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Skillscall-recording-analyzer

call-recording-analyzer

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Updated 10-16 08:39

About this skill

<quick_start> After a call: "analyze my last call with Baylor" → pulls Clari transcript → scores against MEDDIC → outputs scorecard

Batch review: "review today's calls" → analyzes all calls from today → summary report

Coaching mode: "call coaching for my University of Michigan demo" → deep analysis with talk ratio, question quality, objection handling

Trigger phrases:

  • "analyze call [company]"
  • "call review [company]"
  • "score my call"
  • "what did I miss on [company] call"
  • "call coaching [company]"
  • "review my last call"
  • "review today's calls"
  • "how did my call go"
  • "Clari scorecard" </quick_start>

<success_criteria>

  • MEDDIC scorecard generated for every analyzed call
  • Missed discovery questions identified (what SHOULD have been asked)
  • Competitor mentions extracted and mapped to battlecard responses
  • Talk-to-listen ratio calculated (target: prospect talks 60%+)
  • Action items extracted with owner assignment
  • Coaching moments flagged (interruptions, missed objection follow-ups, premature pitching)
  • Results feed into deal-momentum-analyzer Signal 4 (call momentum scoring)
  • Analysis completes in under 60 seconds per call </success_criteria>

Architecture

TRIGGER                    DATA PULL                 ANALYSIS                OUTPUT
──────────────────────────────────────────────────────────────────────────────────
"analyze call X"  →  Clari: transcript +     →  MEDDIC scoring      →  Call Scorecard
                     summary + action items   →  Discovery gaps       →  Coaching Report
                  →  HubSpot: deal context    →  Competitor extract   →  Action Items
                  →  Prior call history       →  Talk ratio analysis  →  Deal Update
                                              →  Objection mapping    →  Morning Brief Feed

Stage 1: Data Collection

Run these MCP calls in parallel:

1a. Clari Call Data

Tool Purpose
clari_search_calls Find the call by company name, attendee email, or date range
clari_get_call Full call metadata: duration, participants, recording URL
clari_get_call_summary AI summary, key moments, action items, sentiment

Search strategy:

  1. If company name provided: clari_search_calls(query=company_name, daysBack=7)
  2. If "last call" or "today's calls": clari_search_calls(daysBack=1)
  3. If attendee specified: clari_search_calls(attendeeEmail=email, daysBack=14)

1b. HubSpot Deal Context

Tool Purpose
hubspot_search_companies Company record for the prospect
hubspot_search_deals Active deals associated with this company
hubspot_search_contacts Contact records for call participants

Pre-Flight Golden Rules Check:

  • If contact.lifecyclestage = 'customer' → Skip. Route to CSM.
  • If hubspot_owner_id IN ('82625923', '423155215', '190030668') AND Tim is NOT collaborator → Skip.

1c. Prior Call History

Tool Purpose
clari_search_calls Find previous calls with same contacts (last 90 days)
clari_get_call_summary Summaries of prior calls for progression context

Stage 2: MEDDIC Call Scoring

Score the call transcript against each MEDDIC dimension (0-100 total).

M — Metrics (0-20 points)

Evidence Points
Prospect stated specific success metrics 20
Prospect described general goals 12
Tim asked but prospect deflected 8
Not discussed 0

Missed question: "How will you measure success? What does ideal look like in numbers?"

E — Economic Buyer (0-20 points)

Evidence Points
EB identified by name and confirmed as budget holder 20
EB referenced indirectly 12
Tim asked, answer unclear 8
No discussion of budget authority 0

ATL/BTL Validation (MANDATORY — per CLAUDE.md § ATL/BTL Classification v1.0): Classify ALL call attendees. If NO ATL attendee → Flag ⚠️ COACHING MOMENT: "Get the economic buyer on the next call."

D — Decision Criteria (0-15 points)

Evidence Points
Prospect listed specific evaluation criteria 15
Some factors mentioned 10
Tim asked, prospect uncertain 5
Not discussed 0

D — Decision Process (0-15 points)

Evidence Points
Clear timeline + stakeholders + process 15
Partial timeline 10
Tim asked, vague 5
Not discussed 0

I — Identify Pain (0-20 points)

Evidence Points
Specific quantified pain 20
Qualitative pain 12
Pain implied 6
No pain discussion (pitch without discovery) 0

C — Champion (0-10 points)

Evidence Points
Contact volunteered to champion internally 10
High engagement (detailed questions, requested next steps) 7
Passive engagement 3
No champion signal 0

MEDDIC Classification

Score Rating Meaning
80-100 STRONG Well-qualified deal
60-79 ADEQUATE 1-2 gaps to fill next call
40-59 WEAK Incomplete discovery
0-39 MISSED Call was a pitch, not discovery

Stage 3: Coaching Analysis

Talk-to-Listen Ratio

  • Target: Prospect talks 60%+, Tim talks 40% or less
  • Red flag: Tim talked 60%+ = premature pitching

Question Quality

Type Quality
Open-ended discovery HIGH
Calibrated (NSTTD style) HIGH
Closed confirmation MEDIUM
Leading/assumptive LOW
Product feature dump COACHING MOMENT

Competitive Intelligence Extraction

Scan for: Extron, Blackmagic, Crestron, vMix, Matrox, Teradek, Kaltura, Panopto, YuJa, Echo360

Stage 4: Output Format

╔══════════════════════════════════════════════════════════════╗
║  CALL SCORECARD: [Company Name]                              ║
║  [Date] [Duration] | [Call Type: Discovery/Demo/Follow-up]   ║
╠══════════════════════════════════════════════════════════════╣

MEDDIC SCORE: [XX/100] — [STRONG/ADEQUATE/WEAK/MISSED]

DISCOVERY GAPS — ASK THESE NEXT TIME:
1. [Specific question for biggest MEDDIC gap]
2. [Specific question for second gap]

COACHING MOMENTS:
⚠️ [Context] — [What happened] → [What to do differently]

COMPETITIVE INTEL: [Competitor mentioned + battlecard response]

TALK RATIO: Tim [X%] / Prospect [X%]

ACTION ITEMS:
☐ [Action] — Owner: [Tim/Prospect] — Due: [date]

╚══════════════════════════════════════════════════════════════╝

<downstream_integration>

Feed to Sibling Skills

deal-momentum-analyzer (Signal 4: Call Momentum)

Push: call_recency, call_sentiment, meddic_score, unresolved_actions, competitor_detected

morning-brief

Include: yesterday's call scores, unresolved action items, deals with MEDDIC gaps needing follow-up

meddic-call-prep-auto

Feed prior call gaps into next call prep </downstream_integration>

Sibling Skills Referenced

  • deal-momentum-analyzer — Consumes call quality signals for Signal 4 scoring
  • meddic-call-prep-auto — Receives call gaps to inform next call prep
  • morning-brief — Displays yesterday's call summaries

Emit Outcome Sidecar

As the final step, write to ~/.claude/skill-analytics/last-outcome-call-recording-analyzer.json:

{"ts":"[UTC ISO8601]","skill":"call-recording-analyzer","version":"1.0.0","variant":"default",
 "status":"[success|partial|error]","runtime_ms":[estimated ms from start],
 "metrics":{"calls_analyzed":[n],"avg_meddic_score":[n],"coaching_moments_found":[n],"competitors_detected":[n]},
 "error":null,"session_id":"[YYYY-MM-DD]"}

Use status "partial" if some stages failed but results were produced. Use "error" only if no output was generated.