/inbound-lead-qualification

name: inbound-lead-qualification
version: 1.0.0
description: >
  Qualifies inbound leads against full ICP criteria — company size, industry, use case fit,
  role/seniority of the person. Checks CRM and existing customer base for duplicates and
  existing relationships. Outputs a scored CSV with qualification status, reasoning, and
  pipeline overlap flags. Tool-agnostic — works with any CRM, enrichment tool, or data source.
tags: [lead-generation]

Inbound Lead Qualification

Takes a set of inbound leads and validates each against your full ICP criteria. Not a fast-pass triage (that's `inbound-lead-triage`) — this is the thorough qualification step that determines whether a lead is genuinely worth pursuing, and produces a scored CSV for the team.

When to Auto-Load

Load this composite when:

• User says "qualify these inbound leads", "check if these leads are ICP", "score my inbound"
• An upstream triage has been completed and leads need deeper qualification
• User has a batch of leads and wants a qualified/disqualified verdict on each

Architecture

[Inbound Leads] → Step 1: Load ICP & Config → Step 2: CRM/Pipeline Check → Step 3: Company Qualification → Step 4: Person Qualification → Step 5: Use Case Fit → Step 6: Score & Verdict → Step 7: Output CSV

---

Step 0: Configuration (Once Per Client)

On first run, establish the ICP definition and CRM access. Save to the current working directory or wherever the user prefers (e.g., `config/lead-qualification.json`).

{
  "icp_definition": {
    "company_size": {
      "min_employees": null,
      "max_employees": null,
      "sweet_spot": "",
      "notes": ""
    },
    "industry": {
      "target_industries": [],
      "excluded_industries": [],
      "notes": ""
    },
    "use_case": {
      "primary_use_cases": [],
      "secondary_use_cases": [],
      "anti_use_cases": [],
      "notes": ""
    },
    "company_stage": {
      "target_stages": [],
      "excluded_stages": [],
      "notes": ""
    },
    "geography": {
      "target_regions": [],
      "excluded_regions": [],
      "notes": ""
    }
  },
  "buyer_personas": [
    {
      "name": "",
      "titles": [],
      "seniority_levels": [],
      "departments": [],
      "is_economic_buyer": false,
      "is_champion": false,
      "is_user": false
    }
  ],
  "hard_disqualifiers": [],
  "hard_qualifiers": [],
  "crm_access": {
    "tool": "HubSpot | Salesforce | CSV export | none",
    "access_method": "",
    "tables_or_objects": []
  },
  "existing_customer_source": {
    "tool": "HubSpot | Salesforce | CSV | none",
    "access_method": ""
  },
  "qualification_prompt_path": "path/to/lead-qualification/prompt.md or null"
}

**If `lead-qualification` capability already has a saved qualification prompt:** Reference it directly — don't rebuild ICP criteria from scratch.

**On subsequent runs:** Load config silently.

---

Step 1: Load ICP Criteria & Parse Leads

Process

1. Load the client's ICP config (or qualification prompt from `lead-qualification` capability) 2. Parse the inbound lead list — accept any format:

• Output from `inbound-lead-triage` (already normalized)
• Raw CSV with any column structure
• Pasted list of names/emails/companies
• CRM export

3. Identify what data is available vs. missing per lead:

• **Have:** Fields present in the input
• **Need:** Fields required for qualification but missing
• **Gap report:** "X leads have company name, Y have title, Z have nothing but email"

Output

• Parsed lead list with available/missing field inventory
• Gap report for the user

Human Checkpoint

If >50% of leads are missing critical fields (company name or person title), recommend running `inbound-lead-enrichment` first. Ask: "Many leads are missing company/title data. Want me to enrich them first, or qualify with what's available?"

---

Step 2: CRM & Pipeline Check

Process

For each lead, check against existing data sources to identify overlaps:

**Check 1 — Existing customer?**

• Search customer database by company domain/name
• If match found: Flag as `existing_customer` with customer details (plan, account owner, contract status)
• This is NOT a disqualification — it's a routing flag (upsell vs. new business)

**Check 2 — Already in pipeline?**

• Search your CRM (HubSpot, Salesforce, CSV) for the company in active deals
• If match found: Flag as `in_pipeline` with deal details (stage, owner, last activity)
• Critical: Sales rep should know before reaching out that a colleague already has this account

**Check 3 — Previous engagement?**

• Search outreach logs for the email/company
• If match found: Flag as `previously_contacted` with history summary (when, what channel, outcome)

**Check 4 — Known from signal composites?**

• Search your CRM or signal tracking system for the company
• If match found: Flag as `signal_flagged` with signal type and date

Output

Each lead tagged with:

• `pipeline_status`: `new` | `existing_customer` | `in_pipeline` | `previously_contacted`
• `pipeline_detail`: One sentence explaining the overlap (or null)
• `signal_flags`: Any signal composite matches

Handling Overlaps

• **Existing customer:** Don't disqualify. Mark separately. Might be expansion/upsell.
• **In pipeline:** Don't disqualify. Flag for sales rep coordination. Note the existing deal owner.
• **Previously contacted but no response:** Still qualify. The inbound signal means they're now warmer.
• **Previously contacted and rejected:** Still qualify the inbound. People change their minds. Note the prior context.

---

Step 3: Company Qualification

Process

For each lead's company, evaluate against every ICP company dimension:

**Dimension 1 — Company Size**

• Check employee count against ICP range
• Sources: enrichment data, LinkedIn company page, web search
• Score: `match` | `borderline` | `mismatch` | `unknown`
• Note: If the lead is from a subsidiary or division, evaluate the re