{
  "version": "0.1.0-mvp",
  "lastUpdated": "2026-06-22",
  "capabilities": [
    {
      "id": "cap_financial_close",
      "name": "Automated Financial Close Module",
      "description": "Automates month-end and quarter-end close, reducing cycle time and manual reconciliation errors across multiple entities.",
      "businessProblems": [
        "Manual financial close taking 10+ days",
        "Audit findings related to reconciliation errors",
        "Controller or CFO unable to scale without adding headcount",
        "Recent ERP migration or acquisition creating reporting gaps"
      ],
      "buyingSignals": [
        "Hiring for financial reporting or accounting manager roles",
        "CFO or Controller posts about process improvement or modernization",
        "Press release about acquisition (new entity to consolidate)",
        "Mention of close process or reconciliation challenges in earnings calls",
        "Job descriptions mentioning reduce close cycle time or multi-entity consolidation"
      ],
      "antiSignals": [
        "Already purchased this module per CRM",
        "Recent competitor win logged in CRM"
      ],
      "targetBuyer": {
        "titles": ["CFO", "Controller", "VP Finance", "Head of Accounting"],
        "departments": ["Finance", "Accounting"]
      },
      "keywords": ["close", "reconciliation", "consolidation", "month-end", "audit", "ERP", "controller", "multi-entity", "acquisition"]
    },
    {
      "id": "cap_workflow_automation",
      "name": "Workflow Automation Suite",
      "description": "Eliminates manual handoffs across operational processes, automating repetitive review-and-approve workflows end to end.",
      "businessProblems": [
        "Manual handoffs between departments slowing throughput",
        "Headcount growth required just to keep up with volume",
        "Inconsistent process execution and error rates",
        "Post-merger process fragmentation"
      ],
      "buyingSignals": [
        "Executive posts about eliminating manual work or automation",
        "Hiring operations or automation roles",
        "Merger or rapid growth increasing transaction volume",
        "Job descriptions mentioning reduce manual intervention or automate workflows"
      ],
      "antiSignals": [
        "Already purchased automation suite per CRM",
        "Just signed with a competing automation platform"
      ],
      "targetBuyer": {
        "titles": ["COO", "VP Operations", "Director of Operations", "Head of RevOps"],
        "departments": ["Operations", "Revenue Operations"]
      },
      "keywords": ["automation", "manual", "handoff", "workflow", "operations", "throughput", "prior authorization", "claims", "process"]
    },
    {
      "id": "cap_analytics_platform",
      "name": "Unified Analytics & Reporting Platform",
      "description": "Consolidates fragmented data sources into a single reporting layer with self-serve dashboards and governed metrics.",
      "businessProblems": [
        "Data scattered across systems with no single source of truth",
        "Leadership lacks real-time visibility into KPIs",
        "Analysts spend more time wrangling data than analyzing it",
        "Reporting gaps after a system migration or merger"
      ],
      "buyingSignals": [
        "Hiring data analysts, BI, or analytics engineering roles",
        "Executive posts about data-driven decisions or visibility",
        "Mentions of building a data warehouse or single source of truth",
        "Job descriptions mentioning consolidate reporting or dashboards"
      ],
      "antiSignals": [
        "Already purchased analytics platform per CRM",
        "Standardized on a competing BI tool recently"
      ],
      "targetBuyer": {
        "titles": ["CDO", "VP Data", "Head of Analytics", "CIO"],
        "departments": ["Data", "IT", "Analytics"]
      },
      "keywords": ["analytics", "reporting", "dashboard", "data warehouse", "BI", "visibility", "single source of truth", "KPI", "metrics"]
    },
    {
      "id": "cap_compliance_suite",
      "name": "Compliance & Audit Management Suite",
      "description": "Centralizes controls, evidence collection, and audit workflows to reduce compliance risk and audit prep effort.",
      "businessProblems": [
        "Manual, spreadsheet-driven audit preparation",
        "Expanding regulatory scope after entering new markets",
        "Audit findings or material weaknesses disclosed",
        "Compliance team cannot scale with the business"
      ],
      "buyingSignals": [
        "Hiring compliance, internal audit, or GRC roles",
        "Regulatory filing disclosing control weaknesses",
        "Press release about entering regulated markets",
        "Executive posts about risk, controls, or governance"
      ],
      "antiSignals": [
        "Already purchased compliance suite per CRM"
      ],
      "targetBuyer": {
        "titles": ["Chief Risk Officer", "VP Compliance", "Head of Internal Audit", "General Counsel"],
        "departments": ["Risk", "Compliance", "Legal"]
      },
      "keywords": ["compliance", "audit", "controls", "risk", "regulatory", "governance", "GRC", "material weakness", "SOX"]
    },
    {
      "id": "cap_revenue_intelligence",
      "name": "Revenue Intelligence & Forecasting",
      "description": "Applies AI to pipeline and activity data to improve forecast accuracy and surface at-risk deals.",
      "businessProblems": [
        "Forecast accuracy is poor and reactive",
        "Sales leaders lack visibility into deal health",
        "Rapid sales-team growth straining forecasting process",
        "CRM data quality undermining planning"
      ],
      "buyingSignals": [
        "Hiring RevOps, sales operations, or sales enablement roles",
        "CRO or VP Sales posts about forecast accuracy or pipeline",
        "Funding round driving aggressive sales scaling",
        "Job descriptions mentioning forecasting or pipeline management"
      ],
      "antiSignals": [
        "Already purchased revenue intelligence per CRM"
      ],
      "targetBuyer": {
        "titles": ["CRO", "VP Sales", "Head of RevOps", "VP Sales Operations"],
        "departments": ["Sales", "Revenue Operations"]
      },
      "keywords": ["forecast", "pipeline", "revenue", "sales", "RevOps", "quota", "deal", "funding", "scaling"]
    }
  ],
  "bundleSignals": [
    {
      "capabilityIds": ["cap_financial_close", "cap_workflow_automation"],
      "description": "Post-acquisition consolidation + manual handoff pain often pairs close automation with workflow automation."
    }
  ],
  "globalAntiSignals": [
    "Competitor X displacement win logged in CRM within 90 days"
  ]
}