SBK Marketing Operations Repository
Vendor-Neutral Cybersecurity & MSP Advisory Operations
Overview
This repository contains operational documentation, playbooks, templates, and automation configurations for SBK Consulting's marketing, sales, and service delivery operations.
Business Model: Vendor-neutral cybersecurity and IT advisory services
Core Differentiator: Zero vendor conflicts since 2010 — no reselling, no commissions, no kickbacks
Repository Structure
operations/
├── 00-foundation/ # Brand, personas, value cases, compliance frameworks
├── 01-gtm-strategy/ # Market positioning, channels, pricing, partnerships
├── 02-content-library/ # Blog posts, case studies, whitepapers, social content
├── 03-campaigns/ # Active and archived marketing campaigns
├── 04-prospecting/ # Target lists, lead scoring, outreach sequences
├── 05-sales-pipeline/ # Deal stages, templates, qualification criteria
├── 06-competitive-intel/ # Competitors, battlecards, market trends
├── 07-service-delivery/ # SOPs organized by service pillar
├── 08-onboarding/ # Client and internal onboarding processes
├── 09-contracts-legal/ # MSA, SOW, NDA templates and compliance docs
├── 10-knowledge-base/ # Technical docs, FAQs, troubleshooting guides
├── 11-playbooks/ # Sales, delivery, marketing, and crisis playbooks
├── 12-cimp/ # Content Intelligence & Marketing Platform configs
├── 13-analytics/ # KPIs, dashboards, attribution models
└── 14-templates/ # Document, presentation, and email templates
Service Pillars & SOPs
Total SOPs: 33 (27 pillar-specific + 6 cross-pillar)
| Pillar |
Services |
SOPs |
Details |
| Protect |
Security & Compliance |
11 |
View SOPs |
| Plan |
Strategic Advisory |
6 |
View SOPs |
| Operate |
Managed Services |
6 |
View SOPs |
| Innovate |
Digital Transformation |
4 |
View SOPs |
| Cross-Pillar |
Engagement Management |
6 |
View SOPs |
Protect (Security & Compliance) — 11 SOPs
Plan (Strategic Advisory) — 6 SOPs
Operate (Managed Services) — 6 SOPs
Cross-Pillar SOPs — 6 SOPs
Standard procedures for all engagement types:
Engagement Lifecycle & Quality Gates
┌─────────────────────────────────────────────────────────────────┐
│ ENGAGEMENT LIFECYCLE │
├─────────────────────────────────────────────────────────────────┤
│ │
│ ┌─────────────┐ ┌─────────────┐ ┌─────────────┐ │
│ │ KICKOFF │ ──→ │ DELIVERY │ ──→ │ CLOSEOUT │ │
│ │ (Gate G1) │ │ (Gates G2-4)│ │ (Gate G5) │ │
│ └─────────────┘ └─────────────┘ └─────────────┘ │
│ │ │ │ │
│ ↓ ↓ ↓ │
│ ┌─────────────────────────────────────────────────────────┐ │
│ │ CONTINUOUS PROCESSES │ │
│ ├─────────────────────────────────────────────────────────┤ │
│ │ Status Reporting │ Time Tracking │ Escalation Mgmt │ │
│ │ (Weekly/Monthly) │ (Daily) │ (As Needed) │ │
│ └─────────────────────────────────────────────────────────┘ │
│ │
└─────────────────────────────────────────────────────────────────┘
| Gate |
Stage |
Validation |
| G1 |
Engagement Start |
Charter signed, RACI defined, kickoff complete |
| G2 |
Discovery Complete |
Requirements validated, scope confirmed |
| G3 |
Deliverable Ready |
Peer review complete, QA passed |
| G4 |
Client Review |
Client feedback incorporated, approved |
| G5 |
Engagement Complete |
Sign-off received, lessons captured |
RAG Status Definitions
| Status |
Definition |
Criteria |
| 🟢 Green |
On Track |
Schedule/budget ±5%, all gates passed, low risks |
| 🟡 Yellow |
At Risk |
5-15% variance, minor issues, mitigation in place |
| 🔴 Red |
Off Track |
>15% variance, major issues, escalation required |
Target Personas
| Persona |
Title |
Industry Focus |
Primary Pain Point |
| Solo IT Director |
IT Director/Manager |
SMB Cross-Industry |
Overwhelmed, needs expert backup |
| Managing Partner |
Managing Partner |
Law Firms |
Compliance + client confidentiality |
| CFO |
CFO/Controller |
Midmarket |
Cost optimization + risk management |
| Healthcare Admin |
Practice Manager |
Healthcare/Dental |
HIPAA compliance burden |
| CTO/VP Eng |
CTO/VP Engineering |
Tech/SaaS |
Rapid scaling + security debt |
| CPA Partner |
Managing Partner |
Accounting |
SOC 2 + client data protection |
| Ops VP |
VP Operations |
Manufacturing |
OT/IT convergence risks |
| Nonprofit ED |
Executive Director |
Nonprofit |
Limited budget + high compliance |
Compliance Frameworks
- HIPAA — Healthcare data protection
- SOC 2 — Service organization controls
- ISO 27001 — Information security management
- NIST CSF — Cybersecurity framework
- CMMC — Defense contractor requirements
- PCI DSS — Payment card security
Lead Scoring Model
| Score Range |
Status |
Action |
| 0-24 |
Cold |
Nurture sequence |
| 25-49 |
Warm |
Targeted outreach |
| 50-69 |
MQL |
Sales development |
| 70-84 |
SQL |
Direct sales engagement |
| 85+ |
Hot |
Immediate priority |
Brand Voice
Tone Spectrum:
- Formality: 0.70 (Professional, not stuffy)
- Technicality: 0.55 (Accessible to C-suite, credible to engineers)
- Energy: 0.60 (Active urgency without panic)
- Innovation: 0.55 (Progressive without buzzword fog)
- Warmth: 0.45 (Approachable but not soft)
- Authority: 0.85 (Enterprise-grade expertise)
Signature Phrases:
- "Stop getting sold to."
- "Pass audits first try."
- "Your IT budget has 30-40% waste."
- "Zero vendor conflicts since 2010."
Operational Skills Framework
The following AI-powered skills from NoScope Studio's Armature Business SDK and Skillset drive SBK's marketing and sales operations. Each skill contains specialized subskills that automate and optimize specific business functions.
skills/
├── strategic-business-planning/ # Foundation SDK for GTM & business intelligence
│ ├── market-analysis # TAM/SAM/SOM, industry analysis
│ ├── competitive-intelligence # Competitor analysis, battlecards
│ ├── financial-modeling # Monte Carlo simulation, unit economics
│ ├── risk-assessment # Risk taxonomy, mitigation strategies
│ ├── gtm-strategy # Channel strategy, pricing, positioning
│ ├── sales-pipeline # BANT/MEDDIC/CHAMP qualification frameworks
│ ├── partner-strategy # Partnership discovery and scoring
│ ├── operations-digital-twin # Economics simulation, what-if analysis
│ └── business-model-selection # Business model canvas, model taxonomy
│
├── lead-intelligence/ # Prospecting & lead scoring (34 subskills)
│ ├── signal-collection/
│ │ ├── intent-signals # Third-party intent (Bombora, G2)
│ │ ├── social-listening # Twitter, LinkedIn, Reddit monitoring
│ │ ├── website-tracking # First-party behavioral data
│ │ ├── content-engagement # Downloads, views, time on page
│ │ ├── technographic-signals # Tech stack install/removal detection
│ │ ├── hiring-signals # Job posting intent detection
│ │ └── funding-signals # Growth signals, M&A, expansion
│ ├── enrichment/
│ │ ├── firmographic-enrichment # ZoomInfo, Clearbit, Apollo
│ │ ├── contact-enrichment # Email, phone, social profiles
│ │ ├── technographic-enrichment # BuiltWith, Siftery, HG Data
│ │ ├── social-enrichment # LinkedIn, Twitter profiles
│ │ └── news-enrichment # Press releases, announcements
│ ├── scoring/
│ │ ├── lead-scoring-models # ML model training, deployment
│ │ ├── icp-fit-scoring # Firmographic matching
│ │ ├── engagement-scoring # Behavioral signals
│ │ ├── intent-scoring # Buying intent detection
│ │ └── qualification-frameworks # BANT, MEDDIC, CHAMP automation
│ ├── automation/
│ │ ├── lead-routing # Territory, round-robin, ML routing
│ │ ├── sales-handoff # MQL→SQL workflows
│ │ ├── sequence-triggers # Outreach automation
│ │ └── alert-notifications # Hot lead notifications
│ └── analytics/
│ ├── funnel-analytics # Full-funnel reporting
│ ├── cohort-analysis # Lead cohort behavior
│ ├── attribution-reporting # Source/campaign attribution
│ └── predictive-analytics # Conversion forecasting
│
├── content-library-engine/ # Content creation & management (27 subskills)
│ ├── content-model/
│ │ ├── content-types # Type schemas and constraints
│ │ ├── content-model # Structured content, relationships
│ │ ├── atomization # Long-form to atoms, derivatives
│ │ └── relationships # Pillar/cluster, cross-references
│ ├── workflow/
│ │ ├── lifecycle-states # Draft→Published state machine
│ │ ├── approval-workflows # Multi-stage, role-based approvals
│ │ ├── collaboration # Comments, suggestions, assignments
│ │ └── scheduling # Content calendar, publish queue
│ ├── generation/
│ │ ├── brief-to-draft # AI content generation
│ │ ├── repurposing # Blog→Social→Email transformation
│ │ ├── localization # Multi-language, cultural adaptation
│ │ ├── ab-variants # Generate test variants
│ │ └── personalization # Segment-specific generation
│ ├── quality/
│ │ ├── brand-voice-check # Voice gear compliance
│ │ ├── seo-optimization # Keyword, structure, meta
│ │ ├── readability # Grade level, complexity
│ │ ├── plagiarism-check # Duplicate detection
│ │ └── legal-compliance # Legal flags, disclaimers
│ └── templates/
│ ├── template-system # Reusable content templates
│ ├── dynamic-blocks # Conditional content blocks
│ ├── personalization-tokens # Dynamic insertion
│ └── component-library # Reusable components
│
├── campaign-orchestration/ # Omnichannel campaigns (28 subskills)
│ ├── management/
│ │ ├── campaign-lifecycle # Draft→Active→Complete workflow
│ │ ├── channel-registry # API specs, metrics, rate limits
│ │ ├── audience-segments # Segment builder, ICP alignment
│ │ └── budget-allocation # Allocation, pacing, optimization
│ ├── channel-pipelines/
│ │ ├── social-media-pipeline # Instagram, LinkedIn, Twitter, TikTok
│ │ ├── email-pipeline # ESP integration, sequences
│ │ ├── advertising-pipeline # Google, Meta, LinkedIn Ads
│ │ ├── content-platform-pipeline # Medium, Substack, WordPress
│ │ ├── video-pipeline # YouTube, Vimeo, Wistia
│ │ ├── podcast-pipeline # Spotify, Apple Podcasts
│ │ ├── messaging-pipeline # WhatsApp, SMS, Slack
│ │ └── webinar-pipeline # Zoom, Webex, StreamYard
│ ├── monitoring/
│ │ ├── real-time-dashboard # Live metrics, visualizations
│ │ ├── unified-analytics # Aggregation, normalization
│ │ ├── alert-engine # Anomaly detection, escalation
│ │ └── attribution-modeling # Multi-touch, data-driven
│ └── optimization/
│ ├── workflow-engine # Triggers, actions, conditions
│ ├── ab-testing-framework # Experiment design and analysis
│ └── optimization-engine # ML-driven improvements
│
├── digital-asset-management/ # Asset processing & delivery (20 subskills)
│ ├── processing/
│ │ ├── image-pipeline # Resize, crop, format, optimize
│ │ ├── video-pipeline # Transcode, thumbnail, HLS/DASH
│ │ ├── svg-processing # Optimize, sprites, animation
│ │ └── document-pipeline # PDF preview, text extraction
│ ├── storage/
│ │ ├── version-control # Branch, merge, diff, tag
│ │ ├── storage-architecture # Hot/warm/cold tiers, lifecycle
│ │ ├── metadata-taxonomy # Tags, rights, licensing
│ │ └── asset-types-schema # Type taxonomy, validation
│ ├── distribution/
│ │ ├── cdn-integration # Multi-CDN, edge cache, purge
│ │ ├── platform-variants # Auto-generate social/email sizes
│ │ ├── responsive-images # srcset, art direction, lazy load
│ │ └── streaming-delivery # HLS, DASH, adaptive bitrate
│ └── integration/
│ ├── design-tool-sync # Figma, Canva, Adobe CC sync
│ ├── cms-connectors # WordPress, Webflow, Contentful
│ ├── marketing-automation # HubSpot, Marketo, Mailchimp
│ ├── rights-management # Licensing, usage tracking
│ └── brand-compliance # Guidelines, approval workflows
│
└── seo-geo-strategy/ # Search & AI visibility (16 subskills)
├── research/
│ ├── keyword-research # Volume, difficulty, intent, GEO
│ ├── serp-analysis # Features, patterns, AI overviews
│ ├── content-gap-analysis # Competitor gaps, opportunities
│ └── competitor-analysis # Backlinks, content, rankings
├── build/
│ ├── seo-content-writer # Keyword-optimized content
│ ├── geo-content-optimizer # AI citation optimization
│ ├── meta-tags-optimizer # Titles, descriptions, OG tags
│ └── schema-markup-generator # Article, FAQ, HowTo schema
├── optimize/
│ ├── on-page-seo-auditor # Titles, headings, content, images
│ ├── technical-seo-checker # Core Web Vitals, crawl, index
│ ├── internal-linking-optimizer # Topic clusters, hub pages
│ └── content-refresher # Freshness, accuracy, expansion
└── monitor/
├── rank-tracker # Rankings, trends, volatility
├── backlink-analyzer # Authority, opportunities, toxic
├── performance-reporter # Traffic, conversions, ROI
└── alert-manager # Ranking drops, issues
Operational Skill Mapping
| Directory |
Primary Skills |
Operational Use |
| 00-foundation |
strategic-business-planning |
ICP definition, value proposition |
| 01-gtm-strategy |
strategic-business-planning |
Market positioning, channel strategy |
| 02-content-library |
content-library-engine, seo-geo-strategy |
Content creation, SEO optimization |
| 03-campaigns |
campaign-orchestration |
Multi-channel campaign execution |
| 04-prospecting |
lead-intelligence |
Lead scoring, outreach automation |
| 05-sales-pipeline |
strategic-business-planning, lead-intelligence |
Qualification, deal management |
| 06-competitive-intel |
strategic-business-planning |
Competitor tracking, battlecards |
| 07-service-delivery |
strategic-business-planning |
SOP management, delivery ops |
| 08-onboarding |
content-library-engine |
Client/employee onboarding content |
| 09-contracts-legal |
content-library-engine |
Template management, compliance |
| 10-knowledge-base |
content-library-engine, seo-geo-strategy |
Documentation, FAQs |
| 11-playbooks |
strategic-business-planning |
Sales/marketing playbooks |
| 12-cimp |
All skills |
Platform integration hub |
| 13-analytics |
campaign-orchestration, lead-intelligence |
Metrics, attribution, dashboards |
| 14-templates |
digital-asset-management, content-library-engine |
Asset and content templates |
Quick Links
SBK Consulting — Vendor-Neutral Security Advisory