{
  "schema": "aibast-canonical-transcripts/1.0",
  "captured_at": "2026-10-07T02:24:21.498715+00:00",
  "solution": "@aibast-agents-library/deal-progression",
  "onepager": "Deal Progression Agent one-pager.pptx",
  "brainstem_version": "0.6.16",
  "loaded_tools_after_capture": [
    "DealProgressionAgent"
  ],
  "agent_sources": [
    {
      "path": "agents/@aibast-agents-library/b2b_sales_stacks/deal_progression_stack/deal_progression_agent.py",
      "sha256": "7ab701819a48cd143e6047afd00f303bbbbc32a42ae1dd6b81c60181379818ce"
    }
  ],
  "case_file": "tests/demo_cases/deal-progression.json",
  "case_file_sha256": "b09096a381c087afe70326faa19dd63f8f97b8dc07732891b148572b83d85792",
  "strict_isolation": true,
  "transcripts": [
    {
      "case_id": "DP-01",
      "persona": "Sales Director",
      "onepager_promise": "Perform proactive pipeline analysis to improve forecast confidence",
      "prompt": "Which opportunities need attention in the synthetic pipeline, and what evidence should I review before changing the forecast?",
      "assistant_response": "Here's the pipeline health snapshot (synthetic dataset):\n\n**Out of $18M / 47 deals, 12 are stalled ($4.2M at risk), 7 more at risk ($4.0M).**\n\nTop deals needing attention:\n- **TechCorp** \u2013 $890K, stalled 34 days\n- **Global Manufacturing** \u2013 $720K, stalled 28 days\n- **Apex Financial** \u2013 $580K, stalled 25 days\n\nRoot causes across stalled deals: 5 missing exec sponsor, 4 stuck in competitor eval, 3 waiting on budget.\n\nBefore touching any forecast number, I'd pull the actual blocker evidence for these top three \u2014 stakeholder/sponsor activity, last touchpoint dates, and competitive signals \u2014 rather than relying on this summary alone.\n\nWant me to get that detailed evidence for TechCorp and Global Manufacturing (or all 12)?",
      "agent_logs": "[DealProgressionAgent] **Pipeline Health Summary**\n\nAnalyzed **$18M** pipeline (47 deals) - **12 deals stalled** ($4.2M at risk)\n\n| Status | Deals | Value |\n|--------|-------|-------|\n| On Track | 28 | $9.8M |\n| At Risk | 7 | $4.0M |\n| Stalled | 12 | $4.2M |\n\n**Top Stalled:** TechCorp ($890K, 34 days), Global Mfg ($720K, 28 days), Apex Financial ($580K, 25 days)\n\n**Root Causes:** 5 missing exec sponsor, 4 competitor eval, 3 budget pending\n\nSynthetic source model: [Salesforce + Activity Analytics]\n\n**Next step:** Want details on the top stalled deals?\n\n**Evidence boundary:** Exact names, dates, counts, values, scores, percentages, and projections are synthetic planning evidence. This read-only output did not write CRM data, assign tasks, send alerts, approve pricing, change a forecast, or contact a customer.",
      "expected_agent": "DealProgressionAgent",
      "must_include": [
        "Pipeline Health Summary",
        "Evidence boundary",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    },
    {
      "case_id": "DP-02",
      "persona": "Account Executive",
      "onepager_promise": "Detect stalled deals to reduce slippage and protect revenue commitments",
      "prompt": "What blocker evidence explains the loss of momentum on our two largest stalled synthetic deals?",
      "assistant_response": "Here's the blocker evidence for your two largest stalled deals:\n\n**TechCorp Industries ($890K, Proposal stage)**\n- Stalled 34 days (2.1x the 16-day benchmark)\n- Champion (VP IT Mark Reynolds) went silent 18 days ago\n- Root cause: a new CFO is now reviewing all purchases \u2014 likely triggered a spending freeze/review that froze the champion's ability to move forward\n\n**Global Manufacturing ($720K, Negotiation stage)**\n- Stalled 28 days (2.3x the 12-day benchmark)\n- Champion (Dir. Ops Rachel Green) is still active and engaged, but frustrated\n- Root cause: legal review is holding up the contract \u2014 not a relationship problem, a process bottleneck\n\nKey difference: TechCorp lost its champion's attention due to an executive shakeup; Global Manufacturing has an engaged champion but is stuck behind legal. Want me to generate action plans for these two?",
      "agent_logs": "[DealProgressionAgent] **Stalled Deal Deep-Dive (2 of 12 stalled deals, $4.2M at risk overall)**\n\n**TechCorp Industries ($890K):** Champion went silent 18 days ago, new CFO reviewing all purchases -> Re-engage via different stakeholder, prepare CFO business case\n\n| Factor | Status |\n|--------|--------|\n| Stage | Proposal |\n| Days stalled | 34 (2.1x benchmark of 16 days) |\n| Deal age | 96 days |\n| Last contact | 18 days ago |\n| Champion | VP IT - Mark Reynolds (Silent) |\n| Blocker | Executive Change |\n\n**Diagnosis:** Champion went silent 18 days ago, new CFO reviewing all purchases\n\n---\n\n**Global Manufacturing ($720K):** Champion active but legal review blocking contract -> Offer pre-approved template, escalate with legal concession\n\n| Factor | Status |\n|--------|--------|\n| Stage | Negotiation |\n| Days stalled | 28 (2.3x benchmark of 12 days) |\n| Deal age | 88 days |\n| Last contact | 5 days ago |\n| Champion | Dir. Ops - Rachel Green (Active frustrated) |\n| Blocker | Legal Review |\n\n**Diagnosis:** Champion active but legal review blocking contract\n\n**Velocity Comparison:** Both significantly over your 45-day avg close time.\n\nSynthetic source model: [CRM + Email Analytics + Meeting Logs]\n\n**Next step:** Generate action plans?\n\n**Evidence boundary:** Exact names, dates, counts, values, scores, percentages, and projections are synthetic planning evidence. This read-only output did not write CRM data, assign tasks, send alerts, approve pricing, change a forecast, or contact a customer.",
      "expected_agent": "DealProgressionAgent",
      "must_include": [
        "Stalled Deal Deep-Dive",
        "Diagnosis",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    },
    {
      "case_id": "DP-03",
      "persona": "Account Executive",
      "onepager_promise": "Generate action plans that accelerate deal progress and improve close rates",
      "prompt": "Draft reviewable intervention plans for our two largest stalled synthetic deals, but do not assign work or contact anyone.",
      "assistant_response": "Here are reviewable draft intervention plans for your two largest stalled deals \u2014 **TechCorp ($890K)** and **Global Manufacturing ($720K)**:\n\n**TechCorp Industries \u2014 Proposal stage**\n1. Research CFO\n2. Call VP IT for warm intro\n3. Send CFO-focused ROI analysis\n4. VP-to-CFO outreach\n\u2192 Week 2: exec meeting, re-pitch with finance lens, rebuild champion relationship\nSuggested owner: Mike Chen (exec alignment support from Sarah Kim)\n\n**Global Manufacturing \u2014 Negotiation stage**\n1. Call champion\n2. Send pre-approved contract template\n3. Offer a 30-day out clause\n4. Legal-to-legal call\n\u2192 Week 2: close outstanding redlines, escalate blockers to VP Legal if needed\nSuggested owner: Lisa Torres (legal fast-track support)\n\nBoth target a 10-day return to active review.\n\nNote: this is a draft plan only \u2014 nothing has been assigned, no tasks created, and no one has been contacted. Want me to pull the full pipeline acceleration view next, or refine either plan?",
      "agent_logs": "[DealProgressionAgent] **Action Plans \u2014 2 Stalled Deals (drafts for your review)**\n\n- **TechCorp:** Research CFO -> Call VP IT for intro -> Send CFO ROI analysis -> VP-to-CFO outreach\n- **Global Mfg:** Call champion -> Send pre-approved template -> Offer 30-day out clause -> Legal-to-legal call\n\n**Suggested owners:** Sarah Kim (TechCorp exec alignment), Legal fast-track (Global)\n**Target:** Both back on track within 10 days\n\n---\n\n**TechCorp Industries \u2014 $890,000 (Proposal)**\n\n**Next steps:**\n1. Research CFO\n2. Call VP IT for intro\n3. Send CFO ROI analysis\n4. VP-to-CFO outreach\n\n**Week 2:**\n- Schedule executive meeting with business case\n- Re-present proposal with finance lens\n- Establish new champion relationship\n\n**Suggested Resource:** Sarah Kim (TechCorp exec alignment)\n**Owner:** Mike Chen\n**Planning Objective:** Evaluate whether the deal can return to active review within 10 days\n\n---\n\n**Global Manufacturing \u2014 $720,000 (Negotiation)**\n\n**Next steps:**\n1. Call champion\n2. Send pre-approved template\n3. Offer 30-day out clause\n4. Legal-to-legal call\n\n**Week 2:**\n- Follow up on outstanding redline items\n- Escalate any remaining blockers to VP Legal\n\n**Suggested Resource:** Legal fast-track (Global)\n**Owner:** Lisa Torres\n**Planning Objective:** Evaluate whether the deal can return to active review within 10 days\n\nSynthetic source model: [Sales Playbook + Win Patterns]\n\n**Next step:** See the full pipeline acceleration plan?\n\n**Evidence boundary:** Exact names, dates, counts, values, scores, percentages, and projections are synthetic planning evidence. This read-only output did not write CRM data, assign tasks, send alerts, approve pricing, change a forecast, or contact a customer.",
      "expected_agent": "DealProgressionAgent",
      "must_include": [
        "Action Plans",
        "Planning Objective",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    },
    {
      "case_id": "DP-04",
      "persona": "Sales Director",
      "onepager_promise": "Generate action plans that accelerate deal progress and improve close rates",
      "prompt": "Which synthetic timing options could move pipeline review forward without turning scenario value into a forecast commitment?",
      "assistant_response": "Here are the timing options to pull pipeline review forward without baking anything into a forecast commitment:\n\n- **Exec alignment** \u2014 7 deals, $3.2M, saves ~12 days\n- **Contract fast-track** \u2014 2 deals, $1.8M, saves ~8 days\n- **Proof-of-value push** \u2014 4 deals, $1.8M, saves ~15 days\n\n**This week's quick wins** ($810K total, basically ready to close):\n- DataFlow $340K (awaiting signature)\n- Summit $280K (Friday approval)\n- Tech Dynamics $190K (in DocuSign)\n\nScenario math suggests a potential +$2.4M lift to Q4 if all three actions land \u2014 but that's explicitly planning evidence, not a committed forecast number.\n\nWant me to turn this into rep-level action plans, or just log it as a summary for leadership?",
      "agent_logs": "[DealProgressionAgent] **Pipeline Acceleration Strategy**\n\n**$6.8M** can be accelerated with targeted actions:\n\n| Action | Deals Impacted | Value | Days Saved |\n|--------|----------------|-------|------------|\n| Exec alignment | 7 | $3.2M | 12 days |\n| Contract fast-track | 2 | $1.8M | 8 days |\n| Proof-of-value | 4 | $1.8M | 15 days |\n\n**Quick Wins This Week:** DataFlow $340K (awaiting sig), Summit $280K (Friday approval), Tech Dynamics $190K (in DocuSign) (total $810K)\n\n**Forecast Impact:** +$2.4M to Q4 commit\n\n**Rep-Level Actions:**\n\n| Rep | Stalled Deals | Priority Action |\n|-----|---------------|----------------|\n| Mike Chen | 3 | ROI business cases |\n| Lisa Torres | 2 | Contract negotiations |\n| James Park | 3 | Re-engagement campaign |\n| Sarah Kim | 2 | ROI business cases |\n| Ryan Davis | 2 | ROI business cases |\n\n**Synthetic Scenario:** The +$2.4M Q4 figure is planning evidence for your review; it is not a forecast commitment.\n\nSynthetic source model: [Pipeline Analytics + Historical Patterns]\n\n**Next step:** Assign tasks to the team?\n\n**Evidence boundary:** Exact names, dates, counts, values, scores, percentages, and projections are synthetic planning evidence. This read-only output did not write CRM data, assign tasks, send alerts, approve pricing, change a forecast, or contact a customer.",
      "expected_agent": "DealProgressionAgent",
      "must_include": [
        "Pipeline Acceleration Strategy",
        "Synthetic Scenario",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    },
    {
      "case_id": "DP-05",
      "persona": "Sales Director",
      "onepager_promise": "Generate action plans that accelerate deal progress and improve close rates",
      "prompt": "Map candidate follow-up work to the synthetic rep capacity for my review; do not create tasks or alerts.",
      "assistant_response": "Here's the candidate task-to-rep capacity mapping for your review (read-only \u2014 nothing was created or sent):\n\n| Rep | Candidate Tasks | Suggested Deadline | Focus Area |\n|-----|-----------------|--------------------|------------|\n| Mike Chen | 6 | This week | TechCorp re-engagement + exec intros |\n| Lisa Torres | 4 | 5 days | Global Manufacturing contract fast-track |\n| James Park | 8 | 7 days | Apex Financial proof-of-value + competitive positioning |\n| Sarah Kim | 3 | 10 days | TechCorp CFO business case alignment |\n\n**21 total candidate tasks** across 4 reps. Also flagged but *not enabled*: Teams overdue alerts, stage-change notifications, and a 7-day stall warning threshold.\n\nNothing here is live \u2014 no CRM writes, no task assignments, no alerts sent. Want me to pull together a full executive summary alongside this, or adjust the mapping (e.g., rebalance load across reps)?",
      "agent_logs": "[DealProgressionAgent] **Draft Task Assignment Plan**\n\n**21** candidate tasks mapped across **4** reps, ready for you to assign.\n\n| Rep | Tasks | Deadline | Focus |\n|-----|-------|----------|-------|\n| Mike Chen | 6 | This week | TechCorp re-engagement and exec introductions |\n| Lisa Torres | 4 | 5 days | Global Manufacturing contract fast-track |\n| James Park | 8 | 7 days | Apex Financial proof-of-value and competitive positioning |\n| Sarah Kim | 3 | 10 days | TechCorp exec alignment (CFO business case) |\n\n**Proposed Tracking (ready for you to turn on):**\n- Daily alerts in Microsoft Teams for overdue tasks\n- Stage change notifications\n- 7-day stall warning (vs 21)\n\n**Targets:** Reduce stall time to 10 days, move $4.2M back to active, +$2.4M Q4 commit\n\nSynthetic source model: [Salesforce + Task Management]\n\n**Next step:** Generate summary?\n\n**Evidence boundary:** Exact names, dates, counts, values, scores, percentages, and projections are synthetic planning evidence. This read-only output did not write CRM data, assign tasks, send alerts, approve pricing, change a forecast, or contact a customer.",
      "expected_agent": "DealProgressionAgent",
      "must_include": [
        "Draft Task Assignment Plan",
        "candidate tasks",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    },
    {
      "case_id": "DP-06",
      "persona": "Sales Director",
      "onepager_promise": "Perform proactive pipeline analysis to improve forecast confidence",
      "prompt": "Give me a leadership-ready summary of the synthetic pipeline findings and the decisions that still require human review.",
      "assistant_response": "Here's the leadership-ready version:\n\n**Pipeline Acceleration \u2014 Executive Summary**\n\n- **Scope:** $18M pipeline, 47 deals analyzed\n- **Stalled:** 12 deals worth $4.2M flagged with root-cause evidence\n- **Drafted:** 21 recommended actions, including $810K in \"quick win\" moves this week\n- **Upside modeled:** $6.8M acceleration opportunity; stall time could drop from 21 \u2192 10 days; Q4 commit could gain +$2.4M; pipeline health score 60% \u2192 78%\n\n**What still needs human review/approval:**\n1. **Task assignment** \u2014 the 21 draft actions are mapped to reps but not yet assigned\n2. **Tracking/alerts setup** \u2014 a proposed 7-day early-warning system is drafted, not activated\n3. **Forecast changes** \u2014 none have been made; the +$2.4M projection is a scenario, not a commitment\n4. **CRM updates** \u2014 nothing has been written back; all deal data/actions are pending sign-off\n5. **Customer-facing moves** \u2014 no outreach, pricing, or terms changes have been initiated\n\nEverything above is analysis and draft planning only \u2014 no system of record was touched. Want me to pull the specific action plans for the top stalled deals (e.g., TechCorp, Global Manufacturing) for review first?",
      "agent_logs": "[DealProgressionAgent] **Pipeline Acceleration Program \u2014 Executive Summary**\n\n| Result | Value |\n|--------|-------|\n| Pipeline analyzed | $18M (47 deals) |\n| Stalled identified | 12 deals ($4.2M) |\n| Tasks drafted | 21 actions |\n| Quick wins | $810K this week |\n| Acceleration opportunity | $6.8M |\n\n**Synthetic Planning Targets:** Stall time 21 -> 10 days, +$2.4M Q4 commit, pipeline health 60% -> 78%\n\nYour $4.2M in stalled deals now have draft action plans and a proposed tracking setup with a 7-day early warning, ready for your approval.\n\nSynthetic source model: [All Pipeline Systems]\n\n**Evidence boundary:** Exact names, dates, counts, values, scores, percentages, and projections are synthetic planning evidence. This read-only output did not write CRM data, assign tasks, send alerts, approve pricing, change a forecast, or contact a customer.",
      "expected_agent": "DealProgressionAgent",
      "must_include": [
        "Executive Summary",
        "Synthetic Planning Targets",
        "Evidence boundary"
      ],
      "model": "claude-sonnet-5",
      "requested_model": "claude-sonnet-5",
      "passed": true
    }
  ]
}