Gtm account intel

What This Skill Does

This skill takes a company name and produces three deliverables in a single pass:

1. Account Intelligence Brief | Company snapshot, strategic priorities, forcing functions, competitive landscape, and technology stack signals
2. Buying Committee Map | 5-tier committee structure with named contacts (where findable), persona profiles, and engagement priorities
3. 3-Touch Outbound Sequence | Persona-calibrated messaging for the top 3 committee members, sequenced across email, LinkedIn, and a follow-up touch

It runs end-to-end without manual intervention. You type a company name. It produces send-ready output.

Prerequisites

This skill works best with web search enabled. The account research phase uses live web data to pull current strategic priorities, earnings signals, job postings, and technology partnerships.

• Claude Code: Requires a web search MCP tool configured (e.g., WebSearch, Brave Search, or similar). Run claude mcp list to check.
• Cowork: Web search is available by default.
• Claude.ai Pro: Web search is available by default.

If web search is not available: The skill will still run, but it will use training data instead of live research. The output will be less current and less specific. The methodology (buying committee mapping, persona-calibrated sequencing, forcing function identification) still applies, but the account intelligence will reflect what Claude knows from training rather than what's happening at the company right now. If you see generic or stale data in the output, that's a sign web search isn't connected.

How to Use

Type any of:

• research [company name]
• run account intel for [company name]
• give me a GTM plan for [company name]

Optional parameters:

• Industry context: "research Acme Corp, they're a mid-market SaaS company" (improves specificity)
• Your product: "research Acme Corp, I sell data integration tools" (calibrates messaging to your value prop)
• Target persona: "research Acme Corp, focus on the CTO" (narrows the committee map)

If no product context is given, the skill produces industry-agnostic intelligence and generic outbound messaging that demonstrates the framework without selling a specific product.

Architecture

This skill encodes a three-phase GTM research methodology:

Phase 1: Account Intelligence

Objective: Build a forensic understanding of the company's current strategic position before writing a single word of outreach.

Research sequence (executed via web search):

1. Company fundamentals: Size, revenue, funding stage, headcount, HQ, recent growth trajectory
2. Strategic priorities: What is leadership publicly saying matters most right now? (Earnings calls, press releases, CEO interviews, annual reports, investor letters)
3. Primary forcing function: The single biggest operational pressure driving change at this company. Not a generic industry trend. The specific thing keeping their leadership awake. Sources: earnings transcripts, analyst reports, regulatory filings, news coverage of operational challenges.
4. Technology signals: Recent technology partnerships, platform migrations, vendor announcements, job postings that reveal infrastructure direction (e.g., hiring Snowflake engineers = data stack modernization)
5. Competitive landscape: Who are they losing to? Who are they acquiring? What adjacent companies have made moves that pressure them?

Output format | Account Intelligence Brief:

## [COMPANY NAME] | Account Intelligence Brief

### Company Snapshot
- Industry: [specific vertical, not just "technology"]
- Size: [revenue / headcount / funding stage]
- HQ: [location]
- Growth signal: [expanding, contracting, or pivoting, with evidence]

### Primary Forcing Function
[One paragraph. The specific operational pressure driving urgency. Not a trend. The pressure. With source.]

### Strategic Priorities (Next 12 Months)
1. [Priority with evidence source]
2. [Priority with evidence source]
3. [Priority with evidence source]

### Technology Stack Signals
- [Signal with source: job postings, partnerships, announcements]

### Competitive Pressure
- [Who's threatening them and how]

### Key Insight for Outreach
[One sentence: the non-obvious finding that most salespeople would miss but that creates a genuine opening for conversation.]

Phase 2: Buying Committee Map

Objective: Identify the 5-tier buying committee structure for any significant technology or operational purchase at this company.

The 5-tier model:

Tier	Role	What They Care About	How to Engage
1. Champion	Mid-to-senior operator who owns the pain daily	Operational relief, measurable improvement, looking smart to leadership	Peer-to-peer. Lead with their specific pain. Show you understand their day.
2. Economic Buyer	CFO, VP Finance, VP Ops (controls budget)	ROI, payback period, cost avoidance, risk	Metrics-first. Lead with financial impact. Frame as cost relief, not innovation.
3. Technical Gate	CTO, VP IT, Security, Legal	Integration risk, security, compliance, technical debt	Specification-level. Lead with architecture. Address risk before they raise it.
4. Executive Sponsor	C-suite or SVP who validates strategic direction	Mission alignment, board-level narrative, competitive positioning	Strategic framing. Lead with market position. Connect to their public statements.
5. Operational Pain	Directors/managers whose teams absorb the daily consequences	Workflow efficiency, staff burden, error reduction	Tactical empathy. Lead with "I know your team deals with [specific pain]."

Research approach for committee mapping:

• LinkedIn search for relevant titles at the company
• Recent promotions or role changes (new leaders = new priorities = buying windows)
• Conference speakers, podcast appearances, published articles (reveals what they care about publicly)
• Job postings that report to potential committee members (reveals team structure)

Output format | Buying Committee Map:

## Buying Committee Map | [COMPANY NAME]

### Recommended Entry Point
[Which tier and why. Usually Tier 1 or Tier 5, the people closest to the pain.]

### Committee Members

**Tier 1: Champion**
- Name: [if findable] | Title: [specific title]
- Why they matter: [one sentence]
- Engagement angle: [what to lead with]

**Tier 2: Economic Buyer**
[same format]

**Tier 3: Technical Gate**
[same format]

**Tier 4: Executive Sponsor**
[same format]

**Tier 5: Operational Pain**
[same format]

### Multi-Threading Strategy
[One paragraph: which tier to enter through, how to build internal momentum, and what sequence to engage the committee in.]

Phase 3: 3-Touch Outbound Sequence

Objective: Draft persona-calibrated outreach for the top 3 committee members, sequenced across three touchpoints.

Pre-writing requirements (complete silently before drafting):

For each contact, answer:

1. What is this person's actual day-to-day world like?
2. What are they worried about right now?
3. What do they already know about their own situation? (Do NOT open with this. It's patronizing.)
4. What DON'T they know that would make them stop and think?
5. If they got this message scanning 200 emails on a Tuesday morning, what would make them pause?

Messaging rules:

• One idea per message. Not three value props crammed into a paragraph. One sharp thought that earns the right to a response.
• Lead with their world, not yours. The first sentence must be about them, their company, or their situation. Never about you or your product.
• The prospect is the hero. You are not saving them. You are giving them information or perspective that helps them do their job better.
• No jargon, no buzzwords, no "synergy." Write like a smart colleague sending a note, not a sales rep executing a playbook.
• CTA is a question, not a command. "Would it be useful to compare notes on [specific topic]?" not "Let's schedule 15 minutes."
• Front-load. The first 12 words determine whether they read the rest. If the opener could apply to any company, rewrite it.

Sequence structure:

Touch	Channel	Purpose	Timing
Touch 1	Email	Open the thread. One insight they didn't have. One question.	Day 1
Touch 2	LinkedIn	Reinforce with a different angle. Add social proof or a relevant resource.	Day 3
Touch 3	Email	Follow up with a new data point or perspective shift. Escalate the CTA slightly.	Day 7

Output format | 3-Touch Sequence:

## Outbound Sequence | [COMPANY NAME]

### Contact 1: [Name/Title] (Tier [X] | [Role])

**Touch 1 | Email (Day 1)**
Subject: [subject line]
[Body, 4-6 sentences max]

**Touch 2 | LinkedIn (Day 3)**
[Connection note or InMail, 3 sentences max]

**Touch 3 | Email (Day 7)**
Subject: [subject line, must be different from Touch 1]
[Body, 4-6 sentences max]

---

### Contact 2: [Name/Title] (Tier [X] | [Role])
[Same structure]

---

### Contact 3: [Name/Title] (Tier [X] | [Role])
[Same structure]

Quality Gates

Before delivering final output, verify:

• Every piece of outreach references something specific to the company (not a template with [COMPANY] swapped in)
• The forcing function is sourced from real data, not assumed from industry trends
• The buying committee map has at least 3 tiers populated with specific titles or names
• Each message leads with the prospect's world, not the seller's product
• No message exceeds 6 sentences
• CTAs are questions, not commands
• The key insight in the Account Brief is non-obvious (something a lazy Google search wouldn't surface)

About This Skill

Built by Dallas Andrews. This is a working demonstration of how AI-powered GTM operations actually functions. Not a chatbot that answers questions. A system that does the research, applies judgment, and produces send-ready output.

The full system includes 30+ interconnected skills covering account research, pipeline intelligence, competitive displacement, post-call processing, deal acceleration, and cross-functional enablement. Five departments adopted it without a mandate.

Portfolio and case studies: dallasandrews.dev