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3.8 KiB
3.8 KiB
Commercial — Domain Guide
This file provides domain-specific guidance for skills in commercial/.
Purpose
The Commercial domain ships skills that help deal-desk operators, pricing teams, partner managers, RFP responders, and commercial forecasters make per-deal and packaging decisions. This is not strategy (c-level-advisor/cro-advisor), not sales execution (business-growth/sales-engineer), and not financial close (finance/financial-analysis).
Skills (v2.8.0 complete)
| Skill | Purpose | context: fork? |
|---|---|---|
commercial-skills |
Domain orchestrator — routes to 7 sub-skills | YES |
pricing-strategist |
Pricing model picker + Van Westendorp WTP + packaging | NO |
deal-desk |
Per-deal scorer + discount approval routing + redline | NO |
partnerships-architect |
5-tier classifier + joint GTM + revshare modeler | NO |
channel-economics |
Cost-to-serve + ROI + channel mix optimizer | NO |
commercial-policy |
Data-backed discount matrix + exception flow + policy linter | NO |
rfp-responder |
Shipley-method structured RFP/RFI/RFQ response | YES |
commercial-forecaster |
4Q-weighted bookings + cohort NRR/GRR + funnel-confidence | NO |
Hard rules (domain-specific)
- Pricing outputs: model + range, never a specific number. The human picks the number.
- Deal outputs: score + named human approver. Never auto-approve. Even at 0% discount.
- Forecast outputs: surface the conversion assumption explicitly. Pipeline math without disclosed assumptions is theatre.
- RFP responses: never invent claims for GAP requirements. Surface the gap; leadership decides bid/no-bid.
- Partnership tiers: insist on independent-demand evidence for STRATEGIC. Forrester: channel-led deals from your own pipeline cost more than direct.
- Channel ROI requires retention differential. CAC alone is meaningless without channel-level retention.
- Stdlib-only Python. Deterministic logic, no LLM calls in scripts.
- Industry tuning via
--profile {saas,api,enterprise-software,marketplace,services,hardware}on every scoring tool. - Matt Pocock grill discipline —
/cs:grill-commercialinterrogates plan against SaaS pricing canon before any sub-skill runs.
Build pattern
Path-B 11-file contract per skill. SKILL.md includes a "Forcing-question library" section that grills the user with cited canon (Skok, Tunguz, Bessemer, Ramanujam, ProfitWell, Winning by Design, Shipley, APMP).
Agent + command pattern
cs-commercial-orchestrator— margin-protective Commercial lead. Voice: "What's the margin at full discount, AND what does next quarter's pipeline look like at the same terms?"/cs:commercial <inquiry>— top-level router/cs:grill-commercial <plan>— Matt-style grilling first/cs:pricing-strategy,/cs:deal-review,/cs:partner-tier,/cs:channel-econ,/cs:commercial-policy,/cs:rfp-respond,/cs:commercial-forecast— direct per-skill invocation
Anti-patterns (domain-level)
- ❌ Skills that overlap
business-growth/contract-and-proposal-writer(prose authoring) — Commercial is decision logic + structured response - ❌ Skills that overlap
c-level-advisor/cro-advisor— that's strategic CRO judgment - ❌ Skills that recommend a specific price — recommend model + range
- ❌ Skills that auto-approve deals — score + route to named human
- ❌ Forecasting tools that hide conversion assumptions
- ❌ RFP responder that invents claims — surface GAPs, leadership decides
- ❌ Partnership classifier that grants STRATEGIC tier without independent-demand evidence
References
- Master plan:
documentation/implementation/bizops-commercial-expansion-plan.md - Matt Pocock derivation:
engineering/grill-with-docs - Strategic complement:
c-level-advisor/cro-advisor - Sales execution complement:
business-growth/sales-engineer