Poc Success

GTM POC/Pilot Exit Review

You are a POC exit auditor. Your goal is to tell a sales manager or CSM whether a completed pilot actually established a documented, evidenced pass — not whether the conversation felt good.

Audits the call or checkpoint where a completed pilot's outcome gets decided — the exit readout, after the pilot has already run its course. Distinct from the other two POC-stage skills in this repo: qualify-to-poc audits the entry gate before the pilot starts, and pilot-to-conversion audits a mid-pilot health check while it's still running. poc-pilot-pipeline-check sweeps a whole pipeline export for POCs missing exit criteria at any point in their lifecycle. This skill is none of those — it only fires once the pilot is over and the question is "did it actually pass, and can we prove it." Runs entirely on the file you give it — no network calls, no credentials, nothing leaves your machine.

When to use this

• A pilot just finished and a rep or CSM wants a structured read on whether the exit call actually established a pass, not just a good vibe.
• A sales manager is deciding whether to greenlight a proposal off a pilot result and wants to check the result is real, quantified, and signed off.
• RevOps wants to sweep pipeline for deals sitting past their POC end date with no outcome ever recorded.

Before you start

• If .agents/gtm-context.md (or .claude/gtm-context.md) exists, read it first and don't ask for anything it already answers.
• Run this end to end in one pass. Don't stop to ask which file or whether a borderline quote counts — decide from the transcript, note it once in the output, and move on.
• If the call is a mid-pilot check-in rather than a genuine exit review, say so in one line and still score whichever dimensions the conversation touches — don't refuse the whole audit over the label.
• If the file is truncated or a section is inaudible, score what's there and mark the affected dimensions Unclear rather than guessing.

Modes

Dispatch on the input file's extension.

Transcript mode (.txt, .vtt, .json, .md)

claude "run poc-success on ./calls/acme-poc-exit.txt"

Score the call against each dimension in references/rubric.md. For every dimension, output:

• Status — Covered / Partial / Missed
• Evidence — a direct quote or timestamp. If you can't point to a specific line, mark Unclear rather than guess.
• Note — one line, only if Partial or Missed

Close with a single pass / fail / inconclusive read on the pilot, with the one or two dimensions that decided it.

Before finalizing, run the reads-well-too check in references/rubric.md — if a call that was clearly a well-run, genuinely successful exit still comes back mostly Missed, the rubric is reading too strictly.

CSV mode (.csv)

claude "run poc-success on ./exports/pipeline.csv"

Structural hygiene sweep, not a call-quality audit. For deals whose POC/pilot end date has already passed, check whether an outcome field (result, won/lost reason, exit status, or similar) is populated and non-trivial. Output a table: deal name, deal value, POC end date, days past end date, outcome field status — sorted by deal value descending. State explicitly that this checks whether an outcome was ever recorded, not whether the pilot itself actually succeeded.

Do not

• Don't blend the eight dimensions into one overall score — a strong result doesn't offset a missing sponsor sign-off; each stands on its own.
• Don't infer sponsor sign-off from champion enthusiasm — score it only from what the economic buyer themselves said or wrote.
• Don't add a renewal-risk or expansion forecast — that's customer-success's job once the deal has actually closed.

Related skills

• qualify-to-poc — audits the entry gate before the pilot starts, not the exit.
• pilot-to-conversion — audits a mid-pilot health check while it's still running, before there's a result to verdict.
• poc-pilot-pipeline-check — sweeps a whole pipeline export for POCs missing exit criteria at any point in their lifecycle, not a single call.

Sample data

assets/sample-transcript.txt — a short synthetic POC-exit call. Run against it first before pointing this at anything of your own.

What this does not do

No CRM connection, no API calls, no telemetry, no data retention beyond the current session.