B2B Playbook

Produce a usable artifact or decision, not broad advice.

Route the task

Need	Read
Find a marketing domain or tactic	playbooks/README.md
Scope a domain or plan a not-yet-published tactic	The relevant domain README.md linked from playbooks/README.md
Idea discovery (candidate, three ingredients, three paths)	playbooks/01-strategy-and-buyers/idea-discovery.md
Idea validation (pain and pull)	playbooks/01-strategy-and-buyers/idea-validation.md
ICP or account qualification	playbooks/01-strategy-and-buyers/icp.md
Wedge / first niche / audience plus use case	playbooks/01-strategy-and-buyers/wedge.md then templates/wedge.md
Buying committee	playbooks/01-strategy-and-buyers/buying-committee.md
First ~10 customers (handmade, not scalable)	playbooks/01-strategy-and-buyers/first-ten-customers.md
Product-market fit (love, pay, pull)	playbooks/01-strategy-and-buyers/product-market-fit.md
Four Fits / market-product-channel-model	playbooks/01-strategy-and-buyers/four-fits.md
Positioning / so-what value / what to position	playbooks/02-product-marketing/positioning.md
Messaging / message hierarchy / value lines	playbooks/02-product-marketing/messaging.md then templates/messaging.md
Product launch / launch tier / not every feature	playbooks/02-product-marketing/product-launch.md then templates/product-launch.md
Competitive intelligence / alternative card / battlecard	playbooks/02-product-marketing/competitive-intelligence.md then templates/competitive-intelligence.md
When and how much to charge	playbooks/02-product-marketing/pricing-and-packaging.md
First-meeting sales pitch	playbooks/02-product-marketing/sales-enablement.md
Demo / product walk after the pitch	playbooks/02-product-marketing/demo.md
Crowded category / prevention value / friction of the fix	playbooks/02-product-marketing/change-friction.md
Which pages to write first	playbooks/03-brand-story-and-content/content-strategy.md
Case study / customer story / proof URL	playbooks/03-brand-story-and-content/case-study.md
White paper / sourced long argument / ungated default	playbooks/03-brand-story-and-content/white-paper.md
Founder story / lived scene / founder-led	playbooks/03-brand-story-and-content/founder-story.md then templates/founder-story.md
Campaign / content brief (goal, audience, unique take, channels, stakeholders)	playbooks/03-brand-story-and-content/content-strategy.md then templates/campaign-brief.md
Marketing strategy inputs / ranked ICPs / four levers / big bets / KPO	playbooks/09-operations-pipeline-and-measurement/gtm-planning.md then templates/marketing-strategy-inputs.md
AI teammate / GPT / Gem instructions for a GTM job	playbooks/09-operations-pipeline-and-measurement/ai-workflow.md then templates/ai-teammate-brief.md
Which growth motion is primary	playbooks/04-channels-and-distribution/channel-strategy.md
SEO / AEO / show up in AI answers	playbooks/04-channels-and-distribution/seo-and-aeo.md
Vertical community / peer intro / AMA in an existing room	playbooks/04-channels-and-distribution/community.md
KOL / newsletter / podcast partnership / co-create	playbooks/04-channels-and-distribution/creator-partnership.md
Product Hunt / launch-day amplifier	playbooks/04-channels-and-distribution/product-hunt.md
Content syndication / rented MQLs	playbooks/04-channels-and-distribution/content-syndication.md
LinkedIn organic / founder feed / company page	playbooks/04-channels-and-distribution/linkedin-organic.md
Paid ads / creation vs capture / retargeting job	playbooks/04-channels-and-distribution/paid-media.md
Review sites / G2 / buyer-visible reviews	playbooks/04-channels-and-distribution/review-sites.md
Account research	playbooks/05-outbound-and-prospecting/account-research.md
Buying signal / job change / funding / which sentence this week	playbooks/05-outbound-and-prospecting/buying-signals.md
Message-market fit / before AI SDR / handmade outbound test	playbooks/05-outbound-and-prospecting/message-market-fit.md
Mobile / phone data / right-person numbers	playbooks/05-outbound-and-prospecting/contact-data.md
Cold email	playbooks/05-outbound-and-prospecting/cold-email.md
Cold call / phone opener / objection as reaction	playbooks/05-outbound-and-prospecting/cold-call.md
LinkedIn outbound / connection request / social selling	playbooks/05-outbound-and-prospecting/linkedin-outbound.md
Multichannel outbound	playbooks/05-outbound-and-prospecting/multichannel-sequence.md
SDR / BDR onboarding or ramp	playbooks/05-outbound-and-prospecting/sdr-onboarding.md
Event strategy	playbooks/06-account-field-and-partner/event-marketing.md
Trade-show execution	playbooks/06-account-field-and-partner/trade-shows.md
Executive dinner / small roundtable	playbooks/06-account-field-and-partner/executive-dinners.md
Ecosystem / partners who already have trust	playbooks/06-account-field-and-partner/ecosystem.md
Account planning / named-account 30/60/90	playbooks/06-account-field-and-partner/account-planning.md
ABM / account tiers / what is not ABM / account-driven GTM	playbooks/06-account-field-and-partner/abm-strategy.md
Homepage / 10-second scan / site door	playbooks/07-website-and-conversion/homepage.md
Landing page / campaign URL / message match	playbooks/07-website-and-conversion/landing-page.md
Comparison page / vs page / competitor URL	playbooks/07-website-and-conversion/comparison-page.md
Pricing page / show the number / value metric on site	playbooks/07-website-and-conversion/pricing-page.md
Demo request / high-intent form / speed-to-lead	playbooks/07-website-and-conversion/demo-request.md
Forms / chat / what to collect / HDYHAU	playbooks/07-website-and-conversion/forms-and-chat.md
Customer success / post-sale book	playbooks/08-lifecycle-and-customer-marketing/customer-success.md
Customer onboarding / first value / education vs implementation	playbooks/08-lifecycle-and-customer-marketing/customer-onboarding.md
Onboarding packet / welcome / handoff notes	playbooks/08-lifecycle-and-customer-marketing/onboarding-communication.md
CCO / VP CS first 90 days	playbooks/08-lifecycle-and-customer-marketing/cs-leadership-ramp.md
CS workspace / health fields / 4Rs	playbooks/08-lifecycle-and-customer-marketing/cs-workspace.md
Gross vs net revenue churn / NRR leak	playbooks/08-lifecycle-and-customer-marketing/revenue-churn.md
Lead nurture / drip / pre-sale education	playbooks/08-lifecycle-and-customer-marketing/lead-nurture.md
Expansion / upsell / land and expand	playbooks/08-lifecycle-and-customer-marketing/expansion-marketing.md
Renewal / value packet / horizon clock	playbooks/08-lifecycle-and-customer-marketing/renewal-marketing.md
Sales compensation / quota, OTE, accelerators	playbooks/09-operations-pipeline-and-measurement/sales-compensation.md
Clawbacks, holdbacks, or sales draws	playbooks/09-operations-pipeline-and-measurement/incentive-timing.md
RevOps / sales-ops leader variable pay	playbooks/09-operations-pipeline-and-measurement/revops-compensation.md
Forecasting / pipeline hygiene / call the quarter	playbooks/09-operations-pipeline-and-measurement/forecasting.md
Weekly sales meetings / 13-week cadence	playbooks/09-operations-pipeline-and-measurement/sales-operating-cadence.md
Company cadence / launch vs close / lightning strike	playbooks/09-operations-pipeline-and-measurement/company-cadence.md
Lead scoring / MQL threshold / routing hypothesis	playbooks/09-operations-pipeline-and-measurement/lead-scoring.md
GTM plan / demand vs sales capacity	playbooks/09-operations-pipeline-and-measurement/gtm-planning.md
Marketing budget / CAC payback / monthly headcount	playbooks/09-operations-pipeline-and-measurement/budget-and-planning.md then templates/budget-and-planning.md
First marketer / marketing org / π-shape / fuel vs engine seats	playbooks/09-operations-pipeline-and-measurement/marketing-org.md then templates/marketing-org.md
GTM tests / hypotheses / experiment log	playbooks/09-operations-pipeline-and-measurement/experimentation.md
Measurement / attribution / HDYHAU / two scoreboards	playbooks/09-operations-pipeline-and-measurement/measurement-model.md
GTM AI maturity / “we are AI-native”	playbooks/09-operations-pipeline-and-measurement/gtm-ai-maturity.md
Which AI use case / Five P’s / not which tool	playbooks/09-operations-pipeline-and-measurement/ai-use-case-selection.md
AI workflow / agent stages / HITL gates	playbooks/09-operations-pipeline-and-measurement/ai-workflow.md
VP Sales / sales-leader first 90 days	playbooks/09-operations-pipeline-and-measurement/sales-leadership-ramp.md
CRM data model / field map / migration	playbooks/09-operations-pipeline-and-measurement/crm-data-model.md
MarTech governance / vendor bake-off	playbooks/09-operations-pipeline-and-measurement/martech-governance.md
Working file (Sheet / Doc / Slides blank)	TEMPLATES.md
Software selection	TOOLS.md
Newsletters, KOLs, or reading sources	RESOURCES.md
Partner with a newsletter or operator (not just read them)	playbooks/04-channels-and-distribution/creator-partnership.md

If the master index marks a requested topic as planned, read the relevant domain README for its scope, decisions, build order, and interfaces. State that no complete tactic playbook is published yet; do not fabricate one or silently substitute an adjacent tactic.

All maintained playbook, tool, working-file, reading-source, and Skill content is in English. The root README is English. A Chinese entrance lives in README.zh.md and must stay a full mirror of coverage counts.

Working rules

• Begin with the buyer, account, business problem, current alternative, and observable trigger.
• Label important judgments as fact, observation, assumption, or to validate.
• Write unknown and a discovery action when evidence is missing.
• Use the playbook's template and label every external case with a source and date. If the playbook links a file in templates/, point the user there for Google Sheets/Docs/Slides; do not paste a third-party member template.
• For software selection, prefer a qualified AI-native product or modern infrastructure over a legacy default, but never treat novelty or AI marketing copy as evidence of fit.
• Give each tool one primary category, state a real limitation, label established benchmarks, and disclose when a product is maintained by the repository owner.
• For reading sources, use RESOURCES.md. Treat grades as editorial evidence, not a ranking. A newsletter is not a case study and does not override a published playbook.
• When adding a third-party web link, preserve existing query parameters and append ref=b2b-playbook to the query string before any fragment. Do not add it to repository-internal or canonical-source links.
• End with a concrete next action and the metric that will evaluate it.
• Never invent customer facts, contacts, proof points, legal requirements, or performance claims.
• Do not expose or request credentials, customer lists, private contacts, or unapproved sources.

Default output

Unless the user requests another format, produce:

1. the decision or recommended operating path;
2. the evidence supporting it;
3. assumptions and unknowns;
4. a copyable working artifact;
5. a pre-flight checklist;
6. the next action and review metric.