← Every exhibit
What does a revenue process mean?
| Process object | Question it answers | Example record | Error when it is merged |
|---|---|---|---|
| Entry | Which entity or process instance is admitted? | Qualification accepted under a named rule | The funnel denominator includes records outside the motion |
| Stage decision | What evidence allows the process to move? | Customer need and decision path recorded | A populated label is treated as progress |
| Handoff | Who releases the work and who should receive it? | AE releases a proposal to legal | Assignment is treated as acceptance |
| Acceptance | Did the receiving owner acknowledge responsibility? | Legal accepts the contract-review packet | A sender update is treated as downstream completion |
| Exception or rework | What prevented the normal transition? | Missing counterparty returns the packet | The process is made to look shorter by overwriting the return |
| Outcome | What terminal or censored state was observed? | Won, lost, canceled, or open at day 30 | An open case is silently counted as lost or complete |
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Reference & Evidence
Source: Table from this essay. Sources and interpretation are given in the article.
Related exhibits
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The revenue-process handoff matrix
From the essay What is a revenue process? The handoffs that make the funnel measurable
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Which process boundary should be declared first?
From the essay What is a revenue process? The handoffs that make the funnel measurable
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Why do revenue processes break at the interface?
From the essay What is a revenue process? The handoffs that make the funnel measurable