qualify-to-poc · diff
git:20260810.8e1ce3c to git:20260826.c66266a
61 added, 14 removed. Audit A to A.
---
name: qualify-to-poc
description: Audits the call/checkpoint that moves a qualified deal into POC/pilot kickoff — the go/no-go gate before pilot work starts — against five dimensions covering success criteria, technical scope, stakeholder commitment, timeline/exit criteria, and resourcing. Or sweeps a CRM export for deals entering pilot stage without those fields set. Use when deciding whether a deal is actually ready to start a POC, reviewing a POC-kickoff call, or checking pipeline for pilots that started without a real plan.
license: MIT
metadata:
zime:category: new-business
zime:dimension: stage
zime:stage: qualify-to-poc
zime:input-modes: transcript,csv
---
# 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
+
+ - 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"
```
- Score the call against each dimension in `references/rubric.md`. For every
- dimension, output:
-
- - **Status** — Covered / Partial / Missed
- - **Evidence** — a direct quote or timestamp. If you can't point to a
- specific line, mark **Unclear** rather than guess.
- - **Note** — one line, only if Partial or Missed
-
- Close with a single **go / no-go / needs one more call** read, with the one
- or two dimensions that decided it.
-
- Before finalizing, run the reads-well-too check in `references/rubric.md` —
- if a call that was clearly a well-run kickoff still comes back mostly
- Missed, the rubric is reading too strictly.
+ 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.