Ae Handoff Brief

Quick handoff: "ae brief for University of Michigan, demo Thursday at 2pm with Phil" → full brief + calendar context

Batch handoff: "hand off all demos booked this week" → generates briefs for each

Trigger phrases:

• "handoff [company] to Phil/Lex"
• "hand off [company]"
• "ae brief [company]"
• "book demo for AE [company]"
• "prep handoff [company]"
• "pass [company] to Phil/Lex"
• "transition [company] to Phil/Lex"
• "demo booked for [company]"

Architecture

TRIGGER                      CONTEXT GATHER              SYNTHESIZE              OUTPUT
─────────────────────────────────────────────────────────────────────────────────────────
"handoff X to AE"  →  HubSpot: deal + contacts   →  MEDDIC scorecard    →  AE Brief Doc
                   →  Clari: all call summaries   →  Pain → demo map     →  Gmail Draft
                   →  Apollo: org enrichment      →  Competitive angle   →  HubSpot Note
                   →  CRM: activity history       →  Objection forecast  →  Calendar Update
                   →  Calendar: demo details       →  Demo flow rec       →

Stage 1: Identify AE and Demo Context

1a. Parse Trigger

Extract from user input:

• Company name: The prospect being handed off
• AE name: Phil Sandler or Lex Evans
  • Phil Sandler: HubSpot owner ID 190030668, email phillip@epiphan.com
  • Lex Evans: HubSpot owner ID 82625923, email lex@epiphan.com
• Demo date/time: If mentioned, pull from calendar

1b. Calendar Context

Extract: date, time, duration, attendees, meeting link, any agenda notes.

Stage 2: Context Gathering

Run these MCP calls in parallel:

2a. HubSpot Context (Full Deal Picture)

Golden Rules check: Verify deal is properly staged for handoff:

• Deal should be at "Presentation Scheduled" or "Qualified to Buy" stage
• Tim should be owner or collaborator
• If deal is at earlier stage, flag: "⚠️ Deal may not be fully qualified for AE demo"

2b. Clari Call History (All Prior Conversations)

For each contact associated with the deal:

1. clari_search_calls(attendeeEmail=contact_email, daysBack=90)
2. For ALL calls found: clari_get_call_summary(callId=call_id)
3. Sort chronologically and extract:
   • Call-by-call progression: How did discovery evolve?
   • MEDDIC dimensions uncovered per call: What was learned when?
   • Objections raised: What pushback did prospect give?
   • Competitor mentions: Any incumbent or alternative named?
   • Action items: Resolved and unresolved

2c. Apollo Enrichment (Org Intelligence)

2d. CRM Activity History

2e. Competitive Intel Check

Stage 3: MEDDIC Scorecard Compilation

Compile everything known across ALL discovery touchpoints into a unified MEDDIC scorecard.

M — Metrics

• Known: [Specific metrics from calls]
• Unknown: [What's still missing]
• AE should ask: [Specific question to fill the gap]

E — Economic Buyer

• Identified: [Name, title, confirmed budget authority — ATL/BTL validated]
• On the demo?: [Yes/No — if no, flag as risk]

ATL/BTL Validation (per CLAUDE.md § ATL/BTL Classification v1.0): Map ALL known contacts to ATL/BTL tiers. If no ATL contact is on the demo invite, this is a RED FLAG.

D — Decision Criteria

• Stated: [What prospect said they'll evaluate]
• Inferred: [Based on vertical]
• AE should validate: [Confirm criteria during demo]

D — Decision Process

• Timeline: [When they want to decide/deploy]
• Stakeholders: [Who else is involved]
• AE should map: [Missing pieces of the buying process]

I — Identify Pain

• Primary pain: [Strongest pain point from discovery — quote the prospect]
• Trigger event: [What caused them to look now]

C — Champion

• Identified: [Name + title + evidence of championing behavior]
• AE should test: [Champion validation question]

Stage 4: Demo Flow Recommendation

Stage 5: Objection Forecast

Stage 6: Output Format

See reference/ae-handoff-template.md for full brief layout (MEDDIC scorecard table, discovery timeline, competitive landscape, recommended demo flow, objection forecast).

Stage 7: Delivery

7a. Gmail Draft to AE

To: [Phil: phillip@epiphan.com | Lex: lex@epiphan.com] Subject: AE Brief: [Company Name] — Demo [Date]

Use gmail_create_draft with the brief content.

7b. HubSpot Deal Update

Add a note via ask_agent: "BDR Handoff Brief generated [date]. MEDDIC: [X/6]. AE: [name]."

Sibling Skills Referenced

• meddic-call-prep-auto — Shares MEDDIC synthesis logic
• call-recording-analyzer — Provides call-by-call MEDDIC scores
• deal-momentum-analyzer — Deal health context for the AE

Emit Outcome Sidecar

As the final step, write to ~/.claude/skill-analytics/last-outcome-ae-handoff-brief.json:

{"ts":"[UTC ISO8601]","skill":"ae-handoff-brief","version":"1.0.0","variant":"default",
 "status":"[success|partial|error]","runtime_ms":[estimated ms from start],
 "metrics":{"briefs_generated":[n],"meddic_coverage_pct":[n],"calls_analyzed":[n],"ae_drafts_created":[n]},
 "error":null,"session_id":"[YYYY-MM-DD]"}

Use status "partial" if some stages failed but results were produced. Use "error" only if no output was generated.