{
  "schema": "aibast-canonical-transcripts/1.0",
  "captured_at": "2026-10-07T01:24:20.522732+00:00",
  "solution": "@aibast-agents-library/account-intelligence",
  "onepager": "Account Intelligence Agent one-pager.pptx",
  "brainstem_version": "0.6.16",
  "loaded_tools_after_capture": [
    "AccountIntelligenceAgent"
  ],
  "agent_sources": [
    {
      "path": "agents/@aibast-agents-library/b2b_sales_stacks/account_intelligence_stack/account_intelligence_agent.py",
      "sha256": "1a8149d27ccfaf4bfc8ab892afcada0378d9c0ff2fd514f0f53a4c39d93c1f87"
    }
  ],
  "case_file": "tests/demo_cases/account-intelligence.json",
  "case_file_sha256": "bb4d4703c72e0c88541bb5c3547d757db8857c2d900ae06b21bbbe615c20a08e",
  "strict_isolation": true,
  "transcripts": [
    {
      "case_id": "AI-01",
      "persona": "Account Executive",
      "onepager_promise": "Aggregate business intelligence to uncover sales opportunities in minutes",
      "prompt": "Prepare a synthetic Acme Corporation account overview and show the evidence that deserves seller attention.",
      "assistant_response": "Here's the Acme Corporation overview, with the signals that deserve your attention front and center:\n\n**Headline numbers**\n- Revenue $2.8B | Current spend $1.2M/yr | Expansion opportunity $2.4M\n- Health score: 78/100 (solid, not flashing red \u2014 but watch the signals below)\n- Adoption 67%, CSAT 4.2/5\n\n**Evidence worth acting on:**\n1. **New CTO Sarah Chen (6 weeks in)** \u2014 new execs reset vendor evaluations; a prime window to get in early before she forms opinions.\n2. **CEO flagged \"digital transformation\" on the Q3 earnings call (12 days ago)** \u2014 public commitment creates budget air cover; tie your pitch to that language.\n3. **Competitor RFP issued for an operations platform (30 days ago)** \u2014 most urgent signal. Someone is already shopping around; this is a competitive-displacement risk and a timing trigger.\n\nStacked together: new buyer + public mandate + active competitor RFP = a narrow, high-value window to engage now rather than later.\n\nWant me to pull the **stakeholder map** next (to see who's involved, including Sarah Chen's influence) or jump to **competitive intel** on that RFP?",
      "agent_logs": "[AccountIntelligenceAgent] **Account Overview: Acme Corporation** (intelligence briefing)\n\n| Attribute | Details |\n|---|---|\n| Revenue | $2.8B |\n| Current spend | $1.2M/year |\n| Opportunity | $2.4M expansion |\n| Health Score | 78/100 |\n| Industry | Manufacturing (12,400 employees, HQ Chicago, IL) |\n\n**Account Health Score: 78/100**\n\n**Key Signals:**\n- New CTO hired 6 weeks ago (opportunity)\n- CEO mentioned digital transformation\n- 67% feature adoption, 4.2/5 CSAT\n\n**Recent Activity:**\n- CEO mentioned digital transformation in Q3 earnings call (12 days ago)\n- New CTO Sarah Chen hired 6 weeks ago (42 days ago)\n- Competitor RFP issued for operations platform (30 days ago)\n\nNext: want to see the stakeholder map?\n\nSynthetic source model: [CRM + LinkedIn]\nAgents: AccountProfileAgent, AccountHealthScoreAgent\n\n**Evidence boundary:** Exact names, values, scores, percentages, news, stakeholder details, and competitor signals are synthetic planning evidence. Messaging is a draft for human review. No CRM record, task, message, meeting, proposal, or customer communication was created or changed.",
      "expected_agent": "AccountIntelligenceAgent",
      "must_include": [
        "Account Overview",
        "Account Health Score",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    },
    {
      "case_id": "AI-02",
      "persona": "Account Executive",
      "onepager_promise": "Perform stakeholder mapping for visibility into purchasing paths and engagement gaps",
      "prompt": "Map the synthetic Acme buying committee and show the relationship gaps without creating outreach tasks.",
      "assistant_response": "Here's the Acme buying committee map \u2014 read-only, nothing sent or logged anywhere:\n\n**8 stakeholders identified:**\n\n| Name | Role | Influence | Score | Status |\n|---|---|---|---|---|\n| Sarah Chen | CTO (New) | Decision Maker | 95 | **No intro yet** |\n| James Miller | VP Operations | Champion | 85 | Champion |\n| Lisa Park | CFO | Economic Buyer | 90 | Needs ROI |\n| David Wong | IT Director | Influencer | 70 | Positive |\n| Rachel Torres | Procurement | Gatekeeper | 50 | Neutral |\n| Kevin Park | VP Engineering | Influencer | 60 | Positive |\n| Maria Lopez | Director of Strategy | Influencer | 40 | **No contact** |\n| Tom Bradley | CEO | Executive Sponsor | 80 | Aware only |\n\n**Key relationship gaps:**\n- **Sarah Chen (CTO)** \u2014 controls the tech budget, highest influence score (95), but no existing relationship. Biggest blind spot.\n- **Lisa Park (CFO)** \u2014 economic buyer, still waiting on a solid business case/ROI.\n- **Maria Lopez** \u2014 no contact at all, lower influence but unmapped.\n\nYou have one strong asset: James Miller (VP Ops) is already a champion and could bridge an intro to Sarah Chen.\n\nNo outreach tasks, emails, or CRM changes were created \u2014 this is just the map. Want me to pull competitive intel next, or go straight to value messaging/objection handling for these personas?",
      "agent_logs": "[AccountIntelligenceAgent] **Stakeholder Map (8 contacts):** 8 stakeholders mapped. Champion strong, need CFO alignment.\n\n| Name | Role | Influence | Influence Score | Status |\n|---|---|---|---|---|\n| Sarah Chen | CTO (New) | Decision Maker | 95 | Need intro |\n| James Miller | VP Operations | Champion | 85 | Champion |\n| Lisa Park | CFO | Economic Buyer | 90 | Needs ROI |\n| David Wong | IT Director | Influencer | 70 | Positive |\n| Rachel Torres | Procurement | Gatekeeper | 50 | Neutral |\n| Kevin Park | VP Engineering | Influencer | 60 | Positive |\n| Maria Lopez | Director of Strategy | Influencer | 40 | No contact |\n| Tom Bradley | CEO | Executive Sponsor | 80 | Aware |\n\n**Relationship Gaps:** CTO controls tech budget (no relationship), CFO wants business case\n\n**Action:** Get CTO intro through James before meeting\n\nNext: want competitive positioning?\n\nSynthetic source model: [LinkedIn Sales Navigator + CRM Contacts + Meeting History]\nAgents: StakeholderMappingAgent\n\n**Evidence boundary:** Exact names, values, scores, percentages, news, stakeholder details, and competitor signals are synthetic planning evidence. Messaging is a draft for human review. No CRM record, task, message, meeting, proposal, or customer communication was created or changed.",
      "expected_agent": "AccountIntelligenceAgent",
      "must_include": [
        "Stakeholder Map",
        "Relationship Gaps",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    },
    {
      "case_id": "AI-03",
      "persona": "Sales Director",
      "onepager_promise": "Deliver competitive analysis and positioning recommendations to help sellers effectively differentiate",
      "prompt": "Compare the synthetic competitor signals and positioning considerations for Acme Corporation.",
      "assistant_response": "Here's the competitive snapshot for Acme Corporation:\n\n**Positioning**\n- You lead on product fit (94% vs. 78%/82%) and speed (8-week implementation vs. 14/10 weeks)\n- Your edge: ERP integration head start, an existing champion relationship, and manufacturing references\n\n**Competitor signals**\n- **CompetitorA**: Most aggressive \u2014 ran an on-site demo last week and is offering a 15% discount. Main risk: this could tempt the CFO on price.\n- **CompetitorB**: Priced 10% above market, still in early conversations with no formal proposal yet \u2014 lower near-term threat.\n\n**Takeaway:** Win on value/speed, not price. CompetitorA is the real contest \u2014 be ready to justify your pricing against their discount, likely by quantifying faster time-to-value and lower implementation risk.\n\nWant me to pull persona-specific talking points and objection handling to counter CompetitorA's discount angle?",
      "agent_logs": "[AccountIntelligenceAgent] **Competitive Intelligence:** Two competitors active. You lead on fit, they're aggressive on price.\n\n| Factor | You | CompetitorA | CompetitorB |\n|---|---|---|---|\n| Product fit | 94% | 78% | 82% |\n| Implementation | 8 weeks | 14 weeks | 10 weeks |\n| Pricing | Market | 15% discount | 10% premium |\n\n**Your Advantages:** ERP integration (3-week head start), champion relationship, manufacturing references\n\n**Risk:** CompetitorA's discount may appeal to CFO\n\n**Competitor Activity:**\n- CompetitorA: On-site demo last week, aggressive discount offered\n- CompetitorB: Early conversations only, no formal proposal\n\nNext: prepare counter-positioning?\n\nSynthetic source model: [Competitive Intel + Win/Loss Database]\nAgents: CompetitiveIntelligenceAgent\n\n**Evidence boundary:** Exact names, values, scores, percentages, news, stakeholder details, and competitor signals are synthetic planning evidence. Messaging is a draft for human review. No CRM record, task, message, meeting, proposal, or customer communication was created or changed.",
      "expected_agent": "AccountIntelligenceAgent",
      "must_include": [
        "Competitive Intelligence",
        "Competitor Activity",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    },
    {
      "case_id": "AI-04",
      "persona": "Account Executive",
      "onepager_promise": "Create personalized engagement strategies to empower sellers for every conversation",
      "prompt": "Draft persona-specific talking points for the synthetic Acme meeting; do not send messages.",
      "assistant_response": "Here's the draft (not sent \u2014 for your review only):\n\n**Talking points by persona**\n- **CTO Sarah:** Lead with API-first ERP integration; 3 CTO references available\n- **CFO Lisa:** $4.2M savings over 3 years, 8-week vs 14-week implementation, 90-day risk-free pilot\n- **Champion James:** Frame the ops team as transformation leaders \u2014 gives him an internal win\n\n**Objection handling**\n- *Price pushback:* TCO is 23% lower when factoring implementation/support\n- *Risk concerns:* 47 similar deployments, 94% success rate (synthetic \u2014 validate real references before quoting)\n\nThis is all synthetic planning data for prep purposes \u2014 nothing was sent or logged anywhere. Want me to pull the risk assessment next, or head to the executive briefing?",
      "agent_logs": "[AccountIntelligenceAgent] **Draft Meeting Talking Points (human review required):** tailored talking points by stakeholder\n\n- **CTO Sarah:** API-first ERP integration, 3 CTO references available\n- **CFO Lisa:** $4.2M savings over 3 years, 8-week vs 14-week implementation, 90-day risk-free pilot\n- **Champion James:** Positions ops team as transformation leaders\n\n**Objection Handling:**\n- Price: TCO is 23% lower with implementation/support\n- Risk: 47 similar deployments, 94% success rate (synthetic reference set; validate approved references before use)\n\nNext: want the deal risk assessment?\n\nSynthetic source model: [Value Engineering + Reference Database]\nAgents: ValueMessagingAgent\n\n**Evidence boundary:** Exact names, values, scores, percentages, news, stakeholder details, and competitor signals are synthetic planning evidence. Messaging is a draft for human review. No CRM record, task, message, meeting, proposal, or customer communication was created or changed.",
      "expected_agent": "AccountIntelligenceAgent",
      "must_include": [
        "Draft Meeting Talking Points",
        "Objection Handling",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    },
    {
      "case_id": "AI-05",
      "persona": "Sales Director",
      "onepager_promise": "Deliver competitive analysis and positioning recommendations to help sellers effectively differentiate",
      "prompt": "Assess the synthetic Acme deal risks and mitigation options without changing a forecast or CRM record.",
      "assistant_response": "Here's the read-only risk snapshot for Acme Corporation ($2.4M opp, 68% win probability, 21-day close target):\n\n**4 risks flagged, 2 urgent:**\n\n| Risk | Severity | Mitigation |\n|---|---|---|\n| No CTO relationship | High | Champion intro today |\n| Competitor pricing pressure | High | TCO analysis ready |\n| Budget timing | Medium | Q1 confirmed |\n| CFO business case gap | Medium | ROI calculator drafted |\n\n**Before your next meeting:**\n1. Ask champion James for a CTO intro\n2. Send the CFO the ROI calculator\n\nNothing here touched the CRM or forecast \u2014 this is purely synthetic planning evidence for your prep. Want me to pull the stakeholder map (to see who else influences the CTO relationship) or move straight to the executive briefing/pre-meeting checklist?",
      "agent_logs": "[AccountIntelligenceAgent] **Deal Risk Assessment: Acme Corporation** \u2014 4 risks identified, 2 need action before tomorrow\n\n| Risk | Severity | Mitigation |\n|---|---|---|\n| No CTO relationship | High | Champion intro today |\n| Competitor pricing | High | TCO analysis ready |\n| Budget timing | Medium | Q1 confirmed |\n| CFO business case | Medium | ROI calculator drafted |\n\n**Immediate Actions (before the meeting):**\n1. Call James for CTO intro\n2. Send CFO ROI calculator\n\n**Win probability:** 68% | **Close target:** 21 days\n**Opportunity Value:** $2.4M\n\nNext: generate the briefing document?\n\nSynthetic source model: [Deal Analytics + Risk Models]\nAgents: DealRiskAssessmentAgent\n\n**Evidence boundary:** Exact names, values, scores, percentages, news, stakeholder details, and competitor signals are synthetic planning evidence. Messaging is a draft for human review. No CRM record, task, message, meeting, proposal, or customer communication was created or changed.",
      "expected_agent": "AccountIntelligenceAgent",
      "must_include": [
        "Deal Risk Assessment",
        "Immediate Actions",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    },
    {
      "case_id": "AI-06",
      "persona": "Customer Success Manager",
      "onepager_promise": "Create personalized engagement strategies to empower sellers for every conversation",
      "prompt": "Prepare a concise synthetic Acme pre-meeting briefing and review checklist.",
      "assistant_response": "Here's your Acme Corporation pre-meeting briefing:\n\n**Deal Snapshot**\n- Deal value: $2.4M\n- Win probability: 68%\n- Stakeholders mapped: 8\n- Risks: 4 flagged (2 critical)\n\n**Pre-Meeting Checklist**\n- [ ] Call James for a CTO intro\n- [ ] Send the CFO the ROI calculator\n- [ ] Review competitor counter-strategy before the meeting\n\nThis is a synthetic planning draft (names, figures, and signals are simulated for prep) \u2014 nothing was written to a CRM or sent to a customer. Want me to pull the full stakeholder map or risk details behind the \"2 critical\" flags?",
      "agent_logs": "[AccountIntelligenceAgent] **Account Intelligence Briefing: Acme Corporation** \u2014 briefing complete.\n\n| Summary | Status |\n|---|---|\n| Deal value | $2.4M |\n| Win probability | 68% |\n| Stakeholders | 8 mapped |\n| Risks | 4 (2 critical) |\n\n**Pre-Meeting Checklist:**\n- Call James for CTO intro\n- Send CFO ROI calculator\n- Review competitor counter-strategy\n\nYou're prepared with full account intelligence, stakeholder insights, and competitive positioning.\n\nSynthetic source model: [All Intelligence Systems]\nAgents: BriefingDocumentAgent (orchestrating all agents)\n\n**Evidence boundary:** Exact names, values, scores, percentages, news, stakeholder details, and competitor signals are synthetic planning evidence. Messaging is a draft for human review. No CRM record, task, message, meeting, proposal, or customer communication was created or changed.",
      "expected_agent": "AccountIntelligenceAgent",
      "must_include": [
        "Account Intelligence Briefing",
        "Pre-Meeting Checklist",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    }
  ]
}