Visitor Radar

Instructions

Setup state. Not yet configured for this org. Load the Setup sub-page and walk the user through wiring the visitor-radar trigger (WEBSITE_VISIT, webinar / video WEBHOOK, or the CRM's form-fill workflow) with the right page / form / engagement filters, and wire the follow-up sequence, before running this play. (After setup is performed, rewrite this paragraph via swan-update-skill to describe the current state — trigger type chosen, monitored pages / forms / events with thresholds, exclusion filters, sequence wired, success metric, and last-refreshed date — so future runs see the current configuration without re-checking.)

When this fires

WEBSITE_VISIT (Swan-native website tracking), WEBHOOK (from a webinar / video / analytics platform), or the CRM's workflow trigger (if the CRM is wired to track form fills, list membership, or page visit thresholds — discover via swan-get-available-triggers). Payload includes: engager identity (email, LinkedIn, or anonymous company-level), content engaged with, engagement depth (time on page, completion %, multiple visits).

Step 1 — Filter for signal strength

Not all engagement converts. Tiered priority:

| Engagement | Signal strength | |------------|-----------------| | Pricing page > 60s, repeat visits | HIGH | | Demo / sales page > 60s | HIGH | | Gated asset download with title + company | HIGH | | Webinar attended live | HIGH | | Case study or comparison page visit | MEDIUM | | Webinar registered but no-show | MEDIUM | | Blog post read, no other activity | LOW | | Anonymous company visit, no contact | LOW (act at account level) |

Skip LOW unless they're a known target account or multi-visit pattern emerges.

Step 2 — Resolve identity

If the trigger payload has an email, that's enough. If anonymous-company-only (from website tracking), use hubspot-search-objects to check whether any known contact at the company has had recent activity — that's probably who visited.

For form fills with email but no LinkedIn URL, swan-enrich-email to find the LinkedIn, then swan-enrich-contact for the full profile.

Step 3 — CRM context

hubspot-search-objects (companies, contacts, deals). Outcomes:

• Known prospect in active sequence → DON'T fire a new outreach; let the sequence breathe. Surface to the rep as engagement.
• Known prospect, no recent activity → re-engagement play
• Customer engaging with content → route to CSM as an expansion signal
• New unknown contact at known account → multi-thread opportunity
• Net new → cold play with the content as personalization

Step 4 — Match the content to the angle

The content they engaged with IS the angle. Don't pivot to a different topic.

• They read your "outbound playbook" → reach out about outbound scaling
• They watched the demo video → offer a live demo with a specific use case
• They downloaded the ROI calculator → offer to help model their numbers
• They attended a webinar on X → follow up with the same X story tailored to their company

Step 5 — Time the response

Speed correlates strongly with conversion on content engagement:

| Engagement type | Reach out within | |-----------------|------------------| | Pricing page visit | 24 hours | | Gated asset download | 24 hours | | Webinar attended live | 24-48 hours | | Multiple-content engagement burst (3+ in 7 days) | 24 hours | | Single asset, low-signal | 3-5 days |

Step 6 — Draft the message

Template by content type:

Pricing page: > "Hi [name] — saw you spent time on our pricing page. Happy to walk through the right tier for [their stage] and answer any questions before you make a call. 20m?"

Gated asset: > "Hi [name] — appreciated you downloading [asset title]. Most teams who read it are working on [implied problem]. Curious — is that what's on your plate? Happy to share what's worked for [proof point]."

Webinar attendance: > "Hi [name] — thanks for joining [webinar topic]. The question that came up most was [specific question]. Curious how you're thinking about it at [their company]?"

Always: reference the specific content. Generic "thanks for visiting our site" is worse than not reaching out.

Step 7 — Channel and routing

For owned accounts: hubspot-create-task for the owner — let the rep act, not the system.

For unowned prospects (ICP-fit, no active sequence): hand off to reach-out or swan-build-sequence. Single-touch first; the engagement signal warrants a soft, not a 5-step cadence.

Step 8 — Log and learn

swan-update-company to tag the company with the engagement type. Over time, which content surfaces best-converting leads becomes obvious — feed that back into marketing.

Rules

• MUST reference the specific content engaged with. Generic outreach negates the signal's warmth.
• MUST act inside the time window for the engagement type. Pricing-page-visit replied to in week 2 is wasted.
• MUST check for active sequences before firing — don't spam someone the system is already messaging.
• NEVER pretend the engagement wasn't observed. If you're going to message them about the gated asset they just downloaded, be straightforward about it.
• NEVER pitch hard on the first touch. The engagement bought a conversation, not a demo booking.
• If the engager is anonymous and you can't resolve them, fire an account-level alert (hubspot-create-task on the company) rather than a cold individual outreach.
• If a tool result is truncated, read from files/tool-outputs/_.json in swan-execute-code.

Tighten over time

After 10-20 fires, read recent reply-rate data via swan-search-sequences filtered to this play's executions. Identify which engagement types (pricing visits vs gated asset downloads vs webinar attendance) converted at higher rates. Recommend the user drop LOW-signal tiers from the trigger, raise minimum time-on-page, or restrict to specific high-converting pages before the next batch.

Source & license

This open-source skill is cataloged on AgentStack and links to its original source — we do not rehost the code.

• Author: swan-gtm
• Source: swan-gtm/gtm-skills
• License: MIT

Install and usage instructions live in the source repository linked above.