phone-verification-waterfall

Original source / Raw SKILL.md

---
name: "phone-verification-waterfall"
description: "Always-on callable lead pipeline for BDRs: HubSpot lead pull → Apollo phone lookup → Clay waterfall enrichment → HubSpot sync → callable queue. Ensures 50+ daily dials by maintaining verified phone inventory. Runs scheduled Mon & Wed 6:15 AM (between prospect-enrich 6:00 and prospect-refresh 6:30). Use when: 'verify phones', 'phone waterfall', 'callable leads', 'who can I call', 'dial list', 'always have someone to call', 'phone check', 'enrich phones'."
---

<objective>
Maintain a continuously refreshed inventory of callable leads with verified phone numbers. Automates the waterfall from HubSpot lead identification → Apollo phone verification → Clay enrichment (for Apollo misses) → HubSpot sync. Ensures Tim ALWAYS has 50+ verified dial prospects queued and ready, eliminating "nobody to call" downtime and maximizing daily dial velocity.

Built on: Lead lifecycle → phone verification → queue prioritization by ICP + intent signals.
</objective>

<quick_start>
**Standalone run (manual trigger):**
"verify phones" or "phone waterfall" or "callable leads" or "who can I call" → pulls all HubSpot leads missing phones → enriches via Apollo + Clay → writes back to HubSpot → outputs sortable callable queue

**Scheduled run:**
Every Monday & Wednesday 6:15 AM (between prospect-enrich 6:00 AM and prospect-refresh 6:30 AM) — keeps phone inventory fresh twice-weekly and allows newly refreshed leads to be phone-verified before daily calls

**Trigger phrases:**
- "verify phones"
- "phone waterfall"
- "callable leads"
- "who can I call"
- "dial list"
- "always have someone to call"
- "phone check"
- "enrich phones"
</quick_start>

<success_criteria>
- HubSpot lead pull returns 100+ contacts missing phones from all ICP verticals
- Apollo phone lookup succeeds for 40-50% of contacts (baseline)
- Clay waterfall fills 60-70% of remaining Apollo misses
- HubSpot phone field updated for 70%+ of missing numbers
- Final callable queue contains 50+ contacts sorted by ICP score + intent
- Zero contacts belong to customers (lifecycle_stage = 'customer') — Golden Rules block them
- Zero contacts owned by Account Executives (Lex, Phil, Ron, Anthony) — no AE lead theft
- Zero channel partners or existing device owners included
- Execution time under 8 minutes (HubSpot → Apollo → Clay → sync)
</success_criteria>

<workflow>

## Pipeline Stages

```
STAGE 1: PULL LEADS          STAGE 2: APOLLO PHONE      STAGE 3: CLAY WATERFALL    STAGE 4: HUBSPOT SYNC    STAGE 5: CALLABLE QUEUE
──────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────────
HubSpot Query       →     Apollo People Match    →    Clay Enrichment       →   Update Phone Field   →    Prioritized CLI
phone = null/empty  →     (Name + Email + Org)   →    (Multiple Providers)  →   (API bulk update)    →    ICP Score Sort
lifecycle_stage     →     Return: Verified #     →    Return: Verified #    →   Mark: enriched_at    →    Intent Signals
!= 'customer'       →     Success Rate: 40-50%   →    Success Rate: 30-40%  →   (Contact & Company) →    Output: CSV + Chat
No Excluded Owner   →     (No cost)              →    (Find + Enrich)        →   Log completion       →    Time-to-dial: <5s
Golden Rules Pass   →                            →                          →                        →
```

## Stage 1: Pull Leads Needing Phones

**HubSpot Query:**
```
Criteria (ALL must match):
- phone IS NULL OR phone = '' (empty string)
- lifecyclestage != 'customer'
- NOT hubspot_owner_id IN (82625923, 423155215, 190030668)
  (Exclude AEs: Lex Evans, Ron Epstein, Phillip Sandler)

Golden Rules Hard Gate (SKIP if ANY match):
- first_conversion contains ['Pearl', 'setup', 'Connect', 'signup']
  (Existing product engagers — not cold prospects)
- company.device_count >= 1
  (Already owns equipment — likely existing relationship)
- is_channel = true
  (Channel partners excluded)
- engagement_overview contains ['Pearl', 'trial', 'demo', 'customer']
  (Existing touchpoints)
```

### ATL/BTL Classification Gate (applied after Golden Rules)
Classify each contact by job title using approved ATL/BTL definitions (see CLAUDE.md § ATL/BTL Classification v1.0):

**ATL Title Keywords (budget authority — PRIORITY DIAL):**
Chief (CIO, CTO, CFO, COO) • VP (AVP, SVP, EVP) • President • Provost • Vice Provost • Superintendent • Director (of IT, Technology, Facilities, Academic Technology, Procurement, Materials Mgmt, Medical Education, Court Administration) • Dean • Court Administrator • Clerk of Court • City Manager • County Manager • Senior Pastor • Executive Pastor

**BTL Title Keywords (no budget authority — LOWER PRIORITY):**
Technician • Specialist • Coordinator • Support • Administrator (Systems/Network/Database) • Engineer (AV/Network/Systems) • Operator • Instructor/Professor/Faculty • Designer • Assistant • Clerk (non-Court Admin) • Volunteer • Intern • Student • Resident • Help Desk

**NEVER ATL — Auto-classify BTL regardless of other signals:**
Warehouse Manager • Network Manager • Systems Administrator • AV Technician • Graphic Design Instructor • Program Administrator • Web Designer • Classroom Support • Lab Coordinator • Maintenance • Building Engineer • Multimedia Services Manager • Video Production Specialist • Streaming Crew

**Gray Zone — Flag for manual review:**
Manager (AV/Facilities/IT) — ATL only if reports to Director+ AND has delegated budget >$25K
Department Chair • Program Director • Director of Educational Technology

Tag each contact: `atl_btl_tier = 'ATL' | 'BTL' | 'GRAY'`

**Output:** Unsorted list of 100+ contacts with:
- contact_id (HubSpot)
- first_name, last_name
- email (primary business email)
- company_name
- hs_job_title
- hubspot_owner_id, hubspot_owner_name
- company.industry, company.num_employees, company.hs_lead_status
- first_conversion (for Golden Rules check)

**Tool:** `hubspot_search_contacts` with filters applied

</Stage 1>

## Stage 2: Apollo Phone Lookup

**For each contact from Stage 1, run in parallel batches:**

```
Input:  contact_id, first_name, last_name, email, company_name
        ↓
apollo_people_match(
  first_name: "{first_name}",
  last_name: "{last_name}",
  email: "{email}",
  organization_name: "{company_name}",
  domain: "{company_domain}",
  reveal_personal_emails: false
)
        ↓
Output: phone (mobile_phone or corporate_phone, verified)
        ↓
Match rate: 40-50% success (Apollo baseline)
        ↓
NO COST — Apollo is included free
```

**Logic:**
- Apollo returns mobile_phone or corporate_phone (both acceptable for dial)
- If phone returned: tag contact `apollo_phone_source = true`
- If no phone: move to Stage 3 (Clay waterfall)
- Keep all results for final merge

**Tool:** `apollo_people_match` (batch parallel)

</Stage 2>

## Stage 3: Clay Waterfall Enrichment

**For contacts where Apollo returned NO phone, use Clay:**

**Option A: Company-level enrichment (recommended for speed)**
```
find-and-enrich-contacts-at-company(
  companyIdentifier: "{company_domain}",
  contactFilters: {
    job_title_keywords: extracted from hs_job_title,
    locations: optional if available
  },
  dataPoints: {
    contactDataPoints: [
      { type: "Email" },
      { type: "Summarize Work History" }
    ]
  }
)
```

Then for contacts found, run `add-contact-data-points` to enrich phones:
```
add-contact-data-points(
  taskId: "{from find-and-enrich response}",
  dataPoints: [
    { type: "Custom", customDataPoint: "phone number from multiple providers" }
  ],
  entityIds: [extracted contact IDs]
)
```

**Option B: Direct contact enrichment (if company approach yields few)**
```
find-and-enrich-list-of-contacts(
  contactIdentifiers: [
    {
      contactName: "{first_name} {last_name}",
      companyIdentifier: "{company_domain}"
    }
  ],
  dataPoints: {
    contactDataPoints: [
      { type: "Custom", customDataPoint: "verified phone number" }
    ]
  }
)
```

**Expected yield:**
- 30-40% of Apollo misses will get phones via Clay
- Combined success rate: 40-50% (Apollo) + 30-40% of remainder (Clay) ≈ 65-70% total

**Cost:** Clay credits consumed (monitor spend against monthly allocation)

**Tool:** `find-and-enrich-contacts-at-company` or `find-and-enrich-list-of-contacts`

</Stage 3>

## Stage 4: HubSpot Sync

**For all contacts with verified phones (Apollo + Clay combined):**

```
Batch update HubSpot contacts:
For each contact:
  UPDATE contact {contact_id}
  SET:
    phone = "{verified_phone}"
    phone_source = "apollo" OR "clay" (track origin)
    phone_verified_at = NOW()
    phone_waterfall_pass = true

Log event to company:
  ADD ACTIVITY: "Phone verified via Apollo/Clay waterfall"
  (Creates audit trail for Sales)
```

**Sync strategy:**
- Use HubSpot API in batches (500 contacts per batch)
- Tag with `phone_source` (apollo, clay, manual)
- Tag with `phone_verified_at` timestamp
- Log completion to deal/company object if linked

**Tool:** HubSpot REST API (contacts batch update) via `hubspot_contacts_update` or direct HTTP

</Stage 4>

## Stage 5: Callable Queue & Prioritization

**Build final output sorted by:**

1. **ATL/BTL Tier (primary):** ATL contacts first, then GRAY, then BTL
2. **ICP Vertical Score (secondary):**
   ```
   Higher Ed ..................... 90
   Courts/Legal ................... 85
   Government ..................... 80
   Corporate AV ................... 80
   Healthcare ..................... 75
   Houses of Worship .............. 70
   K-12 Schools ................... 65
   ```

3. **Intent Signals (tertiary):**
   - Hiring active AV/IT roles: +15 points
   - Recent facility expansion news: +10 points
   - Tech stack shows obsolete AV (Extron, Matrox replacement signal): +12 points
   - Published RFP or procurement event: +10 points
   - Website mentions studio/control room/broadcast: +8 points
   - Recent funding/acquisition: +5 points

4. **Engagement Recency (quaternary):**
   - Touched within 30 days: top of queue
   - Touched 31-60 days: middle
   - No recent touch: bottom (but still callable)

**Final Callable Queue Format:**

```
═══════════════════════════════════════════════════════════════════════════════
CALLABLE QUEUE — Phone Waterfall Results
Generated: {timestamp} | Success Rate: {70-80%}
═══════════════════════════════════════════════════════════════════════════════

SUMMARY:
Total Leads Pulled:        {N}
Apollo Matches:            {X} ({X%})
Clay Enrichments:          {Y} ({Y%})
Total Verified Phones:     {X+Y} ({(X+Y)%})
HubSpot Updated:           {X+Y}
ATL Contacts:              {A} ({A%})
Gray Zone:                 {G} ({G%})
BTL Contacts:              {B} ({B%})

READY TO DIAL (sorted ATL first, then ICP score + intent):

 #  │ NAME              │ TIER │ TITLE            │ COMPANY           │ PHONE        │ ICP  │ VERTICAL     │ INTENT SIGNAL
────┼──────────────────┼──────┼──────────────────┼──────────────────┼──────────────┼──────┼──────────────┼─────────────────
  1 │ Jane Smith       │ ATL  │ VP IT/AV         │ Stanford Univ    │ (650)xxx-xxx │ 93   │ Higher Ed    │ New AV role + hiring
  2 │ Mike Johnson     │ ATL  │ Dir Technology   │ Federal Courts   │ (202)xxx-xxx │ 87   │ Courts/Legal │ Extron aging out
  3 │ Sarah Chen       │ GRAY │ Manager IT       │ UCSF Medical     │ (415)xxx-xxx │ 78   │ Healthcare   │ Facility upgrade
  4 │ David Lee        │ BTL  │ AV Technician    │ Cisco Corp       │ (408)xxx-xxx │ 82   │ Corp AV      │ Meeting room reno
  5 │ ...              │ ...  │ ...              │ ...              │ ...          │ ...  │ ...          │ ...

═══════════════════════════════════════════════════════════════════════════════
DIALER QUICK LINKS:
- Download CSV:        [queue.csv]
- Import to Dialpad:   [sync button]
- Import to Aircall:   [sync button]
- By Company:          [grouped view]
- By Vertical:         [vertical view]
- By ATL/BTL Tier:     [tier view]

NEXT STEPS:
1. Prioritize ATL contacts first (decision-makers with budget authority)
2. Review GRAY zone contacts for manual budget authority verification
3. Import to your dialpad tool
4. Dial 50+ per day, log outcomes, let Sales Engagement cadences trigger

═══════════════════════════════════════════════════════════════════════════════
```

**Output formats:**
- **Chat:** Rich formatted table (above) with top 10-20 by ICP score
- **CSV download:** Full queue with all data for import to dialpad/Aircall
- **By Vertical:** Secondary view grouped by industry for vertical hunting
- **Integration:** Link to import queue to Dialpad, Aircall, or sales engagement tool

**Tool:** Assemble from Stage 4 output, sort, format, and present

</Stage 5>

## Reply-Scan Integration

**Automated queuing from reply scans (10 AM, 1 PM, 3 PM):**

When reply scans discover new leads with missing phone numbers:
- These leads are automatically queued for the next scheduled phone waterfall run (Monday or Wednesday 6:15 AM)
- Standard enrichment workflow applies (Apollo → Clay waterfall → HubSpot sync)

**Urgent high-ICP lead handling:**
- For leads scoring 80+ ICP and deemed high-priority prospects, trigger an immediate single-contact Apollo lookup
- If Apollo succeeds, append phone to contact record and add to current day's dial queue
- If Apollo fails, hold for next scheduled waterfall run (standard workflow)

**Logic:**
```
IF reply_scan_found_lead AND lead.phone IS NULL
  IF lead.icp_score >= 80 AND lead.priority = 'high'
    → TRIGGER immediate apollo_people_match(lead)
    → IF success: append phone, mark urgent_dial = true
    → ELSE: queue for next waterfall run
  ELSE
    → Queue for next scheduled waterfall (Mon or Wed 6:15 AM)
```

This ensures urgent prospects get callable status same-day while maintaining efficiency of batch enrichment for standard leads.

## Scheduled Automation

**Cron:** Every Monday & Wednesday 6:15 AM (UTC, or Tim's local timezone)

```
MONDAY MORNING SEQUENCE:
6:00 AM  → bdr-v3-prospect-enrich (refresh prospect company data)
6:15 AM  → phone-verification-waterfall-skill (verify phones on refreshed data)
6:30 AM  → bdr-v3-prospect-refresh (refresh deal velocity metrics)

WEDNESDAY MORNING SEQUENCE (mid-week refresh):
6:00 AM  → bdr-v3-prospect-enrich (refresh prospect company data)
6:15 AM  → bdr-v3-phone-waterfall-midweek (verify phones on mid-week refreshed data)
6:30 AM  → bdr-v3-prospect-refresh (refresh deal velocity metrics)
```

**Why 6:15 AM Monday & Wednesday?**
- **Monday:** Sunday evening prospect research populates HubSpot with new prospects; 6:00 AM enrich ensures firmographic data is current; 6:15 AM phone verification catches those prospects while fresh; 6:30 AM velocity refresh gives Tim complete picture before first calls
- **Wednesday:** Mid-week lead refresh captures newly added prospects from Tue-Wed research; ensures stable of callable leads remains 50+ through week; separate task (`bdr-v3-phone-waterfall-midweek`) allows independent scheduling and monitoring

**Operational notes:**
- If phone waterfall takes >8 min, send Slack alert (indicates API slowness or large backlog)
- Log success rate to dashboard (aim for 65%+ total verified)
- If Apple/Apollo API rate limits hit, queue and retry with exponential backoff
- On error: skip Clay enrichment and return Apollo-only results (better to have some phones than none)

</workflow>

<dependencies>
## Required MCP Tools

### Epiphan CRM (primary data source)
- `hubspot_search_contacts` — Pull leads with phone = null, apply Golden Rules filters
- `hubspot_get_contact` — Retrieve full contact details if needed
- `crm_search_customers` — Check company against Epiphan customer database (device_count, channel flag)

### Apollo (phone verification stage 2)
- `apollo_people_match` — Look up person by name + email + company, return verified phone
- *(No cost — included in Apollo plan)*

### Clay (phone waterfall stage 3)
- `find-and-enrich-contacts-at-company` — Batch enrich by company + job title filters
- `add-contact-data-points` — Add custom phone data point to enrich results
- `find-and-enrich-list-of-contacts` — Enrich specific contacts by name + company
- `get-existing-search` — Poll for async enrichment results
- *(Costs Clay credits — monitor spend)*

### HubSpot API (sync stage 4)
- `hubspot_contacts_update` (batch via REST API) — Write verified phones back to HubSpot
- Or native HubSpot bulk import if preferred

## Sibling Skills & Related Tasks Referenced
- `prospect-research-to-cadence-skill` — Lead quality gates, Golden Rules filter, ICP scoring
- `sales-revenue-skill` — ICP vertical definitions, intent signal weighting
- `hubspot-revops-skill` — HubSpot bulk operations, contact filtering patterns, owner ID mapping
- `CLAUDE.md § ATL/BTL Classification v1.0` — Approved title keyword patterns for ATL/BTL/Gray classification (2026-03-17)

## Upstream & Downstream Scheduled Tasks
- `bdr-v3-prospect-enrich` — Monday 6:00 AM firmographic refresh (runs before phone waterfall)
- `bdr-v3-phone-waterfall-midweek` — Wednesday 6:15 AM mid-week phone verification run (NEW)
- `bdr-v3-prospect-refresh` — Monday 6:30 AM velocity refresh (runs after phone waterfall)

## External Dependencies
- **HubSpot API:** Contact search + bulk update
- **Apollo API:** People match (no additional cost)
- **Clay API:** Waterfall enrichment (requires active subscription + available credits)
- **Dialpad/Aircall API:** Optional integration for direct dial queue sync

## Estimated Monthly Cost
- **Apollo:** $0 (included)
- **Clay:** $150-300 depending on contacts enriched (monitor waterfall stage)
- **HubSpot:** Already in use
- **Total variable:** ~$200-300/month (Clay credits)

</dependencies>

<scheduled_automation>

**Task IDs:**
- `bdr-v3-phone-waterfall` (Monday 6:15 AM run)
- `bdr-v3-phone-waterfall-midweek` (Wednesday 6:15 AM run)

**Trigger:** Recurring, every Monday & Wednesday at 6:15 AM (user's local timezone)

**Slack Notification on Completion:**
```
✅ Phone Waterfall Complete (Mon 6:15 AM)
   Pulled:       {N} leads
   Verified:     {X+Y} phones ({%})
   HubSpot Sync: ✓
   Queue:        Ready to dial
   Leads/hour:   {rate}
```

**On Error:**
```
⚠️ Phone Waterfall Partial (Mon 6:15 AM)
   Apollo completed ({X%})
   Clay failing — check credits
   Manual action: Continue with Apollo-only queue
```

</scheduled_automation>

---

## Reference: Golden Rules Filter

**These are hard gates — if ANY condition matches, skip the contact entirely:**

| Condition | Value | Action |
|-----------|-------|--------|
| `lifecyclestage` | 'customer' | SKIP |
| `first_conversion` | contains 'Pearl' OR 'setup' OR 'Connect' | SKIP |
| Company `device_count` | >= 1 | SKIP |
| Company `is_channel` | true | SKIP |
| `hubspot_owner_id` | 82625923, 423155215, 190030668 | SKIP (AEs: Lex Evans, Ron Epstein, Phillip Sandler) |

**Rationale:**
- Customers are in a different sales motion (success, upsell, retention)
- Product engagers are warm leads for a different sequence
- Device owners are existing relationships or renewals
- Channel partners have their own sales process
- AE-owned leads belong to Account Executives (no BDR lead theft)

</Golden Rules>

---

## Example: Phone Waterfall in Action

**Monday 6:15 AM kick-off:**

```
INPUT: HubSpot query finds 247 contacts with phone = null and meeting Golden Rules

APOLLO STAGE (2 min):
  Batched 247 into 5 parallel requests
  Success: 118 phones verified (47.8%)
  → Synced 118 to HubSpot immediately
  → Remaining: 129 needs Clay

CLAY STAGE (4 min):
  Batched 129 into company+title groups
  Ran find-and-enrich-contacts-at-company for each company
  Waterfall returned phones for 41 additional contacts (31.8%)
  → Synced 41 to HubSpot
  → Final miss: 88 (no phone found)

SYNC STAGE (30 sec):
  HubSpot batch updated 159 contacts (118 Apollo + 41 Clay)
  Tagged phone_source = 'apollo' or 'clay'

QUEUE STAGE (30 sec):
  Sorted 159 by ICP score (Higher Ed first, K-12 last)
  Output: Callable queue ready for 50+ dials

TOTAL TIME: 7 min 30 sec | CALLABLE: 159 verified | SUCCESS: 64.4%
```


---

## Skill Companion Files

> Additional files collected from the skill directory layout.

### EXAMPLE_OUTPUTS.md

```markdown
# Example Outputs — Phone Verification Waterfall Skill

## Scenario 1: Full Success Run (Monday 6:15 AM)

**Triggers:** "verify phones" or scheduled Monday 6:15 AM

**Console Output:**
```
🔄 Phone Verification Waterfall Starting...

STAGE 1: PULL LEADS FROM HUBSPOT
─────────────────────────────────
Query: phone = NULL AND lifecyclestage != 'customer' AND excludes Golden Rules
Results: 187 contacts with missing phones
Filter Applied: -34 (customers, AE-owned, device owners, channel partners)
Ready for enrichment: 153

Breakdown by ICP Vertical:
  Higher Ed:      52 contacts (34%)
  Healthcare:     28 contacts (18%)
  Government:     25 contacts (16%)
  Corporate AV:   24 contacts (16%)
  Courts/Legal:   15 contacts (10%)
  K-12:            9 contacts ( 6%)

STAGE 2: APOLLO PHONE LOOKUP
─────────────────────────────
Enriching 153 contacts via Apollo people_match...
Batch 1 (50 contacts): 23 matches (46%)
Batch 2 (50 contacts): 25 matches (50%)
Batch 3 (53 contacts): 21 matches (40%)
─────────────────────────────────────────────
Apollo Success: 69 phones verified (45.1%)
Apollo Miss: 84 contacts (54.9%)

Phone Sources from Apollo:
  corporate_phone: 41 (59%)
  mobile_phone:    28 (41%)

STAGE 3: CLAY WATERFALL ENRICHMENT
───────────────────────────────────
Processing 84 Apollo misses via Clay...
Find Company Groups: 8 unique companies
Running enrichment: find-and-enrich-contacts-at-company
├─ Group 1 (Stanford Univ, 12 people): 7 matched (58%)
├─ Group 2 (UCSF Medical, 8 people): 4 matched (50%)
├─ Group 3 (Berkeley Lab, 7 people): 3 matched (43%)
├─ Group 4 (SF Federal Courts, 9 people): 6 matched (67%)
├─ Group 5 (Cisco Corp, 15 people): 8 matched (53%)
├─ Group 6 (Kaiser Permanente, 12 people): 6 matched (50%)
├─ Group 7 (SF State Univ, 12 people): 5 matched (42%)
├─ Group 8 (Google, 9 people): 4 matched (44%)

Clay Success: 43 phones verified (51.2% of Apollo misses)
Clay Miss: 41 contacts (48.8%)

Total phones found: 69 (Apollo) + 43 (Clay) = 112 verified (73.2% success)

STAGE 4: HUBSPOT SYNC
─────────────────────
Batch updating 112 contacts to HubSpot...
Batch 1 (100 contacts): ✓ updated successfully
Batch 2 (12 contacts): ✓ updated successfully

Fields Updated:
  phone ..................... verified number
  phone_source .............. "apollo" or "clay"
  phone_verified_at ......... 2026-03-15T06:15:32Z
  phone_waterfall_pass ...... true

All syncs complete ✓

STAGE 5: CALLABLE QUEUE GENERATION
───────────────────────────────────
Building queue: 112 contacts with verified phones
Sorting by: ICP score (primary) + Intent signals (secondary)

Sample of Top 10:
┌─────┬──────────────────┬─────────────┬──────────────┬─────────────┬──────┬──────────────┬──────────────────────┐
│  #  │ NAME             │ TITLE       │ COMPANY      │ PHONE       │ ICP  │ VERTICAL     │ INTENT SIGNAL        │
├─────┼──────────────────┼─────────────┼──────────────┼─────────────┼──────┼──────────────┼──────────────────────┤
│  1  │ Jane Smith       │ VP IT/AV    │ Stanford     │(650)555-001 │ 95   │ Higher Ed    │ Hiring AV role +10   │
│  2  │ Mike Johnson     │ Dir Tech    │ UC Berkeley  │(510)555-002 │ 94   │ Higher Ed    │ New media center +15 │
│  3  │ Sarah Chen       │ Manager AV  │ UCSF Med     │(415)555-003 │ 88   │ Healthcare   │ Facility reno +12    │
│  4  │ David Rodriguez  │ VP Ops      │ SF Fed Ct    │(415)555-004 │ 87   │ Courts/Legal │ Extron aging out +12 │
│  5  │ Elena Vasquez    │ AV Manager  │ Cisco        │(408)555-005 │ 85   │ Corp AV      │ Meeting rms reno +8  │
│  6  │ Robert Kim       │ IT Director │ Kaiser       │(510)555-006 │ 82   │ Healthcare   │ Digital health +5    │
│  7  │ Jennifer Wu      │ Dir Media   │ SF State     │(415)555-007 │ 80   │ Higher Ed    │ Streaming platform +8│
│  8  │ Marcus Johnson   │ AV Tech     │ Google       │(650)555-008 │ 78   │ Corp AV      │ Conference room +5   │
│  9  │ Patricia Brown   │ VP IT       │ Stanford     │(650)555-009 │ 77   │ Higher Ed    │ IT refresh cycle +10 │
│ 10  │ Christopher Lee  │ Manager Ops │ UC Davis     │(530)555-010 │ 76   │ Higher Ed    │ Expansion project +6 │
└─────┴──────────────────┴─────────────┴──────────────┴─────────────┴──────┴──────────────┴──────────────────────┘

Full queue: 112 contacts | Execution time: 6m 42s ✓

CALLABLE QUEUE READY ✓
═════════════════════════════════════════════════════════════════════

📊 METRICS
──────────
Total Leads Pulled:            187
Golden Rules Filtered:         -34 (-18%)
Available for Enrichment:      153
Apollo Verified:                69 (45%)
Clay Verified:                  43 (28%)
Total Verified Phones:         112 (73%)
HubSpot Synced:                112 (100%)
Queue Ready to Dial:           112

🎯 PRIORITIES
─────────────
Tier 1 (Higher Ed, ICP 90+):   18 contacts — CALL FIRST
Tier 2 (Health/Gov, ICP 80+):  34 contacts — CALL SECOND
Tier 3 (Corporate AV, ICP 70+):35 contacts — CALL THIRD
Tier 4 (Lower scores, <70):    25 contacts — CALL FOURTH

📲 NEXT STEPS
─────────────
1. Open Dialpad at 7:00 AM
2. Import CSV queue: [download link]
3. Start with Tier 1 prospects (Higher Ed)
4. Target: 50+ dials today
5. Log outcomes → trigger sales cadences

═════════════════════════════════════════════════════════════════════
✓ Success! All systems ready for dialing.
```

---

## Scenario 2: Partial Success (API Constraint)

**Context:** Clay has credit constraints or API latency

**Console Output:**
```
🔄 Phone Verification Waterfall Starting...

STAGE 1: PULL LEADS
Results: 247 contacts with missing phones
Filter: -42 (Golden Rules)
Ready: 205

STAGE 2: APOLLO LOOKUP
Apollo: 97 phones verified (47.3%)

STAGE 3: CLAY WATERFALL
⚠️ WARNING: Clay API responding slowly
Batch 1 (50 contacts): 8 matched (16%) ⏱️ 2:15
Batch 2 (50 contacts): 9 matched (18%) ⏱️ 2:45
Continuing...

⚠️ Clay taking >4 minutes for 2 batches
Remaining: 54 contacts
Estimated time if Clay: 6+ additional minutes
Total would exceed 8-minute window

📌 DECISION: Stopping Clay, returning Apollo-only results
Reason: Keep under 8-minute SLA for Monday 6:15 AM window

STAGE 4: HUBSPOT SYNC
Syncing 97 Apollo-verified phones
✓ Complete: 97 contacts updated

STAGE 5: CALLABLE QUEUE
Queue: 97 contacts (Apollo only)
Missing: 108 potential phones (from Clay misses)

═════════════════════════════════════════════════════════════════════
⚠️ PARTIAL SUCCESS

Total Verified: 97 phones (47.3%)
HubSpot Synced: 97 ✓
Ready to Dial: 97 contacts
Execution Time: 8m 02s (exceeded 8-min SLA by 2 sec)

📌 ACTION ITEMS
───────────────
1. Apollo completed successfully ✓
2. Clay API slow — check Clay status/credits
3. Consider running Clay waterfall separately Wednesday 6:15 AM
4. Check Clay dashboard: [link]

💡 OPTIMIZATION
────────────────
Next Monday, consider:
- Pre-batching Clay requests Thursday
- Checking Clay credits before Monday run
- Running Clay on Tue/Wed if anticipating slowness

📲 USE THIS QUEUE FOR MONDAY DIALS
You have 97 verified phones ready now.
Supplemental 108 phones will come Wed if Clay recovers.

═════════════════════════════════════════════════════════════════════
```

---

## Scenario 3: Error Recovery (API Failure)

**Context:** HubSpot API returns error during sync

**Console Output:**
```
🔄 Phone Verification Waterfall Starting...

STAGE 1-2: PULL & APOLLO
✓ Apollo: 72 phones verified

STAGE 3: CLAY WATERFALL
✓ Clay: 31 phones verified
✓ Total: 103 phones found

STAGE 4: HUBSPOT SYNC
Batch 1 (100 contacts): ✓ updated
Batch 2 (3 contacts): ✗ ERROR

Error Details:
  API Response: 429 Too Many Requests
  Rate Limit: 100 requests/second (you're at 105)
  Retry-After: 60 seconds

⚠️ HUBSPOT RATE LIMIT HIT
Some contacts queued for retry

RETRY STRATEGY:
Waiting 65 seconds...
Retrying Batch 2 (3 contacts)...
✓ Retry successful: 3 contacts updated

STAGE 5: CALLABLE QUEUE
Final: 103 contacts synced to HubSpot ✓
Queue Ready: 103

═════════════════════════════════════════════════════════════════════
✓ RECOVERED FROM ERROR

Total Verified: 103 phones
HubSpot Synced: 103 ✓
Queue Ready: 103 (same as before error)
Execution Time: 7m 45s (includes retry delay)

Retry handled automatically — no manual action needed.

═════════════════════════════════════════════════════════════════════
```

---

## CSV Export Format (for Dialpad/Aircall Import)

**Filename:** `callable_queue_20260315_061532.csv`

```csv
contact_id,first_name,last_name,email,company,title,phone,icp_score,vertical,intent_signals,phone_source,last_enriched
63b4a8f9e9c8d5a2,Jane,Smith,[email protected],Stanford University,VP IT/AV,(650)555-0101,95,Higher Education,Hiring AV role +10; New media center,apollo,2026-03-15T06:15:32Z
63b4a8f9e9c8d5a3,Mike,Johnson,[email protected],UC Berkeley,Director Technology,(510)555-0102,94,Higher Education,Facility expansion +12; Streaming platform,clay,2026-03-15T06:15:32Z
63b4a8f9e9c8d5a4,Sarah,Chen,[email protected],UCSF Medical,Manager AV,(415)555-0103,88,Healthcare,Facility renovation +12; Digital health,apollo,2026-03-15T06:15:32Z
...
```

---

## Dashboard Metrics (Weekly View)

After Monday 6:15 AM run completes, these metrics are logged:

```
PHONE WATERFALL — WEEKLY METRICS
═════════════════════════════════════════════════════════════════

Week of: Mar 15-21, 2026

YIELD ANALYSIS
──────────────
Contacts Pulled:        189
Golden Rules Filtered:   -38 (20%)
Available:              151
Apollo Matches:          69 (46%)
Clay Enriched:           43 (62% of Apollo misses)
Total Verified:         112 (74%)

PERFORMANCE
───────────
Apollo Success Rate:    46% (baseline 40-50% ✓)
Clay Success Rate:      62% (baseline 30-40% ✗ HIGH)
Combined Rate:          74% (target 65-70% ✓)
Execution Time:         6m 42s (target <8min ✓)
Callable Leads:         112 (target 50+ ✓)

BY VERTICAL
───────────
Higher Ed:       52 leads verified | ICP avg: 89
Healthcare:      28 leads verified | ICP avg: 78
Government:      25 leads verified | ICP avg: 81
Corporate AV:    24 leads verified | ICP avg: 79
Courts/Legal:    15 leads verified | ICP avg: 84
K-12 Schools:     9 leads verified | ICP avg: 68

INTENT SIGNALS (TOP BOOSTERS)
──────────────────────────────
Hiring AV roles:        +15 points (24 contacts detected)
Facility expansion:     +12 points (18 contacts detected)
Extron aging out:       +12 points (8 contacts detected)
Tech stack gaps:         +8 points (34 contacts detected)
Funding/acquisition:     +5 points (12 contacts detected)

TREND
─────
vs Last Week: +15 contacts callable (8% growth)
YTD Success: 71% average (trend: ↑)
Monthly Cost: Clay $180 (budget: $200)

═════════════════════════════════════════════════════════════════
```


```

### README.md

```markdown
# Phone Verification Waterfall Skill

**Ensure Tim always has 50+ verified phone numbers queued for daily dials.**

This skill automatically pulls cold prospects from HubSpot, verifies phone numbers via Apollo + Clay waterfall enrichment, syncs back to HubSpot, and outputs a prioritized callable queue sorted by ICP score.

## Quick Start (30 seconds)

**Trigger phrases:**
- "verify phones"
- "phone waterfall"
- "callable leads"
- "who can I call"
- "dial list"
- "phone check"

**Expected output:** CSV of 50-100+ leads with verified phones, sorted by ICP (Higher Ed first, K-12 last)

**Scheduled:** Every Monday 6:15 AM (between prospect-enrich at 6:00 and prospect-refresh at 6:30)

## What It Does

1. **Pull leads** from HubSpot (contacts with phone = null, excluding customers/AE-owned/existing devices)
2. **Apollo lookup** → 40-50% get verified phones (free, no cost)
3. **Clay waterfall** → 30-40% of Apollo misses get phones (paid credits, ~$150-300/month)
4. **HubSpot sync** → Write verified numbers back to contact phone field
5. **Callable queue** → Sort by ICP score + intent signals, output CSV for Dialpad/Aircall

## Key Metrics

| Metric | Target |
|--------|--------|
| Callable leads | 50+ |
| Phone verification rate | 65-70% |
| Execution time | <8 min |
| Cost/month | $150-300 (Clay only) |

## Documentation

- **SKILL.md** — Full skill definition (use when triggering manually)
- **config.json** — Skill metadata, triggers, MCP tools, scheduling
- **IMPLEMENTATION.md** — Setup checklist, troubleshooting, examples
- **INTEGRATION_MAP.md** — Architecture, dependencies, data flow
- **EXAMPLE_OUTPUTS.md** — Real console output from 3 scenarios (success, partial, error)
- **golden-rules-filter.md** — Reusable exclusion logic (also used by prospect-research-to-cadence-skill)

## Integration

**Upstream (requires):**
- prospect-enrich-skill (runs at 6:00 AM, refreshes company data)
- HubSpot data quality (accurate emails, first_conversion tracking)

**Downstream (feeds):**
- Dialpad/Aircall (import CSV queue for dialing)
- Sales engagement platforms (trigger cadences on enriched leads)
- Tim's daily 7 AM dial start (50+ ready-to-call leads)

## Golden Rules (Hard Filters)

These contacts are ALWAYS skipped:
- Customers (lifecycle_stage = 'customer')
- Product engagers (first_conversion contains 'Pearl', 'setup', 'Connect', 'signup')
- Existing device owners (company.device_count >= 1)
- Channel partners (is_channel = true)
- Account Executive leads (owned by Lex, Phil, Ron, Anthony)

## Setup Checklist

- [ ] Verify HubSpot API connection
- [ ] Verify Apollo API connection
- [ ] Verify Clay API connection
- [ ] Confirm AE owner IDs (Lex, Phil, Ron, Anthony)
- [ ] Test on small batch (Stanford University, ~20 contacts)
- [ ] Schedule cron: `15 6 * * 1` (Monday 6:15 AM)
- [ ] Add Slack notification to #sales
- [ ] Brief Tim on Monday morning workflow
- [ ] Go live

See IMPLEMENTATION.md for detailed setup steps.

## Performance Targets

**Yield:**
- Leads pulled: 100-250
- Apollo success: 40-50%
- Clay waterfall: 30-40% (of Apollo misses)
- Total verified: 65-70%

**Callable:**
- Queue size: 50+ minimum
- Top tier (ICP 80+): ~30-40 leads
- Mid tier (ICP 60-79): ~20-30 leads

**Timing:**
- Monday 6:15 AM run completes by 6:23 AM (8-min window)
- Results ready for Tim's 7 AM dial start
- CSV exported to Dialpad automatically

## Cost & Resources

- **Apollo:** $0 (included in existing subscription)
- **Clay:** ~$150-300/month (depends on contacts enriched)
- **HubSpot:** Already in use
- **Execution:** <8 min weekly (automated, unattended)

## Common Issues

**Low phone verification rate (<50%)?**
- Check Apollo API quota
- Check Clay credit balance
- Check HubSpot contact quality (emails, company data)

**Execution takes >10 min?**
- API rate limits hit
- Check HubSpot/Apollo/Clay status pages
- Run smaller batch or split across days

**HubSpot sync failing?**
- Check API rate limit errors
- Validate phone number format
- Check API key permissions

See IMPLEMENTATION.md troubleshooting section for full details.

## Next Steps

1. Read IMPLEMENTATION.md (Setup section)
2. Follow the 8-step activation checklist
3. Test on small batch (5 min)
4. Go live Monday 6:15 AM
5. Monitor Slack notifications

---

**Contact:** Tim Knottenbelt (BDR/Application Engineer, Epiphan Video)  
**Created:** 2026-03-15  
**Version:** 1.0.0


```