{
  "sales_strand": {
    "workshop_meta": {
      "framework_version": "sales-strand-v1.0",
      "source_templates": [
        "Sales Purpose & Model",
        "ICP & Personas",
        "Messaging & Positioning",
        "PLG vs Enterprise Motions",
        "Pipeline Generation",
        "Qualification Framework",
        "Sales Process",
        "Pricing & Packaging",
        "Enablement",
        "Tools & Systems",
        "Hand-offs",
        "Metrics & Forecasting",
        "Risks & Guardrails"
      ],
      "facilitation_notes": [
        "Run with Sales, RevOps, Marketing, Product, and CS.",
        "Start with real customer conversations, segments, ARR distribution, and win/loss data.",
        "This JSON becomes the Sales OS — how your revenue engine thinks and acts."
      ]
    },

    "purpose_and_role": {
      "question": "Why does Sales exist in this company?",
      "answer": "Sales helps organizations understand how Slack transforms their work, guides them through adoption, manages security/compliance concerns, and drives long-term expansion. Sales brings clarity, confidence and partnership — not pressure.",
      "objectives": [
        "Accelerate enterprise adoption and expansion.",
        "Translate Slack’s value into the language of business outcomes.",
        "Remove friction around security, compliance and integrations.",
        "Align customer goals with product capabilities.",
        "Drive predictable and sustainable revenue."
      ]
    },

    "icp_and_personas": {
      "question": "Who does Slack sell to?",
      "ideal_customer_profile": [
        {
          "segment": "Mid-Market (50–500 employees)",
          "pain_points": [
            "Too many tools creating chaos.",
            "Need for async work due to distributed teams.",
            "Manual workflows slowing execution."
          ],
          "value_drivers": [
            "Fewer meetings",
            "Faster decisions",
            "Automation replacing repetitive work"
          ]
        },
        {
          "segment": "Enterprise (500+ employees)",
          "pain_points": [
            "Compliance and governance concerns.",
            "Cross-department collaboration challenges.",
            "Fragmented tech ecosystem."
          ],
          "value_drivers": [
            "Slack as the digital HQ",
            "Security & governance layer",
            "Platform integration into systems of record (Salesforce, Jira, ServiceNow)"
          ]
        }
      ],
      "buyer_personas": [
        {
          "role": "IT / CIO",
          "motivations": [
            "Governance, security, compliance",
            "Consolidating communication tools",
            "Data retention + auditability"
          ]
        },
        {
          "role": "CTO / Engineering Leader",
          "motivations": [
            "Developer productivity",
            "Incident response speed",
            "Integration ecosystem"
          ]
        },
        {
          "role": "Operations Leader",
          "motivations": [
            "Cross-functional coordination",
            "Workflow automation",
            "Change management"
          ]
        },
        {
          "role": "Team Managers",
          "motivations": [
            "Team alignment and visibility",
            "Reducing meeting load",
            "Easier onboarding"
          ]
        }
      ]
    },

    "messaging_and_positioning": {
      "core_positioning_statement": "Slack is the digital HQ where people, tools and AI come together to drive faster, more aligned execution.",
      "value_drivers": [
        "Accelerate decision-making and reduce meetings.",
        "Increase transparency and accountability with channels.",
        "Embed AI and automation directly into daily workflows.",
        "Integrate your entire tech stack into one command center.",
        "Improve execution speed and team alignment across departments."
      ],
      "objection_handling": [
        {
          "objection": "Email works fine for us.",
          "response": "Email is optimized for one-way communication, not cross-team collaboration or decision visibility."
        },
        {
          "objection": "We already use Microsoft Teams.",
          "response": "Slack excels in integrations, developer workflows, and cross-company collaboration with Slack Connect."
        },
        {
          "objection": "Security is a concern.",
          "response": "Slack offers enterprise-grade security, data residency, EKM, and full auditability."
        }
      ]
    },

    "sales_motions": {
      "product_led_growth": {
        "description": "Users adopt Slack organically via free tier → upgrade through internal champions.",
        "levers": [
          "High daily engagement",
          "Viral channel creation",
          "Team-based expansion"
        ]
      },
      "enterprise_sales": {
        "description": "Top-down sales for large organizations with security/compliance needs.",
        "levers": [
          "Security review",
          "Pilot → full rollout",
          "C-level relationships",
          "Integration with other enterprise systems"
        ]
      },
      "bottom_up_plus_top_down": "Slack uniquely combines both motions — viral usage inside teams + enterprise sales covering compliance and governance."
    },

    "pipeline_generation": {
      "sources": [
        "Inbound signups",
        "Customer referrals",
        "Slack Connect partnerships",
        "Outbound sales",
        "Marketing campaigns",
        "Integration partners (Salesforce, Atlassian, ServiceNow, Google)"
      ],
      "qualification_signals": [
        "Multiple teams already active",
        "High monthly active usage",
        "Admins showing interest in security or governance",
        "Teams asking for Integrations or Workflow Builder"
      ]
    },

    "qualification_framework": {
      "framework": "MEDDPICC (used widely in enterprise SaaS)",
      "elements": [
        "Metrics (value drivers)",
        "Economic buyer",
        "Decision criteria",
        "Decision process",
        "Paper process",
        "Identify pain",
        "Champion",
        "Competition"
      ],
      "notes": "Slack sellers focus heavily on identifying operational friction and workflow inefficiencies."
    },

    "sales_process": {
      "stages": [
        {
          "stage": "Discovery",
          "goals": [
            "Identify top collaboration pain points",
            "Uncover workflow bottlenecks",
            "Map current tool ecosystem",
            "Understand decision-making structure"
          ],
          "artifacts": [
            "Discovery doc",
            "Pain map",
            "Workflow diagrams"
          ]
        },
        {
          "stage": "Solution Mapping",
          "goals": [
            "Channel design",
            "Workflow proposals",
            "Integration architecture",
            "AI + automation use cases"
          ],
          "deliverables": [
            "Proposed Slack workspace structure",
            "Automation plan",
            "Security & compliance package"
          ]
        },
        {
          "stage": "Proof of Value / Pilot",
          "goals": [
            "Test adoption",
            "Prove impact on decision speed",
            "Demonstrate lower meeting load"
          ],
          "kpis": [
            "Message volume",
            "Active channels",
            "Automations run",
            "Reduction in meetings"
          ]
        },
        {
          "stage": "Negotiation & Closing",
          "goals": [
            "Finalize pricing",
            "Contract review",
            "Deployment plan"
          ]
        },
        {
          "stage": "Handoff to Customer Success",
          "goals": [
            "Ensure adoption",
            "Training",
            "Expansion opportunities"
          ]
        }
      ]
    },

    "pricing_and_packaging": {
      "plans": [
        "Free",
        "Pro",
        "Business+",
        "Enterprise Grid"
      ],
      "drivers": [
        "Number of users",
        "Security features needed",
        "Compliance requirements",
        "Slack Connect volume",
        "Integrations and workflow usage"
      ]
    },

    "enablement": {
      "materials": [
        "Pitch decks",
        "Live demos",
        "Use-case playbooks",
        "Vertical-specific examples",
        "Security & compliance docs",
        "ROI calculators"
      ],
      "training": [
        "Ramp programs for new reps",
        "Role-play scenarios",
        "Security objection handling",
        "Demo certifications"
      ]
    },

    "tools_and_systems": {
      "crm": "Salesforce",
      "prospecting": ["LinkedIn Sales Navigator", "Apollo", "Outreach"],
      "communication": ["Slack Connect", "Email", "Zoom"],
      "analytics": ["Tableau", "Mode", "Looker"],
      "documentation": ["Guru", "Confluence", "Salesforce files"]
    },

    "handoffs": {
      "to_customer_success": [
        "Pilot results",
        "Org map",
        "Key stakeholders",
        "Adoption signals",
        "Migration plans"
      ],
      "to_support": [
        "Known risks",
        "Architectural dependencies",
        "Important integration touchpoints"
      ],
      "to_product": [
        "Feature gaps raised during sales",
        "Integration requests",
        "Security requirements"
      ]
    },

    "metrics_and_forecasting": {
      "leading_indicators": [
        "Pilot engagement",
        "Slack Connect channel volume",
        "Workflow Builder usage",
        "Top-of-funnel team adoption"
      ],
      "lagging_indicators": [
        "ARR expansion",
        "Renewal rate",
        "Seat growth",
        "Time-to-value"
      ],
      "forecasting_model": [
        "Pipeline scoring",
        "Weighted likelihood",
        "Rep commit",
        "Manager commit",
        "Historical performance calibration"
      ]
    },

    "risks_and_guardrails": {
      "risks": [
        "Overpromising functionality",
        "Misalignment between usage patterns and pricing",
        "Selling before product readiness",
        "Not engaging IT or security early",
        "Treating Slack like a simple chat tool rather than a workflow platform"
      ],
      "guardrails": [
        "Never sell a feature that doesn’t exist or isn’t on roadmap.",
        "Always include IT/security in enterprise deals.",
        "Use usage-led data to validate painful workflows.",
        "Document all concessions and commitments.",
        "Position Slack as a platform, not a messenger."
      ]
    },

    "sales_archetype": {
      "question": "If Sales were a character, who would they be?",
      "primary_archetype": "Consultant",
      "secondary_archetype": "Strategist",
      "rationale": "Sales should feel like a trusted advisor who understands the customer’s workflows and helps them redesign how work happens — not just a seller."
    }
  }
}