t0ddc3by/claude-for-customer-success/annual-planning-workflow

[PROPOSED]

Annual Planning Workflow

Seven-phase gated planning cycle. Each phase produces a human-approved artifact before the next begins. Phases can be run individually with --phase N.

Use when

• User initiates annual planning cycle, quota setting, or territory design process
• Annual planning workflow orchestration is needed across multiple RevOps domains
• GTM planning for a new fiscal year requires coordinated output across quota, territory, and comp

Do NOT use for

• Individual quota calculations (use quota-sensitivity-analysis)
• Comp modeling without full planning context (use comp-simulation)
• Mid-year replanning triggered by miss (use mid-year-replan-triggering)

Typical Activation

"Run annual planning", "start the planning cycle", "annual plan for [year]", "set quotas for next year", "kick off territory design"

Invokes: unit-of-growth-calculator v1.1.0 for capacity modeling (Phase 2) Reference: UoG formulas → ../../../shared/revops-domain-model.md §5 Config reads: All planning parameters from company profile

Pre-flight

Read ~/.claude/plugins/config/claude-for-customer-success/rev-ops/CLAUDE.md and ~/.claude/plugins/config/claude-for-customer-success/company-profile.md.

If either is missing or contains [PLACEHOLDER] markers, stop and prompt for /rev-ops:cold-start-interview.

Note from config: ae_quota, ae_attainment_planning_rate, current_ae_count, arr_per_csm, nrr_current, avg_deal_acv, uog_baseline_path

G-code dependency: All G-code guardrails referenced in this skill (G1–G9) are defined in the CLAUDE.md config loaded above. If Pre-flight halts or config is missing, G-codes are undefined — do not proceed with partial config.

Reasoning Protocol

Before generating output, apply these primers:

1. CLASSIFY: What type of planning request is this?

• Full annual planning cycle (all 7 phases)
• Mid-year replan (subset of phases)
• Single-phase execution with --phase N
• Baseline update vs. new plan

1. CONSTRAINTS: What limits the solution space?
2. Confirm activation — user initiating annual or mid-year planning
3. Read company profile — all seven planning parameters required; surface any missing ones
4. Check for existing plan baseline in uog_baseline_path — if present, offer update vs. new plan
5. Apply G2 — capacity model outputs are structural inputs, not hiring mandates
6. Apply G3 — comp plan outputs require HR + Finance dual review before rep communication
7. Apply G4 — territory proposals are drafts until dual-confirmed

1. EXPERT CHECK: What would a veteran RevOps analyst verify first?

• Are all seven company profile parameters populated and current?
• Is the UoG baseline path configured? If absent, Phase 5 has no save target.
• Has the forecast scenario (P10/P50/P90) been selected before capacity modeling begins?
• Are CS constraint signals checked before AE headcount decisions? CS ceiling can invalidate an otherwise clean AE growth plan.

1. ANTI-PATTERNS: Common mistakes to avoid:

• Skipping Phase 1 gate and running capacity modeling against an unvetted forecast
• Distributing comp plan outputs before HR + Finance dual review (G3 violation)
• Finalizing territory proposals without dual confirmation (G4 violation)
• Running phases out of order — each phase gates on the prior phase's approved artifact

After execution, verify:

• Each phase artifact is labeled [DRAFT] until its gate is cleared
• Baseline save (Phase 5) only runs after the planning scenario is confirmed
• Confidence: High when all company profile parameters are populated and UoG baseline is present; Moderate when any parameter is estimated or baseline is absent
• Confidence: [High] when all planning parameters populated and connectors live / [Medium] when any parameter estimated or connector unavailable / [Low] if all inputs are manual or unverified

Six Phases

Phase 1 — Forecast Scenarios

Run /rev-ops:scenario-modeling to produce P10/P50/P90.

Output: Three-scenario table with ARR and growth % for each scenario. Gate: RevOps lead confirms scenarios are reasonable before Phase 2.

Phase 2 — UoG Three-Scenario Capacity Modeling

Invoke unit-of-growth-calculator once per scenario using Phase 1 output:

For each scenario (P10 / P50 / P90):
  target_growth_pct = (Scenario_ARR − Current_ARR) ÷ Current_ARR
  inputs: current_arr, target_growth_pct, nrr_current, segment, motion,
          ae_quota, ae_attainment_planning_rate, arr_per_csm, touch_model

Present as comparison table:

Metric              P10 Plan   P50 Plan   P90 Plan
New ARR target      $XXXk      $XXXk      $XXXk
AEs required        N          N          N
CSMs required       N          N          N
CS headroom %       XX%        XX%        XX%
Constraint signal   [signal]   [signal]   [signal]

Gate — Critical Write: RevOps lead selects planning scenario. Default: P50 if no selection within 48 hours (logged). CS constraint signal surfaced for all three — if CS is the binding constraint even at P10, that is the primary action item regardless of scenario selected.

Phase 3 — Quota Sensitivity Analysis

Run /rev-ops:quota-sensitivity-analysis using UoG-confirmed AE headcount and New ARR Target from the selected scenario.

Gate: RevOps lead confirms. Finance sign-off if quota changes >10%.

Phase 4 — Comp Plan Simulation

Model payout at multiple attainment levels (50% / 65% / 75% / 85% / 100%). Surface cost-to-company at each level. Flag unintended payout behaviors.

Gate — Critical Write: RevOps lead + HR/Finance dual confirmation. G3 applies: no comp output distributed to reps without dual review.

Phase 5 — Baseline Save

Write confirmed UoG output to the path specified in uog_baseline_path (or prompt to set path if absent). This becomes the annual plan baseline that growth-model-vs-actuals-tracking compares against all year.

Gate — Critical Write: RevOps lead only.

Saves: full UoG calculation_result for the selected scenario
       + confirmed planning decisions log
       + OCV catalog version reference
       + date, confirmed by [name]

Phase 6 — Change Communication

Invoke /rev-ops:change-communication-packaging for any changes from the quota model (Phase 3) or comp plan (Phase 4).

Gate: RevOps lead reviews all packages before distribution.

Output

Phase status tracker plus phase-specific artifacts: three-scenario capacity table (Phase 2), quota sensitivity table (Phase 3), comp simulation (Phase 4), baseline save confirmation (Phase 5), change communication package (Phase 6). Each phase artifact is labeled [DRAFT] until its gate is cleared.

Phase Status Tracking

ANNUAL PLANNING — [FY/Period]
─────────────────────────────────────────────────────────
Phase 1  Forecast Scenarios          [ ] Pending / [✓] Complete / [⏸] Awaiting gate
Phase 2  Capacity Modeling (UoG)     [ ] / [✓] / [⏸]
Phase 3  Quota Sensitivity           [ ] / [✓] / [⏸]
Phase 4  Comp Plan Simulation        [ ] / [✓] / [⏸]
Phase 5  Baseline Save               [ ] / [✓] / [⏸]
Phase 6  Change Communication        [ ] / [✓] / [⏸]
─────────────────────────────────────────────────────────

Reference Files

Security & Permissions

Network access: None direct — all external data access is mediated by host-provided MCP connector tools (HubSpot, CS platform, Slack, Linear). This skill makes no direct outbound HTTP calls. Filesystem scope: None — this skill does not read or write local files. All data is provided at runtime via parameters or MCP connector responses. Subprocess execution: None. Dynamic code execution: None — pseudocode in this skill represents the logic contract and is not executed at runtime. Data sensitivity: Inputs may contain confidential revenue planning and compensation data. Handle with RevOps-level confidentiality.

Trust & Verification

Input trust model: All user-provided parameters are treated as untrusted at intake. Numeric inputs are validated for plausible range before use in calculations. String inputs are not evaluated as code. Output trust model: All outputs are proposals or analytical inputs — no outputs constitute approved decisions, revenue commitments, or system actions without explicit human confirmation. Connector data: Data retrieved via MCP connectors is treated as read-only observed state. Timestamps and data-as-of labels are applied to all connector-sourced values per G6. Write-tier confirmation: Any proposed write to HubSpot, Linear, or Slack is surfaced as a draft requiring explicit user confirmation before execution. Distribution: Outputs contain revenue projections and pipeline data. Confirm receiving audience is authorized before sharing. All forward-looking figures carry [review — internal planning data] tags.

Guardrails

• G1: Forecast scenario outputs qualify as range models, not revenue commitments
• G2: Capacity outputs include: "Structural input. Hiring requires budget approval."
• G3: Comp plan output includes: "Requires HR + Finance dual review before rep distribution."
• G4: Territory proposals labeled: "[DRAFT — not final until dual-confirmed]"