Schema Reference¶

Complete reference for the revenue operations semantic schema — 10 domains, ~40 tables across 6 source systems, aligned to MEDDPICC and ASC 606 standards.

Source File: enterprise-knowledge/rev-ops-schema.yaml

Domain 1: Deal & Opportunity Management¶

System: Salesforce CRM | Standard: MEDDPICC

Table	Semantic	Risk	Key Fields
`Deal_Opportunity`	Core sales opportunity record with MEDDPICC scoring	high	Opp_ID, Account_ID, Name, Amount, ARR, Stage (Prospect/Discovery/Evaluation/Negotiation/Closed_Won/Closed_Lost), Close_Date, Owner_ID, Deal_Type (New_Business/Expansion/Renewal), Probability, MEDDPICC_Score (0-100), Forecast_Category (Commit/Best_Case/Pipeline/Omit), Created_Date, Days_in_Stage, Competitor_Present
`Opportunity_Line_Item`	Individual product line within a deal	medium	Line_ID, Opp_ID, Product_ID, Quantity, Unit_Price, Discount_Pct, ARR_Contribution, TCV
`Stage_History`	Stage transition audit trail for velocity analysis	medium	Opp_ID, From_Stage, To_Stage, Changed_Date, Changed_By, Days_in_Previous_Stage

Key Relationships:

Deal_Opportunity --triggers--> Deal Intelligence & Scoring workflow
Deal_Opportunity --triggers--> Pipeline Risk Assessment workflow
Deal_Opportunity --constrained_by--> MEDDPICC scoring methodology
Stage_History --triggers--> Deal Velocity analysis (stage inflation detection)
Opportunity_Line_Item --depends_on--> Product_Catalog (SKU resolution)

Domain 2: Account & Buyer Intelligence¶

System: Salesforce CRM + Market Intel | Standard: MEDDPICC

Table	Semantic	Risk	Key Fields
`Account_Profile`	Customer/prospect master record with health metrics	high	Account_ID, Name, Industry, Employee_Count, ARR_Current, Segment (Enterprise/Mid_Market/SMB), Tier (Strategic/Growth/Standard), ICP_Score (0-100), LTV, NDR_Pct, Health_Score, Owner_ID, Status (Active/Prospect/Churned)
`Contact`	Individual contact persons at accounts	medium	Contact_ID, Account_ID, Name, Title, Role (Decision_Maker/Champion/Influencer/Blocker/End_User), Email, Phone, Engagement_Score, Last_Activity_Date
`Stakeholder_Map`	Deal-level buyer influence and sentiment map	high	Map_ID, Opp_ID, Contact_ID, Role_in_Deal (Economic_Buyer/Champion/Technical_Evaluator/Coach/Blocker), Sentiment (Positive/Neutral/Negative), Engagement_Level (High/Medium/Low/None), Last_Interaction_Date

Key Relationships:

Account_Profile --triggers--> Renewal & Expansion Prediction workflow
Account_Profile --constrained_by--> ICP scoring model
Stakeholder_Map --triggers--> Deal Intelligence & Scoring workflow (buyer coverage gaps)
Contact --depends_on--> Account_Profile
Stakeholder_Map --depends_on--> Deal_Opportunity and Contact

Domain 3: Conversation Intelligence¶

System: Gong/Chorus/Call Platform | Standard: MEDDPICC

Table	Semantic	Risk	Key Fields
`Conversation_Record`	Call/meeting recording with NLP-extracted insights	high	Call_ID, Opp_ID, Account_ID, Participants (array), Duration_Minutes, Date, Transcript_URL, Sentiment_Score (-100 to +100), Talk_Ratio_Rep_Pct, Topics_Detected (array), Competitor_Mentions (array), Objections_Raised (array), Next_Steps_Committed, MEDDPICC_Elements_Extracted (JSON)
`Meeting_Action_Item`	Follow-up actions extracted from conversations	medium	Action_ID, Call_ID, Description, Owner, Due_Date, Status, Completed_Date

Key Relationships:

Conversation_Record --triggers--> Conversation & Email NLP workflow
Conversation_Record --triggers--> Deal Intelligence & Scoring workflow (MEDDPICC extraction)
Conversation_Record --triggers--> Competitive Win/Loss Analysis workflow (competitor mentions)
Meeting_Action_Item --depends_on--> Conversation_Record

Domain 4: Email & Digital Engagement¶

System: Email Platform + Calendar | Standard: MEDDPICC

Table	Semantic	Risk	Key Fields
`Email_Thread`	Aggregated email thread metrics per deal	high	Thread_ID, Opp_ID, Account_ID, Participants (array), Message_Count, Direction_Distribution (Inbound_Pct/Outbound_Pct), Avg_Response_Time_Hours, Executive_Involved_Flag, Last_Activity_Date, Ghost_Risk_Flag (days_since_last_reply >7)
`Calendar_Event`	Scheduled meetings and their outcomes	medium	Event_ID, Opp_ID, Account_ID, Type (Demo/Discovery/Negotiation/Technical/Executive), Attendees, Duration_Minutes, Date, Outcome, No_Show_Flag
`Digital_Engagement`	Website, content, and product trial activity	low	Account_ID, Source (Website/Content/Webinar/Product_Trial), Event_Type, Timestamp, Score

Key Relationships:

Email_Thread --triggers--> Conversation & Email NLP workflow
Email_Thread --triggers--> Deal Intelligence & Scoring workflow (ghost risk detection)
Calendar_Event --triggers--> Deal Intelligence & Scoring workflow (meeting cadence analysis)
Digital_Engagement --triggers--> Renewal & Expansion Prediction workflow (trial activity)

Domain 5: Product & Subscription¶

System: Product Platform + BSS | Standard: ASC 606

Table	Semantic	Risk	Key Fields
`Product_Catalog`	Master product and pricing catalog	medium	Product_ID, Name, Category, Type (Subscription/Usage/Professional_Services/Hardware), List_Price, Billing_Frequency (Monthly/Annual/Usage_Based)
`Subscription`	Active subscription record with usage and adoption metrics	high	Sub_ID, Account_ID, Product_ID, ARR, Start_Date, End_Date, Billing_Schedule, Status (Active/Cancelled/Paused), Auto_Renew, Usage_Pct, Feature_Adoption_Score
`Product_Usage`	Product and feature-level usage telemetry	medium	Account_ID, Product_ID, Feature, MAU, DAU, Usage_Trend (Growing/Stable/Declining), Last_Login, API_Calls, Storage_Used

Key Relationships:

Subscription --triggers--> Renewal & Expansion Prediction workflow
Product_Usage --triggers--> Renewal & Expansion Prediction workflow (usage decline detection)
Product_Catalog --constrained_by--> ASC 606 performance obligation rules
Opportunity_Line_Item --depends_on--> Product_Catalog
Subscription --depends_on--> Account_Profile and Product_Catalog

Domain 6: Contract & Legal¶

System: Document Management + CLM | Standard: ASC 606

Table	Semantic	Risk	Key Fields
`Contract_Record`	Contract master with NLP-extracted terms	high	Contract_ID, Account_ID, Opp_ID, Type (MSA/Order_Form/SOW/Amendment/Renewal), Total_Value, Start_Date, End_Date, Auto_Renew, Performance_Obligations (array), Payment_Terms, Ramp_Schedule, Termination_Clause, Status (Draft/In_Review/Executed/Expired), Extraction_Confidence
`Quote`	CPQ-generated quote with approval workflow	medium	Quote_ID, Opp_ID, Version, Total_Amount, Discount_Pct, Approval_Status, Expiry_Date, CPQ_Generated

Key Relationships:

Contract_Record --triggers--> Quote-to-Cash Orchestration workflow (on execution)
Contract_Record --triggers--> Revenue Leakage Detection workflow (billing reconciliation)
Contract_Record --constrained_by--> ASC 606 performance obligation identification
Quote --depends_on--> Deal_Opportunity and Product_Catalog

Domain 7: Revenue & Finance¶

System: Oracle ERP/Finance | Standard: ASC 606

Table	Semantic	Risk	Key Fields
`Revenue_Schedule`	ASC 606 revenue recognition schedule	high	Schedule_ID, Contract_ID, Account_ID, Product_ID, Recognition_Method (Over_Time/Point_in_Time), Recognition_Start, Recognition_End, Monthly_Amount, Total_Amount, Status (Scheduled/Recognized/Deferred)
`AR_Invoice`	Accounts receivable invoice	high	Invoice_ID, Account_ID, Contract_ID, Amount, Due_Date, Status (Open/Paid/Overdue/Disputed), Aging_Bucket (Current/30/60/90/90_Plus)
`Payment`	Payment received against invoice	medium	Payment_ID, Invoice_ID, Amount, Date, Method, Applied_Flag
`Billing_Schedule`	Contract billing cadence and amounts	medium	Schedule_ID, Contract_ID, Billing_Date, Amount, Status

Key Relationships:

Revenue_Schedule --constrained_by--> ASC 606 recognition rules
Revenue_Schedule --triggers--> Revenue Leakage Detection workflow (schedule vs actuals)
AR_Invoice --triggers--> Revenue Leakage Detection workflow (billing vs collections)
Payment --depends_on--> AR_Invoice
Billing_Schedule --depends_on--> Contract_Record

Domain 8: Pipeline & Forecast¶

System: Salesforce CRM + Internal | Standard: MEDDPICC

Table	Semantic	Risk	Key Fields
`Pipeline_Snapshot`	Weekly point-in-time pipeline snapshot for trend analysis	high	Snapshot_ID, Date, Segment, Stage, Deal_Count, Total_Amount, Weighted_Amount, Coverage_Ratio, created weekly
`Deal_Velocity`	Stage-level velocity and slip risk metrics per deal	medium	Opp_ID, Stage, Days_in_Stage, Conversion_Probability, Predicted_Close_Date, Slip_Risk_Score (0-100)
`Forecast_Submission`	Rep-level forecast with AI comparison	medium	Submission_ID, Rep_ID, Period, Commit_Amount, Best_Case_Amount, Pipeline_Amount, Submission_Date, AI_Forecast_Amount, Variance_Pct
`Renewal_Record`	Upcoming renewal with predicted outcome	high	Renewal_ID, Account_ID, Sub_ID, Renewal_Date, Current_ARR, Predicted_Outcome (Renew/Expand/Flat/Downsell/Churn), Probability, Risk_Drivers (array)

Key Relationships:

Pipeline_Snapshot --triggers--> Pipeline Risk Assessment workflow (weekly generation)
Deal_Velocity --triggers--> Pipeline Risk Assessment workflow (stage inflation detection)
Forecast_Submission --triggers--> Pipeline Risk Assessment workflow (variance reporting)
Renewal_Record --triggers--> Renewal & Expansion Prediction workflow
Renewal_Record --depends_on--> Subscription and Account_Profile

Domain 9: Compensation & Commission¶

System: Oracle Finance + CRM

Table	Semantic	Risk	Key Fields
`Commission_Record`	Individual commission payout per closed deal	high	Commission_ID, Rep_ID, Opp_ID, Booking_Amount, Commission_Rate, Commission_Amount, Status (Pending/Approved/Paid/Disputed), Period
`Quota`	Rep-level quota and attainment tracking	medium	Quota_ID, Rep_ID, Period, Target_Amount, Attainment_Pct, Accelerator_Threshold
`Comp_Plan`	Compensation plan structure and components	low	Plan_ID, Name, Components (array: Base/Variable/Accelerator/SPIF), Effective_Date

Key Relationships:

Commission_Record --triggers--> Commission & Compensation workflow (on deal close)
Commission_Record --depends_on--> Deal_Opportunity and Comp_Plan
Quota --constrained_by--> Comp_Plan (accelerator thresholds)
Commission_Record --syncs_to--> Oracle Finance (payout reconciliation)

Domain 10: Market & Competitive Intelligence¶

System: External + Salesforce

Table	Semantic	Risk	Key Fields
`Competitive_Signal`	Competitor activity detected across deal touchpoints	high	Signal_ID, Competitor, Opp_ID, Source (Call/Email/Intent/Web), Signal_Type (Mention/Evaluation/Shortlist/Win/Loss), Detection_Date, Threat_Score (0-100)
`Intent_Data`	Third-party buyer intent signals	medium	Account_ID, Topic, Intent_Score, Source (Bombora/6sense/G2), Date
`Win_Loss_Record`	Post-deal outcome analysis record	medium	Record_ID, Opp_ID, Outcome (Won/Lost), Primary_Reason, Competitor_Won, Feedback_Source (Rep/Buyer/Third_Party)

Key Relationships:

Competitive_Signal --triggers--> Competitive Win/Loss Analysis workflow
Competitive_Signal --triggers--> Deal Intelligence & Scoring workflow (threat scoring)
Intent_Data --triggers--> Deal Intelligence & Scoring workflow (account prioritization)
Win_Loss_Record --triggers--> Competitive Win/Loss Analysis workflow (pattern detection)
All ingested via call NLP, email NLP, and third-party intent integrations

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