Prospect Enrich

Prospect Enrich Skill

Stage 1: Pull Phoneless Contacts from HubSpot

MCP Tool: search_crm_objects (HubSpot)

objectType: "contacts"
filterGroups: [{
  filters: [
    { propertyName: "phone", operator: "NOT_HAS_PROPERTY" },
    { propertyName: "hs_lead_status", operator: "IN", values: ["Subscriber", "Qualified Lead", "Inbound Lead", "Marketing Qualified Lead", "Sales Qualified Lead"] }
  ]
}]
properties: [
  "firstname", "lastname", "email", "company", "jobtitle", "phone",
  "first_conversion", "lifecyclestage", "hubspot_owner_id",
  "device_count", "engagement_overview", "is_channel"
]
limit: 100

Output: List of contacts with name, email, company, title, first_conversion; no phone.

Stage 2: Apply Golden Rules Filter

Golden Rules (Hard Exclusions — apply BEFORE enrichment to save credits):

• EXCLUDE: lifecyclestage = 'customer' (existing customer)
• EXCLUDE: device_count >= 1 (device owner)
• EXCLUDE: engagement_overview contains product usage (product-only engager)
• EXCLUDE: is_channel = true (channel partner)
• AE-OWNED (90-Day Stale Exception): hubspot_owner_id IN (82625923, 423155215, 190030668)
  • If hs_lastmodifieddate > 90 days ago → KEEP but tag as STALE AE LEAD with ATL/BTL tier + deal value. Tim reviews.
  • Ron Epstein (423155215): 90-day rule applies to ALL leads
  • Lex Evans (82625923) & Phillip Sandler (190030668): 90-day rule applies to NA contacts only (USA/Canada). Non-NA → still exclude.
  • If last activity < 90 days → EXCLUDE (AE actively working)
• EXCLUDE: first_conversion ILIKE '%setup%' — product setup forms only (not sales interest)
• Keep: Geo filter to USA/Canada only

⚠️ CRITICAL — DO NOT EXCLUDE these first_conversion values:

• 'Pearl family demo', 'Demo signup', 'demo request'
• 'General contact us', 'pricing'
• 'Pearl', 'Connect', 'signup'

These are HIGH-INTENT demo requests — active hand-raisers. Tag them as DEMO REQUEST tier and enrich BEFORE all other tiers.

Output: Filtered list (typically 60-70% of input after Golden Rules)

Stage S — Suppression Gate

Before spending enrichment credits, 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 3: ATL/BTL Classification Gate (MANDATORY)

Apply BEFORE enrichment to set processing priority order.

Reference: CLAUDE.md § ATL/BTL Decision-Maker Classification v1.0

Tier 1: DEMO REQUEST (Enrich FIRST — Highest Priority)

Any contact whose first_conversion contains:

• 'Demo signup', 'Pearl family demo', 'demo request'
• 'General contact us', 'pricing'

These are active hand-raisers — enrich immediately regardless of job title.

Tier 2: ATL (Enrich Second — Budget Authority)

Chief (CIO, CTO, CFO, COO) • Vice President (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 (Federal) • City Manager • County Manager • Senior Pastor • Executive Pastor

Tier 3: GRAY (Enrich Third — Flag for Tim's Review)

• Manager (AV/Facilities/IT) — ATL only if reports to Director+ AND has delegated budget authority >$25K
• Department Chair — ATL at small institutions; BTL at large universities
• Director of Educational Technology — depends on reporting line (Provost = ATL; IT VP = maybe BTL)
• Program Director — ATL only if department-level budget holder; BTL if coordination role

Tier 4: BTL (Enrich Last — Deprioritize)

Technician • Specialist • Coordinator • Support • Administrator (Systems/Network/Database) • Engineer (AV/Network/Systems) • Operator • Instructor/Professor/Faculty • Designer (Learning/Instructional/Graphic) • Assistant • Clerk (non-Court Admin) • Volunteer • Intern • Student • Resident • Help Desk

NEVER ENRICH (Hard Skip — Do NOT Spend Apollo/Clay Credits)

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

Classification Logic:

if first_conversion matches DEMO_KEYWORDS:
  tier = "DEMO REQUEST"  # Enrich first, regardless of title
elif title in NEVER_ENRICH:
  tier = "NEVER"  # Hard skip — do not spend credits
elif title in ATL:
  tier = "ATL"
elif title in GRAY:
  tier = "GRAY"  # Flag for Tim's manual review
else:
  tier = "BTL"

# Processing order: DEMO REQUEST → ATL → GRAY → BTL (skip NEVER)

Stage 4: Batch Enrich via Apollo

Process contacts in tier priority order: DEMO REQUEST → ATL → GRAY → BTL

MCP Tool: apollo_people_bulk_match (or apollo:enrich-lead skill)

details: [
  {
    id: contact.id,
    first_name: contact.firstname,
    last_name: contact.lastname,
    email: contact.email,
    organization_name: contact.company,
    domain: extract domain from email or company website
  }
  ... (up to 10 per batch)
]
reveal_personal_emails: false

Expected Enrichment:

• phone (direct, mobile, corporate)
• current_role_min_months_since_start_date (tenure for seniority signal)
• person_seniorities (c_suite, vp, director, manager, etc.)

Match Rate Target: 65-75% of batch should get phone.

Stage 5: Waterfall Misses to Clay

For Apollo non-matches: Send to Clay find-and-enrich-contacts-at-company

MCP Tool: find-and-enrich-contacts-at-company

companyIdentifier: contact.company (domain preferred)
contactFilters: {
  job_title_keywords: [extract broad role from contact.jobtitle],
  locations: ["United States", "Canada"]
}
dataPoints: {
  contactDataPoints: [{ type: "Email" }],
  companyDataPoints: [{ type: "Latest Funding" }, { type: "Tech Stack" }]
}

Clay Enrichment: Return matching contacts at company with email + company data.

Stage 6: Sync Back to HubSpot

For each enriched contact:

1. Update HubSpot contact via manage_crm_objects (updateRequest):

   • phone (direct or mobile from Apollo/Clay)
   • hs_analytics_num_page_views (engagement signal)
   • Tag in notes: [DEMO REQUEST], [ATL], [GRAY], or [BTL]

2. Enrich company data if not already set:

   • MCP Tool: apollo_organizations_enrich
   • Update HubSpot company: revenue, headcount, founded_date

Stage 7: Generate Branded HTML Report

Output: HTML file saved to workspace as bdr-v3-prospect-enrich-YYYY-MM-DD.html

Styling:

• Epiphan brand colors: #1a1a2e (dark), #e94560 (accent), #0f3460 (primary)
• Clean, professional layout
• Mobile-responsive design

Report Sections:

Summary Metrics Table:

Section 1: DEMO REQUEST Contacts (Green highlight) Sorted first — these are hand-raisers with highest conversion potential.

Section 2: ATL Contacts (Blue highlight) Budget decision-makers — second priority.

Section 3: GRAY Contacts (Yellow highlight) Flagged for Tim's manual review — budget authority uncertain.

Section 4: BTL Contacts (Gray) No budget authority — lowest enrichment priority.

Section 5: NEVER ENRICH Skipped List Contacts that matched NEVER ENRICH titles — credits NOT spent.

Section 6: Key Insights + Recommended Actions

• Top companies by ATL density
• Highest-value DEMO REQUESTs
• Recommended next steps

Stage 8: Emit Outcome Sidecar As the final step, write the following JSON to ~/.claude/skill-analytics/last-outcome-prospect-enrich.json:

{"ts":"[current UTC ISO8601]","skill":"prospect-enrich","version":"1.1.0","variant":"default",
 "status":"[success|partial|error]","runtime_ms":[estimated ms from start],
 "metrics":{"contacts_processed":[Stage 1 total],"phones_found":[Apollo+Clay hits],
 "phone_match_rate_pct":[phones/contacts*100],"atl_count":[ATL tier],"demo_request_count":[DEMO tier],
 "credits_used":[Apollo batch count]},"error":null,"session_id":"[date YYYY-MM-DD]"}

Use status "partial" if some stages failed but results were produced. Use "error" only if no output was generated. Do not include contact names or emails in any field.

Next Steps: Results feed into phone-verification-waterfall-skill for phoneless re-check and prospect-refresh-skill for net-new ICP search.

Skill Metadata

Version: 1.1 Last Updated: 2026-03-19 Author: Tim Kipper Status: Production Integration: HubSpot (portal 21530819) + Apollo + Clay Tier: P1 (Core BDR Automation) Triggers: Scheduled (Mon-Fri 6:00 AM) + Manual ("Run prospect enrich") Changelog:

• v1.1 (2026-03-19): Added DEMO REQUEST tier (highest priority), AE owner exclusion (IDs 82625923, 423155215), first_conversion filter logic, HTML report output with Epiphan brand colors. Schedule expanded Mon-Fri (was Mon only).
• v1.0 (2026-03-19): Initial release with ATL/BTL classification, Apollo + Clay waterfall.