This skill should be used when the user asks to "define a business model", "structure the deal", "identify value capture", "design a commercial model", or mentions earned value, joint venture, revenue share, or outcome-based pricing. [EXPLICIT] It identifies optimal commercial structures for technology engagements beyond T&M, producing model recommendations with trade-offs — not pricing. [EXPLICIT] Use this skill whenever the user discusses deal structure or commercial strategy, even if they don't explicitly ask for "commercial-model". [EXPLICIT]
From jm-adknpx claudepluginhub javimontano/jm-adk-alfaThis skill is limited to using the following tools:
agents/guardian.mdagents/lead.mdagents/specialist.mdagents/support.mdevals/evals.jsonknowledge/body-of-knowledge.mdknowledge/knowledge-graph.mdprompts/meta.mdprompts/primary.mdprompts/variations/deep.mdprompts/variations/quick.mdreferences/domain-knowledge.mdtemplates/output.docx.mdtemplates/output.htmlSearches, retrieves, and installs Agent Skills from prompts.chat registry using MCP tools like search_skills and get_skill. Activates for finding skills, browsing catalogs, or extending Claude.
Identifies the optimal commercial model for a technology transformation engagement. Goes beyond time-and-materials to explore value-based, outcome-based, and hybrid structures that align incentives between delivery team and client. Produces model recommendations with trade-offs, NOT pricing — pricing is a separate commercial decision. [EXPLICIT]
Este skill identifica MODELOS DE NEGOCIO y ESTRUCTURAS COMERCIALES — no produce precios, tarifas ni márgenes. La decisión final de pricing es del área comercial con inputs de este análisis. [EXPLICIT]
Parse $1 as project name. Requires cost driver analysis (Phase 4) and scenario context. [EXPLICIT]
Parameters:
{MODO}: piloto-auto (default) | desatendido | supervisado | paso-a-paso
{FORMATO}: markdown (default) | html | dual{VARIANTE}: ejecutiva (~40% — S1 value map + S4 recommendation + S5 canvas) | técnica (full 6 sections, default)Identifica las fuentes de valor que la transformación genera para el cliente:
| Tipo de Valor | Descripción | Medible | Horizonte |
|---|---|---|---|
| Ahorro directo | Reducción de costos operativos | Sí — $/año | 6-12 meses |
| Revenue enablement | Nuevas capacidades → nuevos ingresos | Parcial — revenue pipeline | 12-24 meses |
| Risk reduction | Mitigación de riesgos operacionales/regulatorios | Sí — valor en riesgo | Inmediato |
| Time-to-market | Velocidad de entrega de features | Sí — lead time | 6-18 meses |
| Compliance | Cumplimiento regulatorio evita multas/sanctions | Sí — valor de multa evitada | Inmediato |
| Scalability | Capacidad de crecimiento sin rediseño | Parcial — capacidad × pricing | 18-36 meses |
Para cada fuente: cuantificar en rango de magnitud, identificar cómo se mediría. [EXPLICIT]
Evalúa cada modelo aplicable al contexto:
M1: Time & Materials (T&M)
M2: Fixed Price por Fase
M3: Outcome-Based / Valor Ganado (Earned Value)
M4: Joint Venture / Co-inversión
M5: Usage-Based / Comisión por Uso
M6: Licensing / Producto
M7: Hybrid / Modelo Combinado
Evalúa cada modelo contra el contexto del proyecto:
| Criterio | M1 T&M | M2 Fixed | M3 Earned | M4 JV | M5 Usage | M6 License | M7 Hybrid |
|---|---|---|---|---|---|---|---|
| Scope clarity | ★★ | ★★★★ | ★★★ | ★★ | ★★★ | ★★★★ | ★★★ |
| Client risk appetite | ★★★★★ | ★★★ | ★★ | ★ | ★★ | ★★★ | ★★★ |
| Value measurability | ★ | ★★ | ★★★★★ | ★★★ | ★★★★ | ★★ | ★★★★ |
| Relationship maturity | ★★★★★ | ★★★ | ★★ | ★ | ★★ | ★★★ | ★★★ |
| FIT SCORE | ? | ? | ? | ? | ? | ? | ? |
Score per dimension (1-5), weighted by project context. [EXPLICIT]
Propone el modelo recomendado (generalmente M7 Hybrid) con:
DEAL STRUCTURE CANVAS
═════════════════════
Modelo base: [M1-M7 o combinación]
COMPONENTE FIJO (si aplica):
Cobertura: [qué cubre el fijo]
Estructura: [por fase / mensual / milestone]
Gate de salida: [condiciones]
COMPONENTE VARIABLE (si aplica):
KPIs vinculados: [lista de métricas]
Baseline: [punto de partida medible]
Target: [meta a alcanzar]
Mecanismo: [% del ahorro / bonus / revenue share]
Medición: [quién mide, cada cuánto]
Cap: [máximo de variable]
PROTECCIONES:
Cliente: [gates, exit clauses, SLAs]
Delivery: [floor mínimo, scope freeze por fase, change management]
IP:
Owner: [cliente / delivery / compartida]
Licensing: [si aplica]
| Decision | Enables | Constrains | When to Use |
|---|---|---|---|
| Pure T&M | Simplicity, flexibility | No value alignment | New relationship, unclear scope |
| Outcome-based | Value alignment | Metric agreement complexity | Clear KPIs, baseline data |
| Hybrid | Balanced risk | More complex contract | Most real engagements |
| JV | Deep alignment | Legal complexity, shared control | New product/business line |
| Scenario | Response |
|---|---|
| Client insists on pure T&M | Document risks of misaligned incentives. Propose hybrid with minimal variable component as alternative |
| No measurable KPIs for outcome-based | Fall back to milestone-based (M2). Add KPI definition as Sprint 0 deliverable |
| Multi-vendor engagement | Recommend independent model per vendor. Add coordination overhead to base |
| Startup client (limited budget) | Explore M5 usage-based or M4 JV with equity component. Lower barrier to entry |
| Regulatory constraints on pricing | Flag legal review required. Document compliant model options |
| Client has bad vendor experience | Increase transparency mechanisms. Shorter gate intervals. More exit options |
| Format | Default | Description |
|---|---|---|
markdown | ✅ | Rich Markdown + Mermaid diagrams. Token-efficient. |
html | On demand | Branded HTML (Design System). Visual impact. |
dual | On demand | Both formats. |
Default output is Markdown with embedded Mermaid diagrams. HTML generation requires explicit {FORMATO}=html parameter. [EXPLICIT]
Primary: A-03_Commercial_Model_{project}.html — Value map, model catalog, fit analysis, recommended structure, deal canvas, negotiation prep.
Author: Javier Montano | Last updated: March 18, 2026
Example invocations: