Win/Loss Intelligence Agent

Different timing and purpose. WLIA analyzes WHY deals were won or lost at the moment of closure — 6-factor causal analysis with timeline reconstruction. LDRA monitors lost deals 30-90 days later for condition changes that create re-engagement opportunities. WLIA produces an intelligence brief for strategic learning; LDRA produces a re-opening email for deal recovery. Together they close the loop: WLIA explains deal outcomes, LDRA acts on those insights.

product_fit — how well the product matched the prospect's requirements and use case. sales_execution — quality of the sales process, responsiveness, demo quality, follow-up cadence. competitive_dynamics — impact of competitors on the deal outcome. pricing_value — price point perception relative to perceived value and budget. champion_engagement — strength and involvement of internal champions and sponsors. timing_market — external timing factors, budget cycles, market conditions.

Each of the 6 factors is classified as MAJOR (primary driver of the deal outcome), CONTRIBUTING (played a meaningful role but was not the primary driver), or NOT A FACTOR (did not materially influence the outcome). Classifications are evidence-based — the Analyst cites specific activities, emails, meetings, and deal events from the HubSpot timeline to support each classification.

The Analyst performs deep causal reasoning: reconstructing deal timelines from activity data, identifying causal relationships between sales actions and deal outcomes, classifying 6 factors with evidence citations, and generating strategic lessons and recommendations. This requires the reasoning depth of Opus 4.6. The Researcher and Formatter use Sonnet 4.6 because research gathering and output formatting are classification-level tasks.

Yes. The webhook fires on both Closed Won and Closed Lost stages (configurable via DEAL_STAGES_CLOSED_WON and DEAL_STAGES_CLOSED_LOST). Won deals reveal what worked and should be replicated. Lost deals reveal what failed and should be corrected. Both produce intelligence briefs with the same 6-factor taxonomy.

Only when INCLUDE_COMPETITOR_RESEARCH=true AND the deal has a competitor field populated. The Researcher uses Anthropic web_search to gather company background, competitive landscape, and recent news to enrich the Analyst's context. When disabled or when no competitor is identified, the pipeline skips web research and analyzes based on HubSpot data alone. This keeps costs at the lower end ($0.30/deal) for deals without competitor research.

Complementary products covering different timing in the deal lifecycle. DCT generates battle cards with talk tracks and objection handlers during active deals when a competitor is identified. WLIA analyzes competitive dynamics as one of 6 win/loss factors after the deal closes. DCT is tactical preparation; WLIA is strategic post-mortem. Together they bookend competitive intelligence across the entire deal lifecycle.

Two outputs per deal: (1) Notion intelligence brief page with executive summary, reconstructed deal timeline, per-factor analysis with MAJOR/CONTRIBUTING/NOT A FACTOR badges, lessons learned, and actionable recommendations. (2) HubSpot deal note with compact win/loss summary highlighting key factors and a link to the full Notion brief.

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