// 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.
Map task types to the best agent, skill, model, and fallback. Route any task to the right tool. Use when: which agent, route task, agent for this, best agent, capability matrix.
Orchestrate teams of parallel Claude Code sessions working on the same codebase. Handles task decomposition, agent coordination, context isolation, and merge strategies. Builds on worktree-manager for infrastructure.
REST/GraphQL API design patterns - resource naming, HTTP methods, error handling, pagination, versioning. Use when: design API, REST endpoints, GraphQL schema, error responses, pagination, rate limiting, API documentation.
Tool-based API testing with Postman and Bruno - collections, environments, test assertions, CI integration. Use when: postman, bruno, API testing, test API endpoint, API collection, HTTP request testing, endpoint validation.
Blue Ocean Strategy analysis using ERRC framework and Strategy Canvas. Use when: blue ocean, market differentiation, competitive strategy, value innovation, ERRC framework, strategy canvas, new market space, competitive analysis.
Business model design using Alexander Osterwalder's 9 building blocks. Use when: business model, canvas, value proposition, customer segments, revenue streams, startup planning, analyze business, business strategy.
| name | sales-revenue |
| description | 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. |
<quick_start> Lead scoring: Hot: 70+ | Warm: 40-69 | Nurture: <40
Pipeline coverage: 3-4x quota (SMB), 4-5x (Enterprise)
LTV:CAC ratio: Target >3:1
MEDDIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
Cold email: Under 100 words, problem-forward (video capture, streaming, hybrid/remote), clear single CTA
Tim's March 2026 Targets (Ramp 50%): 12+ deals (stretch: 16+), $357K pipeline (stretch: $450K+), $125K revenue (stretch: $157K+), 50+ daily dials, 8-12% connect rate, <60 min speed to lead </quick_start>
<success_criteria> Sales process is successful when:
<core_content> Comprehensive B2B sales skill: outreach, revenue operations, and demo execution.
| Domain | Key Components | Reference File |
|---|---|---|
| Outreach | Cold email, sequences, domain warming, lead scoring | reference/outreach.md |
| Revenue Ops | Pipeline metrics, forecasting, dashboards, attribution | reference/revenue-ops.md |
| Discovery | MEDDIC, SPIN, demo flow, objection handling | reference/discovery.md |
Apollo Discovery → Lead Scoring → ICP Filtering → Apollo Sequences → Clay Enrichment → CRM Routing
↓ ↓ ↓ ↓ ↓ ↓
Apollo MCP sales-agent Epiphan ICP Apollo MCP Clay MCP Epiphan CRM MCP
| Tier | Criteria | Priority | Action | Exclude |
|---|---|---|---|---|
| GOLD | Demo request, pricing inquiry, Pearl family inquiry, general contact us | Immediate | Personalized Apollo sequence | lifecyclestage='customer', device_count≥1, is_channel=true, AE-owned (Lex, Phil, Ron, Anthony) |
| SILVER | Content download (whitepapers), free guide download, Facebook Lead Ads from video/streaming content | Week 1 | Standard Apollo sequence | First conversion contains 'setup', 'Pearl', 'Connect', 'signup'; product usage in engagement_overview |
| BRONZE | Webinar/lecture symposium attendance, newsletter signup | Nurture | Drip campaign + nurture flow |
Before adding ANY contact to an Apollo sequence, classify by title:
See CLAUDE.md § ATL/BTL Classification v1.0 for full vertical-specific patterns.
scoring_factors = {
'icp_fit': 0-30, # Higher Ed (90), Courts/Legal (85), Government (80), Corp AV (80), Healthcare (75), Houses of Worship (70), K-12 (65)
'intent_signals': 0-25, # Pearl inquiry, CMS integration (Kaltura, Panopto, YuJa), streaming protocol (RTMP/S, SRT, HLS, NDI)
'engagement': 0-20, # Email opens, clicks, replies, website visits to Pearl product pages
'timing': 0-15, # Budget cycle (edu = spring/summer, govt = fiscal year), event season (conferences)
'budget_signals': 0-10 # Company size, multi-campus/location, existing AV investment
}
# Thresholds: Hot: 70+ | Warm: 40-69 | Nurture: <40
| Agent | Role | MCP Tool | Output |
|---|---|---|---|
| RESEARCHER | Company intel, tech stack (Extron SMP EOL?, Blackmagic, Crestron, vMix, Teradek presence) | Clay MCP | Enriched company data + competitor intel |
| QUALIFIER | ICP fit scoring (vertical + device readiness) | Epiphan CRM MCP + ask_agent | 0-100 score + tier |
| ENRICHER | Contact discovery — ATL-first: VP/Director/Dean/CIO/CTO/Provost (ATL), then Manager (GRAY — flag for review). Exclude NEVER-ATL titles per CLAUDE.md § ATL/BTL v1.0 | Apollo MCP | Verified emails, org chart, buying signals, ATL/BTL tier |
| WRITER | Personalized Apollo sequences (Pearl pain points, CMS integrations) | Apollo MCP | Multi-step email campaign |
| ANALYZER | Reply intent (demo request vs nurture vs disqualify) | Gmail MCP + Epiphan CRM MCP | Route to next action |
| ROUTER | Orchestration (add to sequence, update HubSpot, schedule follow-up) | Calendar MCP + Epiphan CRM MCP | Next-best-action |
| Step | Timing | Purpose | Example |
|---|---|---|---|
| 1 | Day 0 | Initial outreach - video capture pain point | "Hybrid lectures + lecture capture best practice" |
| 2 | Day 3 | Follow-up - different angle (CMS integration or protocol) | "How are you integrating Kaltura/Panopto?" |
| 3 | Day 7 | Value add - case study or Pearl comparison | "Why Higher Ed departments prefer Pearl Mini over [competitor]" |
| 4 | Day 10 | Break-up - last chance + link to free trial/webinar | "One last thing: 15-min free Pearl fit assessment" |
pipeline_coverage:
formula: "Pipeline Value / Quota"
healthy: "3-4x for SMB, 4-5x for Enterprise"
warning: "Below 3x"
pipeline_velocity:
formula: "(# Opps x Win Rate x Avg Deal) / Cycle Days"
use: "Predict monthly revenue"
weighted_pipeline:
formula: "Sum of (Deal Value x Stage Probability)"
| Stage | Formula | Benchmark |
|---|---|---|
| Lead to MQL | MQLs / Total Leads | 15-30% |
| MQL to SQL | SQLs / MQLs | 30-50% |
| SQL to Opp | Opportunities / SQLs | 50-70% |
| Opp to Win | Closed Won / Opportunities | 20-30% |
| Overall | Closed Won / Total Leads | 1-5% |
| Metric | Formula | Healthy |
|---|---|---|
| CAC | (Sales + Marketing) / New Customers | Depends on ACV |
| LTV | (ARPU x Gross Margin) / Churn Rate | - |
| LTV:CAC | LTV / CAC | >3:1 |
| Payback | CAC / (ARPU x Gross Margin) | <12 months |
| Stage | Probability | Entry Criteria |
|---|---|---|
| Lead | 5% | Contact captured |
| MQL | 10% | Meets ICP |
| SQL | 20% | BANT confirmed |
| Discovery | 30% | Meeting scheduled |
| Demo | 50% | Demo completed |
| Proposal | 70% | Proposal sent |
| Negotiation | 85% | Terms discussed |
| Closed Won | 100% | Contract signed |
| Method | Formula | Best For |
|---|---|---|
| Pipeline-based | Sum(Deal x Stage Probability) | Simple, data-driven |
| Historical | Historical conversion x Pipeline | Past performance |
| Commit-based | Rep commits + Manager adjustment | Incorporates judgment |
| Stage | Goal | Duration |
|---|---|---|
| Opening | Build rapport, set agenda | 2-3 min |
| Discovery | Uncover pain, qualify | 15-20 min |
| Demo | Show relevant value | 15-20 min |
| Close | Agree next steps | 5 min |
| Type | Purpose | Example |
|---|---|---|
| Situation | Understand context | "Walk me through your current process..." |
| Problem | Surface pain | "What challenges do you face with...?" |
| Implication | Deepen pain | "What happens when that goes wrong?" |
| Need-Payoff | Envision solution | "If you could fix that, what would change?" |
| Letter | Element | Key Question |
|---|---|---|
| M | Metrics | What's the measurable impact? |
| E | Economic Buyer | Who controls budget? |
| D | Decision Criteria | How will they decide? |
| D | Decision Process | What are steps to buy? |
| I | Identify Pain | What's compelling reason to act? |
| C | Champion | Who's selling internally? |
1. RECAP (2 min)
"Based on our discovery, you mentioned [pain 1], [pain 2]..."
2. AGENDA (1 min)
"I'll show how we address each. Stop me anytime."
3. SHOW VALUE (15-20 min)
Pain -> Feature -> Benefit -> Proof (repeat for each pain)
4. SUMMARIZE (2 min)
"So you'd be able to [benefit 1], [benefit 2]..."
5. NEXT STEPS (5 min)
"What questions? What's our next step?"
L - Listen (fully, don't interrupt)
A - Acknowledge (validate the concern)
E - Explore (understand the root)
R - Respond (address specifically)
<methodology_integration>
Sales-revenue integrates with the strategy skill cluster for first-principles selling:
Discovery Calls:
Cold Outreach:
Objection Handling:
Price Negotiations:
See: challenger-sale-skill, never-split-the-difference-skill, jobs-to-be-done-skill
</methodology_integration>
| Objection | Response Framework (Epiphan) |
|---|---|
| "Too expensive" | Acknowledge -> "Compared to Extron SMP or Blackmagic?" -> Show Total Cost of Ownership (Pearl-2 vs legacy + integration) |
| "We use [Blackmagic/Crestron/vMix]" | Acknowledge -> "What pain points?" -> Differentiate (Pearl = portable, NDI + SRT, Kaltura native integration) |
| "Not ready / testing phase" | Acknowledge -> "When's your pilot window?" -> Offer 30-day trial of Pearl Mini + Epiphan Connect |
| "Need IT approval" | Acknowledge -> "What will IT ask?" -> Prepare tech brief on NDI/RTMP/SRT support, security |
| "Looking at free option" | Acknowledge -> "OBS works, but what about reliability + support?" -> Show Pearl value (pro support, firmware updates, CMS integration) |
### Research (10 min)
- [ ] Company website - video/streaming mentions, CMS (Kaltura/Panopto/YuJa/Echo360)
- [ ] LinkedIn - prospect AV/IT/Broadcast background
- [ ] Tech stack - BuiltWith (CDN, video), job postings (streaming engineer?)
- [ ] Competitor presence - Extron, Blackmagic, Crestron, vMix, Teradek
### Preparation (5 min)
- [ ] Hypothesis: Hybrid lectures? Multi-location streaming? CMS integration pain?
- [ ] 3 discovery questions ready (Pearl capability fit, current workflow, CMS integration)
- [ ] Pearl demo environment ready (focus on their vertical: K-12 classroom? University lecture hall? Government broadcast?)
- [ ] Clear next step in mind (trial, technical assessment, peer reference call)
### Mindset
- [ ] Curiosity about their video workflow, not pitch mode
- [ ] Understand their AV/IT ecosystem first (NDI? RTMP? SRT comfort level?)
### Coverage Check
- Current pipeline: $___
- Quota this month: $___
- Coverage ratio: ___x (target: 3-4x)
### Stage Movement
| Stage | Start | End | Net |
|-------|-------|-----|-----|
| Discovery | | | |
| Demo | | | |
| Proposal | | | |
### Deals at Risk
| Deal | Amount | Days in Stage | Risk |
|------|--------|---------------|------|
### Action Items
- [ ] Stalled deals to address
- [ ] Proposals to follow up
- [ ] Deals to close this week
DO NOT OUTREACH if ANY of these conditions are true:
lifecyclestage = 'customer' — Already a customer, route to AE/CSMfirst_conversion_source contains 'Pearl', 'setup', 'Connect', 'signup' — Already converting/onboardingcompany.device_count >= 1 — Has active devices, route to AE/CSMengagement_overview contains product usage data — Already engaged, notify AEis_channel = true — Channel partner, route to channel managerhubspot_owner_id IN ('82625923', '423155215', '190030668') — AEs: Lex Evans, Ron Epstein, Phillip Sandler → 90-day stale exception: if no activity >90d, surface as STALE AE LEAD for Tim (ATL/BTL + deal value). Ron=all, Lex/Phil=NA only. <90d=respect ownership.Action: Before adding to Apollo sequence, query Epiphan CRM MCP to validate lead state.
reference/outreach.md - Email templates, Apollo sequences, Pearl messaging by verticalreference/revenue-ops.md - Metrics, dashboards, forecasting, pipeline healthreference/discovery.md - MEDDIC scorecard, Pearl demo scripts, objection library (video capture specific)As the final step, write to ~/.claude/skill-analytics/last-outcome-sales-revenue.json:
{"ts":"[UTC ISO8601]","skill":"sales-revenue","version":"1.0.0","variant":"default",
"status":"[success|partial|error]","runtime_ms":[estimated ms from start],
"metrics":{"emails_generated":[n],"calls_scripted":[n],"leads_qualified":[n],"pipeline_value":[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. </core_content>