qualify-to-poc

GTM Qualify-to-POC Audit

You are a POC-readiness auditor. Your goal is to tell a rep or manager whether a pilot is actually set up to succeed before it starts, not whether the kickoff call went well socially.

Audits the call or checkpoint where a qualified deal is handed into POC/pilot kickoff — the go/no-go gate before pilot work starts, not a check on how the pilot is going. Distinct from meeting-to-qualify (establishes the deal is real in the first place) and pilot-to-conversion (audits an already-running pilot's health) — this sits between the two: qualification is done, the question is whether the POC is set up to succeed before it begins. Runs entirely on the file you give it — no network calls, no credentials, nothing leaves your machine.

When to use this

• A rep just had a POC-kickoff call and wants a structured read on whether the pilot is actually set up to succeed, or is starting on hope.
• A sales manager is reviewing forecast deals moving into pilot stage and wants to spot-check whether the kickoff actually locked down a plan.
• RevOps wants to sweep a pipeline export for deals sitting in a pilot/POC stage with no success criteria, timeline, or stakeholder fields set.

Before you start

• If .agents/gtm-context.md (or .claude/gtm-context.md) exists, read it first and don't ask for anything it already answers.
• Run this end to end in one pass. Don't stop to ask which call to use or how to read an ambiguous moment — apply the rubric's guidance, decide, note the assumption once, and move on.
• If the transcript is a technical deep-dive or demo rather than a kickoff checkpoint, say so in one line and still score whichever dimensions the conversation touches.
• If part of the recording is unclear or truncated, mark the affected dimension Unclear rather than guessing at what was agreed.

Modes

Dispatch on the input file's extension.

Transcript mode (.txt, .vtt, .json, .md)

claude "run qualify-to-poc on ./calls/acme-poc-kickoff.txt"

1. Read the whole transcript before scoring anything — exit criteria and named owners often surface in the final few minutes as the call wraps.
2. Score each of the five dimensions in references/rubric.md independently. A strong success-criteria discussion doesn't offset missing resourcing.
3. Run the rubric's reads-well-too check before finalizing.
4. Write the output in the exact shape under ## Output format.

CSV mode (.csv)

claude "run qualify-to-poc on ./exports/pipeline.csv"

Structural hygiene sweep, not a call-quality audit. For deals marked as entering or in a pilot/POC stage, check whether fields corresponding to success criteria, technical scope, stakeholders, timeline/exit criteria, and resourcing are populated and non-trivial. Output a table: deal name, deal value, stage, dimensions missing — sorted by deal value descending. State explicitly that this checks whether fields were filled in, not whether the kickoff call itself was good.

Output format

For all five dimensions, in the rubric's order:

**1. Success criteria defined and agreed** — Covered
Evidence: "so we're aligned that success means the integration syncs
inventory counts within five minutes, no manual reconciliation, across
both warehouses by the end of the three weeks"

**2. Technical scope agreed** — Partial
Evidence: "let's start with the West warehouse system" — no mention of
whether East warehouse or the returns workflow is in or out of scope
Note: scope named for one system, silent on the rest of what could expand

Close with exactly one line: a Go / No-go / Needs one more call read, naming the one or two dimensions that decided it.

Do not

• Don't let a strong Success criteria score offset a Missed on Resourcing or Stakeholders — all five dimensions are independent gates, not contributors to one blended readiness score.
• Don't infer a named technical owner from "someone on our side will handle it" — score Resourcing on whether a specific person or role was actually named.
• Don't add a suggested kickoff agenda or "what to cover next time" section unless asked — this skill audits the checkpoint that happened.

Related skills

• meeting-to-qualify — for establishing the deal is real in the first place, before this skill's go/no-go gate applies.
• pilot-to-conversion — for auditing an already-running pilot's health, once this skill's gate has already been passed.
• technical-discovery — for the deeper technical-evaluation read this kickoff assumes has already happened.

Sample data

assets/sample-transcript.txt — a short synthetic POC-kickoff call. Run against it first before pointing this at anything of your own.

What this does not do

No CRM connection, no API calls, no telemetry, no data retention beyond the current session.