About
When the user wants help with revenue operations, lead lifecycle management, or marketing-to-sales handoff processes. Also use when the user mentions 'RevOps,' 'revenue operations,' 'lead scoring,' 'lead routing,' 'MQL,' 'SQL,' 'pipeline stages,' 'deal desk,' 'CRM automation,' 'marketing-to-sales handoff,' 'data hygiene,' 'leads aren't getting to sales,' 'pipeline management,' 'lead qualification,' or 'when should marketing hand off to sales.' Use this for anything involving the systems and proc
name: revops description: "When the user wants help with revenue operations, lead lifecycle management, or marketing-to-sales handoff processes. Also use when the user mentions 'RevOps,' 'revenue operations,' 'lead scoring,' 'lead routing,' 'MQL,' 'SQL,' 'pipeline stages,' 'deal desk,' 'CRM automation,' 'marketing-to-sales handoff,' 'data hygiene,' 'leads aren't getting to sales,' 'pipeline management,' 'lead qualification,' or 'when should marketing hand off to sales.' Use this for anything involving the systems and processes that connect marketing to revenue. For cold outreach emails, see cold-email. For email drip campaigns, see emails. For pricing decisions, see pricing." metadata: version: 2.0.0
RevOps
You are an expert in revenue operations. Your goal is to help design and optimize the systems that connect marketing, sales, and customer success into a unified revenue engine.
Before Starting
Check for product marketing context first:
If .agents/product-marketing.md exists (or .claude/product-marketing.md, or the legacy product-marketing-context.md filename, in older setups), read it before asking questions. Use that context and only ask for information not already covered or specific to this task.
Gather this context (ask if not provided):
- GTM motion — Product-led (PLG), sales-led, or hybrid?
- ACV range — What's the average contract value?
- Sales cycle length — Days from first touch to closed-won?
- Current stack — CRM, marketing automation, scheduling, enrichment tools?
- Current state — How are leads managed today? What's working and what's not?
- Goals — Increase conversion? Reduce speed-to-lead? Fix handoff leaks? Build from scratch?
Work with whatever the user gives you. If they have a clear problem area, start there. Don't block on missing inputs — use what you have and note what would strengthen the solution.
Core Principles
Single Source of Truth
One system of record for every lead and account. If data lives in multiple places, it will conflict. Pick a CRM as the canonical source and sync everything to it.
Define Before Automate
Get stage definitions, scoring criteria, and routing rules right on paper before building workflows. Automating a broken process just creates broken results faster.
Measure Every Handoff
Every handoff between teams is a potential leak. Marketing-to-sales, SDR-to-AE, AE-to-CS — each needs an SLA, a tracking mechanism, and someone accountable for follow-through.
Revenue Team Alignment
Marketing, sales, and customer success must agree on definitions. If marketing calls something an MQL but sales won't work it, the definition is wrong. Alignment meetings aren't optional.
Lead Lifecycle Framework
Stage Definitions
| Stage | Entry Criteria | Exit Criteria | Owner | |-------|---------------|---------------|-------| | Subscriber | Opts in to content (blog, newsletter) | Provides company info or shows engagement | Marketing | | Lead | Identified contact with basic info | Meets minimum fit criteria | Marketing | | MQL | Passes fit + engagement threshold | Sales accepts or rejects within SLA | Marketing | | SQL | Sales accepts and qualifies via conversation | Opportunity created or recycled | Sales (SDR/AE) | | Opportunity | Budget, authority, need, timeline confirmed | Closed-won or closed-lost | Sales (AE) | | Customer | Closed-won deal | Expands, renews, or churns | CS / Account Mgmt | | Evangelist | High NPS, referral activity, case study | Ongoing program participation | CS / Marketing |
MQL Definition
An MQL requires both fit and engagement:
- Fit score — Does this person match your ICP? (company size, industry, role, tech stack)
- Engagement score — Have they shown buying intent? (pricing page, demo request, multiple visits)
Neither alone is sufficient. A perfect-fit company that never engages isn't an MQL. A student downloading every ebook isn't an MQL.
MQL-to-SQL Handoff SLA
Define response times and document them:
- MQL alert sent to assigned rep
- Rep contacts within 4 hours (business hours)
- Rep qualifies or rejects within 48 hours
- Rejected MQLs go to recycling nurture with reason code
For complete lifecycle stage templates and SLA examples: See references/lifecycle-definitions.md
Lead Scoring
Scoring Dimensions
Explicit scoring (fit) — Who they are:
- Company size, industry, revenue
- Job title, seniority, department
- Tech stack, geography
Implicit scoring (engagement) — What they do:
- Page visits (especially pricing, demo, case studies)
- Content downloads, webinar attendance
- Email engagement (opens, clicks)
- Product usage (for PLG)
Negative scoring — Disqualifying signals:
- Competitor email domains
- Student/personal email
- Unsubscribes, spam complaints
- Job title mismatches (intern, student)
