fin-revopslisted

# Revenue Operations (RevOps) ## Definitions before tools Most metric disputes come from departments using different definitions. **One person owns the metric dictionary**: pipeline (= sum of in-flight opportunity amounts, including auto-close criteria), MRR (excluding affiliates), SQL definition, etc. Definition changes are versioned and announced to every department. ## CRM hygiene rules - Stage moves require a buyer-evidence link (email, contract, meeting notes) - Opportunities that go 2 weeks without a close-date update are auto-locked → unlocked after re-verification - One owner per opportunity. Co-owned opportunities are excluded from aggregation Introduce tools and automation only after these rules exist. ## Funnel number reconciliation Once a month, align departmental report figures into one table: lead → SQL → opportunity → win conversion. If the cross-department gap exceeds 2 percentage points, check definitions and capture points. Fix marketing contribution and sales credit scope in a document to resolve "attribution disputes" systemically. ## Reporting rhythm Weekly: pipeline change & sludge / Monthly: funnel conversion & reconciliation / Quarterly: CAC & payback by channel. ## Maturity diagnosis Level 1: manual spreadsheets → Level 2: CRM hygiene rules established → Level 3: automation & triggers → Level 4: forecast accuracy ±10%. Introducing Level 3 tools below Level 2 produces garbage automation. RevOps performance is measured by forecast error improvemen