| name | ae-handoff-brief |
| description | Auto-generate structured AE handoff briefs when Tim books a demo for Phil Sandler or Lex Evans. Packages MEDDIC scorecard, competitive intel, discovery notes, call transcripts, and next-best-action into a single document the AE can scan in 60 seconds. Increases demo-to-close rate by ensuring AEs walk in fully prepared. Use when: 'handoff to Phil', 'handoff to Lex', 'book demo for AE', 'ae brief', 'hand off [company]', 'prep handoff', 'pass to AE', 'transition [company] to Phil', 'transition [company] to Lex', 'demo booked for [company]'. |
Eliminate the information gap between BDR discovery and AE demo execution. When Tim books a qualified demo for Phil Sandler or Lex Evans, this skill auto-generates a comprehensive briefing document that packages everything the AE needs: MEDDIC scorecard with gaps flagged, competitive landscape, all prior call summaries, prospect pain points, and a recommended demo flow tailored to the prospect's vertical and stated needs. Target: AE walks into every demo with 80%+ context coverage, zero cold starts.
<quick_start>
After booking a demo:
"handoff Baylor University to Lex" → pulls all context → generates AE brief → creates Gmail draft to AE
Quick handoff:
"ae brief for University of Michigan, demo Thursday at 2pm with Phil" → full brief + calendar context
Batch handoff:
"hand off all demos booked this week" → generates briefs for each
Trigger phrases:
- "handoff [company] to Phil/Lex"
- "hand off [company]"
- "ae brief [company]"
- "book demo for AE [company]"
- "prep handoff [company]"
- "pass [company] to Phil/Lex"
- "transition [company] to Phil/Lex"
- "demo booked for [company]"
</quick_start>
<success_criteria>
- Brief generated in under 90 seconds
- All 6 MEDDIC dimensions populated (known intel + explicit gaps)
- Every prior call summarized with key moments
- Competitive landscape mapped (current vendor, why switching, battlecard)
- Recommended demo flow aligned to prospect's vertical + stated pain
- AE-specific coaching notes (what worked in discovery, what to watch for)
- Gmail draft sent to AE with brief attached/inline
- HubSpot deal updated with handoff notes
- Brief scannable in 60 seconds (executive summary format)
</success_criteria>
Architecture
TRIGGER CONTEXT GATHER SYNTHESIZE OUTPUT
─────────────────────────────────────────────────────────────────────────────────────────
"handoff X to AE" → HubSpot: deal + contacts → MEDDIC scorecard → AE Brief Doc
→ Clari: all call summaries → Pain → demo map → Gmail Draft
→ Apollo: org enrichment → Competitive angle → HubSpot Note
→ CRM: activity history → Objection forecast → Calendar Update
→ Calendar: demo details → Demo flow rec →
Stage 1: Identify AE and Demo Context
1a. Parse Trigger
Extract from user input:
- Company name: The prospect being handed off
- AE name: Phil Sandler or Lex Evans
- Demo date/time: If mentioned, pull from calendar
1b. Calendar Context
| Tool | Purpose |
|---|
get_upcoming_meetings | Find the scheduled demo |
Extract: date, time, duration, attendees, meeting link, any agenda notes.
Stage 2: Context Gathering
Run these MCP calls in parallel:
2a. HubSpot Context (Full Deal Picture)
| Tool | Purpose |
|---|
hubspot_search_companies | Company record: lifecycle, industry, employee count |
hubspot_search_contacts | All contacts associated: titles, emails, engagement |
hubspot_search_deals | Active deals: stage, amount, close date, notes, collaborators |
hubspot_get_deal | Detailed deal properties + activity log |
Golden Rules check: Verify deal is properly staged for handoff:
- Deal should be at "Presentation Scheduled" or "Qualified to Buy" stage
- Tim should be owner or collaborator
- If deal is at earlier stage, flag: "⚠️ Deal may not be fully qualified for AE demo"
2b. Clari Call History (All Prior Conversations)
| Tool | Purpose |
|---|
clari_search_calls | Find ALL calls with prospect contacts (last 90 days) |
clari_get_call_summary | AI summary + action items for each call |
For each contact associated with the deal:
clari_search_calls(attendeeEmail=contact_email, daysBack=90)- For ALL calls found:
clari_get_call_summary(callId=call_id)
- Sort chronologically and extract:
- Call-by-call progression: How did discovery evolve?
- MEDDIC dimensions uncovered per call: What was learned when?
- Objections raised: What pushback did prospect give?
- Competitor mentions: Any incumbent or alternative named?
- Action items: Resolved and unresolved
2c. Apollo Enrichment (Org Intelligence)
| Tool | Purpose |
|---|
enrich_contact | Each attendee: title, seniority, department, LinkedIn |
2d. CRM Activity History
| Tool | Purpose |
|---|
ask_agent | Full engagement timeline: emails, calls, page views, form fills |
2e. Competitive Intel Check
| Tool | Purpose |
|---|
search_threads | Check for competitive intel reports mentioning this prospect |
Stage 3: MEDDIC Scorecard Compilation
Compile everything known across ALL discovery touchpoints into a unified MEDDIC scorecard.
M — Metrics
- Known: [Specific metrics from calls]
- Unknown: [What's still missing]
- AE should ask: [Specific question to fill the gap]
E — Economic Buyer
- Identified: [Name, title, confirmed budget authority — ATL/BTL validated]
- On the demo?: [Yes/No — if no, flag as risk]
ATL/BTL Validation (per CLAUDE.md § ATL/BTL Classification v1.0):
Map ALL known contacts to ATL/BTL tiers. If no ATL contact is on the demo invite, this is a RED FLAG.
D — Decision Criteria
- Stated: [What prospect said they'll evaluate]
- Inferred: [Based on vertical]
- AE should validate: [Confirm criteria during demo]
D — Decision Process
- Timeline: [When they want to decide/deploy]
- Stakeholders: [Who else is involved]
- AE should map: [Missing pieces of the buying process]
I — Identify Pain
- Primary pain: [Strongest pain point from discovery — quote the prospect]
- Trigger event: [What caused them to look now]
C — Champion
- Identified: [Name + title + evidence of championing behavior]
- AE should test: [Champion validation question]
Stage 4: Demo Flow Recommendation
| Vertical | Lead Feature | Close Angle |
|---|
| Higher Ed | Multi-room capture + CMS auto-publish | "Cover [X] rooms by [semester]" |
| Courts/Legal | Automated recording + compliance archival | "Never miss a recording + audit trail" |
| Corporate AV | Meeting room capture + NDI/SRT streaming | "Standardize AV across [X] locations" |
| Government | Secure streaming + archival | "Broadcast public meetings + training" |
| Healthcare | HIPAA-friendly recording + cloud mgmt | "Record and distribute training at scale" |
| Houses of Worship | Live streaming + multi-camera | "Stream every service without a crew" |
| K-12 | Classroom capture + LMS integration | "Record every classroom, one dashboard" |
Stage 5: Objection Forecast
| Predicted Objection | Source | Recommended Response |
|---|
| [Objection from prior calls] | Clari call [date] | [LAER response] |
| [Objection typical for this vertical] | Vertical pattern | [Battlecard response] |
Stage 6: Output Format
See reference/ae-handoff-template.md for full brief layout (MEDDIC scorecard table, discovery timeline, competitive landscape, recommended demo flow, objection forecast).
Stage 7: Delivery
7a. Gmail Draft to AE
To: [Phil: phillip@epiphan.com | Lex: lex@epiphan.com]
Subject: AE Brief: [Company Name] — Demo [Date]
Use gmail_create_draft with the brief content.
7b. HubSpot Deal Update
Add a note via ask_agent: "BDR Handoff Brief generated [date]. MEDDIC: [X/6]. AE: [name]."
## Required MCP Tools
- **Epiphan CRM MCP:** hubspot_search_companies, hubspot_search_contacts, hubspot_search_deals, hubspot_get_deal, ask_agent, get_upcoming_meetings
- **Epiphan Clari MCP:** clari_search_calls, clari_get_call_summary
- **Apollo/Enrichment MCP:** enrich_contact
- **Gmail MCP:** gmail_create_draft, search_threads
Sibling Skills Referenced
meddic-call-prep-auto — Shares MEDDIC synthesis logiccall-recording-analyzer — Provides call-by-call MEDDIC scoresdeal-momentum-analyzer — Deal health context for the AE
Emit Outcome Sidecar
As the final step, write to ~/.claude/skill-analytics/last-outcome-ae-handoff-brief.json:
{"ts":"[UTC ISO8601]","skill":"ae-handoff-brief","version":"1.0.0","variant":"default",
"status":"[success|partial|error]","runtime_ms":[estimated ms from start],
"metrics":{"briefs_generated":[n],"meddic_coverage_pct":[n],"calls_analyzed":[n],"ae_drafts_created":[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.
