# Phone Verification Waterfall

> Always-on callable lead pipeline for BDRs: HubSpot lead pull → Apollo phone lookup → Clay waterfall enrichment → HubSpot sync → callable queue. Ensures 50+ daily dials by maintaining verified phone inventory. Runs scheduled Mon & Wed 6:15 AM (between prospect-enrich 6:00 and prospect-refresh 6:30). Use when: 'verify phones', 'phone waterfall', 'callable leads', 'who can I call', 'dial list', 'always have someone to call', 'phone check', 'enrich phones'.

- Skill: `scientiacapital/phone-verification-waterfall` (Agent Skill, multi-file: 9 files)
- Install (CLI): `npx skillmds add scientiacapital/phone-verification-waterfall`
- Raw SKILL.md: https://api.skillmd.com/api/skills/scientiacapital/phone-verification-waterfall/raw
- Safety review: pending
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: DevOps & Infra
- Author: scientiacapital (https://skillmd.com/u/scientiacapital)
- Updated: 2026-09-09
- Page: https://skillmd.com/skills/scientiacapital/phone-verification-waterfall

---


<objective>
Maintain a continuously refreshed inventory of callable leads with verified phone numbers. Automates the waterfall from HubSpot lead identification → Apollo phone verification → Clay enrichment (for Apollo misses) → HubSpot sync. Ensures Tim ALWAYS has 50+ verified dial prospects queued and ready, eliminating "nobody to call" downtime and maximizing daily dial velocity.

Built on: Lead lifecycle → phone verification → queue prioritization by ICP + intent signals.
</objective>

<quick_start>
**Standalone run (manual trigger):**
"verify phones" or "phone waterfall" or "callable leads" or "who can I call" → pulls all HubSpot leads missing phones → enriches via Apollo + Clay → writes back to HubSpot → outputs sortable callable queue

**Scheduled run:**
Every Monday & Wednesday 6:15 AM (between prospect-enrich 6:00 AM and prospect-refresh 6:30 AM) — keeps phone inventory fresh twice-weekly and allows newly refreshed leads to be phone-verified before daily calls

**Trigger phrases:**
- "verify phones"
- "phone waterfall"
- "callable leads"
- "who can I call"
- "dial list"
- "always have someone to call"
- "phone check"
- "enrich phones"
</quick_start>

<success_criteria>
- HubSpot lead pull returns 100+ contacts missing phones from all ICP verticals
- Apollo phone lookup succeeds for 40-50% of contacts (baseline)
- Clay waterfall fills 60-70% of remaining Apollo misses
- HubSpot phone field updated for 70%+ of missing numbers
- Final callable queue contains 50+ contacts sorted by ICP score + intent
- Zero contacts belong to customers (lifecycle_stage = 'customer') — Golden Rules block them
- Zero contacts owned by Account Executives (Lex, Phil, Ron, Anthony) — no AE lead theft
- Zero channel partners or existing device owners included
- Execution time under 8 minutes (HubSpot → Apollo → Clay → sync)
</success_criteria>

<workflow>

## Pipeline Stages

```
STAGE 1: PULL LEADS          STAGE 2: APOLLO PHONE      STAGE 3: CLAY WATERFALL    STAGE 4: HUBSPOT SYNC    STAGE 5: CALLABLE QUEUE
──────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────
HubSpot Query       →     Apollo People Match    →    Clay Enrichment       →   Update Phone Field   →    Prioritized CLI
phone = null/empty  →     (Name + Email + Org)   →    (Multiple Providers)  →   (API bulk update)    →    ICP Score Sort
lifecycle_stage     →     Return: Verified #     →    Return: Verified #    →   Mark: enriched_at    →    Intent Signals
!= 'customer'       →     Success Rate: 40-50%   →    Success Rate: 30-40%  →   (Contact & Company) →    Output: CSV + Chat
No Excluded Owner   →     (No cost)              →    (Find + Enrich)        →   Log completion       →    Time-to-dial: <5s
Golden Rules Pass   →                            →                          →                        →
```

## Stage 1: Pull Leads Needing Phones

**HubSpot Query:**
```
Criteria (ALL must match):
- phone IS NULL OR phone = '' (empty string)
- lifecyclestage != 'customer'
- AE-owned (82625923, 423155215, 190030668): EXCLUDE if <90d activity. KEEP as STALE AE LEAD if >90d inactive (Tim reviews ATL/BTL + value). Ron=all, Lex/Phil=NA only.

Golden Rules Hard Gate (SKIP if ANY match):
- first_conversion contains ['Pearl', 'setup', 'Connect', 'signup']
  (Existing product engagers — not cold prospects)
- company.device_count >= 1
  (Already owns equipment — likely existing relationship)
- is_channel = true
  (Channel partners excluded)
- engagement_overview contains ['Pearl', 'trial', 'demo', 'customer']
  (Existing touchpoints)
```

### ATL/BTL Classification Gate (applied after Golden Rules)
Classify each contact by job title using approved ATL/BTL definitions (see CLAUDE.md § ATL/BTL Classification v1.0):

**ATL Title Keywords (budget authority — PRIORITY DIAL):**
Chief (CIO, CTO, CFO, COO) • VP (AVP, SVP, EVP) • President • Provost • Vice Provost • Superintendent • Director (of IT, Technology, Facilities, Academic Technology, Procurement, Materials Mgmt, Medical Education, Court Administration) • Dean • Court Administrator • Clerk of Court • City Manager • County Manager • Senior Pastor • Executive Pastor

**BTL Title Keywords (no budget authority — LOWER PRIORITY):**
Technician • Specialist • Coordinator • Support • Administrator (Systems/Network/Database) • Engineer (AV/Network/Systems) • Operator • Instructor/Professor/Faculty • Designer • Assistant • Clerk (non-Court Admin) • Volunteer • Intern • Student • Resident • Help Desk

**NEVER ATL — Auto-classify BTL regardless of other signals:**
Warehouse Manager • Network Manager • Systems Administrator • AV Technician • Graphic Design Instructor • Program Administrator • Web Designer • Classroom Support • Lab Coordinator • Maintenance • Building Engineer • Multimedia Services Manager • Video Production Specialist • Streaming Crew

**Gray Zone — Flag for manual review:**
Manager (AV/Facilities/IT) — ATL only if reports to Director+ AND has delegated budget >$25K
Department Chair • Program Director • Director of Educational Technology

Tag each contact: `atl_btl_tier = 'ATL' | 'BTL' | 'GRAY'`

**Output:** Unsorted list of 100+ contacts with:
- contact_id (HubSpot)
- first_name, last_name
- email (primary business email)
- company_name
- hs_job_title
- hubspot_owner_id, hubspot_owner_name
- company.industry, company.num_employees, company.hs_lead_status
- first_conversion (for Golden Rules check)

**Tool:** `hubspot_search_contacts` with filters applied

</Stage 1>

### Stage S — Suppression Gate

Before phone enrichment spend, exclude suppressed contacts:
- **EXCLUDE** if `bdr_suppression_until` IS SET AND `bdr_suppression_until` > TODAY
- **INCLUDE** if `bdr_suppression_until` IS NOT SET (never suppressed)
- **INCLUDE** if `bdr_suppression_until` < TODAY (cooling period expired)

HubSpot filter: `propertyName: "bdr_suppression_until", operator: "NOT_HAS_PROPERTY"` OR `operator: "LT", value: TODAY_ISO`
Reference: `lead-suppression-spec` (bdr_suppressed, bdr_suppression_reason, bdr_suppression_until)

---

## Stage 2: Apollo Phone Lookup

**For each contact from Stage 1, run in parallel batches:**

```
Input:  contact_id, first_name, last_name, email, company_name
        ↓
apollo_people_match(
  first_name: "{first_name}",
  last_name: "{last_name}",
  email: "{email}",
  organization_name: "{company_name}",
  domain: "{company_domain}",
  reveal_personal_emails: false
)
        ↓
Output: phone (mobile_phone or corporate_phone, verified)
        ↓
Match rate: 40-50% success (Apollo baseline)
        ↓
NO COST — Apollo is included free
```

**Logic:**
- Apollo returns mobile_phone or corporate_phone (both acceptable for dial)
- If phone returned: tag contact `apollo_phone_source = true`
- If no phone: move to Stage 3 (Clay waterfall)
- Keep all results for final merge

**Tool:** `apollo_people_match` (batch parallel)

</Stage 2>

## Stage 3: Clay Waterfall Enrichment

**For contacts where Apollo returned NO phone, use Clay:**

**Option A: Company-level enrichment (recommended for speed)**
```
find-and-enrich-contacts-at-company(
  companyIdentifier: "{company_domain}",
  contactFilters: {
    job_title_keywords: extracted from hs_job_title,
    locations: optional if available
  },
  dataPoints: {
    contactDataPoints: [
      { type: "Email" },
      { type: "Summarize Work History" }
    ]
  }
)
```

Then for contacts found, run `add-contact-data-points` to enrich phones:
```
add-contact-data-points(
  taskId: "{from find-and-enrich response}",
  dataPoints: [
    { type: "Custom", customDataPoint: "phone number from multiple providers" }
  ],
  entityIds: [extracted contact IDs]
)
```

**Option B: Direct contact enrichment (if company approach yields few)**
```
find-and-enrich-list-of-contacts(
  contactIdentifiers: [
    {
      contactName: "{first_name} {last_name}",
      companyIdentifier: "{company_domain}"
    }
  ],
  dataPoints: {
    contactDataPoints: [
      { type: "Custom", customDataPoint: "verified phone number" }
    ]
  }
)
```

**Expected yield:**
- 30-40% of Apollo misses will get phones via Clay
- Combined success rate: 40-50% (Apollo) + 30-40% of remainder (Clay) ≈ 65-70% total

**Cost:** Clay credits consumed (monitor spend against monthly allocation)

**Tool:** `find-and-enrich-contacts-at-company` or `find-and-enrich-list-of-contacts`

</Stage 3>

## Stage 4: HubSpot Sync

**For all contacts with verified phones (Apollo + Clay combined):**

```
Batch update HubSpot contacts:
For each contact:
  UPDATE contact {contact_id}
  SET:
    phone = "{verified_phone}"
    phone_source = "apollo" OR "clay" (track origin)
    phone_verified_at = NOW()
    phone_waterfall_pass = true

Log event to company:
  ADD ACTIVITY: "Phone verified via Apollo/Clay waterfall"
  (Creates audit trail for Sales)
```

**Sync strategy:**
- Use HubSpot API in batches (500 contacts per batch)
- Tag with `phone_source` (apollo, clay, manual)
- Tag with `phone_verified_at` timestamp
- Log completion to deal/company object if linked

**Tool:** HubSpot REST API (contacts batch update) via `hubspot_update_contact` (per-contact; no batch MCP tool) or direct HTTP

</Stage 4>

## Stage 5: Callable Queue & Prioritization

**Build final output sorted by:**

1. **ATL/BTL Tier (primary):** ATL contacts first, then GRAY, then BTL
2. **ICP Vertical Score (secondary):**
   ```
   Higher Ed ..................... 90
   Courts/Legal ................... 85
   Government ..................... 80
   Corporate AV ................... 80
   Healthcare ..................... 75
   Houses of Worship .............. 70
   K-12 Schools ................... 65
   ```

3. **Intent Signals (tertiary):**
   - Hiring active AV/IT roles: +15 points
   - Recent facility expansion news: +10 points
   - Tech stack shows obsolete AV (Extron, Matrox replacement signal): +12 points
   - Published RFP or procurement event: +10 points
   - Website mentions studio/control room/broadcast: +8 points
   - Recent funding/acquisition: +5 points

4. **Engagement Recency (quaternary):**
   - Touched within 30 days: top of queue
   - Touched 31-60 days: middle
   - No recent touch: bottom (but still callable)

**Final Callable Queue Format:**

> See `reference/callable-queue-format.md` for the full ASCII queue output template (summary block, ready-to-dial table, dialer quick links, next steps).

**Output formats:**
- **Chat:** Rich formatted table (template in `reference/callable-queue-format.md`) with top 10-20 by ICP score
- **CSV download:** Full queue with all data for import to dialpad/Aircall
- **By Vertical:** Secondary view grouped by industry for vertical hunting
- **Integration:** Link to import queue to Dialpad, Aircall, or sales engagement tool

**Tool:** Assemble from Stage 4 output, sort, format, and present

</Stage 5>

## Reply-Scan Integration

**Automated queuing from reply scans (10 AM, 1 PM, 3 PM):**

When reply scans discover new leads with missing phone numbers:
- These leads are automatically queued for the next scheduled phone waterfall run (Monday or Wednesday 6:15 AM)
- Standard enrichment workflow applies (Apollo → Clay waterfall → HubSpot sync)

**Urgent high-ICP lead handling:**
- For leads scoring 80+ ICP and deemed high-priority prospects, trigger an immediate single-contact Apollo lookup
- If Apollo succeeds, append phone to contact record and add to current day's dial queue
- If Apollo fails, hold for next scheduled waterfall run (standard workflow)

**Logic:**
```
IF reply_scan_found_lead AND lead.phone IS NULL
  IF lead.icp_score >= 80 AND lead.priority = 'high'
    → TRIGGER immediate apollo_people_match(lead)
    → IF success: append phone, mark urgent_dial = true
    → ELSE: queue for next waterfall run
  ELSE
    → Queue for next scheduled waterfall (Mon or Wed 6:15 AM)
```

This ensures urgent prospects get callable status same-day while maintaining efficiency of batch enrichment for standard leads.

## Scheduled Automation

**Cron:** Every Monday & Wednesday 6:15 AM (UTC, or Tim's local timezone)

```
MONDAY MORNING SEQUENCE:
6:00 AM  → bdr-v3-prospect-enrich (refresh prospect company data)
6:15 AM  → phone-verification-waterfall-skill (verify phones on refreshed data)
6:30 AM  → bdr-v3-prospect-refresh (refresh deal velocity metrics)

WEDNESDAY MORNING SEQUENCE (mid-week refresh):
6:00 AM  → bdr-v3-prospect-enrich (refresh prospect company data)
6:15 AM  → bdr-v3-phone-waterfall-midweek (verify phones on mid-week refreshed data)
6:30 AM  → bdr-v3-prospect-refresh (refresh deal velocity metrics)
```

**Why 6:15 AM Monday & Wednesday?**
- **Monday:** Sunday evening prospect research populates HubSpot with new prospects; 6:00 AM enrich ensures firmographic data is current; 6:15 AM phone verification catches those prospects while fresh; 6:30 AM velocity refresh gives Tim complete picture before first calls
- **Wednesday:** Mid-week lead refresh captures newly added prospects from Tue-Wed research; ensures stable of callable leads remains 50+ through week; separate task (`bdr-v3-phone-waterfall-midweek`) allows independent scheduling and monitoring

**Operational notes:**
- If phone waterfall takes >8 min, send Slack alert (indicates API slowness or large backlog)
- Log success rate to dashboard (aim for 65%+ total verified)
- If Apple/Apollo API rate limits hit, queue and retry with exponential backoff
- On error: skip Clay enrichment and return Apollo-only results (better to have some phones than none)

</workflow>

<dependencies>
## Required MCP Tools

### Epiphan CRM (primary data source)
- `hubspot_search_contacts` — Pull leads with phone = null, apply Golden Rules filters
- `hubspot_get_contact` — Retrieve full contact details if needed
- `crm_search_customers` — Check company against Epiphan customer database (device_count, channel flag)

### Apollo (phone verification stage 2)
- `apollo_people_match` — Look up person by name + email + company, return verified phone
- *(No cost — included in Apollo plan)*

### Clay (phone waterfall stage 3)
- `find-and-enrich-contacts-at-company` — Batch enrich by company + job title filters
- `add-contact-data-points` — Add custom phone data point to enrich results
- `find-and-enrich-list-of-contacts` — Enrich specific contacts by name + company
- `get-task` — Poll for async enrichment results
- *(Costs Clay credits — monitor spend)*

### HubSpot API (sync stage 4)
- `hubspot_update_contact` (per-contact loop; batch only via direct REST API) — Write verified phones back to HubSpot
- Or native HubSpot bulk import if preferred

## Sibling Skills & Related Tasks Referenced
- `prospect-research-to-cadence-skill` — Lead quality gates, Golden Rules filter, ICP scoring
- `sales-revenue-skill` — ICP vertical definitions, intent signal weighting
- `hubspot-revops-skill` — HubSpot bulk operations, contact filtering patterns, owner ID mapping
- `CLAUDE.md § ATL/BTL Classification v1.0` — Approved title keyword patterns for ATL/BTL/Gray classification (2026-03-17)

## Upstream & Downstream Scheduled Tasks
- `bdr-v3-prospect-enrich` — Monday 6:00 AM firmographic refresh (runs before phone waterfall)
- `bdr-v3-phone-waterfall-midweek` — Wednesday 6:15 AM mid-week phone verification run (NEW)
- `bdr-v3-prospect-refresh` — Monday 6:30 AM velocity refresh (runs after phone waterfall)

## External Dependencies
- **HubSpot API:** Contact search + bulk update
- **Apollo API:** People match (no additional cost)
- **Clay API:** Waterfall enrichment (requires active subscription + available credits)
- **Dialpad/Aircall API:** Optional integration for direct dial queue sync

## Estimated Monthly Cost
- **Apollo:** $0 (included)
- **Clay:** $150-300 depending on contacts enriched (monitor waterfall stage)
- **HubSpot:** Already in use
- **Total variable:** ~$200-300/month (Clay credits)

</dependencies>

<scheduled_automation>

**Task IDs:**
- `bdr-v3-phone-waterfall` (Monday 6:15 AM run)
- `bdr-v3-phone-waterfall-midweek` (Wednesday 6:15 AM run)

**Trigger:** Recurring, every Monday & Wednesday at 6:15 AM (user's local timezone)

**Slack Notification on Completion:**
```
✅ Phone Waterfall Complete (Mon 6:15 AM)
   Pulled:       {N} leads
   Verified:     {X+Y} phones ({%})
   HubSpot Sync: ✓
   Queue:        Ready to dial
   Leads/hour:   {rate}
```

**On Error:**
```
⚠️ Phone Waterfall Partial (Mon 6:15 AM)
   Apollo completed ({X%})
   Clay failing — check credits
   Manual action: Continue with Apollo-only queue
```

</scheduled_automation>

---

## Reference: Golden Rules Filter

**These are hard gates — if ANY condition matches, skip the contact entirely:**

| Condition | Value | Action |
|-----------|-------|--------|
| `lifecyclestage` | 'customer' | SKIP |
| `first_conversion` | contains 'Pearl' OR 'setup' OR 'Connect' | SKIP |
| Company `device_count` | >= 1 | SKIP |
| Company `is_channel` | true | SKIP |
| `hubspot_owner_id` | 82625923, 423155215, 190030668 | 90-day stale exception: KEEP if no activity >90d (Tim reviews ATL/BTL + value). SKIP if <90d. Ron=all, Lex/Phil=NA only. |

</Golden Rules>

---

## Example: Phone Waterfall in Action

> See `reference/waterfall-example.md` for a full worked run (247 leads pulled -> 159 verified callable, 64.4% success, 7 min 30 sec).
## Emit Outcome Sidecar
Write `~/.claude/skill-analytics/last-outcome-phone-verification-waterfall.json`: `{"ts":"[UTC ISO8601]","skill":"phone-verification-waterfall","version":"1.0.0","variant":"default","status":"[success|partial|error]","runtime_ms":[ms],"metrics":{"contacts_processed":[n],"apollo_verified":[n],"clay_verified":[n],"total_callable":[n],"verification_rate_pct":[n]},"error":null,"session_id":"[YYYY-MM-DD]"}`