CLAUDE.md · diff
git:20260403.2eadd0d to git:20260922.ed4a4b3
15 added, 0 removed. Audit A to A.
# CLAUDE.md
This file is the persistent context layer for your GTM repository. Claude Code reads it automatically at the start of every session. Fill it in once — keep it updated when things change.
The full context lives in `context/`. This file is the summary layer: enough for Claude to execute most tasks without reading anything else, with pointers to deeper files when needed.
---
## Company
**[Your company name]** helps [specific customer type] [specific outcome] — without [the alternative they're currently using or the pain they're experiencing].
Stage: [Series A / B / C / bootstrapped] — [X] employees, [Y] in GTM
HQ: [City] | Website: [domain.com]
GTM motion: [Sales-led / PLG + Sales / Community-led]
ACV: [$X – $Y] | Sales cycle: [X days median]
Primary channels: [Outbound / Inbound / Events — list in order of volume]
---
## ICP
Full definition: `context/icp-definition.md`
**Who we sell to:** [One specific sentence. Employee range, industry, stage, what they have in place that makes them ready.]
**Tier 1 (Top 150):** [The tightest filter — what makes an account a dream account]
**Tier 2 (500–1,000):** [One step looser — still strong fit, signal-triggered]
**Tier 3 (1,000–3,000):** [Minimum criteria — automated outreach only]
**Never target:**
- [Exclusion 1 + one-line reason]
- [Exclusion 2 + one-line reason]
- [Exclusion 3 + one-line reason]
---
## Personas
Full profiles: `context/personas/`
| Role | Title(s) | Primary concern | Best channel |
|------|----------|----------------|-------------|
| Champion | [e.g., Head of RevOps] | [Specific pain they own] | [Email / LinkedIn] |
| Economic buyer | [e.g., CRO] | [What they're measured on] | [Events / Email] |
| Technical evaluator | [e.g., GTM Engineer] | [Integration / migration concern] | [Slack / LinkedIn] |
---
## Positioning
Full document: `context/positioning.md`
**We win when:** [The specific condition where we're the obvious choice]
**We lose when:** [Be honest — price, timing, a specific competitor]
vs. [Competitor A]: [Our edge in one line]
vs. [Competitor B]: [Our edge in one line]
**Voice:** [e.g., Direct and technical. No fluff. We write like we're talking to a peer, not selling to a prospect.]
---
## Signals
Full library: `context/signal-library.md`
**Act immediately (Tier 1):**
1. [Signal name] — [What fired, where it comes from, why it matters]
2. [Signal name] — [What fired, where it comes from, why it matters]
3. [Signal name] — [What fired, where it comes from, why it matters]
**Add to sequence (Tier 2):**
1. [Signal name]
2. [Signal name]
---
## Stack
CRM: [Salesforce / HubSpot] | Enrichment: [Clay / Apollo] | Signals: [Unify / Common Room / Trigify]
Outbound: [Outreach / Smartlead] | Call intel: [Gong / Fathom] | Intent: [G2 / 6sense / None]
---
## Team
| Name | Role | Owns |
|------|------|------|
| [Name] | [Title] | [Clay, sequences, signals] |
| [Name] | [Title] | [CRM, reporting, inbound] |
---
## This Week
- [ ] [Priority 1 — specific, actionable]
- [ ] [Priority 2]
- [ ] [Priority 3]
---
+ ## Context Freshness
+
+ Each context file has a `Last updated` date at the top. If a file hasn't been updated within its expected cadence, flag it at the start of the session before running any task.
+
+ | File | Expected freshness |
+ |------|-------------------|
+ | This file (CLAUDE.md) | Updated within the last 7 days |
+ | `context/signal-library.md` performance log | Updated within 14 days (if campaigns are active) |
+ | `context/competitor-radar.md` | Updated within 60 days |
+ | `context/icp-definition.md` | Updated within 90 days |
+ | `context/profile.md` | Updated within 90 days |
+ | `context/personas/` | Updated within 180 days |
+
+ ---
+
## Quick Commands
```
# Research an account
Read skills/account-research/SKILL.md and research [company.com]
# Score a list
Read skills/icp-scoring/SKILL.md and score these accounts: [paste list]
# Build a campaign
Read skills/signal-to-sequence/SKILL.md — build a Tier 2 campaign for
accounts that triggered [signal name], targeting [persona title]
```