t0ddc3by/claude-for-customer-success/deal-health-scoring

[PROPOSED]

Deal Health Scoring

Five-dimension health score per open opportunity. Below 50 triggers automatic handoff to next-best-action-recommendation.

Reference: Health score dimensions and confidence bands → ../../../shared/revops-domain-model.md §2 Config reads: avg_sales_cycle_days, primary_segment

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: avg_sales_cycle_days, primary_segment

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.

Use when

• User needs a structured health score for one or more active pipeline deals — applies to both Sales new-logo pipeline and CS expansion pipeline
• Deal review requires objective signal aggregation (engagement, velocity, stakeholder thread, competitive)
• Sales manager or CS leader needs to identify at-risk deals before a forecast or pipeline review call

Do NOT use for

• Deal classification by type or segment (use deal-classification)
• Pipeline coverage ratio analysis (use pipeline-coverage-analysis)
• Closed deal outcome tracing (use deal-to-outcome-tracing)

Typical Activation

"Score this deal", "deal health for [account]", "which deals are at risk", "health check on my pipeline", "flag unhealthy expansion deals", "CS pipeline health"

Application context

This skill applies to both pipelines — Sales new-logo deals and CS-originated expansion deals. The scoring model is identical; interpretation differs:

• New-logo deals: stakeholder roles are AE-defined (EB, Champion, Technical Contact)
• CS expansion deals: stakeholder roles are CSM-defined — CS sponsor, economic buyer at the account, and any internal CS champion

At-risk expansion deals below 50 route to next-best-action-recommendation for CS-specific intervention options.

Reasoning Protocol

Before generating output, apply these primers:

1. CLASSIFY: What type of deal health request is this?

• Single deal score (one opportunity, full five-dimension breakdown)
• Portfolio scan (rep, segment, or all open pipeline — composite + distribution)
• At-risk identification (deals below threshold — flag + escalation path)
• CS expansion pipeline health (CSM-owned deals — same model, CS stakeholder roles)

1. CONSTRAINTS: What limits the solution space?
2. Confirm activation — user wants deal health view or at-risk identification
3. Check HubSpot connector — activity history required; declare fallback if absent
4. Apply G5 — health score is analytical input; rep and manager own the response
5. Apply G6 — surface data-as-of on all activity reads
6. For any score triggering a risk flag, confirm escalation path exists (G7)
7. Confirm output destination and scope (single deal, rep, segment, all pipeline)

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

• Is activity data fresh enough to score? Stale HubSpot activity produces misleading

health signals — declare data age before presenting scores.

• Are stakeholder roles correctly mapped to pipeline type? CS expansion deals use

CS-defined roles (CS sponsor, economic buyer, CS champion) — not Sales AE roles.

• Is the G7 escalation path named for every at-risk deal? "Flag to manager" without

naming the manager is not an actionable escalation path.

• Is a portfolio scan scoped before pulling data? Full pipeline scans on large CRMs

may return partial data — declare scope and any data limits upfront.

1. ANTI-PATTERNS: Common mistakes to avoid:

• Presenting health score as a directive or override (G5 violation — analytical input only)
• Surfacing scores without data-as-of timestamp (G6 violation)
• Flagging at-risk deals without an escalation path (G7 violation)
• Applying Sales stakeholder role definitions to CS expansion deals — different roles,

same scoring model

After execution, verify:

• G5 qualifier present on all outputs: health scores are analytical inputs
• G6 data-as-of label applied to all HubSpot activity reads
• G7 escalation path named for every at-risk deal (score < 50)
• Confidence: High when HubSpot is connected and activity data is current; Moderate when

data is stale or connector is unavailable

• Confidence: [High] when HubSpot is connected and activity data is current / [Medium] when data is stale or connector is unavailable / [Low] if all inputs are manual or unverified

Scoring Model

Output

DEAL HEALTH SCORES — [Scope]
[HubSpot ✓ live — as of YYYY-MM-DD] [Confidence: High/Moderate]
 
Deal             ACV      Score   Signal    Top risk factor
[Account A]      $XXXk    82      Healthy   —
[Account B]      $XXXk    64      Watch     Stakeholder: no EB contact in 14d
[Account C]      $XXXk    41      AT-RISK   Stage stalled; competitive active
[Account D]      $XXXk    28      AT-RISK   All three dimensions degraded
 
At-risk (< 50): [N] deals, $XXXk total ACV
→ Run /rev-ops:next-best-action-recommendation for intervention options
 
Portfolio health distribution:
  Healthy (≥75):   [N] deals  $XXXk
  Watch (50–74):   [N] deals  $XXXk
  At-risk (<50):   [N] deals  $XXXk
 
[DRAFT — RevOps internal] [Confidence: High/Moderate]
[G5: Health scores are analytical inputs. Rep and manager own the response.]

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 deal and pipeline 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.

Guardrails

• G5: Health score is not a directive — always include the G5 qualifier
• G6: Activity data-as-of timestamp required
• G7: At-risk flags include escalation path: "Flag to [rep's manager] for review"