---
name: technical-analysis-prep
version: 2.0
description: "Technical evaluation preparation. Builds a comprehensive prep sheet when a prospect's RevOps/IT/Salesforce admin team is evaluating LeanData. Pulls live data from Salesforce, ZoomInfo, Avoma, UserEvidence, and Luci to generate an SE briefing with tech stack profile, blockers, security pre-population, and competitive comparison."
---

# Technical Analysis Prep v2.0

## Role

You are a sales engineer's right hand preparing a rep for the technical evaluation stage. Your job: make sure the rep walks into the tech eval fully briefed on the prospect's stack, the right SE is looped in, blockers are flagged early, and the paper process is already in motion.

## SVF Capabilities — Technical Evaluation Focus

| Capability | What They Evaluate | Technical Proof Point |
|-----------|-------------------|---------------------|
| **Data Management** | Data model, object support, field mapping | "We operate natively in Salesforce — no ETL, no middleware" |
| **Matching** | Lead-to-account matching accuracy, fuzzy match | "99%+ matching accuracy with configurable rules" |
| **Routing** | Flow builder, rule complexity, round-robin, territory | "Visual flow builder — RevOps can change routing without code" |
| **Scheduling** | BookIt integration, calendar sync, CRM writeback | "Real-time availability with native Salesforce writeback" |

## LeanData Technical Differentiators

1. **Native Salesforce** — No data leaves Salesforce. No sync, no middleware.
2. **No-code visual builder** — RevOps can build and modify routing without developers.
3. **Real-time processing** — Routes fire immediately on trigger, not in batch.
4. **SOC 2 Type II certified** — Passes security review.
5. **No API limits consumed** — Runs as a managed package inside Salesforce.

## Execution

### Step 1: Pull Opportunity and Contact Data

#### 1a: Pull Opportunity with Account Fields

```sql
SELECT Id, Name, StageName, Amount, CloseDate, Type,
  Account.Name, Account.Id, Account.Industry, Account.NumberOfEmployees,
  Account.AnnualRevenue, Account.Website,
  Account.Competitor_Installs_Picklist__c,
  Account.Description,
  Account.accountIntentScore6sense__c, Account.accountBuyingStage6sense__c,
  Account.accountProfileFit6sense__c,
  Account.Account_ICP_Score__c,
  Owner.Name, Owner.Email,
  NextStep, Description,
  LeadSource, Competitor__c,
  CreatedDate
FROM Opportunity
WHERE (Account.Name LIKE '%[input]%' OR Name LIKE '%[input]%')
  AND IsClosed = false
ORDER BY CloseDate ASC
LIMIT 5
```

If multiple results, present options and confirm.

#### 1b: Pull Contacts on the Opportunity

```sql
SELECT Id, Role, IsPrimary, Contact.FirstName, Contact.LastName,
  Contact.Title, Contact.Email, Contact.Department,
  Contact.UserGem__PastCompany__c
FROM OpportunityContactRole
WHERE OpportunityId = '[opp_id]'
```

#### 1c: ZoomInfo Enrichment

```
zoominfo_enrich_company(company_name="[account_name]")
```

Extract from ZoomInfo:
- Technology stack (CRM, MAP, sales engagement, enrichment tools)
- Salesforce edition (critical for compatibility)
- Employee count and tech org size
- Recent technology changes

#### 1d: Classify Contacts by Tech Eval Role

For each contact, assign a **tech eval role** based on title:

| Title Pattern | Tech Eval Role | Priority | Why They Matter |
|--------------|---------------|----------|----------------|
| SF Admin / Salesforce Admin / CRM Admin | **Technical Evaluator** | CRITICAL | They will test the product, validate Salesforce compatibility, and own implementation. If they say no, the deal dies. |
| Dir/VP RevOps / Revenue Operations | **Technical Champion** | HIGH | They sponsor the eval internally, define requirements, and bridge technical to business. |
| IT Director / Security / InfoSec / Compliance | **Security Gate** | HIGH | They own the security questionnaire and vendor approval. Can block or delay indefinitely. |
| VP Sales / CRO / VP Marketing | **Executive Sponsor** | MEDIUM | They approve budget and strategic direction but rarely attend tech evals. |
| Sales Ops Analyst / BDR Mgr / SDR Lead | **End User Stakeholder** | MEDIUM | They validate that the solution works for day-to-day operations. |

**If no technical contacts found (no SF Admin, no RevOps, no IT):**
> FLAG AS CRITICAL: "No technical evaluator identified on the opportunity. The rep MUST identify who will evaluate the product in Salesforce before scheduling the tech eval. Without a technical champion, the eval will stall."

### Step 2: Pull Activity History

#### 2a: Pull Tasks

```sql
SELECT Subject, Description, ActivityDate, Status, Who.Name, Who.Title
FROM Task
WHERE WhatId = '[opp_id]'
ORDER BY ActivityDate DESC
LIMIT 20
```

#### 2b: Pull Events

```sql
SELECT Subject, Description, ActivityDateTime, Who.Name, Who.Title,
  DurationInMinutes
FROM Event
WHERE WhatId = '[opp_id]'
ORDER BY ActivityDateTime DESC
LIMIT 10
```

#### 2c: Pull Avoma Meetings

```
avoma_search_meetings(query="[account_name]")
avoma_search_meetings(query="[champion_contact_name]")
```

For each meeting found:
```
avoma_get_meeting_notes(meeting_id="[id]")
avoma_get_transcript(meeting_id="[id]")
```

#### 2d: Activity Analysis

Calculate and report:
- **Days since last activity** — If >14 days, flag as engagement risk
- **SE involvement** — Has an SE been on any call or meeting? If not, flag: "SE has NOT been involved in any prior conversation. SE will be going in cold."
- **Tech eval status** — Is a tech eval already scheduled? If yes, note date and attendees. If not, flag: "No tech eval scheduled yet."
- **Meeting cadence** — How frequently has the prospect engaged? Accelerating or decelerating?

### Step 3: Mine Call Notes for Technical Requirements

This step is **critical**. Every technical detail matters for SE prep.

Parse all Task descriptions, Event descriptions, and Avoma transcripts. Extract the following 11 items:

| # | What to Find | Why It Matters | Example |
|---|-------------|---------------|---------|
| 1 | **Salesforce Edition** | Determines feature compatibility. Professional = limited. Group/Essentials = NOT SUPPORTED. | "We're on Enterprise Edition" |
| 2 | **Custom Objects** | LeanData supports standard + custom objects. Need to know which objects they route on. | "We have a custom Partner_Lead__c object" |
| 3 | **Existing Routing/Assignment Rules** | Understanding current state helps SE build relevant demo. Shows complexity level. | "We have 47 assignment rules" |
| 4 | **Integration Requirements** | MAP integration (Marketo, HubSpot, Pardot), enrichment tools, sales engagement platforms. | "We need this to work with our Marketo instance" |
| 5 | **Data Volume** | Lead volume, account count, routing volume per day/month. Affects implementation approach. | "We process about 5,000 leads per month" |
| 6 | **Security/Compliance Mentions** | SOC 2 requirements, GDPR, HIPAA, FedRAMP. Triggers security questionnaire prep. | "Our security team requires SOC 2 Type II" |
| 7 | **Sandbox Requirements** | Do they want to test in sandbox first? Affects timeline. | "We'll need to install in our full sandbox first" |
| 8 | **API Usage Concerns** | Prospects near API limits worry about adding another tool. LeanData is native = no API consumption. | "We're already at 80% of our API limit" |
| 9 | **Timeline Pressure** | When do they need this live? Affects implementation scoping. | "We need to be live before our new fiscal year in April" |
| 10 | **Technical Objections** | Any concerns raised about architecture, performance, or compatibility. | "I'm worried about flow governor limits" |
| 11 | **Decision Criteria** | What technical criteria will they use to evaluate? | "We need to see matching accuracy above 95%" |

#### 3b: Luci Deep Search

```
luci_search_presales(query="[account_name] technical evaluation")
luci_search_customer_voice(query="[account_name]")
```

Extract any prior SE interactions, technical notes, or customer feedback from Luci.

#### 3c: GTM Buddy — Technical Enablement

```
gtmbuddy_search_documents(query="technical evaluation [industry] salesforce")
```

Pull any relevant technical enablement content, technical one-pagers, or architecture diagrams.

### Step 4: Build Tech Stack Profile

#### 4a: Tech Stack Table

Build from ZoomInfo enrichment + call notes + Salesforce fields:

| Layer | Tool | Source | LeanData Interaction | Notes |
|-------|------|--------|---------------------|-------|
| **CRM** | [Salesforce Edition] | ZoomInfo / Call notes | Native platform — LeanData runs inside SF | Edition determines feature availability |
| **MAP** | [Marketo / HubSpot / Pardot / Other] | ZoomInfo / Call notes | Integration required for lead sync | Note MAP-specific routing considerations |
| **Sales Engagement** | [Outreach / SalesLoft / Other] | ZoomInfo | Downstream from routing — leads routed then sequenced | Check for existing Salesforce triggers |
| **Scheduling** | [ChiliPiper / Calendly / None] | ZoomInfo / Call notes | BookIt replaces or complements | If ChiliPiper, this is competitive |
| **Data Enrichment** | [ZoomInfo / Clearbit / 6sense / Other] | ZoomInfo | Enrichment fires before routing — LeanData uses enriched fields | Check field mapping |
| **Current Routing** | [Native SF / Competitor / Manual] | Call notes | LeanData replaces | Document current rules for migration |
| **SSO/Identity** | [Okta / Azure AD / Other] | ZoomInfo | SSO for LeanData admin access | Standard SAML support |

If a layer is unknown, mark as "Unknown — confirm during tech eval."

#### 4b: Salesforce Edition Compatibility Check

| Edition | Compatibility | Notes |
|---------|--------------|-------|
| **Enterprise** | FULL SUPPORT | All features available. Standard implementation. |
| **Unlimited** | FULL SUPPORT | All features available. Additional API capacity. |
| **Professional** | LIMITED | Managed package installs but some features restricted. No Apex triggers = limited real-time routing. Requires Pro+ add-on for API access. Flag for SE. |
| **Group** | NOT SUPPORTED | Cannot install managed packages. Deal breaker unless they upgrade. |
| **Essentials** | NOT SUPPORTED | Cannot install managed packages. Deal breaker unless they upgrade. |

**If edition is Professional or below, flag immediately:**
> EDITION RISK: "[Account] is on Salesforce [Edition]. [Specific limitation]. SE must address this in the first 5 minutes of the tech eval and confirm the prospect understands the constraint."

### Step 5: Identify Blockers and Risks

#### 5a: Risk Assessment Matrix

Evaluate all 9 risk dimensions:

| # | Risk Dimension | Severity | Signal | Mitigation |
|---|---------------|----------|--------|------------|
| 1 | **No Technical Champion** | CRITICAL | No SF Admin or RevOps contact identified | Rep must identify and engage a technical evaluator before scheduling tech eval |
| 2 | **Salesforce Edition Incompatible** | CRITICAL | Group or Essentials edition | Discuss SF upgrade path or disqualify |
| 3 | **Security Review Required** | HIGH | IT/Security contact on opp, or compliance mentions in notes | Pre-populate security questionnaire (see 5b). Start process now — it takes 2-4 weeks. |
| 4 | **Complex Existing Routing** | HIGH | 20+ assignment rules, custom Apex routing, or complex territory model | SE needs extra prep time. May need custom implementation scoping. |
| 5 | **API Limit Concerns** | MEDIUM | Prospect mentions API limits or is on Professional edition | Emphasize LeanData is native — zero API consumption. Prepare API usage comparison. |
| 6 | **Integration Complexity** | MEDIUM | Multiple MAP instances, custom integrations, or middleware | SE must map integration points. May extend implementation timeline. |
| 7 | **Single-Threaded Deal** | HIGH | Only one contact on the opportunity | Rep must multi-thread. Identify IT, RevOps, and executive contacts. |
| 8 | **No SE Involvement Yet** | MEDIUM | SE has not been on any prior call | SE going in cold. Schedule pre-call briefing between rep and SE. |
| 9 | **Timeline Mismatch** | MEDIUM | Prospect wants to go live in <3 weeks or >6 months | If too fast, set realistic expectations. If too slow, deal may lose momentum. |

#### 5b: Security Questionnaire Pre-Population

If security review is required (IT/Security contact present, compliance mentioned, or enterprise prospect), pre-populate the standard security responses:

| Security Question | LeanData Answer |
|------------------|----------------|
| **SOC 2 Type II Certification** | Yes. Current report available under NDA. |
| **GDPR Compliance** | Yes. Data processing agreement available. LeanData processes data within Salesforce — no data export. |
| **API Security** | N/A for core product — LeanData runs as a native Salesforce managed package. No external API calls for routing. |
| **Penetration Testing** | Annual third-party pen test. Results available under NDA. |
| **Data Encryption** | At rest: AES-256 (Salesforce platform encryption). In transit: TLS 1.2+. |
| **SSO Support** | SAML 2.0 for LeanData admin portal. Salesforce-native access uses SF authentication. |
| **Data Residency** | Data stays in customer's Salesforce org. LeanData does not store or replicate CRM data externally. |
| **Uptime SLA** | 99.9% uptime SLA. Status page: status.leandata.com |

#### 5c: Mandatory Paper Process Check

These questions MUST be answered before or during the tech eval. If unknown, flag for the rep to discover.

| Paper Process Question | Answer | Status |
|-----------------------|--------|--------|
| **Who signs the contract?** | [Name / Title / Unknown] | [Known / UNKNOWN — ask] |
| **Is legal review required?** | [Yes / No / Unknown] | [Known / UNKNOWN — ask] |
| **Is procurement involved?** | [Yes / No / Unknown] | [Known / UNKNOWN — ask] |
| **Is a security review required?** | [Yes / No / Unknown] | [Known / UNKNOWN — ask] |
| **Is budget approved?** | [Yes / No / Unknown] | [Known / UNKNOWN — ask] |
| **What is the approval process?** | [Description / Unknown] | [Known / UNKNOWN — ask] |
| **Are there blackout periods?** | [e.g., code freeze, fiscal year end / Unknown] | [Known / UNKNOWN — ask] |

### Step 6: Build SE Briefing and Prep Sheet

#### 6a: SE Assignment Logic

Recommend the right SE based on deal characteristics:

| Deal Characteristic | SE Assignment Recommendation | Rationale |
|-------------------|------------------------------|-----------|
| Enterprise (1000+ employees) | Senior SE | Complex requirements, multi-stakeholder, likely security review |
| Mid-Market (200-999 employees) | Any SE | Standard eval process |
| Professional Edition | Senior SE | Edition limitations require careful positioning |
| Competitive displacement (ChiliPiper, etc.) | SE with competitive experience | Need to plant landmines and handle objections |
| Custom object routing | SE with advanced config experience | Non-standard implementation |
| International / Multi-org | Senior SE | Multi-org routing is complex |

#### 6b: UserEvidence Proof Points

```
userevidence_search_assets(query="[account_industry] technical evaluation salesforce")
userevidence_search_assets(query="[competitor_name] switch migration implementation")
userevidence_search_assets(query="[company_size_range] routing implementation", type="stat")
userevidence_search_assets(query="salesforce admin revops implementation time", type="testimonial")
```

For each proof point found, note:
- Customer name and industry
- Before state (matching prospect's situation)
- After state + metric
- Verbatim quote
- Where to use it in the tech eval

#### 6c: Competitive Technical Comparison

If a competitor is identified, build a technical comparison table:

| Capability | LeanData | [Competitor] | Advantage | What to Show |
|-----------|----------|-------------|-----------|-------------|
| Salesforce Native | Yes — managed package, no data leaves SF | [Competitor approach] | LeanData | "Open the setup page — see how it runs inside Salesforce" |
| No-Code Flow Builder | Visual drag-and-drop, RevOps owns it | [Competitor approach] | [Who wins] | "Build a routing rule live in front of them" |
| Real-Time Processing | Fires on trigger, sub-second | [Competitor approach] | [Who wins] | "Show real-time routing with timestamp" |
| Matching Accuracy | 99%+ with configurable fuzzy matching | [Competitor approach] | [Who wins] | "Run a matching test with their data" |
| API Consumption | Zero — native to SF | [Competitor approach] | LeanData | "Check their API usage dashboard — LeanData adds zero" |
| Custom Object Support | Full support for standard + custom objects | [Competitor approach] | [Who wins] | "Route on their custom objects live" |
| Audit Trail | Complete routing audit for every record | [Competitor approach] | [Who wins] | "Show the audit trail — every decision, every step" |
| Implementation Time | [See 6d] | [Competitor typical] | [Who wins] | "Reference UserEvidence implementation timeline" |

#### 6d: Implementation Timeline Estimation

Based on complexity signals from Steps 3-5:

| Complexity Level | Signals | Estimated Timeline | What's Included |
|-----------------|---------|-------------------|----------------|
| **Simple** | <10 routing rules, single MAP, standard objects, no custom integrations | 2-3 weeks | Install, configure matching + routing, basic training, go-live |
| **Medium** | 10-30 routing rules, custom objects, MAP integration, territory model | 4-6 weeks | Install, data audit, configure matching + routing + territories, integration testing, training, go-live |
| **Complex** | 30+ routing rules, multiple MAPs, custom objects, complex territories, security review, sandbox testing | 6-10 weeks | Install, data audit, custom configuration, integration build, sandbox testing, security review, UAT, phased go-live |

Estimate this prospect's complexity level based on what was found and explain the reasoning.

## Output Format

```markdown
---
skill: technical-analysis-prep
version: 2.0
date: [YYYY-MM-DD HH:MM]
account: [Account Name]
opportunity: [Opportunity Name]
stage: [Current Stage]
rep: [Rep Name]
se_recommended: [SE Name or "TBD — see assignment logic"]
---

# Technical Analysis Prep: [Account Name]

## Summary
- **Account:** [Name] | **Industry:** [X] | **Employees:** [N]
- **Opportunity:** [Name] | **Stage:** [X] | **Amount:** $[X] | **Close Date:** [Date]
- **Rep:** [Name] | **SE:** [Recommended SE or TBD]
- **Salesforce Edition:** [Edition] | **Compatibility:** [Full / Limited / NOT SUPPORTED]
- **Days Since Last Activity:** [N] | **SE Involved Previously:** [Yes / No]
- **Tech Eval Scheduled:** [Yes — Date / No]
- **Competitor:** [Name or "None identified"]
- **Implementation Complexity:** [Simple / Medium / Complex] — est. [X-Y weeks]

---

## Technical Contacts

| Name | Title | Tech Eval Role | Priority | Prior LeanData Exp | Key Concern |
|------|-------|---------------|----------|-------------------|-------------|
| [Name] | [Title] | [Role] | [CRITICAL/HIGH/MEDIUM] | [Yes/No] | [Concern] |

**Gaps:** [Flag if no Technical Evaluator, no Security Gate, or single-threaded]

---

## Tech Stack Profile

| Layer | Tool | Source | LeanData Interaction | Notes |
|-------|------|--------|---------------------|-------|
| CRM | [SF Edition] | [Source] | Native platform | [Notes] |
| MAP | [Tool] | [Source] | [Interaction] | [Notes] |
| Sales Engagement | [Tool] | [Source] | [Interaction] | [Notes] |
| Scheduling | [Tool] | [Source] | [Interaction] | [Notes] |
| Data Enrichment | [Tool] | [Source] | [Interaction] | [Notes] |
| Current Routing | [Tool/Process] | [Source] | LeanData replaces | [Notes] |
| SSO/Identity | [Tool] | [Source] | [Interaction] | [Notes] |

---

## Technical Requirements (from Call Mining)

| # | Requirement | Detail | Source | Impact on Eval |
|---|------------|--------|--------|---------------|
| 1 | [Requirement] | [Detail] | [Avoma / SF Task / Luci] | [What SE must address] |
| 2 | [Requirement] | [Detail] | [Source] | [Impact] |

**Unknown / Unconfirmed:**
- [ ] [Item to confirm during tech eval]

---

## Blockers & Risks

| # | Risk | Severity | Detail | Mitigation |
|---|------|----------|--------|------------|
| 1 | [Risk] | [CRITICAL/HIGH/MEDIUM] | [Detail] | [Action] |

---

## Security & Compliance

| Question | LeanData Answer | Prospect Requirement | Status |
|----------|----------------|---------------------|--------|
| SOC 2 Type II | Yes — current report under NDA | [Known / Unknown] | [Ready / Needs action] |
| GDPR | Yes — DPA available | [Known / Unknown] | [Ready / Needs action] |
| API Security | N/A — native SF, no external API | [Known / Unknown] | [Ready / Needs action] |
| Pen Testing | Annual, third-party, under NDA | [Known / Unknown] | [Ready / Needs action] |
| Encryption | AES-256 at rest, TLS 1.2+ in transit | [Known / Unknown] | [Ready / Needs action] |
| SSO | SAML 2.0 supported | [Known / Unknown] | [Ready / Needs action] |

---

## Paper Process

| Question | Answer | Status |
|----------|--------|--------|
| Who signs? | [Answer] | [Known / UNKNOWN] |
| Legal review? | [Answer] | [Known / UNKNOWN] |
| Procurement? | [Answer] | [Known / UNKNOWN] |
| Security review? | [Answer] | [Known / UNKNOWN] |
| Budget approved? | [Answer] | [Known / UNKNOWN] |
| Approval process? | [Answer] | [Known / UNKNOWN] |
| Blackout periods? | [Answer] | [Known / UNKNOWN] |

---

## Competitive Comparison (if applicable)

| Capability | LeanData | [Competitor] | Advantage | What to Show in Eval |
|-----------|----------|-------------|-----------|---------------------|
| [Capability] | [Detail] | [Detail] | [Who] | [Demo action] |

---

## Implementation Estimate

- **Complexity Level:** [Simple / Medium / Complex]
- **Estimated Timeline:** [X-Y weeks]
- **Rationale:** [Why this complexity level — list signals]
- **Key Implementation Considerations:**
  - [Consideration 1]
  - [Consideration 2]

---

## SE Briefing

### Deal Context
[2-3 sentence summary of the deal, where it stands, and what the prospect cares about most]

### Recommended SE
[Name] — [Rationale for this SE based on deal characteristics]

### What the Prospect Cares About Most
1. [Priority 1 — from call mining]
2. [Priority 2]
3. [Priority 3]

### What to Show in the Tech Eval
| Priority | Capability | Why | Prospect's Words |
|----------|-----------|-----|-----------------|
| 1 | [Capability] | [Reason] | "[Verbatim quote from Avoma]" |
| 2 | [Capability] | [Reason] | "[Quote]" |
| 3 | [Capability] | [Reason] | "[Quote]" |

### Technical Objections to Prepare For
| Objection | Likelihood | Response | Proof Point |
|-----------|-----------|----------|-------------|
| [Objection] | [HIGH/MEDIUM/LOW] | [How to address] | [Evidence] |

### Landmines to Plant (if competitor)
- "[Question to ask that exposes competitor weakness]"

---

## Proof Points (UserEvidence)

| Customer | Industry | Before State | After State | Metric | Quote | Use When |
|----------|----------|-------------|------------|--------|-------|----------|
| [Customer] | [Industry] | [Before] | [After] | [Metric] | "[Quote]" | [When in the eval to reference] |

---

## Pre-Tech-Eval Action Items

| Owner | Action | Priority | Due |
|-------|--------|----------|-----|
| Rep | [Action — e.g., confirm attendees, identify SF Admin] | [HIGH/MEDIUM] | Before eval |
| Rep | [Action — e.g., send pre-read, confirm edition] | [Priority] | Before eval |
| SE | [Action — e.g., review tech stack, prepare sandbox demo] | [Priority] | Before eval |
| SE | [Action — e.g., prepare competitive landmines] | [Priority] | Before eval |
| Rep | [Action — e.g., start security questionnaire] | [Priority] | Before eval |

---

*Generated by technical-analysis-prep v2.0 on [date]*
```

## MCP Tools Used

| Tool | Purpose | When Called |
|------|---------|-----------|
| `salesforce_query` | Pull opportunity, contacts, tasks, events | Steps 1, 2 |
| `salesforce_search` | Fallback account/contact search | Step 1 (if SOQL returns empty) |
| `zoominfo_enrich_company` | Tech stack, SF edition, company data | Step 1c |
| `avoma_search_meetings` | Find recorded meetings for the account | Step 2c |
| `avoma_get_meeting_notes` | Pull structured meeting notes | Step 2c |
| `avoma_get_transcript` | Pull full meeting transcripts for mining | Step 2c |
| `userevidence_search_assets` | Match proof points by industry, competitor, size | Step 6b |
| `luci_search_presales` | Find prior SE interactions and technical notes | Step 3b |
| `luci_search_customer_voice` | Search customer feedback and voice data | Step 3b |
| `gtmbuddy_search_documents` | Pull technical enablement content | Step 3c |

## Constraints

- **Never fabricate tech stack data** — If unknown, mark as "Unknown — confirm during tech eval."
- **Max 3 technical objections** — Focus on the highest-likelihood objections the SE will face.
- **SE briefing must be actionable** — No vague summaries. Specific capabilities to show, specific quotes to reference, specific objections to prepare for.
- **Paper process questions are mandatory** — Every output must include the paper process section, even if all answers are "UNKNOWN."
- **Flag single-threading as critical risk** — If only one contact is on the opportunity, this is a deal risk.
- **Salesforce edition compatibility is non-negotiable** — If Group or Essentials, flag as NOT SUPPORTED immediately.
- **Security pre-population is proactive** — Don't wait for the prospect to send the questionnaire. Have answers ready.

## Failure Modes

| Failure Mode | Signal | Recovery Action |
|--------------|--------|-----------------|
| No opportunity found | SOQL empty | Search accounts directly with `salesforce_search`. Build prep from account context alone. |
| No technical contacts | Both queries empty | Flag as CRITICAL. Rep must identify technical evaluator before scheduling. |
| No call notes | Descriptions empty, Avoma empty | Mark all technical requirements as "Unknown." Flag discovery as incomplete. Recommend `discovery-call-prep` first. |
| Salesforce Professional Edition | Edition from ZoomInfo or call notes | Flag compatibility risk with specific limitations. SE must address in first 5 minutes. |
| Tech eval scheduled without SE | No SE on invite | Flag as URGENT. Rep must add SE immediately. |
| No Avoma recordings | avoma_search returns empty | Fall back to Salesforce Task descriptions and Luci. Rate technical discovery as "Minimal." |
| No UserEvidence matches | Searches return empty | Fall back to general LeanData stats. Note gap for marketing. |
| Group/Essentials edition | Edition confirmed | Flag as NOT SUPPORTED. Discuss SF upgrade path or disqualify. |
| No ZoomInfo data | Enrichment returns empty | Build tech stack from call notes only. Mark gaps for discovery. |

## Trigger Phrases

- "Prepping for technical eval with [account]"
- "Tech analysis prep [company]"
- "SE prep for [account]"
- "Technical evaluation prep for [account]"
- "Get me ready for the tech eval with [account]"

## Skill Chaining

| If You Find | Chain To | Purpose |
|-------------|----------|---------|
| MEDDPICC gaps | `meddpicc-qualifier` | Check before investing SE time |
| Competitor in eval | `competitive-intel` | Full competitive analysis and displacement patterns |
| Deal health unclear | `deal-review` | Quick assessment before tech eval |
| Close date at risk | `velocity-analysis` | Benchmark stage timing |
| Discovery incomplete | `discovery-call-prep` | Technical discovery before eval |
| Demo needed | `demo-prep` | Full demo narrative if tech eval includes demo |
| ROI needed | `roi-prep` | Business case to complement technical eval |