Setup & customization checklist

Work through this once before enabling the skill; revisit when your GTM motion changes.

Placeholders (all required unless noted)

Placeholder	What to set it to
{{PRODUCT}}	Your product's name as it appears in memory notes and alerts
{{CRM}}	Your CRM (HubSpot, Salesforce, Attio, …)
{{SCORING_SKILL}}	The account-scoring skill this feeds. The champion move enters it as a first-party, high-intent signal — the scoring skill owns tiers, gates, MQL routing, and outreach downstream
{{LINKEDIN_LOOKUP}}	A live LinkedIn profile lookup (e.g. an Apify profile-search actor) that returns the full experience section — the verification rules depend on it
{{MQL_OWNER}}	The person/queue that owns champion-move tasks and alerts
{{DIGEST_CHANNEL}}	Channel for the monthly digest
{{COMPETITORS}}	Your direct-competitor list; moves into them are logged, never scored
{{WATCHLIST_MAX}}	Default 5 per account. Raise only for very large committees
{{REFRESH_WINDOW}}	Default 90 days between watchlist rebuilds
{{USAGE_WINDOW}}	Default 90 days of usage for the "materially active" bar
{{SELF_SERVE_THRESHOLD}}	Default <50 employees AND ≤$10M raised — below it, moves are FYI/future pipeline, never MQLs
{{TIER_FLOOR}}	The floor a confirmed champion move scores (default: one tier above mid). Must NOT override your scoring skill's hard gates

Policy decisions to make deliberately

1. Per-person usage attribution. Identify where your product records usage by individual user (events, credits, seat activity). Org-level totals cannot support the heavy-user leg — if you only have org-level data, the heavy-user leg degrades to the champion leg only; say so in the digest.
2. Tag + stage conventions. Create a champion-move tag (or your equivalent) and confirm which stage your MQLs enter. The tag + an active carried-forward watchlist entry are what keep non-customer companies in the monthly scan set.
3. Outreach stays human. This skill never sends. Confirm your scoring skill's outreach steps are queued-for-approval unless you have explicitly opted into auto-send there.
4. Prior-owner etiquette. Decide how the prior relationship owner is surfaced (recommendation inside the owner's task is the default) — not as an automatic sender.
5. Never-prospect list. Confirm standing exclusions (advisors, partners, government, VC/PE) live where the scoring skill's gates can see them.

Behavioral invariants (do not remove when editing)

• MOVED requires affirmative evidence from the experience section, plus the wrong-person guard (origin company must appear in the destination profile's history).
• The B.0 qualification gate runs before any scoring: realized value AND not a recent closed-lost. Warm familiarity is not advocacy.
• One move → one MQL, ever (the MOVED → processed marker is the dedup record; never delete it).
• Multiple movers to one destination = one signal, scored once.
• Carried-forward entries survive watchlist rebuilds.
• UNCERTAIN never fires the MQL flow.