deal-strategy

name	deal-strategy
description	Full deal strategy analysis for a specific prospect or opportunity. Produces prospect intelligence, competitive positioning, pricing recommendation, objection handling, and next steps. Use when evaluating a new deal, preparing for a sales engagement, or building competitive positioning. Trigger when the user says "deal strategy", "analyze this deal", "how do we win this", "competitive positioning for [prospect]", or asks to evaluate a prospect or opportunity.
metadata	{"author":"Misha Hanin","email":"[e-mail]","version":"1.4"}
argument-hint	[prospect]
allowed-tools	WebSearch, WebFetch, Read, Bash(python3:*)
model	sonnet
x-heading-orchestration	{"parallel_safe":true,"shared_state":["outputs/negotiations/","outputs/intel/cases/"],"triggers":["deal strategy","how do we win","competitive positioning for","pricing strategy"]}
x-heading-capability	{"what":"Full deal strategy for a named prospect - prospect intelligence, competitive positioning, Voss-informed pricing and objection handling, and recommended next steps in one briefing document.\n","how":"Run /deal-strategy <prospect>. Keeps an append-only memlog at outputs/negotiations/<prospect>/ to survive compaction and writes the brief there; closes with a /brain-audit footer.\n","when":"Use to build the win plan for a specific opportunity. For competitor comparison alone use /competitor-intel; for market intel use /market-brief.\n"}
x-heading-routing	{"category":"Strategy","triggers":["deal strategy","how do we win","competitive positioning for [prospect]","pricing strategy"],"exclusions":["General market intel -> /market-brief"],"compound":"Yes: Deal Intel (synthesis)","router":"auto"}

Deal Strategy

Full deal strategy analysis for a specific prospect or opportunity.

Variables

prospect: [Company name, country, size/type] context: [What we know — how they came to us, what they're evaluating, current vendor, key contact] deal_size: [Estimated bandwidth requirements and deal value if known] timeline: [Decision timeline if known] competitive: [Known or suspected competitive consideration]

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Instructions

Before analyzing, read:

• context/business-info.md — ODUN.ONE modules, use case library, and competitive positioning
• context/strategy.md — Go-to-market strategy and competitive positioning
• reference/dpi-market-intelligence.md — Competitor profiles (state-aligned and pure-play vendors)
• reference/billion-growth-playbook.md — Land-and-expand model and pricing strategy
• context/pipeline.md — Current pipeline context
• reference/geopolitical-landscape.md — Regional context for this deal

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Session Memory (memlog)

A deal strategy is worked across many turns and often survives a context compaction. Keep an append-only working memory so a fresh session can resume without losing the decisions made so far.

• On start: if outputs/negotiations/[prospect-slug]/.memlog.md is absent, python scripts/memlog.py init --workspace outputs/negotiations/[prospect-slug] --field topic="[prospect] deal strategy" --field mode=deal. If it already exists (incomplete prior session), do NOT re-run init (it errors by design) — read the file yourself to resume, then continue with append/set.
• As you go: record each material decision/insight at the moment it lands — python scripts/memlog.py append --workspace outputs/negotiations/[prospect-slug] --text "anchor at 347,850, hold the discount" --type decision. Keep entries one line and minimal; this is working memory, not the deliverable.
• On wrap-up: python scripts/memlog.py set --workspace outputs/negotiations/[prospect-slug] --key status --value complete.

The memlog is the resume spine; the strategy brief is derived from it. The .memlog.md file is gitignored.

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Phase 1: Prospect Intelligence

Who they are:

• Organization type and size
• DPI use case (traffic management, lawful intercept, cybersecurity, analytics, policy enforcement?)
• Decision-making structure (government tender, telco procurement, enterprise IT)
• Sovereignty profile (non-aligned? US-aligned? China-risk?)

Why they're evaluating now:

• Trigger (incumbent exit? Existing contract expiry? Regulatory requirement? New 5G deployment?)
• Urgency level

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Phase 2: Competitive Analysis

Most likely competitor(s) and positioning against each:

vs. state-aligned vendors:

• Their position: Bundled with hardware, price aggressive, China-aligned, data sovereignty risk
• Our position: Non-aligned, sovereign architecture, data never leaves client control, no hidden backdoors
• Win condition: Sovereignty and alignment concerns (especially if country has China-risk sensitivity)

vs. a state-aligned vendor:

• Their position: Russian DPI, technically capable, now carries Russia-alignment risk post-2022
• Our position: Non-aligned, Western-grade engineering, no geopolitical baggage
• Win condition: Any country seeking to diversify away from Russian tech dependence

vs. a competing vendor:

• Their position: Pivoting to cloud security; DPI capability degrading; legacy customers at risk
• Our position: Pure DPI+ focus; next-gen architecture; not a product pivot, a category creation
• Win condition: a competing vendor customers who feel abandoned; greenfield buyers who need depth

vs. other competing vendors:

• Their position: Enterprise/carrier focus, expensive, complex deployment
• Our position: Sovereign deployment model, faster time-to-value, better for government/telco in emerging markets
• Win condition: Cost, deployment simplicity, sovereignty architecture

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Phase 3: Positioning Strategy

Lead module: [Which ODUN.ONE module leads based on their primary use case] Expansion path: [Essential (DataONE) → Professional (+ ControlONE + OpsONE) → Enterprise (+ AnalyticsONE) + use case activation] Sovereignty angle: [How to position the data sovereignty architecture for this prospect] Category story: ["From Deep Packet Inspection to Deep Packet Intelligence" — how to adapt for this audience]

Relevant Odin principles (CEO workspace only): brain-gated - IF on the CEO workspace AND knowledge/odin-brain/ exists, cite up to 3 positioning / partnership / channel principles for this prospect via the contact's relevant_principles and/or python scripts/odin-principles.py --type <relationship_type> --stage <stage> --json (use --type partner or --type reseller for channel/partner deals, --type prospect otherwise). Frame each against this deal. Fabrication floor: cite only what the helper returns, else "No Odin principle matched this relationship domain". On any exec workspace (no brain) SKIP silently. Single hyphens.

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Phase 4: Pricing Recommendation

Based on reference/billion-growth-playbook.md pricing model:

• Estimated bandwidth: [Gb/s]
• Perpetual license: [Gb/s × $ per-Gb/s rate]
• Year 1 support: included
• Year 2-5 support: 20% annual
• Recommended bundle: Essential / Professional / Enterprise
• Any strategic pricing rationale (lighthouse value, reference country, competitive displacement)

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Phase 5: Objection Handling (Voss-Informed)

Apply Voss per .claude/rules/voss.md (always-active rule) and reference/voss-negotiation.md (full framework, including Ackerman Model detail and Tactical Phrases).

Accusation Audit: List 3-5 negative assumptions the prospect likely holds about 31C (too new, unproven, small team, unknown brand). Address these preemptively in the engagement strategy.

Objection responses:

1. [Objection 1 - e.g., "You're new, unproven"] -> Label the concern + calibrated question response
2. [Objection 2 - e.g., "a state-aligned vendor is cheaper"] -> Normative leverage + calibrated question
3. [Objection 3 - specific to this prospect] -> Label + redirect

Pricing: If price negotiation is expected, structure via Ackerman Model (see reference/voss-negotiation.md) with precise non-round numbers per .claude/rules/voss.md.

Relevant Odin principles (CEO workspace only): brain-gated - IF on the CEO workspace AND knowledge/odin-brain/ exists, cite up to 3 negotiation / persuasion principles keyed off the deal stage (especially Negotiation / Proposal) via python scripts/odin-principles.py --type prospect --stage <stage> --json and/or the contact's relevant_principles. Same fabrication floor and same silent skip when the brain/helper is absent. Single hyphens.

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Phase 6: Recommended Next Steps

1. [Immediate action — who does what]
2. [Follow-up action — timeline]
3. [Partner involvement — PartnerCo / DistributorCo / AllianceCo if applicable]

Phase 7: Brain Audit

After completing the deal strategy analysis (Phases 1-6), invoke /brain-audit with:

• --sources: comma-separated list of every file consulted — the prospect's CRM contact, context/pipeline.md row, every thread entry referenced, every OSINT output referenced, every competitor-intel output referenced, the relevant Voss and DPI market reference files
• --entity: the prospect's company name (e.g., "ExampleTelco")

Append the returned three-section footer to the deal strategy document. The audit reports newest-source dates, modality coverage for the prospect, and disagreements among cited sources. If it flags stale intel (OSINT older than 90 days, no recent CRM touch) or a contradiction (e.g., pipeline says one stage but a thread says another), surface those findings in the closing recommendation as risks to the strategy.

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Output: Complete deal strategy document. Ready to use as briefing for Misha or partner sales team.

Knowledge Base

After delivering the strategy, offer: "Want me to capture the positioning rationale? /odin log records it as an episode in Odin's brain (CEO-only); /zk distill extracts the durable decision insights into the knowledge base."