Most GTM advice is theater.
This is the playbook an actual revenue leader runs.
The Operator Playbook is eleven Claude Code skills for B2B SaaS go-to-market: ICP, cold outbound, discovery, demos, pricing, comp, forecasting, MQL handoff, LinkedIn outbound, first-rep hire, and AEO content. Each skill produces a real artifact you could ship inside a working motion — not a generic template. Built by Nick French (BDR → AE → Head of Revenue, 10 years B2B SaaS GTM). Free ICP Builder skill below; full bundle $99 one-time.
Start with the ICP Builder
The first skill in the playbook is yours free. The ICP Builder produces a real, operator-grade Ideal Customer Profile — tiered, with disqualifiers, firmographic + technographic + behavioral signals, an economic-reality filter, persona map, and a 0–100 scoring rubric.
Most ICP docs are useless. This one disqualifies 90% of the market on the first pass and leaves you with an addressable target an SDR can actually run outbound off of.
If the ICP Builder is good, the other 10 skills are built the same way. Use it as the test of the bar.
Get the free skill
What’s in the Operator Playbook
Eleven skills. Each one produces a real artifact — sequence copy, ICP doc, comp plan, AEO rewrite — not a generic template.
01ICP Builder
FreeBuilds an SDR-runnable Ideal Customer Profile. Tier 1/2/3 segmentation, disqualifiers, firmographic + technographic + behavioral signals, economic-reality filter, persona map, 0–100 scoring rubric.
02Cold Outbound Sequence
Builds a 5-touch cold outbound sequence that lands in inbox. Deliverability infrastructure (warmup, lookalike domains, SPF/DKIM/DMARC), TRIGGER → PROBLEM → VALUE → MICRO ASK copy framework, A/B plan, reply-handling SLAs.
03Discovery Call Runner
Runs a 30-minute discovery call that surfaces real deals from fake ones. Three-act structure, operator-grade MEDDPICC, the five highest-leverage questions including the status-quo test.
04Demo Script Builder
Builds a discovery-driven three-act demo (problem framing, ONE use case, close). Anti-tour. Stakeholder choreography for Champion + EB + End User + Blocker.
05Pricing & Packaging
Designs a three-tier pricing structure that maximizes ACV without killing inbound. Anchor logic, decoy effect, per-seat vs usage vs flat decision, expansion levers (40/30/20/10 mix), discount discipline, negotiation playbook.
06Comp Plan Designer
Designs a SDR/AE/AM comp plan reps will sell hard against. OTE, base/variable, quota math (4-5x OTE), accelerators, kickers, SPIFs, ramp policy, clawbacks. Single-page documented plan with signature line.
07Forecasting & Pipeline Review
Runs a weekly forecast that catches slip before it kills the quarter. Stage definitions with exit criteria, MEDDPICC-driven deal scorer, Commit / Best Case / Pipeline / Strategic categories, slip detection.
08MQL → SQL Handoff
Builds the marketing-to-sales lead handoff that stops 80% of MQLs from rotting. MQL definition (firmographic AND behavioral), sub-tiered routing (5-min / 1-hour / 24-hour SLA), disqualification picklist, feedback loop.
09LinkedIn Outbound
Runs a LinkedIn outbound motion that books meetings without LinkedIn jail. Connection-to-DM ladder over 21 days, the underrated content engagement layer, Sales Nav setup, account safety rules.
10Founder-Led Sales → First Rep
Decides when (and how) to hand founder-led sales to a first rep without breaking the motion. Readiness assessment, AE-vs-SDR-first decision, 14-component playbook handoff, 90-day ramp plan, founder transition.
11AEO Content Optimizer
Rewrites a B2B SaaS page so AI search engines (ChatGPT, Perplexity, Google AI Overviews) cite it inside synthesized answers. Chunk-rewrite plan, inverted-pyramid restructure, FAQ block, JSON-LD spec, branded-mention seeding plan, Reference Rate measurement.
Get the full Operator Playbook
All eleven skills. One zip. Drop into Claude Code, restart, done. Updates included when we ship new skills.
Instant download · No subscription · Updates included
Refund anytime if a skill doesn’t do what its description says it does.
FAQ
What is the StackSwap Operator Playbook?
The StackSwap Operator Playbook is a paid bundle of 11 Claude Code skills built for B2B SaaS go-to-market operators. The skills cover ICP building, cold outbound, discovery calls, demos, pricing and packaging, comp plans, forecasting, MQL-to-SQL handoff, LinkedIn outbound, founder-led-sales-to-first-rep handoff, and AEO content optimization. The free ICP Builder skill is downloadable in exchange for an email; the full bundle is $99 one-time. Source: written by Nick French, 10 years B2B SaaS GTM (BDR → AE → Head of Revenue).
What are Claude Code skills?
Claude Code skills are markdown files with YAML frontmatter that Claude Code loads to specialize its behavior. When you ask a question matching a skill's description, Claude loads that skill's instructions and runs them. The Operator Playbook skills trigger on operator-grade questions like "build my ICP" or "rewrite my outbound sequence" — no slash commands required.
How do I install the skills after I download?
Unzip the bundle. Drop each skill folder into your Claude Code skills directory: project scope at .claude/skills/<skill-name>/, or personal scope at ~/.claude/skills/<skill-name>/. Restart Claude Code so they load. Skills trigger automatically based on what you ask — no need to memorize slash commands.
Which skills are included in the Operator Playbook bundle?
Eleven skills: ICP Builder (free), Cold Outbound Sequence, Discovery Call Runner, Demo Script Builder, Pricing & Packaging, Comp Plan Designer, Forecasting & Pipeline Review, MQL → SQL Handoff, LinkedIn Outbound, Founder-Led Sales → First Rep, and AEO Content Optimizer. Each produces a real artifact (sequence copy, ICP doc, comp plan, AEO rewrite) — not a generic template.
How is the Operator Playbook different from the 30-skill packs sold for $39?
Most skill packs are written by content marketers who have never run a GTM motion. The Operator Playbook is written by an operator with 10 years of B2B SaaS revenue leadership (BDR → AE → Head of Revenue). Each skill produces a real artifact you could ship inside a working GTM motion — sequence copy, ICP doc, comp plan, AEO rewrite — not a generic template. The frameworks come from running the motions, not reading about them.
Why $99 and not $39 like the other packs?
Depth costs more than breadth. Other packs charge $39 for 30+ skills written generically. The Operator Playbook is $99 for 11 skills written from operator scar tissue, each producing an artifact you could ship inside a real GTM motion. If the math doesn't work, the free ICP Builder skill is enough to evaluate the approach before buying.
Who is the Operator Playbook for?
B2B SaaS founders, revenue leaders, RevOps, and SDR/AE/AM operators who already use Claude Code as a working tool. Especially useful if you're building a GTM motion from scratch or rebuilding one that stopped working. Not aimed at content creators, agency operators outside B2B SaaS, or anyone wanting generic 'AI productivity' tips.
What is the AEO Content Optimizer skill?
AEO Content Optimizer rewrites a B2B SaaS commercial page (landing page, comparison, programmatic SEO, blog post) so AI search engines like ChatGPT, Perplexity, Google AI Overviews, and Bing/CoPilot cite it inside synthesized answers. Output includes a chunk-rewrite plan, inverted-pyramid restructure, FAQ block, JSON-LD spec, branded-mention seeding plan, and Reference Rate measurement setup. Use when the page ranks but AI summaries cite competitors.
Will I get follow-up emails?
Only when we ship new skills or run a sale. No drip sequences, weekly newsletters, or "did you see our latest?" nudges. If you want updates, you get them; if not, unsubscribe in one click.
Are updates to the playbook included?
Yes. As skills get refined or new ones are added, customers get the updates at no additional cost. The "ship new skills" emails contain a re-download link to the latest bundle.
What's the refund policy?
If a skill doesn't do what its description says it does, email nick@stackswap.ai with the issue and StackSwap will refund. The bar is "did this produce the artifact I expected?" — if no, full refund, no questions.
Already running these motions and want to know where your stack is leaking budget?
Run a StackScan audit →