[Account name] — lead spine
Scaffold: Rename this file to <slug>-lead.md (kebab-case, same as the parent folder). Then replace bracketed placeholders.
Use transcripts/ and proposals/ for long attachments; link them from here. Canonical sections (repo path, works before/after you copy this folder): knowledge/sales/leads/_templates/lead-spine-template.md.
Last updated: YYYY-MM-DD
Lead metadata
| Field | Value |
|---|---|
| Account / legal name | |
| Slug (folder name) | {slug} |
| Motion | Direct / Partner co-sell / Mixed |
| Partner (if any) | e.g. Snowflake, Omni |
| Partner AE — name, email | |
| Partner AE — LinkedIn | https://www.linkedin.com/in/... |
| Partner SE / specialist (if any) — name, email | |
| Partner SE — LinkedIn | https://www.linkedin.com/in/... |
| Brainforge owner | |
| CRM / HubSpot | Link or ID |
| Linear (optional) |
Pursuit gate — buying team (required before active pursuit)
Rule: Do not treat this lead as in active pursuit (partner intros, deep demos, scoping workshops, formal proposals) until all three roles below are named with title and LinkedIn URL (public profile or Sales Nav). If unknown, keep research open and stay in discovery—not an excuse to skip the row.
| Role | Name | Title | Verified (date) / notes | |
|---|---|---|---|---|
| Budget owner | ||||
| Champion | ||||
| Executive sponsor |
Optional waivers (rare): Document in Notes why a field cannot be filled yet (e.g. partner-only access) and date of next check.
Internal research (vault)
What we already know from Brainforge systems—no fabricating.
Similar past leads
| Lead (slug) | Why similar | Link |
|---|---|---|
| Industry, motion, partner, deal size, tech stack | knowledge/sales/leads/other-slug/other-slug-lead.md |
Similar current or past clients
| Client | Why similar | Link |
|---|---|---|
knowledge/clients/{client}/README.md or relevant resource |
Related playbooks & internal references
| Playbook / doc | Use for | Link |
|---|---|---|
| Mutual intro / outbound / partner motion | knowledge/sales/agents/playbooks/… or standards/04-prompts/… |
Related events (past or upcoming)
External / field events only (conferences, partner QBRs, hosted webinars, dinners). Discovery calls, demos, and workshops with this account live under transcripts/ (plus optional *_notes.md / *_agenda.md in the same folder)—link them below, not here.
| Event | Date | Relevance | Link |
|---|---|---|---|
| Conference, partner QBR, webinar, dinner | knowledge/sales/events/… (if present) or external URL |
Calls & transcripts (this lead)
| Artifact | Date / topic | Link |
|---|---|---|
transcripts/… |
External research (Exa / web)
Verifiable only; every bullet should trace to a source or an explicit “hypothesis” label.
As of: YYYY-MM-DD
Tools: Exa (preferred) and/or WebSearch — run queries on company, account, industry, and named people (buying team + partner contacts).
Snapshot
- Company / account: …
- Industry / peers / dynamics: …
- Triggers (news, filings, jobs, tech signals): …
- Risks (M&A, distress, leadership churn): …
- People (prior roles, posts, talks): …
Sources
Exa / search log (optional)
Queries used (paste or paraphrase): …
Strategy & motion
Warm intro paths, partner ask, cold sequence, forwardable blurbs—link to full copy in proposals/ if long. For outreach-first drafting, see knowledge/sales/leads/_templates/lead-play-template.md.
Scoping (when entering commercial design)
Use this block once you are shaping a concrete engagement—not before the pursuit gate is satisfied.
| Dimension | Notes |
|---|---|
| What | Scope, deliverables, outcomes / success criteria |
| How | Approach, phases, tech stack assumptions, partner alignment |
| Who | Brainforge + client + partner team; DRIs |
| How much | Commercial shape (fixed, T&M, retainer), indicative range, what’s in/out |
| When | Timeline, milestones, decision dates |
Execution checklist
- Partner contacts complete with LinkedIn (AE + relevant SE/specialist).
- Budget owner, champion, executive sponsor — all named with title + LinkedIn (or documented waiver).
- Internal links filled or explicitly “none yet.”
- External research dated; risky claims verified or labeled hypothesis.
- Scoping table updated before formal proposal / SOW (
standards/02-writing/SOWs/sow-template.md).
Related (paths)
- Sales hub: README.md
- Outreach play template:
knowledge/sales/leads/_templates/lead-play-template.md - Lead folder index: README in parent if present
- SOW template:
standards/02-writing/SOWs/sow-template.md