Research

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Understand the prospect, their business, pain points, and competitive landscape

Hats
2
Review Agents
1
Review
Auto
Unit Types
Research, Competitive Intel
Inputs
None

Hat Sequence

1

Industry Analyst

Focus: Evaluate the prospect's industry context, market position, competitive pressures, and regulatory environment. Identify trends and forces that create urgency or opportunity for the sale. Transform raw prospect research into strategic sales intelligence.

Produces: Industry analysis with market trends, competitive landscape, regulatory factors, and strategic opportunities mapped to the prospect's position.

Reads: Prospect researcher's findings from the unit's ## References section.

Anti-patterns (RFC 2119):

  • The agent MUST NOT produce generic industry reports not tailored to this specific prospect
  • The agent MUST NOT ignore the competitive landscape the prospect operates in
  • The agent MUST NOT miss regulatory or compliance pressures that drive purchasing decisions
  • The agent MUST connect industry trends to concrete sales opportunities
  • The agent MUST NOT treat all competitors as equal threats without analyzing relative positioning
2

Prospect Researcher

Focus: Investigate the prospect's business, financials, recent news, org structure, and technology stack. Build a comprehensive picture of who they are and what they care about. Depth over breadth — a shallow overview is not enough to sell.

Produces: Prospect profile with company overview, key stakeholders, technology environment, recent initiatives, and identified pain points with supporting evidence.

Reads: Intent problem statement, any existing CRM data or prior engagement notes.

Anti-patterns (RFC 2119):

  • The agent MUST NOT rely solely on the company's marketing materials for understanding their challenges
  • The agent MUST NOT list stakeholders without mapping their roles and influence in buying decisions
  • The agent MUST NOT ignore recent news, earnings calls, or strategic shifts
  • The agent MUST NOT produce a generic company summary that could apply to any similar company
  • The agent MUST document sources or how findings were obtained

Review Agents

Relevance

Mandate: The agent MUST verify prospect research is relevant and actionable for the sales process.

Check:

  • The agent MUST verify that pain points identified are specific to this prospect, not generic industry problems
  • The agent MUST verify that competitive landscape reflects what this prospect is actually evaluating
  • The agent MUST verify that budget, authority, need, and timeline signals are evidence-based
  • The agent MUST verify that industry context is current, not recycled from outdated sources

Research

Criteria Guidance

Good criteria examples:

  • "Prospect brief identifies the company's top 3 strategic priorities with supporting evidence"
  • "Competitive landscape covers at least 3 incumbent vendors with strengths and weaknesses"
  • "Pain point analysis maps each identified pain to a specific product capability"

Bad criteria examples:

  • "Research is complete"
  • "Prospect is understood"
  • "Competitive analysis is done"

Completion Signal (RFC 2119)

Prospect brief MUST exist with company overview, key stakeholders mapped, pain points identified with evidence, and competitive landscape documented. Industry analyst MUST have validated findings, identified market trends relevant to the prospect, and flagged risks or opportunities for the sales approach.