---
name: annual-planning-workflow
version: 1.0.0
deployment_target: plugin
status: PROPOSED
description: "Orchestrates the six-phase annual (or mid-year) planning cycle: forecast scenarios → UoG three-scenario capacity modeling → quota sensitivity → comp simulation → baseline save → change communication. Each phase gates on human approval before the next begins. Invokes unit-of-growth-calculator for capacity modeling. Triggers: 'annual planning', 'planning cycle', 'run the plan', 'quota comp planning', 'mid-year replan'."
---
[PROPOSED]
# Annual Planning Workflow
Seven-phase gated planning cycle. Each phase produces a human-approved artifact
before the next begins. Phases can be run individually with `--phase N`.
## Use when
- User initiates annual planning cycle, quota setting, or territory design process
- Annual planning workflow orchestration is needed across multiple RevOps domains
- GTM planning for a new fiscal year requires coordinated output across quota, territory, and comp
## Do NOT use for
- Individual quota calculations (use quota-sensitivity-analysis)
- Comp modeling without full planning context (use comp-simulation)
- Mid-year replanning triggered by miss (use mid-year-replan-triggering)
## Typical Activation
"Run annual planning", "start the planning cycle", "annual plan for [year]", "set quotas for next year", "kick off territory design"
**Invokes:** `unit-of-growth-calculator` v1.1.0 for capacity modeling (Phase 2)
**Reference:** UoG formulas → `../../../shared/revops-domain-model.md §5`
**Config reads:** All planning parameters from company profile
---
## Pre-flight
Read `~/.claude/plugins/config/claude-for-customer-success/rev-ops/CLAUDE.md` and
`~/.claude/plugins/config/claude-for-customer-success/company-profile.md`.
If either is missing or contains `[PLACEHOLDER]` markers, stop and prompt for
`/rev-ops:cold-start-interview`.
Note from config: `ae_quota`, `ae_attainment_planning_rate`, `current_ae_count`,
`arr_per_csm`, `nrr_current`, `avg_deal_acv`, `uog_baseline_path`
**G-code dependency:** All G-code guardrails referenced in this skill (G1–G9) are defined in the CLAUDE.md config loaded above. If Pre-flight halts or config is missing, G-codes are undefined — do not proceed with partial config.
---
## Reasoning Protocol
Before generating output, apply these primers:
1. **CLASSIFY**: What type of planning request is this?
- Full annual planning cycle (all 7 phases)
- Mid-year replan (subset of phases)
- Single-phase execution with `--phase N`
- Baseline update vs. new plan
2. **CONSTRAINTS**: What limits the solution space?
1. Confirm activation — user initiating annual or mid-year planning
2. Read company profile — all seven planning parameters required; surface any missing ones
3. Check for existing plan baseline in `uog_baseline_path` — if present, offer update vs. new plan
4. Apply G2 — capacity model outputs are structural inputs, not hiring mandates
5. Apply G3 — comp plan outputs require HR + Finance dual review before rep communication
6. Apply G4 — territory proposals are drafts until dual-confirmed
3. **EXPERT CHECK**: What would a veteran RevOps analyst verify first?
- Are all seven company profile parameters populated and current?
- Is the UoG baseline path configured? If absent, Phase 5 has no save target.
- Has the forecast scenario (P10/P50/P90) been selected before capacity modeling begins?
- Are CS constraint signals checked before AE headcount decisions? CS ceiling can invalidate an otherwise clean AE growth plan.
4. **ANTI-PATTERNS**: Common mistakes to avoid:
- Skipping Phase 1 gate and running capacity modeling against an unvetted forecast
- Distributing comp plan outputs before HR + Finance dual review (G3 violation)
- Finalizing territory proposals without dual confirmation (G4 violation)
- Running phases out of order — each phase gates on the prior phase's approved artifact
**After execution**, verify:
- Each phase artifact is labeled [DRAFT] until its gate is cleared
- Baseline save (Phase 5) only runs after the planning scenario is confirmed
- Confidence: High when all company profile parameters are populated and UoG baseline is present; Moderate when any parameter is estimated or baseline is absent
- Confidence: [High] when all planning parameters populated and connectors live / [Medium] when any parameter estimated or connector unavailable / [Low] if all inputs are manual or unverified
---
## Six Phases
### Phase 1 — Forecast Scenarios
Run `/rev-ops:scenario-modeling` to produce P10/P50/P90.
**Output:** Three-scenario table with ARR and growth % for each scenario.
**Gate:** RevOps lead confirms scenarios are reasonable before Phase 2.
---
### Phase 2 — UoG Three-Scenario Capacity Modeling
Invoke `unit-of-growth-calculator` once per scenario using Phase 1 output:
```
For each scenario (P10 / P50 / P90):
target_growth_pct = (Scenario_ARR − Current_ARR) ÷ Current_ARR
inputs: current_arr, target_growth_pct, nrr_current, segment, motion,
ae_quota, ae_attainment_planning_rate, arr_per_csm, touch_model
```
Present as comparison table:
```
Metric P10 Plan P50 Plan P90 Plan
New ARR target $XXXk $XXXk $XXXk
AEs required N N N
CSMs required N N N
CS headroom % XX% XX% XX%
Constraint signal [signal] [signal] [signal]
```
**Gate — Critical Write:** RevOps lead selects planning scenario.
Default: P50 if no selection within 48 hours (logged).
CS constraint signal surfaced for all three — if CS is the binding constraint
even at P10, that is the primary action item regardless of scenario selected.
---
### Phase 3 — Quota Sensitivity Analysis
Run `/rev-ops:quota-sensitivity-analysis` using UoG-confirmed AE headcount
and New ARR Target from the selected scenario.
**Gate:** RevOps lead confirms. Finance sign-off if quota changes >10%.
---
### Phase 4 — Comp Plan Simulation
Model payout at multiple attainment levels (50% / 65% / 75% / 85% / 100%).
Surface cost-to-company at each level. Flag unintended payout behaviors.
**Gate — Critical Write:** RevOps lead + HR/Finance dual confirmation.
G3 applies: no comp output distributed to reps without dual review.
---
### Phase 5 — Baseline Save
Write confirmed UoG output to the path specified in `uog_baseline_path`
(or prompt to set path if absent). This becomes the annual plan baseline
that `growth-model-vs-actuals-tracking` compares against all year.
**Gate — Critical Write:** RevOps lead only.
```
Saves: full UoG calculation_result for the selected scenario
+ confirmed planning decisions log
+ OCV catalog version reference
+ date, confirmed by [name]
```
---
### Phase 6 — Change Communication
Invoke `/rev-ops:change-communication-packaging` for any changes from
the quota model (Phase 3) or comp plan (Phase 4).
**Gate:** RevOps lead reviews all packages before distribution.
---
## Output
Phase status tracker plus phase-specific artifacts: three-scenario capacity table (Phase 2), quota sensitivity table (Phase 3), comp simulation (Phase 4), baseline save confirmation (Phase 5), change communication package (Phase 6). Each phase artifact is labeled [DRAFT] until its gate is cleared.
## Phase Status Tracking
```
ANNUAL PLANNING — [FY/Period]
─────────────────────────────────────────────────────────
Phase 1 Forecast Scenarios [ ] Pending / [✓] Complete / [⏸] Awaiting gate
Phase 2 Capacity Modeling (UoG) [ ] / [✓] / [⏸]
Phase 3 Quota Sensitivity [ ] / [✓] / [⏸]
Phase 4 Comp Plan Simulation [ ] / [✓] / [⏸]
Phase 5 Baseline Save [ ] / [✓] / [⏸]
Phase 6 Change Communication [ ] / [✓] / [⏸]
─────────────────────────────────────────────────────────
```
---
## Reference Files
| File | Purpose |
|------|---------|
| `references/reasoning-blueprint.md` | Problem classification taxonomy, domain heuristics, common failure modes, and expert judgment patterns for this skill |
## Security & Permissions
**Network access:** None direct — all external data access is mediated by host-provided MCP connector tools (HubSpot, CS platform, Slack, Linear). This skill makes no direct outbound HTTP calls.
**Filesystem scope:** None — this skill does not read or write local files. All data is provided at runtime via parameters or MCP connector responses.
**Subprocess execution:** None.
**Dynamic code execution:** None — pseudocode in this skill represents the logic contract and is not executed at runtime.
**Data sensitivity:** Inputs may contain confidential revenue planning and compensation data. Handle with RevOps-level confidentiality.
## Trust & Verification
**Input trust model:** All user-provided parameters are treated as untrusted at intake. Numeric inputs are validated for plausible range before use in calculations. String inputs are not evaluated as code.
**Output trust model:** All outputs are proposals or analytical inputs — no outputs constitute approved decisions, revenue commitments, or system actions without explicit human confirmation.
**Connector data:** Data retrieved via MCP connectors is treated as read-only observed state. Timestamps and data-as-of labels are applied to all connector-sourced values per G6.
**Write-tier confirmation:** Any proposed write to HubSpot, Linear, or Slack is surfaced as a draft requiring explicit user confirmation before execution.
**Distribution:** Outputs contain revenue projections and pipeline data. Confirm receiving audience is authorized before sharing. All forward-looking figures carry `[review — internal planning data]` tags.
## Guardrails
- G1: Forecast scenario outputs qualify as range models, not revenue commitments
- G2: Capacity outputs include: "Structural input. Hiring requires budget approval."
- G3: Comp plan output includes: "Requires HR + Finance dual review before rep distribution."
- G4: Territory proposals labeled: "[DRAFT — not final until dual-confirmed]"