---
name: gong-promised-features-vs-roadmap
description: "Tuesdays: features buyers asked for on calls for open deals, the pipeline riding on each, and whether Linear or Jira has a date for it. Use when the user asks for this, or when it runs on a schedule."
---

# Features promised in sales calls vs the roadmap: Gong, CRM and Linear

Tuesdays: features buyers asked for on calls for open deals, the pipeline riding on each, and whether Linear or Jira has a date for it.

A rep hears "we need SSO before we can sign" on a call, writes "waiting on SSO" in the deal, and product hears about it at the quarterly review, if at all. Meanwhile the roadmap gets planned from ticket counts and opinions, not from the open pipeline waiting on each item.

Every Tuesday the agent reads the Gong transcripts and CRM notes of open deals, pulls out the features buyers asked for, adds up the deal amounts behind each, and looks each one up in Linear or Jira: in a cycle, with a target date, or nowhere. Sales leads see which promises have no date behind them; product managers see the dollars before they plan the next cycle.

## Two ways to get the data

Use the API or MCP route when you have an MCP server, a CLI or an API token for the app. Otherwise, if you can drive a browser the user is signed in to (Claude in Chrome, a Playwright or Chrome DevTools MCP server), use the browser route. Say which one you used.

## Route A: API or MCP server

### What you need

- Read access to open deals and notes in HubSpot, with Gong connected to HubSpot so calls carry the deal ID in their CRM context.
- A Gong API access key (`GONG_ACCESS_KEY`, `GONG_ACCESS_KEY_SECRET`, `GONG_BASE_URL`) that can read calls and transcripts; the Gong MCP server returns summaries rather than transcripts.
- A feature list with synonyms and the Linear or Jira label each feature uses, plus read access to Linear or Jira.

If something is missing, say what and stop; do not invent numbers.

### Steps

1. **List open deals and their notes** (HubSpot): `POST /crm/v3/objects/deals/search` with `hs_is_closed EQ false`, properties `dealname`, `amount`, `dealstage` and `closedate`. For each deal, `GET /crm/v4/objects/deals/{dealId}/associations/notes`, then `POST /crm/v3/objects/notes/batch/read` for `hs_note_body` and `hs_timestamp`, keeping notes from the last 90 days.
2. **Pull the calls on those deals** (Gong): `POST /v2/calls/extensive` for the last 90 days with `contentSelector.context: "Extended"` and `exposedFields: { parties: true, content: { trackers: true } }`. Keep calls whose `context` holds an object with `objectType: "Opportunity"` and an `objectId` equal to an open deal's ID, then `POST /v2/calls/transcript` with those `callIds` and keep only monologues whose `speakerId` belongs to a party with `affiliation: External`.
3. **Extract the feature asks**: Match buyer sentences and notes against the feature list the person keeps, with synonyms (`SSO: SAML, Okta, single sign-on`); a Gong tracker named after a feature confirms the hit. Requirement-like lines that match nothing ("we need", "before we can sign", "does it support") become proposed new features, shown apart and added to the list only on a yes. Keep deal, feature, call date and a quote of at most 20 words.
4. **Find each feature on the roadmap** (Linear): Linear: `issues(filter: { labels: { name: { eq: "<feature label>" } } })`, else `searchIssues(term: "<feature name>")`, reading `identifier`, `state { name type }`, `cycle { number endsAt }`, `dueDate` and `project { name targetDate }`. Jira: `GET /rest/api/3/search/jql` with `labels = "<label>" OR summary ~ "<name>"`, fields `status`, `statusCategory`, `fixVersions`, `duedate` and the sprint field (a custom field such as `customfield_10020`).
5. **Join pipeline to roadmap**: Join asks to deals on the CRM deal ID and to issues on the feature name or label. Per feature: the deals and their summed amount, each deal counted once in the overall total even when it asks for two features. **Scheduled** means a started issue, a current or upcoming cycle or sprint, or a due or target date; anything else is **not scheduled**, including features with no issue. Flag a scheduled date later than the deal's `closedate`: that deal closes on a promise.

## Route B: the browser

### What you need

- Signed in to Gong with access to the deals' calls, to HubSpot with view access to open deals, and to Linear or Jira with view access to the projects concerned.

If something is missing, say what and stop; do not invent numbers.

### Steps

Start at https://app.gong.io/. The user is signed in already; never type passwords or codes, and ask if a sign-in page appears.

1. **List the open deals**: In `https://app.hubspot.com/contacts/` open **CRM > Deals** in list view, filter to the open stages and sort by **Amount**. For the 20 largest, note amount, close date and anything in the notes on the deal's activity timeline from the last 90 days that names a feature.
2. **Search the calls on each deal**: In Gong, find the deal or account and open its calls from the last 90 days. On each call, open the transcript and search it for each feature name and synonym; keep only lines spoken by the buyer, with the call date and a short quote.
3. **Look up each feature in Linear or Jira**: In `https://linear.app/` open the feature's label or search its name and read the issue's status, cycle, due date and project target date. In Jira, run the JQL `labels = "<label>" OR summary ~ "<name>"` in the issue search and read status, sprint, fix version and due date.
4. **Add up and write the report**: Per feature, sum the deals that asked, counting each deal once in the overall total. Scheduled means started, in a cycle or sprint, or dated; otherwise not scheduled. Report the total, the table, deals closing before their feature lands, new asks heard on calls, and the unscheduled feature with the most pipeline.

Note: Searching transcripts by hand takes about a minute per call, so this route suits 20 deals or fewer; the API reads every transcript in one pass. Private calls appear only for people allowed to see them, so run it as someone who can see the team's calls.

## The report

- **Pipeline waiting on features**: how many open deals and how much, across how many features.
- **Per feature**: deals, pipeline, the issue and its state, and when it lands or "not scheduled".
- **Promises past the close date**: deals expected to close before their feature ships.
- **Proposed new features** heard on calls, with one quote each.
- What to do first: the unscheduled feature with the most pipeline, with the deal and quote behind it.

## Post it to Briefkin

When `BRIEFKIN_TOKEN` is set, or `~/.config/briefkin/env` exists (the installer from https://briefkin.dev/docs writes it), also send the result to the user's Briefkin board as one card. Keep the `item_key` the same on every run so the card updates in place, use a new `event_id` per run, and put today's real numbers in place of the example ones. If the request fails, say so once and carry on.

```bash
[ -n "${BRIEFKIN_TOKEN:-}" ] || . ~/.config/briefkin/env
curl -sS -X POST "${BRIEFKIN_URL:-https://briefkin.dev}/v1/events" \
  -H "authorization: Bearer $BRIEFKIN_TOKEN" \
  -H "content-type: application/json" \
  -d @- <<'JSON'
{
  "v": 1,
  "event_id": "gong-promised-features-vs-roadmap/<date of this run, e.g. 2026-10-16>",
  "item_key": "gong-promised-features-vs-roadmap",
  "project": "Acme",
  "source": "Features promised in sales calls vs the roadmap: Gong, CRM and Linear skill",
  "kind": "update",
  "title": "$120k of pipeline waits on 4 features, 2 unscheduled",
  "summary": "**8 open deals worth $120,000** asked for one of 4 features on Gong calls or in CRM notes. **Audit log** and **Salesforce sync** ($53,000 between them) have no cycle or date in Linear.",
  "widget": [
    {
      "type": "Table",
      "props": {
        "columns": [
          "Feature",
          "Deals",
          "Pipeline",
          "Roadmap",
          "Lands"
        ],
        "align": [
          "left",
          "right",
          "right",
          "left",
          "left"
        ],
        "rows": [
          [
            "SSO (SAML)",
            3,
            "$52,000",
            "ENG-412, In Progress, Cycle 24",
            "Nov 6"
          ],
          [
            "Audit log",
            2,
            "$31,000",
            "ENG-388, Backlog",
            "Not scheduled"
          ],
          [
            "Salesforce sync",
            2,
            "$22,000",
            "No issue found",
            "Not scheduled"
          ],
          [
            "Custom roles",
            1,
            "$15,000",
            "Permissions v2 project",
            "Dec 15"
          ]
        ]
      }
    },
    {
      "type": "Badges",
      "props": {
        "items": [
          {
            "label": "Custom roles lands after close date",
            "tone": "warn"
          },
          {
            "label": "New ask: HIPAA BAA, 1 call",
            "tone": "info"
          }
        ]
      }
    },
    {
      "type": "Callout",
      "props": {
        "text": "Biggest gap: Audit log. Relecloud ($19,000, Negotiation) said on the Oct 21 call: \"we cannot sign without an audit trail for our SOC 2 review.\"",
        "tone": "warn"
      }
    }
  ]
}
JSON
```

Widgets come from the Briefkin catalog (https://briefkin.dev/v1/catalog). Without a token, just give the user the report.

## Run it on a schedule

Suggested: Tuesdays at 9:00 (`0 9 * * 2`). From cron, with the agent signed in on that machine:

```bash
0 9 * * 2 claude -p "Run the gong-promised-features-vs-roadmap skill"
# Codex: codex exec, Gemini CLI: gemini -p, Copilot CLI: copilot -p, OpenCode: opencode run
```

Or use the agent's own scheduler (Claude Code routines, Codex automations, Claude or ChatGPT scheduled tasks): https://briefkin.dev/skills/gong-promised-features-vs-roadmap#schedule

Source: https://briefkin.dev/skills/gong-promised-features-vs-roadmap