skills/demo-exec-and-seller-dash/references/demo-followup-map.md

# Sales Demo Follow-Up And Discovery Map

This reference owns contextual follow-up questions, evidence routing, optional discovery branches, and persona-aware explanations for the three-act Meridian Cloud demo. `demo-flow.md` remains the sole owner of exact user-visible messages, numbered options, natural seller transitions, state transitions, and completion behavior. Never use this map to introduce an additional main step or replace the scripted response.

## Canonical Executive-First Experience

| Main state | User perspective | What the user sees | What creates value | Primary continuation |
| --- | --- | --- | --- | --- |
| `leadership_dashboard` | Maya Chen, Vice President of Sales and North America Enterprise division lead; establish her role and company inside the opening **Scenario**. | One initial disclosure, a **Scenario** containing Maya's persona and Monday-morning setting, the six attributed connected-source categories, three grounded **Overview** insights, and the linked three-section leadership dashboard. | Maya sees the $480K gap to target, Northstar's unresolved pilot-success/uptime gate, Atlas's $680K plant-network blocker, Solstice's $310K product dependency, and where her team needs help. | Choose `Next demo showing the seller account dashboard` or `Learn more about how Codex gathers context to give a better answer`; never repeat a completed suggestion or offer publishing as a demo action. |
| `account_priority_view` | Riley Morgan, Strategic Enterprise Account Executive; establish his persona and top-three-account goal inside **Scenario** once, then preserve his perspective throughout subsequent seller steps. | Exactly three grounded **Key context** bullets, exactly three practical **Overview** actions for Northstar, Atlas, and Solstice, and the linked broad seller account home spanning **Home**, **Accounts**, and **Pipeline**. | Salesforce, customer email, meeting notes, calendars, Slack, and the existing Google Slides deck connect account context to the next practical action; Northstar's unresolved customer uptime feedback makes **Review the pilot scorecard and uptime concern** the concrete next step. | End with the natural Northstar deck-preparation transition without numbered seller choices; customer outreach or skipped meeting follow-up remains available only when explicitly requested. |
| `meeting_followup` | Riley Morgan. | The positive customer outcome and unresolved pilot/uptime/controls blocker; two next actions covering engineering's reliability roadmap and Salesforce visibility; the four-field before/after Opportunity review with unchanged commercial terms; and a concise explanation that updates could be saved only after approval. | A completed customer conversation becomes a precise, conservative Salesforce proposal while ownership, commercial values, pricing guardrails, and approval boundaries stay explicit. | Suggest building a seller dashboard and trying other workflows with real data; standalone delivery recommends installing Sales first, while the installed plugin can start directly. Do not show a save menu. |
| `salesforce_review_complete` | Riley Morgan. | A concise **Demo complete** confirmation, **No Salesforce records were changed.**, and up to three real-data workflow options with example connector requirements. | The seller immediately understands that no live CRM action occurred and can choose whether to build an account home, prepare for a customer meeting, or review meeting follow-up and proposed CRM updates using their own data. | The fictional walkthrough is complete. Offer to guide setup for the user's chosen real workflow, then wait; do not install a plugin, authorize a connector, publish, write a CRM record, or extend the demo automatically. |

Additional active branch states are `northstar_presentation_draft`, `connector_explanation`, `launch_reengagement_draft`, `forecast_risk_explanation`, and `crm_update_rules`. The legacy `site_publication` identifier is retained only for compatibility and is not an in-demo option. After answering a branch question, resume only the interrupted main state's still-unvisited numbered choices or its natural seller continuation unless `demo-flow.md` explicitly defines another return.

## Conversation And Safety Rules

- Treat each demo step as one ordinary assistant final message. Return after the message and wait for a later user reply; do not use `request_user_input`, a picker, or an automatic multi-step continuation.
- Show no more than three numbered options in any user-visible message. Interpret bare numbers only against the most recently displayed numbered menu; an affirmative response to the unnumbered seller continuation opens the existing Northstar deck-preparation branch. Free-form questions can interrupt any nonterminal state; answer them, then offer only still-unvisited numbered choices or the natural seller continuation. Never repeat a suggestion the user has already chosen or asked about.
- The opening `leadership_dashboard` identifies Maya, explains Meridian Cloud's business, and introduces the Monday-morning **Scenario** before its one-time six-category connected-context table; its **Overview** includes exactly three forecast/blocker/intervention bullets before linking the leadership dashboard. Introduce its two-choice menu with `After you've reviewed:` and offer `Next demo showing the seller account dashboard` followed by `Learn more about how Codex gathers context to give a better answer`; never re-offer an already answered topic. The next `account_priority_view` explicitly switches gears to Riley, explains his top-three-account goal, gives exactly three **Key context** bullets and three practical **Overview** actions without another connector table, and links the complete account home. End with `After you've taken a look, let's make a deck to prep for the meeting to make sure it lands`; do not display numbered seller choices or reintroduce Riley in later steps.
- Surface all suggested questions, follow-up drafts, CRM approval controls, and next steps in chat. Both dashboards remain read-only evidence and reporting artifacts; they may support working tabs, search, contextual filters, scenario inspection, clickable account or opportunity rows, and accessible detail drawers, but never contain chat suggestions, draft buttons, publication controls, CRM writes, or inert controls. The seller dashboard has exactly **Home**, **Accounts**, and **Pipeline**; grounded priority scores order the complete account list but do not define the broader home. The executive dashboard has exactly **Forecast & key metrics**, **Account Focus**, and **Team Focus**, with always-visible briefings, priority-sorted clickable accounts, source-grounded monitor/unblock guidance, and team growth/coaching context; do not describe or show segment, manager, period, region, or product filters.
- Keep shareable-dashboard publication out of the canned executive response and numbered actions. Never change the leadership menu based on Sites availability, publish the existing example, infer a hosted URL, or begin a deployment.
- Use the fictional-data disclaimer once in the opening message. Do not repeat boilerplate disclaimers after every user question; later write-safety explanations should naturally state only the relevant fact, such as an email remaining unsent or Salesforce remaining unchanged.
- Bundled Salesforce, Slack, Gmail, Granola, Google Calendar, Google Drive, and GTM resource-hub files are hand-authored evidence fixtures. Distinguish customer-facing `#ext-northstar-health` from internal `#acct-northstar-health`, `#billing-deal-desk`, and `#userops-enterprise-rollouts`; attribute the dated `Northstar Health — FY{{fiscal_year}} Pricing & Packaging Options — Customer Working Session` deck, prior buyer readout, regulated-industry presentation templates, account plan/security checklist, GTM healthcare proof, and CRM-update guidance to their illustrated sources. Do not call live connectors, invent retrieval events, present fake tool calls, imply an actual system was searched, treat a packaging discussion as buyer-approved pricing, or imply a named case study is approved for external distribution before checking. Attribute specific facts to their illustrated source and distinguish those facts from your synthesis.
- Switch perspective explicitly from Maya to Riley: Maya's North America Enterprise dashboard includes 38 accounts, 31 opportunities, regional managers, and a division-wide forecast; Riley's ten-account book is worth $3.37 million and belongs to the West-region seller drill-down. Never describe division figures as Riley's personal book or as the sum of his ten accounts.
- At completion, say **Demo complete**, explain that the CRM update was simulated, state **No Salesforce records were changed.**, and offer at most three practical workflows the user can run on real data. Name relevant connector examples without claiming any are connected, authorized, installed, or available, and end with an offer to guide setup for the workflow the user chooses. Inspect or verify actual integrations only after an explicit user-selected real workflow; mention no raw capability identifiers or fictional connector reads.
- Show the exact existing Northstar customer presentation only after the user selects that branch; link the unchanged user-provided Google Slides artifact and never create, copy, edit, export, or replace it. The default customer email is addressed to Northstar's verified executive sponsor Jordan Lee and asks whether Casey Patel and Priya Shah can review pilot-success criteria and unresolved customer uptime feedback; do not send, create, or schedule it. Harbor stays on watch unless the user independently asks about it. Northstar remains in `Security review` with the `$420,000` amount, existing close date, `Best Case` forecast category, and Riley's ownership unchanged until verified customer evidence and explicit approval support a change.
- Atlas's on-site diagnostic and Solstice's product-manager buyer call are suggested leadership interventions only. Do not schedule either, promise staffing or customer attendance, state an unsupported latency/SLA target, commit to a product capability or release date, or imply that roadmap validation has already happened.

## Riley's Seller Account-Overview Questions

| User question or follow-up | What the answer should show | Evidence to inspect | State or return behavior |
| --- | --- | --- | --- |
| What needs my attention today? | Use **Home** to explain upcoming customer meetings, incoming requests, outstanding follow-ups, recent account changes, and review-only items; Northstar's customer uptime question is one source-grounded example rather than the identity of the dashboard. | `demo-portfolio.json`, `sources/google-calendar.md`, `sources/gmail.md`, `sources/slack.md`, and `sources/granola.md`. | Answer as Riley's seller assistant and restore the `account_priority_view` menu without sending, scheduling, or writing anything. |
| What can I see about each customer account? | Use **Accounts** to show Riley's complete ten-account book, ownership, account health, verified stakeholders, relationship history, recent conversations, open workstreams, and a clickable account detail view. | `demo-portfolio.json`, `sources/salesforce.md`, `sources/granola.md`, `sources/gmail.md`, and `sources/slack.md`. | Restore Riley's seller continuation; identify unknown contacts or conflicting evidence rather than inventing relationship details. |
| What is in my pipeline, and which deals or renewals are coming up? | Use **Pipeline** to explain Riley's `$3.37M` seller book, opportunity stages, forecast posture, upcoming decisions, expansion opportunities, Redwood's `$185,000` renewal, and documented deal blockers without substituting Maya's division-wide totals. | `demo-portfolio.json`, `sources/salesforce.md`, `sources/google-calendar.md`, `sources/google-drive.md`, and `sources/slack.md`. | Restore the seller continuation without changing Salesforce stages, forecast categories, commercial terms, or renewal outcomes. |
| How did you decide which individual items need attention? | Explain optional attention signals from opportunity timing, customer engagement, account ownership, security blockers, open follow-ups, and safe outreach; distinguish observed facts from inferred urgency without turning **Accounts** into a ranked-only dashboard. | `demo-portfolio.json`, `company-context.md`, and the selected account's `sources/` evidence. | Answer as Riley's seller assistant and restore the `account_priority_view` menu. |
| How do connectors work? | Customer facts remain in their approved systems; CRM owns commercial fields, email and calls expose buyer intent, the calendar supplies timing, customer/internal Slack channels add coordination, and Google Drive supplies the dated pricing deck plus account guidance. | `company-context.md`, `sources/salesforce.md`, `sources/gmail.md`, `sources/slack.md`, `sources/google-drive.md`, and `sources/google-calendar.md`. | Enter `connector_explanation`; explain the evidence model without operation names or synthetic tool activity. |
| What if our customer information lives across 20 systems? | Useful context can be assembled from the approved systems that exist; missing sources lower confidence but do not require centralizing all customer data. | `company-context.md`, `sources/salesforce.md`, `sources/slack.md`, and `sources/google-drive.md`. | Stay in `connector_explanation` or answer inline and restore the interrupted seller continuation. |
| How do you match records across tools? | Match account names, opportunity ownership, known contacts, meeting attendees, and existing communication paths; keep uncertain entity matches visible. | `sources/salesforce.md`, `sources/gmail.md`, `sources/google-calendar.md`, and `sources/granola.md`. | Restore the current seller continuation. |
| What happens if Salesforce is stale or incomplete? | Preserve authoritative CRM commercial fields while surfacing fresher email, meeting notes, or Slack evidence; Harbor's former sponsor is the concrete conflict. | `sources/salesforce.md`, `sources/gmail.md`, `sources/granola.md`, and `sources/slack.md`. | Restore the interrupted seller or connector menu. |
| Can you use local files, exports, spreadsheets, or custom systems? | Approved local files, shared documents, pasted exports, and customer-specific systems can add evidence when available; they are not prerequisites. | `company-context.md` and `sources/google-drive.md`. | Restore the current seller continuation. |
| Why is Northstar Health first? | `$420,000` expansion, engaged executive sponsor Jordan Lee, upcoming decision checkpoint, existing 1,200-user pilot, mostly-met engagement/repeat-usage/deployment goals, unresolved customer uptime feedback, and named reviewer Casey Patel with Priya Shah available to validate the concern. | `demo-portfolio.json`, `sources/salesforce.md`, `sources/gmail.md`, `sources/google-calendar.md`, `sources/granola.md`, and `sources/slack.md`. | Explain the account in chat and restore the `account_priority_view` menu. |
| Which Northstar Slack channels informed this recommendation? | Distinguish customer-facing `#ext-northstar-health`, the internal account team in `#acct-northstar-health`, Billing's packaging guardrails in `#billing-deal-desk`, and UserOps rollout readiness in `#userops-enterprise-rollouts`; name only documented messages and dates. | `sources/slack.md`, `company-context.md`, and Northstar's source-attributed account events. | Answer in Riley's perspective and restore the seller continuation without exposing raw calls or private-channel contents beyond the approved scenario. |
| What customer pricing material informed Northstar's account plan? | Identify the dated `Northstar Health — FY{{fiscal_year}} Pricing & Packaging Options — Customer Working Session` Google Drive deck, its relationship to the account plan/security checklist, and the distinction between working-session options and buyer-approved commercial changes. | `sources/google-drive.md`, `sources/salesforce.md`, and `crm-update-rules.md`. | Restore the seller continuation; do not change the `$420,000` amount, stage, or forecast. |
| What did Billing and UserOps add? | Explain that `#billing-deal-desk` contributes documented pricing/packaging guardrails and `#userops-enterprise-rollouts` contributes rollout ownership or readiness; neither channel proves customer approval or security sign-off. | `sources/slack.md`, `sources/google-drive.md`, and `northstar-followup-meeting.md`. | Restore the seller continuation without creating an approval, changing Salesforce, or claiming a deployment. |
| Compare Northstar Health with Atlas Manufacturing. | Northstar has the nearer decision and a specific unresolved pilot-success/uptime concern; Atlas is larger at `$680,000` but still needs a reviewed plant-network performance diagnostic and implementation ownership. | `demo-portfolio.json`, `sources/salesforce.md`, `sources/google-calendar.md`, `sources/slack.md`, and `sources/google-drive.md`. | Restore the `account_priority_view` menu. |
| Why is Redwood Retail's renewal urgent? | Avery Brooks is comparing a competing SignalStack AI proposal before Monday's `$185,000` renewal checkpoint; Riley needs a differentiated store-operations value case and Tessa Chen's approved adoption evidence. | `demo-portfolio.json`, `sources/salesforce.md`, `sources/gmail.md`, `sources/google-calendar.md`, and `sources/slack.md`. | Restore the `account_priority_view` menu without inventing customer adoption metrics, competitive claims, or a completed renewal. |
| Why is Harbor Technologies on watch? | Harbor is a `$235,000` new-account opportunity with verified champion Quinn Foster but no confirmed replacement executive sponsor after Elena Torres changed roles; it is not the default outreach target ahead of Northstar's imminent decision. | `demo-portfolio.json`, `sources/salesforce.md`, `sources/gmail.md`, `sources/granola.md`, and `sources/slack.md`. | Restore the interrupted seller continuation without drafting Harbor outreach. |
| Which accounts are new business, expansion, or renewal? | Explain each motion tag and the difference between expansion, new-account acquisition, and renewal-plus-expansion without changing any stage. | `demo-portfolio.json` and `sources/salesforce.md`. | Restore the seller continuation. |
| Why are Ember Energy and Lattice Public Sector paused? | Ember has a customer purchasing freeze; Lattice already has an approved public-sector outreach owner. Both must remain outside actionable outreach. | `demo-portfolio.json`, `sources/salesforce.md`, `sources/slack.md`, and `sources/gmail.md`. | Restore the seller continuation. |
| What evidence supports this recommendation? | Name the exact Salesforce opportunity, buyer email, Slack channel and speaker, scheduled meeting, call note, or account document behind each material fact. | The account's `accountDetails.events` in `demo-portfolio.json` and its corresponding `sources/` fixtures. | Restore the interrupted menu without exposing low-level tool calls. |
| What is missing, conflicting, or uncertain? | Identify Harbor's unverified sponsor, Atlas's unconfirmed implementation owner, Northstar's unresolved pilot-success and customer uptime feedback, supporting security review, and other source conflicts rather than guessing. | `demo-portfolio.json`, `sources/salesforce.md`, `sources/granola.md`, and `sources/slack.md`. | Restore the current menu. |
| What would change an account's ranking? | Describe the actual milestone, owner confirmation, buyer approval, security sign-off, budget opening, or lifted purchasing hold that would change its posture. | `demo-portfolio.json`, `sources/google-calendar.md`, `sources/gmail.md`, and account-specific evidence. | Explain a hypothetical without editing fixture data; restore the seller continuation. |
| Who should I contact, and why? | Distinguish verified executive sponsor, technical reviewer, existing champion, seller, and internal specialist; explicitly identify missing buyer roles. | `demo-portfolio.json`, `sources/salesforce.md`, `sources/granola.md`, and `sources/slack.md`. | Restore the current menu. |
| What if the Northstar decision meeting slips? | Explain how urgency and priority confidence would change, which attendees need reconfirmation, and why the stage cannot automatically advance. | `sources/google-calendar.md`, `sources/gmail.md`, `northstar-followup-meeting.md`, and `crm-update-rules.md`. | Restore the seller continuation without modifying the opportunity. |
| Draft a deck to address Northstar's chief concerns for our upcoming sync. | Inspect the prior Northstar calls, existing pilot-readiness and pricing decks, GTM context, and current $420,000 CRM opportunity; open the exact unchanged Google Slides presentation and identify unresolved pilot-success criteria, customer uptime feedback, and rollout ownership. | `northstar-presentation-brief.md`, `sources/granola.md`, `sources/google-drive.md`, `sources/gtm-resource-hub.md`, `sources/salesforce.md`, and scoped `sources/slack.md`. | Enter `northstar_presentation_draft` only after explicit selection; link the exact user-provided Google Slides deck unchanged and offer Northstar outreach, the next meeting follow-up, or a source-grounded explanation. |
| Which prior meetings and decks informed the Northstar presentation? | Cite the original pilot goals, Jordan Lee and Casey Patel's unresolved customer uptime feedback, the exact existing pilot-readiness presentation, and the separate prior customer pricing-and-packaging deck without implying new live retrieval or invented slide contents. | `sources/granola.md`, `sources/google-drive.md`, `northstar-presentation-brief.md`, and `sources/gmail.md`. | Restore the interrupted presentation or seller continuation without changing or copying the supplied presentation. |
| Which customer presentation template and healthcare case studies did you use? | Name the approved Meridian Cloud Regulated-Industry Executive Decision Brief, governance-security slide library, and relevant Cedar Valley Care/Lakeshore healthcare examples; distinguish qualitative proof from unapproved outcomes and verify named-customer sharing rights. | `sources/google-drive.md`, `sources/gtm-resource-hub.md`, and `northstar-presentation-brief.md`. | Restore the presentation menu; use an anonymized healthcare example when named-peer permission is not verified. |
| Where should we sharpen the Northstar customer narrative before the discussion? | Identify the original pilot-success criteria, Casey Patel and Jordan Lee's unresolved customer uptime feedback, and the actual rollout-decision owner; explain useful follow-up questions while leaving the existing customer presentation unchanged. | `northstar-presentation-brief.md`, `sources/granola.md`, `sources/google-drive.md`, and `sources/gmail.md`. | Restore the existing presentation's exact three-option menu without editing the deck or inventing approval, an outage, a technical cause, staffing, services, or a booked meeting. |
| Can you draft an email giving Jordan Lee a heads-up about the proposed sync? | Draft an unsent message to verified sponsor Jordan Lee previewing the existing pilot-readiness presentation, the original pilot goals, unresolved customer uptime feedback, and a proposed working session with Casey and Priya. | `northstar-presentation-brief.md`, `sources/granola.md`, `sources/gmail.md`, `sources/google-drive.md`, and `sources/slack.md`. | Enter `launch_reengagement_draft` from the presentation branch; do not create, send, save, or schedule anything. |
| Draft the Northstar pilot-readiness email and request a customer sync. | Produce a review-only, unsent email to verified sponsor Jordan Lee explaining the mostly-met original pilot goals, unresolved customer uptime feedback, Casey Patel's supporting review, and a proposed customer discussion with Priya Shah before the documented decision. | `demo-portfolio.json`, `sources/granola.md`, `sources/slack.md`, `sources/google-drive.md`, `sources/gmail.md`, and `sources/google-calendar.md`. | Enter `launch_reengagement_draft` for Northstar; never send email, schedule the sync, claim rollout approval, or target Harbor by default. |
| Why does the product announcement matter for Northstar now? | Connect the launch's documented administrator audit visibility, deployment-activity inspection, and configurable retention to Casey's open security objection and Jordan Lee's {{next_thursday}} decision; distinguish feature facts from customer sign-off. | `sources/google-drive.md`, `sources/granola.md`, `sources/slack.md`, `sources/gmail.md`, and `sources/google-calendar.md`. | Restore the Northstar-focused seller or draft menu without promising a retention period, certification, or security approval. |
| Who should join the Northstar pilot-readiness sync? | Identify executive sponsor Jordan Lee, review stakeholder Casey Patel, account owner Riley Morgan, and solutions architect Priya Shah; request availability through the existing approved relationship rather than creating a meeting. | `sources/salesforce.md`, `sources/slack.md`, `sources/google-calendar.md`, `sources/google-drive.md`, and `northstar-followup-meeting.md`. | Restore the Northstar draft or seller continuation without sending an invitation or exposing internal-only discussions. |
| Which other accounts match the product launch? | Solstice's role-based-access concern and Harbor's documented governance questions also connect to the launch, but Northstar's verified buyer, near-term decision, and bounded security blocker make it the primary outreach target. | `sources/google-drive.md`, `sources/granola.md`, `sources/slack.md`, and `demo-portfolio.json`. | Restore the current Northstar draft or seller continuation; do not launch Harbor outreach by default. |
| Can another seller customize this demo? | Point to the editable scenario card, connector-shaped evidence, seller portfolio, division leadership fixture, meeting transcript, and CRM policy; preserve consistency across all three acts. | `company-context.md`, `demo-portfolio.json`, `demo-leadership.json`, `northstar-followup-meeting.md`, `crm-update-rules.md`, and relevant `sources/` files. | Restore the current menu unless the user explicitly changes the task to customization. |

## Maya's Opening Division-Leadership Questions

| User question or follow-up | What the answer should show | Evidence to inspect | State or return behavior |
| --- | --- | --- | --- |
| Whose dashboard is this? | Explicitly identify Maya Chen, Vice President of Sales and North America Enterprise division lead; Riley Morgan remains one seller reporting through regional management. | `company-context.md` and the `company`, `divisionLead`, `division`, and `representatives` objects in `demo-leadership.json`. | Answer from Maya's division perspective; restore the `leadership_dashboard` menu. |
| How is this different from Riley's account dashboard? | Riley sees ten owned accounts and `$3.37M`; Maya sees 38 division accounts, 31 opportunities, multiple regional managers, broader forecast, team coverage, and cross-segment decisions. | `company-context.md`, `demo-portfolio.json`, `demo-leadership.json`, and the rendered dashboard. | Restore the `leadership_dashboard` menu. |
| What is our forecast, and how far are we from target? | State the current division forecast, target, attainment, confidence, weighted components, weekly movement, and remaining gap using the current leadership fixture. | `demo-leadership.json` fields `forecast`, `metrics`, `reporting`, and `quarter`. | Answer or enter `forecast_risk_explanation`, then offer only unvisited leadership choices. |
| Why is forecast confidence below the operating benchmark? | Connect confidence to named security approvals, implementation ownership, buyer-role gaps, account holds, and documented source conflicts. | `demo-leadership.json` fields `metrics`, `signals`, `decisions`, and `topDeals`; account-specific `sources/` fixtures. | Enter `forecast_risk_explanation` and offer only unvisited leadership choices. |
| Which deals are genuinely committed versus best case? | Keep Northstar and Solstice in `Best Case` while security decisions remain open; distinguish validated commit, pipeline, excluded deals, and buyer-confirmed criteria. | `demo-leadership.json`, `sources/salesforce.md`, `northstar-followup-meeting.md`, and `crm-update-rules.md`. | Restore the leadership menu without silently changing forecast categories. |
| Which managers or regions need the most support? | Compare Maya's regional managers, coverage, opportunity load, verified growth, forecast exposure, what's working, and coaching needs in the visible Team Focus tables; do not imply an interactive manager filter. | `demo-leadership.json` fields `company.division`, `divisionTeams`, `sellerOverview`, `signals`, and `decisions`; `company-context.md`. | Answer in the division-leader voice and offer only unvisited leadership choices. |
| What are the most important leadership decisions? | Prioritize Northstar's unresolved pilot-success and customer uptime feedback, a reviewed on-site performance diagnostic for Atlas with Priya Shah and Devon Brooks, a Solstice buyer call with product manager Leila Chen, and ownership/hold controls; rank verified exposure without double-counting. | `demo-leadership.json` fields `decisions`, `signals`, and `topDeals`; `sources/granola.md`, `sources/slack.md`, and `sources/google-drive.md`. | Restore the leadership menu without scheduling an intervention, claiming pilot approval, or promising product delivery. |
| Which customer problems are blocking us from hitting target? | Connect the $480K forecast gap to prioritized verified blockers: Atlas's `$680,000` expansion is exposed to plant-network workflow performance and implementation readiness; Solstice's `$310,000` expansion depends on delegated-administrator and role-based workflow-approval controls; Northstar's `$420,000` expansion still requires Casey's security review. Avoid treating the full opportunity values as additive guaranteed recovery. | `demo-leadership.json` fields `forecast`, `signals`, `decisions`, and `topDeals`; Atlas/Solstice/Northstar sections in `sources/granola.md`, `sources/slack.md`, `sources/google-drive.md`, and `sources/salesforce.md`. | Answer from Maya's leadership perspective and offer only unvisited leadership choices without changing forecast categories. |
| What should we do about Atlas Manufacturing's performance problem? | Attribute the observed plant-network response shortfall to technical buyer Taylor Reed and propose a reviewed on-site diagnostic or architecture session with account owner Riley Morgan, solutions architect Priya Shah, and performance engineering specialist Devon Brooks; identify Sam Rivera as the accountable regional manager. | `sources/granola.md` section `Atlas Manufacturing — Three-Plant Expansion`, `sources/slack.md` channels `#acct-atlas-manufacturing` and `#userops-enterprise-rollouts`, `sources/google-drive.md` section `Atlas Manufacturing Rollout Outline`, and the Atlas leadership record. | Restore Maya's leadership menu; do not schedule the visit, promise staffing or a date, claim an agreed performance target, or guarantee a fix. |
| Does Atlas have an agreed latency target or on-site date? | State only that Taylor Reed said governed-workflow response on the plant network does not meet the customer's operational need; no numerical latency threshold, SLA, fix, approved staffing, or on-site date is documented. | `sources/granola.md`, `sources/slack.md`, `sources/google-drive.md`, and Atlas's source-linked dashboard evidence. | Restore the leadership menu without inventing a performance commitment or booking travel. |
| Which roadmap dependency is blocking Solstice Financial? | Identify Dana Kim and risk reviewer Reese Bennett's need for delegated administrator and role-based workflow-approval controls; recommend asking product manager Leila Chen to join the buyer discussion to verify current capability, supported roadmap, and reasonable alternatives. | `sources/granola.md` section `Solstice Financial — Advisor Operations Pilot`, `sources/slack.md` channels `#acct-solstice-financial` and `#product-governance-roadmap`, `sources/google-drive.md` section `Solstice Financial Pilot Summary`, and the Solstice leadership record. | Restore Maya's leadership menu without inviting anyone, promising feature availability, or committing to a release date. |
| When will Solstice's requested governance feature ship? | State that release timing is unconfirmed; Leila Chen can validate supported capabilities, the internal roadmap, and possible alternatives with the buyer before the documented review, but no committed delivery date or outcome exists. | `sources/slack.md` channels `#acct-solstice-financial` and `#product-governance-roadmap`, `sources/google-drive.md`, and `demo-leadership.json`. | Restore the leadership menu; do not invent a release milestone, feature commitment, or customer-approved workaround. |
| Can you schedule the Atlas on-site or invite Leila Chen to Solstice's buyer call? | Explain that these are separately reviewed external actions requiring actual calendar availability, attendee confirmation, owner approval, and explicit user authorization; the dashboard only recommends them. | Atlas/Solstice account evidence, the relevant account-team channels, and the current runtime's actually available scheduling capabilities. | Restore the leadership menu without scheduling, messaging, notifying a product manager, or creating a task. |
| What is creating the largest forecast risk? | Quantify the named opportunity values, unresolved blockers, decision windows, affected sellers/managers, and confidence; do not double-count overlapping accounts. | `demo-leadership.json` fields `forecast`, `signals`, `decisions`, `topDeals`, and account-specific source evidence. | Enter `forecast_risk_explanation`; offer only unvisited leadership choices after the explanation. |
| Which accounts should I focus on first? | Show accounts ordered by verified priority, opportunity value, seller, and near-term customer blocker; identify the evidence to monitor and the specific leadership help needed to unblock progress. | `demo-leadership.json` fields `accountOverview`, `topDeals`, `signals`, and `decisions`; `demo-portfolio.json`. | Explain the Account Focus ranking and offer only unvisited leadership choices. |
| What happens when I open an account? | Explain its commercial size, seller ownership, verified customer context, current blocker, what to monitor, and a tangible reviewed intervention without taking an external action. | The selected `accountOverview` row, matching `topDeals` evidence, and account-specific source fixtures. | Restore Maya's exact leadership menu without inventing filters or updating Salesforce. |
| How do I coach the team toward plan? | Compare the documented regional-team performance and week-over-week growth, describe what's going well, and name the source-grounded customer blockers or capacity concerns that need support; state when seller-level growth is unavailable. | `demo-leadership.json` fields `teamFocus`, `divisionTeams`, `sellerOverview`, `forecast`, and `signals`. | Restore the leadership menu; never present unsupported seller growth or commitments as fact. |
| What changed week over week or quarter over quarter? | Explain changes in closed-won ARR, forecast, pipeline creation, win rate, cycle time, and retention while labeling the numbers as division-level rollups. | `demo-leadership.json` fields `momentum`, `metrics`, and `forecast.weekly`. | Restore the leadership menu. |
| What happens under the downside or upside scenario? | Explain the visible commit-realization, best-case conversion, upside-capture assumptions, forecast outcome, target gap, and confidence for the selected scenario. | `demo-leadership.json` fields `forecast.scenarios` and `forecast.components`. | Restore the leadership menu; do not claim that moving a local scenario slider updates Salesforce. |
| How does last week's governance launch affect the division? | Identify verified launch relevance for Northstar, Solstice, and Harbor, state their `$965K` combined opportunity value, prioritize Northstar's documented audit/retention follow-up, and preserve Harbor's restricted outreach posture. | `demo-leadership.json` fields `recentLaunch`, `signals`, and `topDeals`; `sources/slack.md`, `sources/granola.md`, and `sources/google-drive.md`. | Restore the leadership menu; enter the Northstar `launch_reengagement_draft` only after the user reaches Riley's seller workflow and explicitly requests it. |
| Which customer and internal Slack channels are behind Northstar's leadership signal? | Attribute buyer questions to `#ext-northstar-health`, specialist coordination to `#acct-northstar-health`, pricing safeguards to `#billing-deal-desk`, and rollout readiness to `#userops-enterprise-rollouts`; separate customer statements from internal planning. | `sources/slack.md`, `company-context.md`, and Northstar's leadership/account evidence. | Answer from Maya's division-leader perspective and offer only unvisited leadership choices. |
| Which pricing deck supports the Northstar expansion decision? | Name the dated Google Drive deck `Northstar Health — FY{{fiscal_year}} Pricing & Packaging Options — Customer Working Session`, the related account plan/security checklist, and approved CRM guidance; explain that draft packaging options do not authorize a forecast or opportunity-value change. | `sources/google-drive.md`, `sources/salesforce.md`, `crm-update-rules.md`, and `demo-leadership.json`. | Restore Maya's leadership menu without changing commercial values or suggesting the deck is a signed order. |
| Where did the leadership figures come from? | Separate the ten named seller opportunities from division-wide regional and industry rollups; attribute account details to Salesforce, Slack, email, transcripts, calendars, and documents. | `demo-leadership.json` fields `reporting`, `sourceCoverage`, `geographySummaries`, `segmentSummaries`, and `topDeals`; `demo-portfolio.json`. | Restore the leadership menu. |
| Can I share this leadership dashboard? | Explain the informational FYI: users can publish their own dashboards as shareable sites in the future so their team can easily view and revisit them; the already-hosted example does not need republishing. | The existing verified hosted demo link and, only for a separate real request, genuinely available Sites-hosting capabilities. | Preserve the normal leadership menu without publishing anything; a separately requested real-dashboard deployment requires leaving the fictional walkthrough and explicit authorization. |

## Riley's Meeting-To-Salesforce Questions

| User question or follow-up | What the answer should show | Evidence to inspect | State or return behavior |
| --- | --- | --- | --- |
| What happened in the Northstar meeting? | State the original meeting goals, named participants, 1,200-to-4,500-user expansion discussion, Casey's open controls objection, Priya's support, and the agreed review checkpoint. | `northstar-followup-meeting.md`, `sources/granola.md`, and `sources/google-calendar.md`. | Answer as Riley's seller assistant and restore the `meeting_followup` menu beginning with `1. Save it to Salesforce`. |
| Did the meeting achieve its goals? | Separate completed goals—confirmed expansion interest, sponsor, control requirements, owners, and next checkpoint—from the incomplete goal: security sign-off. | `northstar-followup-meeting.md` sections `Primary meeting goal`, `Secondary meeting goals`, `Condensed Transcript`, and `Grounded Outcome`. | Restore the `meeting_followup` approval menu. |
| What exactly will change in Salesforce? | Show field-level current and proposed values for Next Step, Deal Notes, Decision Criteria & Purchase Process, and Risks and Asks with transcript citations. | `northstar-followup-meeting.md` sections `Salesforce-Ready Next Step` and `Proposed Review-Only Salesforce Changes`; `crm-update-rules.md`. | Restore the `meeting_followup` menu and preserve explicit review before any write. |
| Which opportunity is being updated? | Identify `Northstar Health — FY{{fiscal_year}} Governed Workflow Expansion`, its `$420,000` amount, Riley Morgan as owner, and the exact proposed opportunity. | `sources/salesforce.md`, `northstar-followup-meeting.md`, and `crm-update-rules.md`. | Restore the meeting menu. |
| Why does the stage remain Security review? | Casey explicitly said he had not signed off and needed a focused controls walkthrough; a productive meeting does not satisfy the stage-exit condition. | `northstar-followup-meeting.md` transcript and `crm-update-rules.md` Stage rule. | Enter `crm_update_rules` or answer inline; restore the meeting menu. |
| Why doesn't this move to Commit? | The economic sponsor has not confirmed the final buying decision and Casey's security approval remains open, so the documented forecast category stays `Best Case`. | `northstar-followup-meeting.md`, `sources/salesforce.md`, and `crm-update-rules.md` Forecast Category rule. | Enter `crm_update_rules` and restore the meeting menu. |
| Why are the amount and close date unchanged? | The buyer did not authorize new pricing or a revised purchasing date; the transcript supports rollout interest, not a new contractual amount or close commitment. | `northstar-followup-meeting.md` and `crm-update-rules.md` Amount and Close Date rules. | Restore the meeting menu. |
| Did the Northstar pricing deck authorize a new amount or forecast? | Explain that `Northstar Health — FY{{fiscal_year}} Pricing & Packaging Options — Customer Working Session` presents working-session packaging options; neither the deck nor `#billing-deal-desk` records a buyer-approved price change, so `$420,000` and `Best Case` remain unchanged. | `sources/google-drive.md`, `sources/slack.md`, `sources/salesforce.md`, and `crm-update-rules.md`. | Restore the meeting menu beginning with `1. Save it to Salesforce`; do not alter stage, amount, close date, or forecast. |
| Which Slack conversations support the meeting follow-up? | Separate the customer's questions in `#ext-northstar-health`, Priya's internal specialist handoff in `#acct-northstar-health`, the deal-desk guardrails in `#billing-deal-desk`, and operational readiness in `#userops-enterprise-rollouts`. | `sources/slack.md`, `northstar-followup-meeting.md`, and `sources/google-drive.md`. | Restore the same Salesforce-review menu; do not send a Slack message or invent an approval. |
| Who owns each follow-up from the meeting? | Riley Morgan owns the controls walkthrough, Casey Patel owns validation, Priya Shah supports the explanation, and Jordan Lee remains executive sponsor. | `northstar-followup-meeting.md`, `sources/slack.md`, and `sources/salesforce.md`. | Restore the meeting menu without creating a task or email. |
| What rules decide whether CRM fields can change? | Explain Salesforce as commercial source of truth, transcript-backed field updates, exact before/after review, supported picklist values, conflict handling, approval, and post-write verification. | `crm-update-rules.md`, `northstar-followup-meeting.md`, and `sources/salesforce.md`. | Enter `crm_update_rules`; restore the meeting menu with the Salesforce approval first. |
| Can you add a new economic buyer or contact? | Only verified roles or explicitly confirmed buyer authority may be proposed; a guessed stakeholder, email address, or purchasing owner cannot be inserted. | `crm-update-rules.md` Contact Roles / Economic Buyer rule and the selected meeting transcript. | Restore the meeting menu. |
| Can you create a task, send an email, or notify Slack? | These are separate external actions requiring their own supported tool surface and explicit user approval; the reviewed opportunity change does not implicitly approve them. | `crm-update-rules.md` Tasks / Activities and Review Before Any Write sections. | Restore the meeting menu without creating anything. |
| Did selecting Save it to Salesforce write anything? | Clearly identify the approved save as simulated, state exactly `No Salesforce records were changed.`, and explain that a live workflow requires a writable verified opportunity and explicit approval. | `crm-update-rules.md`, `northstar-followup-meeting.md`, and the current approval state. | If approval was selected, complete `salesforce_review_complete`, offer up to three optional real-data workflows, and explain that setup can begin only after the user chooses one. |
| What if the user rejects or changes the proposed update? | Preserve the original opportunity, revise the proposal from transcript-supported evidence, show a fresh before/after review, and require new explicit approval. | `crm-update-rules.md` Review Before Any Write section and `northstar-followup-meeting.md`. | Stay in `meeting_followup` and restore its approval menu. |
| How would this work with real Salesforce data? | Explain that a real workflow needs a connected Salesforce environment, exact opportunity, verified writable fields, valid picklist metadata, explicit approval, and response verification. | `crm-update-rules.md` and only user-provided live environment context. | Keep the demo and any real write clearly separate; do not call a live CRM tool from the demo. |
| Which sales integrations are actually available? | If the user explicitly asks, distinguish verified connected accounts from merely callable, installable, or unverified providers; verify authentication before calling any account connected and exclude Sites hosting from sales-connector lists. | Only the connector capabilities, recommended-plugin catalog, and prior bounded verification results relevant to the user's selected real workflow. | Answer the explicit question after the demo without adding a default provider inventory to the completion message; never infer access from scenario evidence or installed-skill names. |
| Can you help install a missing sales integration? | After the user chooses a real workflow, mention only relevant providers actually available in the current runtime or recommended-plugin catalog, explain that installation and account authorization are separate, and wait for a request for the specific setup action. | The current recommended-plugin list and native tool availability, inspected only when the selected workflow actually needs them. | Offer to walk the user through connecting the tools needed for their selected workflow; do not request, install, authenticate, authorize, or activate anything automatically. |

## Contextual Branch Routing

| Branch state | Entry | Evidence and output | Return behavior |
| --- | --- | --- | --- |
| `connector_explanation` | The user selects the leadership option to learn how Codex gathers context, or asks how connected systems work, how fragmented records are matched, or how missing/stale data affects confidence. | Explain source authority, in-place evidence assembly, uncertain matches, incomplete coverage, Harbor's former-sponsor conflict, Northstar's external/internal Slack distinction, and the dated customer pricing deck. No raw operations or invented calls. | Preserve the current persona and offer only the unvisited seller-dashboard continuation; never repeat the context-explanation suggestion that was just answered. |
| `northstar_presentation_draft` | The user chooses to prepare for the upcoming Northstar sync from Riley's seller account home. | Link the existing pilot-readiness Google Slides presentation and concisely recommend what is going well, the customer objection, potential mitigations, customer messaging, and each participant's role. | End with one natural transition to the completed customer meeting; an affirmative `okay` advances directly to `meeting_followup`. Do not append a numbered menu or create, copy, edit, export, publish, or send the presentation. |
| `launch_reengagement_draft` | The user explicitly requests a customer email or chooses the Jordan Lee heads-up after reviewing the Northstar presentation. | Produce one unsent, review-only note to verified sponsor Jordan Lee connecting the original pilot goals, open customer uptime feedback, Casey's review, Priya's proposed participation, and the existing presentation. | Explain that creating a Gmail draft or sending the message requires a separate explicit request, then naturally introduce the post-meeting follow-up; never email Harbor, schedule a meeting, or return to Maya automatically. |
| `site_publication` | Legacy compatibility identifier only; no executive or seller demo menu offers publication. | Keep dashboard publication out of the canned walkthrough. | Preserve the normal demo flow; only a separately requested post-demo real-dashboard publication may enter an explicitly authorized Sites workflow. |
| `forecast_risk_explanation` | The user explicitly asks Maya which deals, regions, managers, assumptions, or blockers threaten the division forecast. | Quantify source-grounded exposure; explain Atlas's Taylor Reed performance blocker and proposed Priya/Devon on-site diagnostic, Solstice's Dana/Reese governance dependency and proposed Leila Chen buyer call, overlapping-account exposure, forecast posture, and accountable regional leaders. No unsupported release, latency, staffing, or scheduling promises. | Offer only still-unvisited leadership continuations; never repeat the forecast-risk question the user already asked, schedule an intervention, or turn scenario exploration into a CRM write. |
| `crm_update_rules` | The user asks Riley why specific Salesforce fields may change or remain untouched after the meeting. | Cite exact update conditions for Next Step, Deal Notes, stage, amount, close date, forecast, economic buyer, and approval; use Northstar's transcript as the concrete example. | Restore the read-only `meeting_followup` proposal and real-data workflow suggestion without adding a save menu. |

## Suggested Discovery Sequence

1. Open as Maya: show the one-time fictional-data disclosure, then put her Vice President of Sales role, Meridian Cloud's business, and the Monday-morning setting together inside **Scenario**. Present the walkthrough's only connector table with six source categories, summarize the forecast plus Northstar/Atlas/Solstice blockers in three **Overview** bullets, and link the leadership dashboard.
2. Introduce exactly two consistent leadership choices with `After you've reviewed:`: `Next demo showing the seller account dashboard` and `Learn more about how Codex gathers context to give a better answer`. Remove answered topics from later suggestions and never offer publication as an action.
3. Switch explicitly to Riley: put his seller persona and top-three-account goal together inside **Scenario**, summarize exactly three relevant customer facts without another connector table, give three concrete account-specific actions for Northstar, Atlas, and Solstice, and link the broad account home. Grounded priority scores may order the complete account book without defining the home.
4. End the seller account-home response with `After you've taken a look, let's make a deck to prep for the meeting to make sure it lands`; do not display numbered seller choices or offer seller publication.
5. When the user continues, preserve Riley's established seller perspective without reintroducing his persona. Summarize prior Northstar meeting notes, the existing pilot-readiness presentation, relevant GTM context, and current CRM facts in at most three bullets with no connector table; link the exact existing Google Slides deck and recommend a meeting strategy covering the customer objection, supported pilot and reliability evidence, and Jordan Lee, Casey Patel, Priya Shah, and Riley Morgan.
6. If requested, draft the customer email to known executive sponsor Jordan Lee, describe the original pilot goals and unresolved uptime feedback, and ask for a pilot-readiness review with Casey and Priya. Leave it unsent, offer to create or send it only if separately requested, and naturally suggest moving to the completed-meeting follow-up.
7. Introduce the completed-meeting scenario, review-only CRM proposal, and approval-review goal; summarize the mostly successful pilot, unresolved uptime and controls questions, Riley/Casey/Priya next steps, and concise team CRM-update guardrail without repeating a source table; show four proposed field changes while preserving the amount, stage, close date, forecast, and owner.
8. Explain that the exact visible Salesforce proposal could be saved only after explicit approval, then suggest real-data workflows instead of offering a save menu.
9. Conclude with **Demo complete**, explain that the save was simulated, state **No Salesforce records were changed.**, and offer up to three useful real workflows with example connector requirements: build a seller account home, prepare for a customer meeting, or review meeting follow-up and proposed CRM changes. Offer to guide the setup the user chooses; do not print a connector inventory or install, authorize, send, publish, or write anything automatically.