# Sales Playbook

This page is the operator-facing sales guide for ZoneGaze Matrix. It is intended for discovery,
qualification, demos, and follow-up, not for inventing unsupported pricing or feature claims.

Before any commercial discussion, also read [Commercial posture](commercial-posture.md).

## Sales Truth Policy

- Sell Matrix as the host product, not Flow alone.
- Sell the plugin model as progressive adoption, not as unfinished fragmentation.
- Use current shipped workflows as proof.
- Treat deeper cross-plugin automation, official publish adapters, and future enterprise motions as
  roadmap direction unless the source docs say they are current.

## Best Current Sales Motions

- Product evaluation for technical teams
- Design-partner conversations for local-first AI workflows
- Pilot-style rollout for one workflow bundle
- Founder/operator adoption for multi-tool consolidation

## Qualification Checklist

Matrix is a strong fit when the buyer has at least two of these conditions:

- AI work is spread across several disconnected tools
- users need more control than a single chat or IDE plugin provides
- local-first or privacy-sensitive workflow matters
- project context, Git state, notes, and research need to stay connected
- the team wants selective adoption instead of one forced all-in suite
- content or social operations need structured planning and reusable assets rather than just ad hoc prompts

## Discovery Questions

### Product-Level Questions

- Where does your team lose the most time between chat, code, notes, review, and execution?
- Which parts of your workflow need to stay local or user-controlled?
- Are you trying to replace one tool, or reduce the number of disconnected tools around a workflow?

### Engineering-Focused Questions

- How do you assign, supervise, review, and ship AI-generated code today?
- Where do project context, diffs, Git state, and review comments live now?
- Do you need multiple agent types, worktrees, or task-level control?

### Knowledge And Operations Questions

- Where do research findings and decisions get lost after the initial conversation?
- How do notes, transcripts, and follow-up tasks reconnect to project work?
- Does your team need durable local memory instead of just conversation history?

### Social And Content Questions

- How do you currently move from idea to assets to draft posts to analytics review?
- Are publishing workflows blocked more by coordination, approvals, or tooling sprawl?
- Do you want local-first planning and exports, or are you specifically looking for direct API publishing today?

## Solution Mapping

| Buyer pain | Matrix bundle | Recommended pitch |
| --- | --- | --- |
| AI coding feels fast but hard to supervise | Flow + Code + Git + Research | "Matrix adds control, review, Git state, and evidence to AI-assisted development." |
| Notes and decisions disappear after chat | Chat + Joplin + Whispr + Research | "Matrix keeps reasoning, capture, and durable memory in one workspace." |
| Briefs and design work are disconnected from execution | Flow + Open Design + Joplin + Research | "Matrix keeps briefs, evidence, and implementation closer together." |
| Social workflows are spread across folders, docs, AI prompts, and uploads | Social Studio + Whispr + Research + Open Design | "Matrix gives you a modular social operations workspace instead of another isolated content tool." |
| Teams want local-first flexibility without adopting everything at once | Matrix shell + selected plugins | "Adopt one workflow bundle first, then add plugins only where the value is real." |

## Recommended Demo Flows

### Demo 1: Engineering Control

Use when selling to engineering leads, dev agencies, or technical founders.

1. Open Matrix as the shell.
2. Show Flow for task orchestration.
3. Show Code for implementation context.
4. Show Git for repository visibility.
5. Show Chat or Research as the reasoning/evidence layer.
6. Close with the message that the workflow stays in one product boundary.

### Demo 2: Knowledge And Decision Workflow

Use when selling to operators, product teams, or research-heavy users.

1. Start in Chat with project-aware reasoning.
2. Show Whispr dictation as capture acceleration.
3. Show Joplin as durable memory.
4. Show Research as the cited evidence layer.
5. Close on reduced context loss.

### Demo 3: Social Operations Workflow

Use when selling Social Studio.

1. Start with Matrix as the host shell.
2. Open Social Studio and show the module set: ingest, media, research, planner, publishing,
   analytics, automation.
3. Explain the current local-first export and analytics-import posture.
4. Show how Whispr, Research, Open Design, and BYO connectors complement the workflow.
5. Close by distinguishing what is current now versus what is planned later.

## Objection Handling

### "Why not just use ChatGPT, Cursor, or another single tool?"

Those tools solve slices of the workflow. Matrix is useful when the real problem is coordination
across slices: task control, code work, notes, research, review, design, and social operations.

### "Is this really a Matrix product, or is it just Flow?"

Flow is one important first-party plugin, but Matrix is the host shell and product boundary. The
catalog already includes multiple first-party and upstream-mounted plugins, plus shared capability
modules such as Research.

### "How mature is it?"

The honest answer is that the source currently labels catalog products as `Free` and `Beta`. Use
that as a trust-building fact, not something to hide. Sell the strength of the current workflows,
not a fake maturity story.

### "Do you host our data?"

Matrix is positioned as local-first. The current docs emphasize local workspaces, local runtimes,
local services, and user-controlled infrastructure. Provider-backed features can still exist, but
the product story is not default SaaS centralization.

### "Does Social Studio publish directly to every platform today?"

Not by default. Current documented scope is local-first planning, export packs, analytics import,
automation rules, and BYO connectors. Direct official-platform adapters are future-facing.

## Follow-Up Materials To Send

- [ZoneGaze Matrix overview](../product/zonegaze-matrix.md)
- [ZoneGaze Matrix manual](../manual/zonegaze-matrix-manual.md)
- [Matrix feature catalog](../features/matrix-feature-catalog.md)
- [Matrix plugin coordination](../plugins/plugin-coordination.md)
- [ZoneGaze Social Studio plugin](../plugins/zonegaze-social-studio.md)
- [Commercial posture](commercial-posture.md)

