prospect-research-to-cadence by scientiacapital/skills

<quick_start> Single prospect: "research prospect Baylor University" → enriches org + decision-makers → drafts personalized outreach → presents for approval → loads to Apollo sequence

Batch mode: "build cadence for these 5 companies: [list]" → runs pipeline for each → presents batch draft → loads approved contacts

Trigger phrases:

"research prospect [company/domain]"
"build cadence for [company]"
"outreach for [company]"
"research-to-cadence [company]"
"enrich and sequence [list]"
"new prospect batch" </quick_start>

<success_criteria>

Company enriched with firmographics, tech stack, news, and Epiphan use case angle
3-5 decision-maker contacts identified (VP/Director/Dean level = economic buyers)
Personalized 3-touch email sequence drafted per contact
Call script with MEDDIC discovery hooks generated
Draft presented for Tim's approval BEFORE any sequence loading
On approval: contacts created in Apollo + added to specified sequence
Golden Rules exclusions enforced (no customers, no channel, no product-usage contacts) </success_criteria>

Pipeline Stages

INPUT                    RESEARCH                 DRAFT                    APPROVE              LOAD
─────────────────────────────────────────────────────────────────────────────────────────────────────
Company/Domain    →  Apollo Org Enrich     →  Email Sequences    →  Tim Reviews     →  Apollo Sequence
                  →  Apollo People Search  →  Call Scripts       →  Approves/Edits  →  Contact Create
                  →  Epiphan CRM Check     →  ICP Score          →                  →  Add to Cadence
                  →  Web Research          →  Pain Hypothesis    →                  →

Stage 1: Research (Tools Used)

1a. Company Intelligence

Use these MCP tools in parallel:

Tool	Purpose	Key Data
`apollo_organizations_enrich`	Firmographics	Industry, size, revenue, tech stack
`apollo_organizations_job_postings`	Hiring signals	AV/IT roles = buying signal
`hubspot_search_companies`	Existing relationship check	Deals, lifecycle stage
`crm_search_customers`	Epiphan CRM customer match	Device count, orders, channel flag
`analytics_search_by_email`	Device registration lookup	Registered devices by contact email
Web search	Recent news	Funding, expansion, leadership changes

1a-bis. Clay Enrichment (Waterfall)

For companies/contacts where Apollo data is incomplete (missing phone, tech stack, or funding data):

Tool	Purpose	Key Data
`find-and-enrich-contacts-at-company` (Clay)	Deep contact enrichment	Phone waterfall, social profiles, employment history
`add-contact-data-points` (Clay)	Append missing data points	Phone verification, org chart depth
`find-and-enrich-company` (Clay)	Company intelligence	Technographics, hiring signals, funding

Clay acts as a waterfall fallback — it aggregates 50+ data providers. Use it when Apollo returns incomplete results, especially for phone numbers.

1b. Golden Rules Filter

STOP and skip if ANY of these are true:

lifecyclestage = 'customer' in HubSpot
first_conversion contains 'Pearl', 'setup', 'Connect', 'signup'
Company device_count >= 1 in Epiphan CRM
engagement_overview contains product usage
is_channel = true
hubspot_owner_id IN ('82625923', '423155215') — These are AEs (Lex Evans, Phil Sanders). Also exclude Ron and Anthony's deals.

OPERATING PRINCIPLE: NEVER chase deals or opportunities attached to AEs Lex, Phil, Ron, or Anthony. Tim is NET-NEW only.

1c. Contact Discovery

Use apollo_mixed_people_api_search with filters:

Titles: VP, Director, Dean, Manager of AV/IT/Media/Instructional Technology
Seniority: director, vp, c_suite
Departments: IT, engineering, operations, education
Limit: 3-5 contacts per company

For each contact, run apollo_people_match to get verified email + phone.

For contacts where apollo_people_match returns no phone number, fall back to Clay's find-and-enrich-contacts-at-company for phone waterfall.

Phone Verification Priority

ALWAYS attempt phone verification. Tim needs 50+ daily dials. Every contact loaded into a sequence MUST have a verified phone number. Priority order: Apollo phone → Clay waterfall → skip if no phone found (flag for manual research).

1d. ICP Scoring

Score the prospect using Tim's ICP verticals:

Vertical	Score
Higher Ed	90
Courts/Legal	85
Government	80
Corporate AV	80
Healthcare	75
Houses of Worship	70
K-12	65

Boost +5 for: hiring AV roles, recent facility expansion, CMS mentioned in tech stack Boost +10 for: Extron/Matrox replacement signal (competitors exited market)

Stage 2: Draft Outreach

Email Sequence (3-touch)

Load reference/email-templates.md for templates. Customize with:

Touch 1 (Day 0): Pain-forward, reference specific news/signal, single CTA (15-min call)
Touch 2 (Day 3): Value prop with peer social proof (similar vertical), ask different question
Touch 3 (Day 7): Breakup email with resource offer (case study or guide)

Rules:

Under 100 words per email
No "I hope this finds you well"
Lead with THEIR problem, not Epiphan features
Reference a specific trigger (job posting, news, tech stack gap)
CTA = specific time ask ("15 minutes this Thursday?")

Call Script

Generate MEDDIC-structured call script:

OPENER (15 sec): Reference email + trigger signal
PAIN PROBE (60 sec): "What's your current setup for [use case]?"
METRICS: "How are you measuring [quality/uptime/cost]?"
ECONOMIC BUYER: "Who else would need to sign off?"
DECISION CRITERIA: "What would you evaluate?"
CHAMPION TEST: "If this made sense, would you be open to a quick demo?"

Deliverable Format

Present draft as structured output:

═══════════════════════════════════════════
PROSPECT RESEARCH: [Company Name]
ICP Score: [XX/100] | Vertical: [vertical]
═══════════════════════════════════════════

COMPANY INTEL:
- Industry: [...]
- Size: [...] employees | Revenue: [...]
- Tech stack: [...]
- Trigger signal: [...]
- Epiphan angle: [...]

CONTACTS (ready for sequence):
┌──────────────────────────────────────────┐
│ 1. [Name] — [Title]                      │
│    Email: [...] | Phone: [...]           │
│    LinkedIn: [...]                        │
│    Personalization hook: [...]            │
└──────────────────────────────────────────┘

EMAIL SEQUENCE:
Touch 1: [subject] → [body]
Touch 2: [subject] → [body]
Touch 3: [subject] → [body]

CALL SCRIPT:
[MEDDIC-structured script]

═══════════════════════════════════════════
APPROVE? (y/edit/skip)
═══════════════════════════════════════════

Stage 3: Approve

Present draft to Tim using AskUserQuestion tool
Options: "Approve & Load", "Edit first", "Skip this prospect"
If edit: Tim provides changes, re-draft, re-present

Stage 4: Load to Apollo Sequence

On approval:

Create contacts in Apollo via apollo_contacts_create:
- first_name, last_name, email, organization_name, title
Find target sequence via apollo_emailer_campaigns_search:
- Search by sequence name Tim specifies (or default active sequence)
Add to sequence via apollo_emailer_campaigns_add_contact_ids:
- Pass contact IDs + sequence ID
- Confirm enrollment count
Optional: Create Gmail draft via gmail_create_draft:
- For high-ICP prospects (score 80+), also create a direct Gmail draft

Sibling Skills Referenced

sales-revenue-skill — Email templates, lead scoring tiers, MEDDIC framework
hubspot-revops-skill — Golden Rules filter logic, HubSpot query patterns
research-skill — Competitive intelligence, firmographic research patterns