Objection watch

# Not live yet (gaps #2)
curl -X POST "https://api.sb/leaseline.app/campaigns?mode=try" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"play":"objection-watch"}'

 1import { $ } from 'startup-builder'
 2
 3return await $.Campaign.create({ play: 'objection-watch' }, { mode: 'try' })   // dry run on the day-0 Startup, 2026-06-01 · Not live yet, gaps #2

npx startup-builder do Campaign.create --json '{"play":"objection-watch"}' --try   # Not live yet (gaps #2)

{
  "name": "do",
  "arguments": {
    "code": "return await $.Campaign.create({ play: 'objection-watch' }, { mode: 'try' })   // dry run on the day-0 Startup, 2026-06-01 · Not live yet, gaps #2",
    "mode": "try"
  }
}

 1{
 2  "type": "https://startupbuilder.dev/errors/refused",
 3  "title": "Refused",
 4  "status": 422,
 5  "detail": "objection-watch can’t start yet: 1 check fails and 2 warn.",
 6  "checks": [
 7    {
 8      "check": "use-when",
 9      "status": "pass",
10      "observed": "26 nos a month: lost Deals, cancels, downgrades and stalled trials",
11      "doc": "/plays/objection-watch#check-use-when",
12      "fix": "Nothing to do: every no with a reason counts.",
13      "then": "Metric.query"
14    },
15  …

curl "https://api.sb/leaseline.app/events?where=name%20in%20(%22Deal.lost%22%2C%20%22Subscription.unsubscribed%22%2C%20%22Subscription.switched%22%2C%20%22Subscription.lapsed%22%2C%20%22Conversation.labeled%22%2C%20%22Consent.granted%22%2C%20%22Issue.resolved%22%2C%20%22Version.deployed%22%2C%20%22Offer.published%22%2C%20%22Organization.repriced%22%2C%20%22Organization.deprecated%22%2C%20%22Company.funded%22%2C%20%22Opening.published%22%2C%20%22Organization.appointed%22%2C%20%22Organization.announced%22%2C%20%22Objection.dated%22%2C%20%22Conversation.answered%22%2C%20%22Content.published%22%2C%20%22Change.reverted%22)&limit=1" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY"

# Not live yet (gaps #7)
curl -X POST "https://api.sb/leaseline.app/triggers/fire?mode=try" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"like":"event_1290"}'

# Not live yet (gaps #7)
curl "https://api.sb/leaseline.app/decisions?where=on%20%3D%20%22customer_38%22" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY"

# Not live yet (gaps #7)
curl "https://api.sb/leaseline.app/actions?where=on%20%3D%20%22customer_38%22" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY"

 1import { $ } from 'startup-builder'
 2
 3const { events: [last] } = await $.Event.list({ where: 'name in ("Deal.lost", "Subscription.unsubscribed", "Subscription.switched", "Subscription.lapsed", "Conversation.labeled", "Consent.granted", "Issue.resolved", "Version.deployed", "Offer.published", "Organization.repriced", "Organization.deprecated", "Company.funded", "Opening.published", "Organization.appointed", "Organization.announced", "Objection.dated", "Conversation.answered", "Content.published", "Change.reverted")', limit: 1 })   // { play } compiled to this Play’s Trigger Events
 4const { subject } = await $.Trigger.fire({ like: last.$id }, { mode: 'try' })   // the same Event again, in try mode · Not live yet, gaps #7
 5const { decisions: [decision] } = await $.Decision.list({ where: `on = "${subject}"` })   // what it chose, and why · Not live yet, gaps #7
 6const { actions } = await $.Action.list({ where: `on = "${subject}"` })   // what it did, with its checks · Not live yet, gaps #7
 7return { decision, actions }

npx startup-builder do Event.list --json '{"where":"name in (\"Deal.lost\", \"Subscription.unsubscribed\", \"Subscription.switched\", \"Subscription.lapsed\", \"Conversation.labeled\", \"Consent.granted\", \"Issue.resolved\", \"Version.deployed\", \"Offer.published\", \"Organization.repriced\", \"Organization.deprecated\", \"Company.funded\", \"Opening.published\", \"Organization.appointed\", \"Organization.announced\", \"Objection.dated\", \"Conversation.answered\", \"Content.published\", \"Change.reverted\")","limit":1}'
npx startup-builder do Trigger.fire --json '{"like":"event_1290"}' --try   # Not live yet (gaps #7)
npx startup-builder do Decision.list --json '{"where":"on = \"customer_38\""}'   # Not live yet (gaps #7)
npx startup-builder do Action.list --json '{"where":"on = \"customer_38\""}'   # Not live yet (gaps #7)

{
  "name": "do",
  "arguments": {
    "code": "const { events: [last] } = await $.Event.list({ where: 'name in (\"Deal.lost\", \"Subscription.unsubscribed\", \"Subscription.switched\", \"Subscription.lapsed\", \"Conversation.labeled\", \"Consent.granted\", \"Issue.resolved\", \"Version.deployed\", \"Offer.published\", \"Organization.repriced\", \"Organization.deprecated\", \"Company.funded\", \"Opening.published\", \"Organization.appointed\", \"Organization.announced\", \"Objection.dated\", \"Conversation.answered\", \"Content.published\", \"Change.reverted\")', limit: 1 })   // { play } compiled to this Play’s Trigger Events\nconst { subject } = await $.Trigger.fire({ like: last.$id }, { mode: 'try' })   // the same Event again, in try mode · Not live yet, gaps #7\nconst { decisions: [decision] } = await $.Decision.list({ where: `on = \"${subject}\"` })   // what it chose, and why · Not live yet, gaps #7\nconst { actions } = await $.Action.list({ where: `on = \"${subject}\"` })   // what it did, with its checks · Not live yet, gaps #7\nreturn { decision, actions }",
    "mode": "try"
  }
}

 1{
 2  "decision": {
 3    "$id": "https://api.sb/leaseline.app/decisions/decision_502",
 4    "$type": "Decision",
 5    "choice": "send-the-one",
 6    "reason": "Oakridge Flats cancelled Jun 3 saying “owner statements only come out as CSV”; issue_77 shipped statements in the owner portal on Oct 16 and has held all traffic for 3 days, so the proof rule passes",
 7    "stakes": "low",
 8    "options": [
 9      "send-the-one",
10      "you-write-it",
11      "name-what-it-answers",
12      "send-the-correction",
13      "keep-holding"
14    ],
15  …

action_3 is the one Message to contact_14, in the thread of Oakridge’s cancel, held 30 minutes so you can stop it. The proof is read again just before it sends.

≈ +$100 ARR a month at 3 sets

Worth

1 h week 1, then 15 min a week

Your time

$0.04 per fire, ~$1 a month at 25 nos

Spend

Day 52: first former Customer back

First signal

20+ nos a month, each recorded with a reason

Use it when

Under 20 a month: lead-reactivation · nos with no reason: require one (Deal.lose)

Not yet when

Worth’s formula: about +9 returns per 100 former-Customer sets fired (Other Startups’ results; no lift of your own yet) × 3 sets a month × $347 Pro ARR ≈ +$94; the Prospects’ sets read beside it as Deals opened. Under First signal: At 3 former-Customer sets a month, 90 days can tell only +40 per 100 or more, so your file reads before-after; a set matures 90 days after it fires.

Start it this weekCopy Anchor Link

npx startup-builder add play objection-watch   # 1 · writes plays/objection-watch.mdx (Not live yet, gaps #5)

# 2 · dry run; below, its 422 on 2026-06-01
curl -X POST "https://api.sb/leaseline.app/campaigns?mode=try" \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"play":"objection-watch"}'

# 3 · keep it, at You approve each one
curl -X POST https://api.sb/leaseline.app/campaigns \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"play":"objection-watch"}'

# on
curl -X PATCH https://api.sb/leaseline.app/campaigns/objection-watch \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"endsAt":null}'

# off: no fire sends; every hold stays in force
curl -X PATCH https://api.sb/leaseline.app/campaigns/objection-watch \
  -H "Authorization: Bearer $STARTUP_BUILDER_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"endsAt":"now"}'

{
  "type": "https://startupbuilder.dev/errors/refused",
  "title": "Refused",
  "status": 422,
  "detail": "objection-watch can’t start yet: 1 check fails and 2 warn.",
  "checks": [
    {
      "check": "use-when",
      "status": "pass",
      "observed": "26 nos a month: lost Deals, cancels, downgrades and stalled trials",
      "doc": "/plays/objection-watch#check-use-when",
      "fix": "Nothing to do: every no with a reason counts.",
      "then": "Metric.query"
    },
    {
      "check": "billing-connected",
      "status": "fail",
      "doc": "/plays/objection-watch#check-billing-connected",
      "fix": "Connect Stripe so every cancel and downgrade arrives with its reason code.",
      "then": "Integration.connect"
    },
    {
      "check": "baseline",
      "status": "warn",
      "observed": "0 of 9 former Customers back in 90 days, $0",
      "doc": "/plays/objection-watch#check-baseline",
      "fix": "n 9: it reads before-after, not proof, until volume allows a held-back half.",
      "then": "Metric.query"
    },
    {
      "check": "owned-by-a-person",
      "status": "pass",
      "observed": "3 holders have a person owner, you",
      "doc": "/plays/objection-watch#check-owned-by-a-person",
      "fix": "Nothing to do: their fires draft into your queue instead.",
      "then": "Task.assign"
    },
    {
      "check": "keep-first",
      "status": "pass",
      "observed": "0 held",
      "doc": "/plays/objection-watch#check-keep-first",
      "fix": "Nothing to do: a Customer at risk or past due hears from their CSM first.",
      "then": "Task.next"
    },
    {
      "check": "customer-ask-cap",
      "status": "pass",
      "observed": "0 open asks",
      "doc": "/plays/objection-watch#check-customer-ask-cap",
      "fix": "Nothing to do: one open ask per Customer, across every Play.",
      "then": "Decision.list"
    },
    {
      "check": "role-unstaffed",
      "status": "warn",
      "roles": [
        "success-manager",
        "sales-lead"
      ],
      "owned": 3,
      "doc": "/plays/objection-watch#check-role-unstaffed",
      "fix": "Staff the CSM and AE, or leave them: replies and big accounts come to you.",
      "then": "Role.staff"
    }
  ]
}

Capturing and coding a no costs about $0.01, and each fire about $0.04 from your Domain (Worker cost). The condition checks read your own Issues and public pages at no cost. That comes to about $1 a month at 25 nos and 5 fires.

When it startsCopy Anchor Link

{
  "$id": "https://api.sb/leaseline.app/events/event_1290",
  "$type": "Event",
  "name": "Issue.resolved",
  "at": "2026-10-19T06:00:11Z",
  "seq": 1290,
  "data": {
    "issue": {
      "$id": "https://api.sb/leaseline.app/issues/issue_77",
      "title": "Owner statements in the owner portal",
      "resolvedAt": "2026-10-16",
      "heldAllTraffic": true
    },
    "linkedObjections": [
      "objection_12",
      "objection_19"
    ],
    "openDollars": 694
  }
}

npx startup-builder trigger Issue.resolved --like event_1290   # replays the delivery in test
npx startup-builder clock advance --by 30m   # sends the one Message (action_3) after its hold
npx startup-builder listen Subscription.created --forward-to http://localhost:3000/hook

Who runs itCopy Anchor Link

CSM · your agent (role:success-manager, worker_5) holds the Key Result. A reply that wants to come back goes to AE · Priya Shah (person) (worker_3, staffed on day 9); top-tier sets and every set whose proof cites a named rival come to you (Dana Okafor, person, worker_1), because the CSM Role has no person. Your number links to Did it work.

What it reads · What it may call. It reads the holder’s own words, the Issue and the proof source, and never a Visit, an open or a return to the site. A held holder is held for every Play: other Plays’ pool steps refuse a promotional touch until the set closes. Its tools are POST /{namespace}/messages/{message}/schedule, POST /{namespace}/tasks/{task}/assign, POST /{namespace}/content/draft, and any other call becomes an Approval under the Role’s Mandate.

You hold the CSM Key Result: $1,500 objection dollars closed by 2026-12-31.      ← worker, metric
On each condition that comes true, choose one option and say why.                ← triggers, chooses
Quote their words with their date; never make them stronger.                     ← copyRules 1
Cite the proof with its date, or do not send.                                    ← copyRules 3
Name only what the proof answers; no date for anything unshipped.                ← copyRules 6–7
Say this is the only Message about it, with one ask.                             ← copyRules 10–11

The slow loop, as a Change. decision_288 (2026-08-17, weekly) read 4 mobile-speed sets whose proof was the release note alone, with 2 not-answered replies. change_19 made the proof rule read the measured page time as well (your file, line 7), and Dana merged it with POST /{namespace}/changes/{change}/merge. Replayed on past fires, POST /{namespace}/changes/{change}/review held 2 of the 4 back; read back at +30d, 0 not-answered of 3 fires, n 3, ■□□□ Too early to tell (Example, day 108).

Bring your own agent (folded) starts at It does it, you can stop it when it matches or beats the seated agent on the eval suite, and at You approve each one when it does not; POST /{namespace}/roles/{role}/staff seats it.

npx startup-builder eval --scenario objection-watch-118 --agent "claude -p" --seat success-manager   # seated: 21 of 21 sets falsified correctly, 0 double fires, $0.04 a fire · yours: 19 of 21 → You approve each one

What it can do nextCopy Anchor Link

When it hands to youCopy Anchor Link

Replies that want to come back go to AE · Priya Shah (person); top-tier sets and sets citing a rival come to you, and before day 9 every reply did. One Brief per Role, as captured (brief is Not live yet, gaps #7).

[
  {
    "$id": "https://api.sb/leaseline.app/tasks/task_391",
    "$type": "Task",
    "assignee": "worker_3",
    "due": "2026-09-23T15:40:00Z",
    "on": "customer_29",
    "brief": {
      "who": "Sable Street Homes, cancelled May 19",
      "said": "Good timing. Can we restart on 160 units?",
      "objection": "no bulk lease edits",
      "proof": "issue_64, shipped Sep 15",
      "chose": "send-the-one",
      "why": "the proof passed; the whole objection is answered",
      "never": [
        "a discount",
        "a second Message on this set"
      ]
    }
  },
  {
    "$id": "https://api.sb/leaseline.app/tasks/task_342",
    "$type": "Task",
    "assignee": "worker_1",
    "due": "2026-09-04T17:00:00Z",
    "on": "lead_47",
    "brief": {
      "who": "Birchway Properties, lost Deal Jul 2",
      "said": "We need it to work for 600 units.",
      "chose": "you-write-it",
      "why": "a top-tier holder",
      "proof": "the 600-unit load test, published Sep 1"
    }
  }
]

The receiver answers with POST /{namespace}/tasks/{task}/claim (Take this one), POST /{namespace}/tasks/{task}/return with a reason, or POST /{namespace}/actions/{action}/redirect, each a one-call window. Once a person claims, the agent sends nothing more on that set, and every reply goes to the claimer (claimedByPerson, Not live yet, gaps #7). A Task nobody claims by its due time goes up a Role through POST /{namespace}/tasks/{task}/escalate, and person-promise fires.

On time: AE · Priya Shah, 3 of 3 claimed within 1 business day, median 2 h 05 min, n 3; you, 4 of 4 sent within 3 days, n 4, ■□□□ Too early to tell beside Other Startups’ 91 % on time. Your queue: counted by kind: in week 1, 18 labels to confirm and 0 fires; after week 3, about 3 labels and 1 fire a week, plus the Monday Issue ranking.

The fixed line: POST /{namespace}/deals/{deal}/assign sets owner to the receiving person, the agent is never a Deal’s owner, and Meetings land on the owner’s calendar under the owner’s name.

When it won’t sendCopy Anchor Link

The captured refusal, then the Stop that fired as a Campaign.paused reason (Not live yet, gaps #2); the rewrite that sent is the Kestrel thread in Example.

{
  "type": "https://startupbuilder.dev/errors/refused",
  "title": "Refused",
  "status": 422,
  "detail": "The fire to Kestrel Rentals did not send: it says both of their reasons are fixed, and the proof shows one.",
  "checks": [
    {
      "check": "fact-check",
      "status": "fail",
      "doc": "/plays/objection-watch#check-fact-check",
      "fix": "Cut the claim, or name the record that backs it.",
      "then": "Content.draft"
    },
    {
      "check": "proof-drift",
      "status": "pass"
    }
  ]
}

[
  {
    "reason": {
      "limit": "hold-breach",
      "observed": "1 promotional touch from lead-nurture to a held holder",
      "bound": "0",
      "window": "30d"
    },
    "doc": "/plays/objection-watch#stop-hold-breach",
    "task": "task_377"
  }
]

Did it workCopy Anchor Link

At 3 former-Customer sets a month, no held-back half reads within 90 days, so the basis is before-after (rule o): the columns read Now and Before, and nothing prints as Added. Only sets 90 days past their fire count (rule n). Each figure’s call is POST /{namespace}/metrics/query by node, and every node above the leaf is Not live yet (gaps #4).

{
  "$id": "decisions/decision_502",
  "$type": "Decision",
  "choice": "send-the-one",
  "reason": "Oakridge Flats cancelled Jun 3 saying “owner statements only come out as CSV”; issue_77 shipped statements in the owner portal on Oct 16 and has held all traffic for 3 days, so the proof rule passes",
  "stakes": "low",
  "options": [
    "send-the-one",
    "you-write-it",
    "name-what-it-answers",
    "send-the-correction",
    "keep-holding"
  ],
  "by": "worker_5",
  "on": "customer_38",
  "expected": "Subscription.created by customer_38 within 90d of the fire",
  "reopensWhen": "no inbound Message.created from contact_14 within 30d: the set closes and nothing else sends"
}

Before against after reads former Customers who came back in this window against the 90 days before it, scaled to 140 days; it is not proof, and Other Startups’ results print beside it. Beside the path, the Prospects’ 14 fired sets opened 4 Deals and won 1 on the $2,400 plan (+$2,393 ARR), read as opened-deals-and-trials.

How it moves it: each holder heard once, a median 38 minutes after the proof passed, in the thread of their own no, where before nobody wrote back at all (objection-dollars-closed by fire latency).

Guardrails: before against after: contraction-arr, $0 from returners who switched down, against $0, and hold breaches, 1 in 140 days, against a Stop at 2 in 30.

{
  "$id": "https://api.sb/leaseline.app/campaigns/objection-watch",
  "$type": "Campaign",
  "play": "play:objection-watch@1",
  "path": [
    "objection-dollars-closed",
    "reactivated-arr",
    "net-new-arr",
    "arr"
  ],
  "experiment": {
    "metric": "objection-dollars-closed",
    "unit": "usd",
    "heldBack": 2,
    "decision": null
  },
  "readout": {
    "value": null,
    "n": 3,
    "maturing": 2,
    "interval": null,
    "readability": "inadmissible",
    "basis": "before-after",
    "pooled": true
  },
  "ledger": {
    "spend": 2,
    "workerCost": 1,
    "hours": 4.6,
    "pipelineArr": 4786,
    "wonArr": 3087,
    "projectedArr": 94,
    "paybackDays": 4
  }
}

Outside benchmark: 5 % to 10 % of churned subscribers come back on their own (a subscription-analytics vendor’s billing data, 2026-09-30; a base rate, not a lift).

Before it · After it. Before it: every lost Deal from instant-response and cold-email, every cancel from usage-upsell’s Customers and every stalled trial opens a set here. After it: a reply that wants to come back reaches the AE, Not now feeds lead-nurture with a dated condition, and new condition dates feed moment-outreach. While a set stands, every other Play’s pool step holds the holder.

ExampleCopy Anchor Link

Leaseline ran it from 2026-06-01 to 2026-10-19 (140 days): 118 nos captured, 15 held by former Customers and 103 by Prospects. 21 sets came true, 2 were held back at random, and 19 fired: 5 former Customers’ and 14 Prospects’. Read every captured thread at ?threads=all; three follow the tables.

Leaseline → Sable Street Homes, Sep 22, 09:12, in the thread of their cancel · On May 19 you wrote: “We cancelled because there are no bulk lease edits.”¹ Bulk edits shipped on Sep 15 and have run on every account since (release note, Sep 15).² This is the only note about it, and nothing else follows unless you reply.³ Want the restart link? *Signed with the Role’s disclosure line and the stop line.*⁴

Sable Street, Sep 22, 14:40 · “Good timing. Can we restart on 160 units?” The Brief reached Priya at 14:41; she claimed it at 15:02 and sent the Quote the next morning (When it hands to you).

- Good news: mobile is fast now and bulk edits are live, so everything you asked for is fixed.
+ On Jul 2 you named mobile speed and bulk edits. Mobile pages now load in 1.2 s (measured Sep 7); bulk edits have not shipped.

Birchway Properties, 2026-09-03 · set held since a lost Deal on Jul 2: “We need it to work for 600 units.” · the 600-unit load test published Sep 1 passed the proof rule, and the set went to Dana as a top-tier holder (task_342). Dana wrote and sent the one Message on Sep 4 at 11:20, inside the promised time; Birchway booked a call that afternoon.

¹ Their own words, verbatim, with their date. ² The proof, with its date. ³ The only Message about this objection. ⁴ The fixed signature and stop lines, compiled from the Role’s Settings.

Your settingsCopy Anchor Link

---
holdout: 0.1      # 1 set in 10 that comes true gets no Message for 90 days
---
Record every no in their own words, and hold them from every other Play.
One Message, with proof, when the reason stops being true.
Accounts over 300 units are mine to write.
A speed fix counts only once the measured page time shows it.

$ npx startup-builder show plays/objection-watch
holdout 0.1 · top tier over 300 units · proof reads page time     your file  plays/objection-watch.mdx:2,4,5,6,7 (Ask 2026-06-01; line 7 by change_19, 2026-08-17)
family keep · worker role:success-manager, owns never · chooses 5 (3 rule, 2 read) · sequences objection-fire-one, objection-fire-founder, objection-correction · approval delay-window · checks owned-by-a-person, keep-first, customer-ask-cap, proof-drift, label-backlog, market-hold, fact-check · stops 8 · placements gmail, outlook + the founder’s LinkedIn tray    catalog  play:objection-watch@1 (Not live yet, gaps #5)

Every key from the catalogCopy Anchor Link

Compiled, not written: edit the Play record objection-watch and its Leaseline run, then regenerate. Every step runs from a sentence or a line of code. In your words: the CRM words you know, and where each lives here.