Welcome to the internal Playlab Sales Hub!
This is an internal website for Playlab employees' eyes only.
Your step-by-step playbook for managing partnerships — from inquiry and outreach through kickoff and delivery. Organized by pipeline stage with checklists, talk tracks, and best practices.
Build and customize service packages and quotes for partners
Reference software tiers, building block rates, and enrollment pricing
Access pitch deck, partnership offerings, and essential sales documents
Skills, resources, and examples for Claude Cowork and Claude Code
Essential documents and files for sales conversations. Click to open or use the embed to preview.
Playlab partnership packages and services
Why Playlab is fundamentally different — positioning and differentiators
How we learn about organizations and introduce Playlab
FY 26-27 building block rates
Source of truth for business rules
Templates for partner communications
HubSpot stage definitions & guide
How to create HubSpot deals
Skills, getting started guides, and power user examples
Feature comparison across AI ed platforms
Full discount policy document
To add resources, update the Key Resources section in the Rules & Pricing doc and run /saleshub.
Claude Cowork is for everyone — it lets you delegate tasks to Claude using connected tools like Gmail, Calendar, and Drive. Claude Code is the developer-facing terminal tool that powers Cowork under the hood. Same engine, different interfaces. Most of you will use Cowork; the Power Users tab includes Claude Code examples to show what’s possible at the edges.
Skills are slash commands you can type in Cowork tasks, or Claude will use them automatically based on context. You can run multiple tasks simultaneously. Learn more.
To get started, download the desktop app at claude.com/download and toggle from “Chat” to “Cowork” at the top of the app.
These are the Cowork skills built specifically for the Playlab team. Each skill is a slash command you can type in a Cowork task — or Claude will use them automatically based on context. Skills are organized by how your day flows.
Start your day, end your week, stay on top of what matters
Generate a morning executive briefing — a concise, prioritized snapshot of your day. Pulls calendar, email, and messaging data to surface what matters before you start.
/daily-briefing
Give me my morning briefing
Briefing for tomorrow
What does my day look like Monday?
Generate a concise end-of-week summary: meetings held, key emails sent, action items still open, and threads that have gone cold. Helps with Friday wrap-up or Monday planning.
/weekly-recap
Give me my weekly recap
Recap last week
What happened this week?
Show up informed and ready for every conversation
Generate a pre-meeting briefing for an upcoming call or meeting. Pulls context from calendar and email history to give you a clear picture before you walk in — attendee info, relationship history, open items, and talking points.
/meeting-prep-briefing
Prep my next meeting
Prep Sarah Chen from Acme
Meeting prep for tomorrow
Check your calendar availability and draft a scheduling email — with context pulled from prior conversations so the invite isn’t cold. Handles new vs. existing contacts differently.
/meeting-scheduler
Schedule 30 min with Sarah next week
Find time for a call with the Acme team
Book a meeting with James — pilot kickoff
Nothing falls through the cracks after a conversation
Draft follow-up emails after meetings. Pulls recent calendar events, enriches with context, then drafts a follow-up in your voice. Shows status and recommendations (needed / simple touch / already sent / skip).
/meeting-follow-up-email
Follow up on my last meeting
Draft follow-ups for this week
Follow up with Sarah about next steps
Pull today’s meetings, extract all action items assigned to you, and present a clean summary. Gathers from meeting notes, sent emails, and calendar descriptions. Best run at end of day.
/meeting-action-items
What are my action items from today?
Pull action items from today’s meetings
What did I commit to today?
Sync your Granola meeting notes to HubSpot as properly formatted meeting engagements with correct date/time, attendee associations, and company links. Prevents duplicates.
/granola-hubspot-sync
Sync today’s meetings to HubSpot
Sync Granola notes from yesterday
Sync this week’s meetings
After a meeting or email exchange, generate a structured CRM-ready note summarizing what happened, decisions made, and next steps. Works with any CRM — outputs formatted text or sends to a CRM forwarding address.
/crm-update
CRM update for my call with Sarah today
CRM update for my thread with Acme
Log my last meeting to HubSpot
Draft emails, manage your inbox, catch dropped threads
Draft and send professional emails matching your personal voice and writing style using Gmail. Handles new outreach, replies, and follow-ups with configurable voice and style.
/email-draft
Draft a follow-up to Sarah about the pilot
Write a warm intro to James at Acme
Reply to Maria’s email about next steps
Generate common email types quickly — intro requests, reschedules, thank-yous, loop-ins, declines, nudges, and more. For when you know exactly what kind of email you need and just want it fast.
/email-templates
Template reschedule with Sarah
Template thank-you to Maria for the intro
Template nudge to Alex about the proposal
Triage your email inbox — surface what needs action, categorize the rest, and suggest quick responses for the highest priority items. Categories: Reply Today, Reply Soon, Awaiting Reply, Action Needed, FYI, Can Archive.
/inbox-triage
Triage my inbox
Triage partnerships emails
What needs my attention in email?
Surfaces sent emails that haven’t received a reply — prioritized by age and relationship importance. Helps catch dropped threads before they go fully cold. Offers to draft re-engagement nudges.
/stale-email-tracker
Show me stale threads
What emails haven’t gotten a reply?
Stale emails from Sarah
Recommend packages and manage opportunities
Analyze everything known about a learning partner — meeting notes, CRM data, email history, and intake records — to recommend the best-fit Playlab package configuration and estimated pricing. The pre-proposal step.
/package-recommender
Recommend a package for Austin ISD
What should we propose for Hunter College?
Package rec from my last call
Turn meeting notes, a Granola recording, or a Gmail thread into a HubSpot deal — with duplicate checking, contact/company association, and confirmation before anything is created.
/create-opportunity
Create opp from my last meeting
Log the deal from my call with Sarah
Create opp from email thread with James
Reference materials and brand guidelines
Quick-reference brand guide for applying Playlab’s visual identity to any output — documents, slides, images, proposals, or other creative assets. Covers colors, fonts, logo usage, tone, and templates.
/brand
What are the Playlab brand colors?
What font does Playlab use?
Brand guidelines for a slide deck
To update this page, edit the Claude section in the Rules & Pricing doc and run /saleshub.
Start here. These resources will help you go from first login to daily use. Remember: you don’t need to be technical — just persistent. Ask it to do things, tell it to do it better, and push it to improve.
Step-by-step guide to get Claude Cowork set up and running
Official pages you’ll need during setup
The best walkthroughs and training resources to get you up and running
Organize your work into isolated workspaces with their own memory and context
Concrete things to try on day one
/daily-briefing in a Cowork task to try it.Advanced techniques, ideas, and integrations for team members already comfortable with Cowork. Items tagged Code require Claude Code (the developer terminal). Items tagged Paid require a subscription.
The single best starting point for exploring what’s possible
Deep dives for power users who want to get more from Cowork
Give Cowork persistent context so it works the way you want every time
about-me.md (your role and priorities), voice-and-style.md (tone and formatting), working-rules.md (behavior preferences). This is the Cowork equivalent of CLAUDE.md in Claude Code.Extend Cowork with official and community plugins
Inbox management, follow-ups, scheduling, and meeting prep
Organize files, create reports, build presentations, process data
Synthesize documents, extract themes, build summaries
Set it and forget it — recurring tasks that run on a cadence
Curated galleries of use cases, skills, and workflow ideas
Sales plugins, CRM integration, and revenue operations
Building custom skills — requires technical comfort with YAML and file structures
Building or running custom integrations — requires developer setup. Ask your admin if you want any of these configured.
Deployment, governance, and admin controls
Impressive demonstrations that show where Claude is heading
Directories and resources from the Claude community
Where is the partner in the process? Click any stage to see what happens from your side.
Stages 1 and 2 are parallel entry paths (inquiry routed to you, or your outreach) — they merge into Discovery. Stages 6 and 7 run in parallel after Approvals — Contract (Ops-driven) and Kickoff & Delivery (you-driven) happen at the same time.
Stage 1 (Inquiry) and Stage 2 (Outreach) are the two ways partners enter your pipeline. Nate routes warm inquiries to you; Outreach is where you reach out to grow your region. Both merge into Discovery.
/nate-followup in Claude Cowork (skill coming soon — use /email-draft for now with the Nate-intro context) to draft a warm follow-up email| Source | What to Do |
|---|---|
| Target-list prospecting | Work your ICP list — districts, networks, and orgs that fit Playlab’s sweet spot. Research, personalize, reach out. |
| Conference follow-through | Every booth conversation, session connection, or badge scan is a warm lead. Follow up within a week while it’s fresh. |
| Referral activation | Your existing partners are your best source. Ask for intros to peers, colleagues, and adjacent orgs. |
| Network & LinkedIn | Warm contacts, second-degree intros, people engaging with Playlab content. Personal beats cold every time. |
/research [org name] in Claude Cowork, check HubSpot for prior touches/email-draft as a starting point, not a template send/opp./meeting-prep-briefing or check HubSpot, email, their website, and recent news| Question | What You’re Learning |
|---|---|
| 1 · Welcome & Context Setting — 5 min | |
| “What brings you to this call today?” | Their trigger — what got them to Playlab |
| “What’s your role, and who else is part of this decision?” | Decision-making context, champions vs. approvers |
| 2 · Learn About Their School — 10 min | |
| “What makes your school/district special?” | Identity, values, unique strengths |
| “What are your biggest priorities this year outside of AI?” | Broader org context — where AI needs to fit |
| “What’s the size and structure? Schools, students, staff?” | Scope — informs package sizing and software tier |
| 3 · Understand Current AI Use — 5 min | |
| “What are you currently doing with AI? What’s worked? What hasn’t?” | Current state and real pain points |
| “Any AI tools or policies already in place?” | Existing ecosystem — what you’re working alongside |
| 4 · Explore AI Priorities — 10 min | |
| “Student AI agency/literacy, adult AI agency/literacy, or both?” | Primary audience — drives partnership type |
| “What specific challenges could AI help solve — instruction, operations, something else?” | Concrete use cases and problem framing |
| “How does leadership feel about AI adoption?” | Political and organizational support |
| “How quickly are you looking to move — next year, or this spring?” | Timeline, urgency, budget cycle |
| “Who else should be at the next meeting?” | Decision-makers and stakeholders to activate |
/debrief in Claude Cowork — it summarizes the call, drafts a follow-up email, and updates HubSpot/meeting-follow-up-email or /email-draft/debrief after the call to draft a follow-up email, log the meeting in HubSpot, and create Notion action items — you review before anything sends. Run /granola-hubspot-sync weekly.| Letter | Focus | Example |
|---|---|---|
| S — Situation | Current state & context | “Help me understand where you are in your AI journey” |
| P — Pain | Problems with emotional weight | “What frustrates you most?” |
| I — Impact | Organizational consequences | “How does this affect your ability to support students?” |
| C — Critical Event | Timeline drivers | “When does your budget get finalized?” |
| E — Decision | Criteria and process | “What factors influence your vendor selection?” |
| Type | Question | What to Listen For |
|---|---|---|
| Context | “Tell me about your role. What hats do you wear?” | Decision-making power, demo interests |
| Context | “Do you have standardized curricula across your schools?” | Knowledge graph opportunities |
| Context | “How did you find Playlab?” | Channel, referral source |
| Pain | “Are you seeing ways people are using AI that excite you, or ways they’re NOT yet using it?” | Vision vs. reality gap |
| Pain | “Was there anything that stood out about [competitor] — things you liked or didn’t?” | Competitive positioning |
| Impact | “What happens if that stays unresolved? Who feels it most?” | Urgency, stakeholder pain |
| Impact | “What’s the risk if teachers keep using [existing tool]?” | Cost of inaction |
| Budget | “Really the question is — do you have budget for it or not?” | Direct budget signal |
| Decision | “Where does this go in terms of how the district works — board approval?” | Procurement process, blockers |
| Decision | “Who are the people making big decisions who probably don’t know enough about this?” | Champions to activate |
| Technique | How | Why |
|---|---|---|
| Mirroring | Repeat their last 1–3 words as a question. Them: “Rollout has been spotty.” You: “…spotty?” | Pulls out more detail |
| Labeling | “It sounds like…” / “It seems like…” | Acknowledges emotions |
| Confirmation | Repeat back, then: “Did I get that right?” | Ensures mutual understanding |
| Silence | WAIT = Why Am I Talking? | Gives space for reflection |
| Ask | Who Approves | Where |
|---|---|---|
| Discount beyond standard tiers | Nate | #partnerships-approvals |
| Custom scope / non-standard package | Nate | #partnerships-approvals |
| Multi-year contract | Nate + Yusuf/Tim | #partnerships-approvals |
| Systems for AI Innovation (R&D) | Nate + Learning Eng lead | #partnerships-approvals |
| Standard package at standard price | None — proceed | — |
| They Want… | Recommend… |
|---|---|
| Educators to build AI skills | AI Agency for Educators (Starter 3hr / Core 6hr / Advanced 9hr) |
| Students creating with AI | AI Agency for Students (Design Sprint / Unit / Integrated / Family Night) |
| A specific problem solved with AI tools | Solutions for AI Impact (Ideation / Tool Build / Pilot / Scaling) |
| Strategic leadership guidance on AI | AI Leadership Coaching (Essentials / Advisory / Strategic / Embedded) |
| To redesign learning for the AI era | Systems for AI Innovation (custom R&D — rare, check with Nate first) |
| Partner Profile | Recommended Tier |
|---|---|
| New to Playlab, exploring, adult PD focus | Play |
| Non-school org (nonprofit, PD provider) | Impact: Per User |
| School with <1,000 students | Play or Impact: Per User — compare both in the Builder, recommend lowest cost |
| School/district with 1,000+ students | Impact: Per Student (enrollment-tiered) |
| One-off community event / conference session | One-Time Event |
| Gate | What It Looks Like | Your Role |
|---|---|---|
| Board approval | Board meeting, board packet, often quarterly cadence | Provide the one-pager, answer questions, flex on timing |
| Procurement / purchasing | Vendor forms, W-9, insurance certs, MSA review | Route requests to Nate/ops promptly; chase status |
| Legal review | MSA or SOW redlines, data privacy review | Don’t negotiate terms yourself — route to Nate |
| Superintendent / leadership sign-off | Final go/no-go from the decision-maker | Help your champion build the case; offer to attend the meeting |
| Business office / finance | Budget confirmation, PO generation, invoice routing | Provide invoice details via Nate/ops |
| None | Partner is the decision-maker and budget holder | Skip this stage — move to Contract |
Stage 6 (Contract) and Stage 7 (Kickoff & Delivery) happen at the same time. Ops drives the contract paperwork; you drive the relationship and delivery planning. Don’t wait on contract signing to kick off.
/granola-hubspot-sync: Your Granola meeting notes sync to HubSpot. Run weekly to keep deal records current.| Frequency | What to Do |
|---|---|
| Daily | Keep opportunities up-to-date: pipeline stage, owner, amounts, proposal links |
| Weekly | Review your “My 26-27 Opps” board for accuracy · Sync meeting notes via /granola-hubspot-sync |
| As needed | Add new opportunities · Add notes to opportunities to capture updates |
We’re all responsible for keeping HubSpot up to date so it reflects reality — pipeline stage, deal owner, amounts, contacts, and engagement notes. If something has changed with your partner, it should change in HubSpot.
Two automations touch HubSpot: the proposal bot (when you run it) and a nightly sync that refreshes deal fields from the proposal doc linked on the opportunity. Even so, focus on manually updating when possible — automations are a safety net, not the system of record.
| Free | Pro | Play | Impact: Per User |
|---|---|---|---|
| Free always |
$100/year or $10/month |
$1,500/6-mo or $3,000/12-mo per organization |
$200/year per user |
| Tier | Student Enrollment | Price/Student/Year | Monthly Credits |
|---|---|---|---|
| Tier 1 | 1,000–9,999 | $3.00 | 2M Tokens |
| Tier 2 | 10,000–24,999 | $2.50 | 4M Tokens |
| Tier 3 | 25,000–49,999 | $2.00 | 6M Tokens |
| Tier 4 | 50,000+ | Custom | Custom |
| Option | Price | Unit | Notes |
|---|---|---|---|
| One-Time Event | $500 | per event | Up to 100 people — 2 months of access |
| Building Block | Cost | Unit | Notes |
|---|---|---|---|
| Base Rates | |||
| Learning Partner Hourly Rate | $250 | ||
| Learning Engineer Hourly Rate | $200 | ||
| Travel Hourly Rate | $125 | ||
| Learning Partner Blocks | |||
| Office Hours | $250 | hour | Starting at 30 min |
| Admin Meetings | $300 | hour | Starting at 30 min |
| Facilitation | $600 | hour | Starting at 1.5 hrs; up to 40 participants |
| Developer Blocks | |||
| Dev Hourly Rate | $200 | hour | |
| App Support — Light | $1,000 | month | 5 hrs support/month |
| App Support — Medium | $2,000 | month | 10 hrs support/month |
| App Support — Full | $4,000 | month | 20 hrs support/month |
| Travel Blocks | |||
| Travel — Local | $250 | day minimum | Mileage + per diem; add hotel as needed |
| Travel — Flight | $2,000 | trip minimum | 8 hrs travel + flight + ground + per diem |
| Travel — Additional Day | $600 | day minimum | Hotel + ground + per diem |
| Site Visit — Half Day | $1,500 | half day | 1–4 hour visit |
| Site Visit — Full Day | $2,500 | full day | 4–8 hour visit |
| Targeted AI Blocks | |||
| Ideation — w/LP only | $2,500 | 6 hrs facilitation + 2 hrs prep | |
| Ideation — w/LP & LE | $4,000 | 6 hrs LP + 6 hrs LE + 2 hrs prep | |
| Tool Build — Initial | $5,000 | 10 hrs LP + 10 hrs LE | |
| Tool Build — Additional | $2,500 | 2 hrs LP + 10 hrs LE | |
| Tool Pilot | $6,500 | 16 hrs LP + 8 hrs LE | |
| Tool Revision — Light | $1,500 | monthly | 6 hrs LE/month |
| Tool Revision — Medium | $2,800 | monthly | 12 hrs LE/month |
| Tool Revision — Full | $5,000 | monthly | 22 hrs LE/month |
| AI Leadership Coaching (6-mo min, month-to-month after) | |||
| Essentials | $500 | monthly | 1 meeting/mo (30–60 min) · 6-mo = $3,000 · 12-mo = $4,800 |
| Advisory | $1,000 | monthly | 1–2 meetings/mo (60 min) · 6-mo = $6,000 · 12-mo = $9,600 |
| Strategic | $2,500 | monthly | 2–3 meetings/mo (60 min) · 6-mo = $15,000 · 12-mo = $24,000 |
| Embedded | $5,000 | monthly | Weekly touchpoints (30–60 min) · 6-mo = $30,000 · 12-mo = $48,000 |
| Other | |||
| AI Usage Costs | $300 | monthly | For non-school partners |
| Knowledge Graph | $1,500 | per curricula | |
| Category | Discount | Applies To | Proposal Label |
|---|---|---|---|
| 1. Multi-Year Commitment | |||
| 2-year contract | 10% | Services only | “Multi-Year Partner Rate” |
| 3-year contract | 15% | Services only | “Multi-Year Partner Rate” |
| 2. Referral & Network Partners | |||
| Refers a new partner who closes | 10% on next engagement | Services only | “Network Partner Rate” |
| Ongoing channel (membership org) | 10–15% | Services only | “Network Partner Rate” |
| Research / co-development partner | 15% | Services only | “Research Partner Rate” |
| 3. Renewal Partners | |||
| Straight renewal (same scope) | 0% — price stability | — | — |
| Renewal + expansion | 10% on new services | New services only | “Growth Rate” |
| Renewal + multi-year upgrade | Use Multi-Year rate | Services only | “Multi-Year Partner Rate” |
| 4. Mission-Aligned Equity Pricing | |||
| Title I (>50% FRL) / Rural / Underserved | 10% | Services + Software | “Equity Partner Rate” |
* AI model usage costs are covered by Playlab and not passed on to partners.
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