LensReading which lens this session carries.
The catalogueSalesAccount PlanningAnalytical

Service SL2B

Quarterly Account Review

Runs analytical. Starts when a leader asks the question. It runs 7 times a week across 5 stations. One of those stations stops for a person and 4 are done by an agent, none of them on the shared spine.

Runs a week

7

150 in flight right now.

Stations

5

1 person · 4 agent · 0 spine

Agent share of steps

80%

Autonomy on this service is set at 64% against a ceiling of 72%.

Decisions a person makes

1

Held by VP Strategic Accounts.

Touchless

46%

Share of runs that complete without anybody opening them.

Timetable against actual

125.0h

Actual 122.5h, 2.5h under the timetable.

Operations

The lane diagram

Read it left to right.

Person1 station and 15% of the dwellAgent4 stations and 85% of the dwellShared spine0 stations and 0% of the dwell2 crossings between lanes
Human
decides
Agent
does the work
GBS
shared spine
System
attributed by rule
Customer Relationship Management
Contract Lifecycle Management
Configure, Price and Quote
Contract Lifecycle Management
Customer Relationship Management
Click any station to see who does it, what it costs in time, the rule that gates it and the system attributed to it.

Operations

Every station in order

The same stations as a list, with the dwell the estate records against each one and the system a station of that shape would touch.

#StationLaneWhoLayerDwellTargetIn flightSystem
1

Refresh signals

AgentAccount Research Agentworkflow12h 14m20h 37m39Customer Relationship Management
2

Score health

AgentStakeholder Map Agentworkflow1h 48m3h 23m36Contract Lifecycle Management
3

Draft readout

AgentWhitespace & Cross-sell Agentworkflow1h 43m3h 58m37Configure, Price and Quote
4

Leader review

Held for a named human when the unit exceeds the account plan decision envelope, when confidence falls below the floor, or when a policy clause is engaged.

HumanVP Strategic Accountspolicy4h 27m10h 1m4Contract Lifecycle Management
5

Log actions

AgentRelationship Health Agentworkflow10h 4m22h 16m34Customer Relationship Management

Operations

Run it

Change the volume, move the autonomy line, release a gate, and watch what happens to the hours in each lane and to the time it takes one run to get through.

Move something
Demand100%
7 a week is what the estate records.
Decisions handed to agents0 of 0
This service has at most one gate, so there is nothing to hand over without removing the last human decision.
People on the gates1 person
Each one is assumed to have 2,100 productive minutes a week, which is 35 hours.
Agent speed100%
100% is the dwell the estate records today.
Person time a week
31.2h
7 items at 267 minutes of decision each.
Agent time a week
180.7h
1,549 minutes an item, which does not compete for a person.
Gate load
89%
Inside capacity, with 3.9h of headroom.
Stations without a person
80%
1 gate left on 5 stations.
Where an item spends its time
15% waiting on a person
85% in the agent lane
An item now takes 1,816 minutes of worked time end to end against 1,816 in the recorded estate, a change of +0%. This is worked time, not calendar time: nothing here models a queue or a weekend.
What this model is, on Quarterly Account Review

The simulation is arithmetic on the estate, not a queueing model.

How it runs

Run it again, going wrong

The same unit and the same stations, broken the way the estate already records breaking.

5 stations, walked twice

Once clean, once with the categories the estate counts

This is the same unit on the same stations, breaking.

No break below was chosen.

One play head, two tracks, the same scale. The clean run stops when it runs out of stations; the other one keeps going.

As written

5 stations, nothing waiting, nothing sent back

0 min of 30 hrs

now Refresh signals · Account Research Agent · 12 hrs

As the ledger has it

the same stations, plus 2 categories the estate already counts

0 min of 32 hrs

now Refresh signals · Account Research Agent · 12 hrs

personagentshared spinework the break addsnobody working it

What breaks, and where it is counted

No break below was chosen.

What the two runs say together

2 counted categories land on this procedure.

What this run cannot claim

These breaks are shown together on one unit so the shape of a bad day fits on one screen.

Two clocks run. Worked time is the sum of the time the work is actually being done …

Live observability

Systems this service would touch

Attributed by rule from the function's system list.

3 systems attributed

0 of 3 returning records

The system register

Customer Relationship Management

Salesforce Sales Cloud · crm · bidirectional · critical

modeled

2 of 5 stations attributed here · would write back

Contract Lifecycle Management

Icertis · legal · bidirectional · high

modeled

2 of 5 stations attributed here · would write back

Configure, Price and Quote

Salesforce CPQ · crm · inbound · high

modeled

1 of 5 stations attributed here · read only

System attribution is a rule, not a reading.

Who runs it

Orchestration and accountability

Orchestrated by
Account Planning Orchestrator
That orchestrator’s remit
Owns account plan work end to end inside Sales. Runs 3 lines across 18 stations, drains the repeatable share into no shared tower, and holds 4 human gates.
Accountable person
VP Strategic Accounts
Sub-function
Account Planning
Shared spine tower
Not on the shared spine
Hand-over points
None — this service stays inside its function

Other services in this sub-function

2 alongside this one

Strategic Account PlanSL2AExecutive Sponsor BriefSL2C

What this page is and is not

This is a catalogue of the modeled estate.