# Acme Analytics: GTM stack (fictional example of martech-context/stack.md)

This is the file the worked example reads. It shows the fields this skill needs. A real one holds no secrets, keys or tokens.

## Company

- Acme Analytics, a fictional B2B reporting SaaS selling to mid-market companies in the US and the UK.
- Motion: free trial plus sales-assisted upgrade; inbound demo requests; signal-based outbound to new business.

## Tools

- CRM: HubSpot Sales Hub Professional, portal 1234567 (placeholder). Owner of the CRM: RevOps lead.
- Orchestration: Clay workspace "Acme GTM". Table "Acme signals - work email" runs the waterfall and the HubSpot Update object action.
- Enrichment providers (placeholders, fictional prices): provider_a 0.05 USD per returned candidate, misses free; provider_b 0.12 USD per returned candidate; provider_c 0.40 USD per lookup, charged on misses. Validation 0.005 USD per candidate.
- Sequencer: Instantly workspace "Acme Outbound", one client scope. Sending domain: outreach.example.com, separate from the corporate domain example.com.
- Postmaster Tools: verified for outreach.example.com; the RevOps lead has access. Recipients are mainly business mailboxes, so its dashboards show no data on most days.

## Owners

- AE-1 (HubSpot owner 71001), AE-2 (71002), SDR-1 (71003), SDR-2 (71004), CSM-1 (71005). Duty rep for the fallback queue: one AE per week, named in the weekly rota.
- Business owner: VP Sales. Operator: RevOps lead. Stop-control owner: RevOps lead, deputy sales manager.
- Privacy lead: approves contact policy per region. Suppression authority: HubSpot subscription status and the "do not contact" property.

## Read-only access for design work

- HubSpot: a design user with View permissions; the client allows only the design-use read tools and blocks every other tool, `manage_*` included. Exports with Record ID kept as text.
- Clay: CSV exports of the table and the usage Run view. MCP identity for reps has a 50 credit monthly limit; no MCP access for this review.
- Instantly: campaign exports and screenshots of the blocklist and campaign settings.
- Exports folder: shared drive "GTM exports", IDs only, no names.

## Decisions referenced (from decisions.md)

- 2026-09-29: workflow v1 (demo and pricing requests, trial milestone, job change) passed four weekly reviews. v2 adds web intent (research or owner task; a sequence only when corroborated) and hiring (research or owner task).
- Ceiling: 1.00 USD per accepted work email (basis: 4% accepted-to-meeting, 25% meeting-to-opportunity, allowed acquisition spend per opportunity).
- Response target: first human attempt within 15 business minutes for demo and pricing requests, backup at 30, team lead at 60. Coverage 09:00 to 17:00 local time, Monday to Friday, per territory.
- Capacity: AE review 22 tasks per week (2 reviewers x 90 minutes / 8). SDR sequence capacity 40 new contacts per week.
- Contact policy: US and UK business contacts allowed for prospecting email (privacy lead, 2026-08-14). EU outside the UK: no decision, so the territory "emea" excludes EU countries until one is recorded.
- Validation: automated sequences accept only valid; accept-all and unknown go to an SDR task.
- Reply window: 30 days. Approval expiry: 7 days or any change of audience, message, senders or schedule.