deal-momentum-analyzer

<objective> Score every open deal on momentum (not just stage) using multi-signal analysis: days in stage, activity recency, stakeholder engagement, call/activity sentiment, and MEDDIC completeness. Surfaces the 3-5 deals most likely to slip and prescribes specific next-best-actions to recover them. Target: recover 5-10% of stalled pipeline monthly (~$18K/mo at current pipeline levels). </objective>

<quick_start> Daily automated run (7am CST): Scheduled task pulls all open deals → scores momentum → delivers prioritized action list

On-demand: "deal momentum" → runs full analysis now "pipeline review" → same, formatted as pipeline review "which deals need attention" → filtered to at-risk only

Trigger phrases:

"deal health" / "deal momentum"
"pipeline review" / "stalled deals"
"which deals need attention"
"morning brief" / "SOD" (integrates into daily brief) </quick_start>

<success_criteria>

Every open deal scored 0-100 on momentum
Deals classified: GREEN (on-track), YELLOW (slowing), RED (stalled)
Top 3-5 at-risk deals surfaced with specific next-best-action
Weekly trend: are deals accelerating or decelerating?
Target: recover 5-10% of stalled deals per month via timely intervention
Zero false negatives on deals about to slip close date </success_criteria>

Architecture

SCHEDULED (7am CST)          ANALYSIS                    OUTPUT
─────────────────────────────────────────────────────────────────
HubSpot: all open deals  →  Score each deal on     →  Prioritized dashboard
CRM: activity history    →  6 momentum signals     →  Next-best-action per deal
Activity: emails/calls   →  Classify G/Y/R         →  Gmail draft (optional)
                          →  Compare to last run    →  Calendar blocks (optional)

Stage 1: Data Collection

1a. Pull All Open Deals (Owner OR Collaborator)

Use

search_crm_objects

(HubSpot MCP) with two OR-ed filter groups to capture both owned and collaborated deals:

FilterGroup 1 — Tim is COLLABORATOR:

```
hs_all_collaborator_owner_ids
```
CONTAINS_TOKEN
```
87486452
```
```
hs_is_closed
```
EQ
```
false
```

FilterGroup 2 — Tim is OWNER:

```
hubspot_owner_id
```
EQ
```
87486452
```
```
hs_is_closed
```
EQ
```
false
```

Properties to request:

dealname

dealstage

amount

hubspot_owner_id

hs_lastmodifieddate

notes_last_updated

closedate

pipeline

createdate

hs_all_collaborator_owner_ids

num_associated_contacts

hs_deal_stage_probability

Sort by

hs_lastmodifieddate

DESCENDING. Limit 100.

For each deal, capture:

Field	HubSpot Property
Deal name	`dealname`
Amount	`amount`
Stage	`dealstage`
Close date	`closedate`
Create date	`createdate`
Last activity	`notes_last_updated` or `hs_lastmodifieddate`
Owner	`hubspot_owner_id`
Collaborators	`hs_all_collaborator_owner_ids`
Associated contacts	via associations
Associated company	via associations

1a-bis. Deal Role Tagging

After pulling deals, tag each deal with Tim's role:

OWNER —
```
hubspot_owner_id
```
=
```
87486452
```
→ Tim owns the deal directly
COLLABORATOR —
```
hs_all_collaborator_owner_ids
```
contains
```
87486452
```
but
```
hubspot_owner_id
```
≠
```
87486452
```
→ Tim is helping close (AE-owned or SE-owned deal)

Display both types in the momentum report. Collaborator deals where an AE owns them (owner IDs 82625923 Lex Evans, 423155215 Ron Epstein, 190030668 Phillip Sandler) are deals Tim sourced or is actively supporting — they ARE his pipeline contribution and must be tracked.

Exclude from scoring only deals where Tim is NEITHER owner NOR collaborator (i.e., deals that somehow appeared but have no Tim involvement).

1b. Pull Activity History

For each deal's associated company, use

ask_agent

Query: "Show all activity, notes, and engagement for [company] deals in last 30 days"
Extracts: call notes, email activity, meeting outcomes, deal stage changes

1c. Pull Contact Engagement

For each deal's associated contacts, use

hubspot_search_contacts

Last email open/click dates
Form submissions
Page views
Meeting bookings

Stage 2: Momentum Scoring (0-100)

Score each deal on 6 weighted signals:

Signal 1: Days in Current Stage (25 points)

Condition	Points
< median for this stage	25
At median	15
1.5x median	8
> 2x median	0

Stage medians (calibrate from Tim's historical data):

Stage	Expected Days
Appointment Scheduled	7
Qualified to Buy	14
Presentation Scheduled	10
Decision Maker Bought-In	14
Contract Sent	7
Closed Won	—

Signal 2: Activity Recency (20 points)

Last activity	Points
< 3 days ago	20
3-7 days	15
7-14 days	8
14-21 days	3
> 21 days	0

Signal 3: Stakeholder Breadth (15 points)

ATL/BTL Validation Required (see CLAUDE.md § ATL/BTL Classification v1.0): For each deal's associated contacts, classify by title before scoring:

ATL: Chief, VP, Director, Dean, Provost, Superintendent, Court Administrator, City Manager, Senior Pastor, Executive Pastor
GRAY: Manager (AV/Facilities/IT) — only counts as ATL-equivalent if confirmed budget >$25K
BTL: Technician, Specialist, Coordinator, Support, Administrator (Systems/Network/Database), Engineer, Operator, Instructor/Faculty, Designer, Assistant, Clerk (non-Court Admin), Volunteer, Intern, Student, Resident, Help Desk
NEVER ATL: Warehouse Manager, Network Manager, Systems Administrator, AV Technician, Graphic Design Instructor, Program Administrator, Web Designer, Classroom Support, Lab Coordinator, Maintenance, Building Engineer, Multimedia Services Manager, Video Production Specialist, Streaming Crew

Contacts engaged	Points
3+ contacts, including at least 1 ATL-tier contact (confirmed EB)	15
2+ contacts with at least 1 ATL-tier	12
2+ contacts but ALL are BTL/GRAY (no confirmed ATL)	7
1 contact (champion only, regardless of tier)	5
1+ contacts but ALL are NEVER ATL titles	2
0 active contacts	0

Penalty flag: If a deal has 0 ATL-tier contacts, add a ⚠️ flag in the report: "NO ECONOMIC BUYER IDENTIFIED — deal at risk of stalling at Decision Maker stage. Action: ask champion to intro Director+/VP+."

Signal 4: Call Momentum (15 points)

Activity signal	Points
Call in last 7 days + positive sentiment	15
Call in last 7 days + neutral	10
Call in last 14 days	7
No calls in 14+ days	0
Negative sentiment on last call	-5 (penalty)

Signal 5: MEDDIC Completeness (15 points)

Estimate from available data:

MEDDIC fields identified	Points
5-6 of 6 dimensions	15
3-4 dimensions	10
1-2 dimensions	5
0 dimensions	0

Signal 6: Close Date Integrity (10 points)

Condition	Points
Close date in future, never pushed	10
Close date pushed once	6
Close date pushed 2+ times	2
Close date in the past (overdue)	0

Classification

Score	Classification	Action Priority
70-100	GREEN — On Track	Monitor
40-69	YELLOW — Slowing	Intervene this week
0-39	RED — Stalled	Intervene TODAY

Stage 3: Next-Best-Action Engine

For each YELLOW/RED deal, prescribe specific action:

Action Matrix

Primary Signal Gap	Recommended Action	Tool
No activity > 14 days	Send re-engagement email	`gmail_create_draft`
No calls > 14 days	Book a check-in call	`gcal_create_event`
Single-threaded (1 contact)	Research + reach additional stakeholder	`apollo_mixed_people_api_search`
No economic buyer identified	Ask champion to intro EB	Call script
Close date overdue	Propose new timeline in email	`gmail_create_draft`
Negative call sentiment	Address objection head-on	Call prep brief
Competitor mentioned	Pull competitive battlecard	Research
MEDDIC gaps	Discovery questions for next call	MEDDIC brief

Action Output Format

For each action, provide:

What: Specific action description
Why: Which signal triggered this
How: Draft email / calendar invite / talking point ready to use
When: Today / This week / Before [close date]

Stage 4: Output Format

╔══════════════════════════════════════════════════════════════╗
║  DEAL MOMENTUM REPORT — [Date]                               ║
║  Pipeline: $[total] | Deals: [count] | Weighted: $[weighted] ║
╠══════════════════════════════════════════════════════════════╣

SUMMARY:
🟢 GREEN: [X] deals ($[amount]) — on track
🟡 YELLOW: [X] deals ($[amount]) — slowing, intervene this week
🔴 RED: [X] deals ($[amount]) — stalled, intervene TODAY

TREND vs LAST RUN:
- Deals improved: [X] (moved from RED→YELLOW or YELLOW→GREEN)
- Deals declined: [X] (moved down)
- New deals: [X]
- Pipeline delta: [+/- $amount]

═══════════════════════════════════════════════════════════════

🔴 PRIORITY ACTIONS (do these today):

1. [Deal Name] — $[amount] | Stage: [stage] | Score: [XX/100]
   ⚠️ Signals: [days in stage: 28 | no activity: 18 days | single-threaded]
   → ACTION: [specific next-best-action]
   → DRAFT: [ready-to-send email or talking points]

2. [Deal Name] — $[amount] | Stage: [stage] | Score: [XX/100]
   ⚠️ Signals: [close date overdue | negative call sentiment]
   → ACTION: [specific next-best-action]
   → DRAFT: [ready-to-send email or talking points]

═══════════════════════════════════════════════════════════════

🟡 WATCH LIST (intervene this week):

3. [Deal Name] — $[amount] | Score: [XX/100]
   → [brief action recommendation]

═══════════════════════════════════════════════════════════════

🟢 ON TRACK:

[Deal list with scores, sorted by close date]

╚══════════════════════════════════════════════════════════════╝

</workflow>

<scheduled_automation>

Daily 7am CST Run

This skill is designed to run as a scheduled task:

Schedule: Daily at 7:00 AM CST (13:00 UTC) Task name: "deal-momentum-daily" Scheduling options:

Session-based:
```
CronCreate "57 6 * * 1-5"
```
with prompt
```
"Run deal-momentum-analyzer"
```
(3-day auto-expire, must re-create each session)

Persistent: launchd agent at

~/Library/LaunchAgents/com.tim.deal-momentum.plist

(future work)

On-demand: Tim says "deal momentum" or "morning brief"

Flow:

Pull all open deals from HubSpot
Score each deal on 6 momentum signals
Classify GREEN/YELLOW/RED
Generate next-best-actions for YELLOW/RED
Create Gmail drafts for recommended re-engagement emails
Output report (saved to workspace + presented in morning brief)

Integration with SOD/Morning Brief: When Tim says "morning brief" or "SOD", this report is included as the pipeline section. </scheduled_automation>

<dependencies> ## Required MCP Tools - **Epiphan CRM MCP:** hubspot_search_deals, hubspot_search_companies, hubspot_search_contacts, hubspot_get_deal, hubspot_get_company, hubspot_get_contact, ask_agent (activity history, stage velocity medians, pipeline coverage, deal conversion benchmarks) - **Apollo MCP:** apollo_mixed_people_api_search, apollo_people_match (for multi-threading actions) - **Gmail MCP:** gmail_create_draft (for re-engagement email actions) - **Google Calendar MCP:** gcal_create_event (for booking check-in calls) - **Scheduling:** CronCreate (session-based, 3-day max) or launchd (persistent)

Sibling Skills Referenced

```
hubspot-revops-skill
```
— HubSpot query patterns, pipeline stage definitions
```
sales-revenue-skill
```
— MEDDIC framework, pipeline coverage benchmarks
```
meddic-call-prep-auto-skill
```
— Generates full call prep when action = "book a call"
```
portfolio-artifact-skill
```
— Captures deal recovery metrics for GTME portfolio </dependencies>