← Every exhibit

Table Figure 1 Revenue operations & AI

The revenue-process handoff matrix

Keep entry evidence, sender release, receiver acceptance, latency, exceptions, next events, and dispositions visible at every commercial interface.

Handoff IDSending state and ownerReceiving state and ownerEntry evidence and acceptanceLatencyExceptionNext event and disposition
H-01Marketing / MQL releasedSDR / qualification acceptedICP rule and account ID; accepted 2026-09-06 09:2016 minNoneDiscovery booked 2026-09-07; Accepted
H-02SDR / qualifiedAE / discovery acceptedQualification notes; accepted 2026-09-02 09:0020 hAccount context missing; returned to SDRAdd account and buying process by 2026-09-08; Returned
H-03AE / discovery completeSolutions / technical validationDiscovery brief; accepted 2026-09-03 15:006 hNoneSecurity workshop 2026-09-10; Accepted
H-04AE / proposal readyLegal / contract reviewProposal version 3; not accepted by 2026-09-0648 h and openCounterparty missing; heldAdd legal entity by 2026-09-08; Held
H-05Deal desk / commercial approvalFinance / approved quotePricing exception record; accepted 2026-09-05 13:004 hNoneIssue final quote 2026-09-09; Accepted
H-06Closed-lost / terminalOnboarding / deliveryNo eligible entry event for this scopeNot applicableOutside the declared processNone; Excluded

Swipe or scroll horizontally if the table is wider than your screen.

Cite Embed

Reference & Evidence

Source: Author's synthetic handoff matrix grounded in Microsoft (2025). The source supplies a bounded vendor-specific process-flow context; the process key, fields, values, clock, exceptions, and dispositions are author synthesis.

Each line is a claim from the register this journal publishes against, resolved from the register at build time.

  • C Microsoft's own words: "BPFs give your sales staff a guided visual interface that they can use to move deals forward through the stages that are typical for your company" Microsoft. (2025). Sales processes captured 2026-09-06 · MSRP25-C1
  • C The same deal is several entities: "A Lead entity is used to track the sales process. Qualifying leads are tracked as opportunities" Microsoft. (2025). Sales processes captured 2026-09-06 · MSRP25-C2
  • C And the flow prompts for the record: "create the appropriate entity record to help and guide you through the process" Microsoft. (2025). Sales processes captured 2026-09-06 · MSRP25-C3
  • C "The stages can be conditional", and the example is explicit: "if you require an internal review of a quote only if the quote uses a custom price list, you can configure that condition in the appropriate stage of the business process" Microsoft. (2025). Sales processes captured 2026-09-06 · MSRP25-C4
  • C The prompt to create a record is the vendor's: "create the appropriate entity record to help and guide you through the process" Microsoft. (2025). Sales processes captured 2026-09-06 · MSRP25-C5
  • B A handoff is an interface record connecting sender release to receiver acceptance Author framework · V03-OWN-C2
  • B Entry evidence, sender, receiver, release and acceptance times, latency clock, next event, and exception state make a handoff reproducible Author framework · V03-OWN-C3
  • B Cross-entity deal representation requires a stable process key or explicit join rule Author data rule grounded in MSRP25-C2 and MSRP25-C3 · V03-OWN-C5
  • B Acceptance, completion, rework, latency, and process-completion metrics require compatible transition types and named denominators Author formula set · V03-OWN-C7
  • B A returned or held handoff is a visible process state, not an invisible correction Author operating rule · V03-OWN-C8
  • B Conditional branches and exceptions remain visible beside the happy path Author operating rule grounded in MSRP25-C4 · V03-OWN-C9
  • B The six-row handoff matrix contains three accepted, two held or returned, and one out-of-scope synthetic record Author synthetic object · V03-OWN-C10

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

Related exhibits