |
Summary Section:
Links Format:
https://app.hubspot.com/contacts/21530819/record/0-1/{contactId} (placeholder until contact created)https://app.apollo.io/search?filters... (from Apollo result)Note: This skill outputs drafts + report. Sequence Load Skill runs 45 min later (7:15 AM) to:
As the final step, write to ~/.claude/skill-analytics/last-outcome-prospect-refresh.json:
{"ts":"[UTC ISO8601]","skill":"prospect-refresh","version":"1.0.0","variant":"default",
"status":"[success|partial|error]","runtime_ms":[estimated ms from start],
"metrics":{"prospects_found":[n],"drafts_created":[n],"atl_count":[n],"verticals_searched":[n]},
"error":null,"session_id":"[YYYY-MM-DD]"}
Use status "partial" if some stages failed but results were produced. Use "error" only if no output was generated.
Version: 1.0 Last Updated: 2026-03-19 Author: Tim Kipper Status: Production Integration: Apollo + HubSpot (portal 21530819) + Gmail Tier: P1 (Core BDR Automation) Triggers: Scheduled (Monday 6:30 AM) + Manual ("Run prospect refresh") Dependencies: prospect-enrich (runs 6:00 AM), feeds into sequence-load (7:15 AM)