Overview
Playbooks are sales and marketing guidance documents that Reli uses to generate specific, grounded action plans for your leads, accounts, and opportunities. When Reli analyses a lead or account, it cross-references the signals it finds against the relevant playbook — using your personas, stage criteria, messaging, and competitive positioning to produce recommendations that reflect how your team actually sells, not generic AI output.
Playbooks are configured in the Reli configuration page and applied automatically by Reli every time it generates a summary or action plan against relevant leads,accounts and Opportunities.
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How playbooks work
When Reli generates an action plan for a lead, account, or opportunity, it does three things in sequence:
1. Matches the playbook. Reli identifies which playbook applies to this entity based on the entity type selected when the playbook was configured, and the signals present in the data — company size, ARR, deal stage, and contact personas.
2. Extracts relevant sections. Rather than reading the entire playbook for every entity, Reli extracts the sections most relevant to the current state of the lead or opp — the personas matching the contacts on the record, the stage criteria for the current deal stage, and the competitive positioning relevant to any competitors mentioned. This keeps the output focused and grounded.
3. Generates a grounded action plan. Every step in the action plan cites the specific signal that drove it and the specific playbook rule it is grounded in. If the playbook defines that the CFO must be engaged by Stage 4, Reli will flag it as a blocking issue if they aren't. If the playbook provides specific messaging for a VP of Marketing, Reli uses that messaging — not a generic paraphrase.
Where playbook output appears
Once a playbook is configured, Reli uses it in three places across the product :
Lead Prioritization
Account Prioritization
Opportunity Prioritization
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