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Partial Sprint 2 commit — 4 of 9 remaining sub-skills done. 5 more in-flight
(knowledge-ops, procurement-optimizer, commercial-policy, rfp-responder,
commercial-forecaster) will land in follow-up commit.
## New skills
### business-operations (+2)
- capacity-planner — Erlang-C queueing math for ops teams (CX/Support/CS/BizOps/
IT ops/Finance ops). Pure-stdlib Erlang-C in log-space (avoids factorial
overflow). 3 tools: capacity_modeler (P50/P90/P99 SLA breach + 4-tier risk
band), utilization_analyzer (red-zone detection per Little's Law),
hiring_sequencer (12-month quarterly plan with ramp + attrition + growth +
span-of-control manager trigger). 5 industry profiles. Canon: Erlang 1909,
Little 1961, Hopp & Spearman, Reinertsen, Kingman, Cleveland, ITIL, Armony.
Distinct from vpe-advisor (eng-specific) and project-management (tracking).
- internal-comms — ADKAR + Kotter 8-step change comms. 3 tools:
comms_template_filler (ADKAR-tagged 4-artifact package), change_announcement_
builder (Kotter-labeled output with magnitude/tone validation — rejects
celebratory framing on disruptive change, layoff keywords without disruptive
magnitude), comms_calendar_builder (7-touchpoint sequencing with anti-pattern
flags like Slack-only-for-layoff). 5 tone profiles. Canon: Hiatt (Prosci),
Kotter, Bridges, Schein, McKinsey 7-S, Heath brothers, Lencioni, Edelman,
Gallup, Welch & Jackson, IABC. Distinct from marketing-skill (external) and
c-level-advisor/internal-narrative (strategic).
### commercial (+2)
- channel-economics — Direct vs partner-led economics. 3 tools:
cost_to_serve_calculator (fully-loaded CTS per deal + per $ ARR, hidden-cost
flags, inconsistent-allocation warnings), channel_roi_analyzer (3-lens ROI:
Cash / LTV / Marginal with diminishing-returns inflection point + verdict
DOUBLE-DOWN/MAINTAIN/DEFUND/EXIT), channel_mix_optimizer (effective LTV +
payback + LTV-CAC, discrete grid-search constrained optimizer, sensitivity
scenarios). 5 industry profiles. Canon: Skok, BVP, Tunguz, KeyBanc, Ramanujam,
McBain, OpenView, Kaplan & Cooper, Horngren, McKinsey, BCG. Distinct from
partnerships-architect (structure not economics) and revenue-operations.
- partnerships-architect — 5-tier partner classifier + joint GTM + revshare.
3 tools: partner_tier_classifier (REFERRAL/RESELLER/OEM/SI/STRATEGIC with
hard floors per tier — STRATEGIC requires ≥5 named accounts sourced +
multi-year commit + dedicated resources), joint_gtm_planner (tier×motion
compatibility matrix, refuses channel_led for REFERRAL, refuses white_label
outside OEM), revshare_modeler (direct vs via-partner margin, recommended
band by tier × contribution depth, break-even sourced-deal count, 3-yr NPV).
5 industry profiles. Canon: Caro/HP, Chintagunta, Hessling, Forrester, IDC,
Tzuo, Moore, MPN, AWS APN. Distinct from sales-engineer (tech sale) and
ma-playbook (acquisition).
## Infrastructure (full Sprint 2 coverage)
- 9 new slash commands (one per Sprint 2 sub-skill): /cs:capacity-plan,
/cs:internal-comms, /cs:knowledge-ops, /cs:procurement, /cs:partner-tier,
/cs:channel-econ, /cs:commercial-policy, /cs:rfp-respond,
/cs:commercial-forecast
- business-operations/.claude-plugin/plugin.json: skills array expanded
to all 7 (orchestrator + 6 sub-skills)
- commercial/.claude-plugin/plugin.json: skills array expanded to all 8
(orchestrator + 7 sub-skills)
- Domain CLAUDE.md + README.md updated with Sprint 2 skills
- .claude-plugin/marketplace.json: version 2.7.3 → 2.8.0, top-level
description bumped to 328 skills across 14 domains, expanded keywords
on both new plugins
- Master plan updated to reflect Sprint 2 in-progress
## Hard rules per skill (Matt Pocock discipline)
- Every SKILL.md ships a Forcing-question library section (5-7 cited
canon-anchored questions, one-at-a-time discipline)
- Every Python tool is stdlib-only (verified: argparse, json, sys, pathlib,
statistics, dataclasses, enum, math, re, collections only)
- Industry tuning via --profile on scoring tools
- All 12 new tools pass --help + --sample (exit 0)
## Sprint 2 remaining (next commit)
knowledge-ops (5W2H SOP+runbook + KB hygiene, context: fork)
procurement-optimizer (UNSPSC spend categorization + supplier consolidation)
commercial-policy (data-backed discount matrix + exception flow + linter)
rfp-responder (Shipley structured RFP/RFI/RFQ + winrate predictor, context: fork)
commercial-forecaster (4Q-weighted bookings + cohort NRR/GRR + funnel-confidence
with mandatory assumption disclosure)
https://claude.ai/code/session_015bBb4HzWCf5HH5QK2TGtnW
41 lines
2.5 KiB
Markdown
41 lines
2.5 KiB
Markdown
# commercial
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**Per-deal-and-packaging Commercial skills: pricing, deal desk, partnerships, channel economics, policy, RFP, forecast.**
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v2.8.0 — 8 skills (orchestrator + 7 sub-skills), 21 stdlib Python tools, 28 references citing 7+ authoritative sources each.
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## Skills
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| Skill | Job-to-be-done |
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| [`commercial-skills`](skills/commercial-skills/) | Orchestrator — routes via `context: fork` + Matt Pocock grill discipline |
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| [`pricing-strategist`](skills/pricing-strategist/) | "What pricing model fits us, and what's the WTP range?" — model picker + Van Westendorp + packaging |
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| [`deal-desk`](skills/deal-desk/) | "Should we approve this discount, and what's the redline?" — score + route + redline |
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| [`partnerships-architect`](skills/partnerships-architect/) | "What tier is this partner, and what should the revshare be?" — 5-tier + joint GTM + revshare |
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| [`channel-economics`](skills/channel-economics/) | "Is partner-led actually profitable after full-load cost-to-serve?" — mix + CTS + ROI |
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| [`commercial-policy`](skills/commercial-policy/) | "What does our discount matrix and exception flow look like?" — matrix + exception + linter |
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| [`rfp-responder`](skills/rfp-responder/) | "Should we bid this RFP, and with what win-themes + proof points?" — Shipley method + winrate predictor |
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| [`commercial-forecaster`](skills/commercial-forecaster/) | "What's our quarter commit, and what assumption is it resting on?" — 4Q-weighted + cohort + confidence |
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## Commands
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- `/cs:commercial <inquiry>` — top-level router
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- `/cs:grill-commercial <plan>` — Matt Pocock-style grilling against SaaS pricing canon
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- `/cs:pricing-strategy`, `/cs:deal-review`, `/cs:partner-tier`, `/cs:channel-econ`, `/cs:commercial-policy`, `/cs:rfp-respond`, `/cs:commercial-forecast` — direct per-skill invocation
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## Agent
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- `cs-commercial-orchestrator` — margin-protective Commercial lead
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## Distinct from
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- `business-growth/sales-engineer` — technical sale (demos, POCs)
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- `business-growth/revenue-operations` — process (lead routing, SDR motion)
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- `business-growth/contract-and-proposal-writer` — free-form authoring; rfp-responder is structured response
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- `c-level-advisor/cro-advisor` — strategic CRO ("when do we hire VP Sales?"), not tactical per-deal/per-policy
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- `c-level-advisor/cfo-advisor` — strategic financial planning; commercial-forecaster is tactical quarterly pipeline
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- `finance/financial-analysis` — close + report (backward); commercial-forecaster is forward
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## License
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MIT
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