Policies¶

6 governance policies that constrain entity operations, workflow execution, and business rules across the Rev-Ops ontology. Each policy is defined in enterprise-knowledge/policies/ as a Markdown file.

Policy Summary¶

#	Policy	ID	Framework	Risk	Owner	Constrains
1	Deal Qualification Policy	POL-DEAL-001	MEDDPICC	High	VP Sales / CRO	Deal_Opportunity, Stage_History, Stakeholder_Map, Forecast_Submission
2	Revenue Recognition Policy	POL-REV-001	ASC 606 / IFRS 15	Critical	CFO / Controller	Revenue_Schedule, Contract_Record, Billing_Schedule, Subscription
3	Forecast Governance Policy	POL-FCST-001	SaaS Metrics	High	CRO / VP RevOps	Forecast_Submission, Deal_Opportunity, Pipeline_Snapshot
4	Pricing & Discount Policy	POL-PRICE-001	SaaS Metrics	High	CFO / VP RevOps	Quote, Deal_Opportunity, Opportunity_Line_Item, Product_Catalog
5	Data Freshness Policy	POL-DATA-001	SaaS Metrics	Medium	VP RevOps / CDO	All integration feeds
6	Commission & Compensation Policy	POL-COMP-001	SaaS Metrics	High	VP RevOps / CFO	Commission_Record, Quota, Deal_Opportunity, Subscription

1. Deal Qualification Policy¶

ID: POL-DEAL-001 | Framework: MEDDPICC | Systems: Salesforce CRM, Gong

Rule Area	Key Rules
MEDDPICC Score Gate	MEDDPICC score >40 required for Stage 3+ progression; deals below threshold blocked from advancing
Economic Buyer	Economic Buyer identified by Stage 4 (mandatory); deal cannot progress to Stage 5 without documented Economic Buyer contact
Champion Validation	Champion validated (not just named) by Stage 3; validation = at least 1 recorded interaction confirming internal advocacy
Multi-threading	Minimum 3 contacts engaged for deals >$100K; measured via email/meeting/call activity across unique contacts
Deal Amount Changes	Deal amount change >20% requires manager approval; automated hold placed on stage progression until approved
Stage Integrity	Stage regression allowed (no stage skipping forward); forward progression must be sequential
Forecast Commit Gate	Forecast category Commit requires MEDDPICC >70 + signed proposal on file

2. Revenue Recognition Policy¶

ID: POL-REV-001 | Framework: ASC 606 / IFRS 15 | Systems: Oracle Finance, Salesforce CRM

Rule Area	Key Rules
ASC 606 Five-Step Gate	Revenue recognized only when all ASC 606 five-step criteria met; no exceptions
Contract Execution	Contract must be executed (not verbal); verbal commitments do not constitute a contract for recognition purposes
Performance Obligations	Performance obligations identified and allocated per contract; each obligation tracked independently
Multi-Element Arrangements	Multi-element arrangements: standalone selling price allocation required; residual method prohibited
Usage-Based Revenue	Usage-based revenue: recognized as consumed; metered at billing cycle or monthly, whichever is shorter
Professional Services	Professional services: recognized over time (percentage of completion method); milestones must be objectively measurable
License Revenue	License revenue: point-in-time recognition at delivery; delivery = customer access enabled
Contingent Deals	No revenue recognized on contingent deals until contingency resolved; contingent amounts held in deferred revenue

3. Forecast Governance Policy¶

ID: POL-FCST-001 | Framework: SaaS Metrics | Systems: Salesforce CRM, Internal

Rule Area	Key Rules
Submission Cadence	Weekly forecast submission mandatory for all quota-carrying reps; submissions due by Friday 5 PM local
Commit Category	Commit: >80% close probability + active engagement in last 7 days; active engagement = email/call/meeting logged
Best Case	Best Case: 50-80% probability; requires at least one recent (14-day) interaction
Pipeline	Pipeline: <50% probability; included for coverage analysis but excluded from commit/best case rollups
Manager Override	Forecast override by manager requires documented justification; justification visible to CRO in rollup
AI Variance Review	AI forecast vs. rep forecast variance >20% triggers mandatory review; review must be completed before forecast lock
Quarter-End Lock	Quarter-end forecast lock: 5 business days before quarter close; no changes after lock without CRO approval
Sandbagging Detection	Sandbagging detection: deals repeatedly pushed then pulled into commit flagged; pattern = 2+ push-pull cycles in same quarter

4. Pricing & Discount Policy¶

ID: POL-PRICE-001 | Framework: SaaS Metrics | Systems: CPQ, Salesforce CRM, Oracle Finance

Rule Area	Key Rules
Standard Pricing	Standard pricing from CPQ price book; all quotes must originate from current published price book
Discount Authority	0-10%: AE; 10-20%: Sales Manager; 20-30%: VP Sales; >30%: CRO + CFO joint approval
Multi-Year Discounts	Multi-year discount max 15% for 2-year, 25% for 3-year; no discounts beyond 3-year without CFO approval
Floor Pricing	No below-floor pricing; floor = 60% of list price; any exception requires Board-level approval
Payment Terms	Standard Net 30; Net 60 requires VP Finance approval; no terms beyond Net 90
Annual Prepay	Annual prepay discount: 10% of total contract value
Monthly Billing	Monthly billing premium: 10% markup over annual equivalent
Non-Standard Terms	All non-standard terms (custom SLAs, liability caps, indemnification) require legal review before execution

5. Data Freshness Policy¶

ID: POL-DATA-001 | Framework: SaaS Metrics | Systems: All

Structured System SLAs¶

Source	Data	SLA
Salesforce CRM	Deal_Opportunity, Account_Profile, Stage_History, Contact	Real-time (<5 min)
Gong / Conversation Intelligence	Conversation_Record, Meeting_Action_Item	<4 hours from call end
Email & Calendar	Email_Thread, Calendar_Event	Real-time sync
Product & Usage Platform	Subscription, Product_Usage	Daily aggregation
Oracle Finance	AR_Invoice, Payment, Revenue_Schedule	15-min sync for AR; daily for GL
Market Intelligence (Bombora/6sense/ZoomInfo)	Intent_Data, Competitive_Signal	Daily

Unstructured Source SLAs¶

Source	Data	SLA
Document Management / CLM	Contract_Record, Quote (PDFs)	On-upload + NLP extraction within 60 min

Staleness Rules¶

2x SLA gap: alert Data Engineering
3x SLA gap: mark data as stale; exclude from AI workflow inputs; notify RevOps leadership

6. Commission & Compensation Policy¶

ID: POL-COMP-001 | Framework: SaaS Metrics | Systems: Commission System, Oracle Finance, Salesforce CRM

Rule Area	Key Rules
Commission Basis	Commission calculated on booked ARR (not TCV unless specified in comp plan)
Collection-Based Payment	Payment on invoice collection (not booking) for accounts with terms >Net 60
Accelerators	Accelerators activate at 100% quota attainment; rates defined per comp plan tier
Clawback	If customer churns within 12 months, pro-rated clawback applied; clawback = (months remaining / 12) × commission paid
Split Deals	Split deals: documented agreement between reps required before close; no retroactive splits
Dispute Window	Dispute window: 30 days from payout statement date; disputes after window closed require VP RevOps escalation
SPIF Programs	SPIF programs: pre-approved by CRO with defined budget, criteria, and expiration; no open-ended SPIFs

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