Rev-Ops Semantic Ontology Layer¶

The Semantic Ontology Layer sits between the Data Plane and the Application Catalogue, providing a unified, standards-aligned knowledge graph that resolves entities across Salesforce CRM, Oracle ERP/Finance, Communication Platforms (Gong, Email, Calendar), Product & Usage, Market Intelligence, and Document Management sources.

Industry Standards Alignment¶

The Rev-Ops ontology is aligned to three frameworks — MEDDPICC for sales methodology, ASC 606 / IFRS 15 for revenue recognition, and B2B SaaS Metrics for operational benchmarking.

MEDDPICC (Sales Methodology Framework)¶

MEDDPICC is the industry-standard qualification framework for complex B2B sales. Every deal-facing entity and workflow in this ontology maps to a MEDDPICC element:

MEDDPICC Element	Scope	Ontology Coverage
Metrics	Quantified business impact	`Deal_Opportunity.Metrics_Identified`
Economic Buyer	Decision authority mapping	`Stakeholder_Map.Economic_Buyer_ID`
Decision Criteria	Technical/business requirements	`Conversation_Record.Decision_Criteria_Extracted`
Decision Process	Buying process and timeline	`Deal_Velocity.Stage_Progression`
Identify Pain	Business pain articulation	`Conversation_Record.Pain_Points_Extracted`
Champion	Internal advocate identification	`Stakeholder_Map.Champion_ID`
Competition	Competitive landscape per deal	`Competitive_Signal.Competitor`, `Competitive_Signal.Threat_Score`

ASC 606 / IFRS 15 (Revenue Recognition)¶

Revenue recognition entities follow the five-step model prescribed by ASC 606 and IFRS 15:

ASC 606 Step	Purpose	Ontology Entity
Step 1: Identify Contract	Contract existence validation	`Contract_Record.Status`
Step 2: Identify Performance Obligations	Deliverables per contract	`Contract_Record.Performance_Obligations`
Step 3: Determine Transaction Price	Total consideration	`Deal_Opportunity.Amount`, `Contract_Record.Total_Value`
Step 4: Allocate Price	Price per obligation	`Revenue_Schedule.Allocation`
Step 5: Recognize Revenue	Revenue timing	`Revenue_Schedule.Recognition_Date`, `Revenue_Schedule.Method`

B2B SaaS Metrics¶

Operational and financial metrics embedded as first-class entities in the ontology:

Metric	Purpose	Ontology Entity
ARR (Annual Recurring Revenue)	Subscription revenue run-rate	`Subscription.ARR`
NDR (Net Dollar Retention)	Expansion minus churn	`Renewal_Record.NDR_Pct`
CAC (Customer Acquisition Cost)	Sales + marketing cost per win	`Deal_Opportunity.Total_Cost_to_Acquire`
LTV (Lifetime Value)	Predicted total customer revenue	`Account_Profile.LTV`
Magic Number	Sales efficiency metric	Derived from ARR growth / S&M spend

Architecture¶

graph TD
    subgraph DataPlane [Data Plane - 6 Source Systems]
        SF["Salesforce CRM"]
        ORA["Oracle ERP / Finance"]
        COMM["Communication Platforms<br/>(Gong · Email · Calendar)"]
        PU["Product & Usage"]
        MI["Market Intelligence"]
        DM["Document Management"]
    end

    subgraph OntologyLayer [Semantic Ontology Layer]
        SCHEMA["Schema<br/><i>10 Domains · ~40 Tables</i>"]
        WF["Workflows<br/><i>8 MEDDPICC/ASC606-aligned</i>"]
        POL["Policies<br/><i>6 Governance Rules</i>"]
        INT["Integrations<br/><i>6 System Mappings</i>"]
    end

    subgraph Apps [Application Catalogue - 3 Apps]
        DI["Deal Intelligence"]
        PR["Pipeline Risk & Forecasting"]
        RO["Revenue Orchestration"]
    end

    SF --> SCHEMA
    ORA --> SCHEMA
    COMM --> SCHEMA
    PU --> SCHEMA
    MI --> SCHEMA
    DM --> SCHEMA

    SCHEMA --> WF
    POL --> WF
    INT --> SCHEMA

    WF --> DI
    WF --> PR
    WF --> RO

Ontology Components¶

The ontology consists of four interconnected layers, all stored in enterprise-knowledge/:

Layer	Files	Format	Purpose
Schema	`rev-ops-schema.yaml`	YAML	10 domains, ~40 tables with fields, types, risk levels, constraints, and relationships
Workflows	`workflows/*.yaml` (8 files)	YAML	Triggered process flows with steps, rules, SLAs, and dependencies
Policies	`policies/*.md` (6 files)	Markdown	Business rules, thresholds, approval chains, and compliance constraints
Integrations	`integrations/*.yaml` (6 files)	YAML	Field-level sync mappings between source systems with conflict resolution

Relationship Types¶

Entities in the schema are connected via typed relationships that form a knowledge graph:

Relationship	Meaning	Example
`triggers`	Entity event initiates a workflow	`Deal_Opportunity` triggers `Deal Scoring` workflow
`syncs_to`	Entity data flows to another system	`Account_Profile` syncs_to `AR_Customer` via integration
`constrained_by`	Entity operations governed by a policy	`Revenue_Schedule` constrained_by `revenue-recognition-policy`
`depends_on`	Entity requires a parent/related entity	`Conversation_Record` depends_on `Deal_Opportunity`
`validates`	Entity validates another in a business process	`Contract_Record` validates `Deal_Opportunity` in deal-to-revenue handoff

Cross-Application Entity Heatmap¶

Shows how many of the 3 Rev-Ops apps require each entity. Higher usage = more foundational.

Entity	Count	Applications
`Deal_Opportunity`	3	All apps
`Account_Profile`	3	All apps
`Conversation_Record`	2	Deal Intelligence, Pipeline Risk
`Email_Thread`	2	Deal Intelligence, Pipeline Risk
`Contract_Record`	2	Pipeline Risk, Revenue Orchestration
`Revenue_Schedule`	2	Pipeline Risk, Revenue Orchestration
`Subscription`	2	Pipeline Risk, Revenue Orchestration
`AR_Invoice`	1	Revenue Orchestration

Deal_Opportunity and Account_Profile are the most connected entities in the Rev-Ops ontology — equivalent to Material_Master in Supply Chain or Subscriber in Telco.

Schema Statistics¶

Metric	Count
Domains	10
Tables	~40
Source Systems	6 (Salesforce CRM, Oracle ERP/Finance, Communication Platforms, Product & Usage, Market Intelligence, Document Management)
Workflows	8
Policies	6
Integrations	6
Relationship Types	5 (triggers, syncs_to, constrained_by, depends_on, validates)

Documentation¶

Document	Description
Schema Reference	Complete domain and table reference with fields, types, and relationships
Workflows	All 8 AI workflow definitions with triggers, steps, and dependencies
Policies	All 6 governance policies with rules, thresholds, and approval chains
Integrations	All 6 system integration mappings with field-level detail
App-Object Mapping	Minimum required objects per application with relationship matrix

← Back to Rev-Ops Catalogue