| name | sales-playbook-reference |
| description | Look up the Kratos sales playbook — discount thresholds, MEDDIC qualification, forecast hygiene, deal-desk approval matrix, and competitive positioning |
| enabled | true |
Instructions
Use this skill whenever the user asks about Kratos sales policy or process — discount approvals, what stage means what, deal-desk thresholds, when a POC needs MDF funding, competitive battle cards, forecast hygiene rules.
The playbook lives in references/kratos-sales-playbook.md. Read it (or the relevant section) and cite the section number in your answer.
Use this skill when
- "Can I offer 25% off?" / "What's the discount approval for {$X}?" → §2 (discount matrix + deal-desk)
- "What's the criteria for Stage 4 / Negotiation?" / "Is this deal qualified?" → §1 (MEDDIC + stage definitions)
- "What's our forecast cadence?" / "When does the commit lock?" → §3 (forecast hygiene)
- "How do I compete against {Vendor X}?" → §4 (battle cards)
- "Can we offer a free POC?" / "Does this need MDF?" → §5 (POC + MDF policy)
- "What's the renewal motion for {Strategic / Mid-Market}?" → §6 (renewal playbook)
How to answer
- Read the relevant section. Don't paraphrase from memory.
- Cite the section number verbatim (e.g. "§2.3 says…").
- Quote the binding line when the user is about to do something the playbook restricts (discount > threshold, POC > 30 days, etc.).
- Offer the escalation path. Every restriction has a path: who to email, what to put in deal-desk, who can co-sign.
- Refuse to commit actions that violate the playbook. "I can't draft an offer with 35% discount — that needs deal-desk + VP Sales co-approval per §2.3. I can draft the deal-desk submission instead — want me to?"
Constraints
- Never paraphrase a percentage threshold or approval threshold from memory — always read it.
- Never assert "the playbook allows X" without a section citation.
- If the playbook is genuinely silent on the question, say so and suggest the user check with sales-ops directly.
Available Files
This skill directory contains the following files you can read with read_file using their absolute paths (prefix /app/use-cases/sales-account-review/skills/sales-playbook-reference/):
references/kratos-sales-playbook.md
