LensReading which lens this session carries.
The catalogueSalesOpportunity ManagementJudgment

Service SL4C

Win/Loss Doctrine Refresh

Runs judgment. Starts when the annual doctrine review opens. It runs 1 times a week across 7 stations. One of those stations stops for a person and 6 are done by an agent, none of them on the shared spine.

Runs a week

1

170 in flight right now.

Stations

7

1 person · 6 agent · 0 spine

Agent share of steps

86%

Autonomy on this service is set at 67% against a ceiling of 70%.

Decisions a person makes

1

Held by VP Sales Operations.

Touchless

23%

Share of runs that complete without anybody opening them.

Timetable against actual

615.3h

Actual 516.5h, 98.8h under the timetable.

Operations

The lane diagram

Read it left to right.

Person1 station and 22% of the dwellAgent6 stations and 78% 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
Customer Relationship Management
Customer Relationship Management
Customer Relationship Management
Customer Relationship Management
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

Frame

AgentStage Hygiene Agentstrategy14h 5m24h 39m37Customer Relationship Management
2

Mine closed deals

AgentNext-Best-Action Agentstrategy60h 47m138h 27m15Customer Relationship Management
3

Model patterns

AgentRisk Detection Agentstrategy61h100h 5m25Customer Relationship Management
4

Draft doctrine

AgentQualification Coverage Agentstrategy46h 35m95h 26m30Customer Relationship Management
5

Challenge

AgentCompetitive Counter Agentstrategy61h 45m105h 57m29Customer Relationship Management
6

Ratify

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

HumanVP Sales Operationspolicy81h 45m120h 32m0Contract Lifecycle Management
7

Publish

AgentWin Doctrine Agentstrategy40h 19m48h 58m34Customer 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%
1 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 gates3 people
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
81.8h
1 items at 4,905 minutes of decision each.
Agent time a week
284.5h
17,071 minutes an item, which does not compete for a person.
Gate load
78%
Inside capacity, with 23.3h of headroom.
Stations without a person
86%
1 gate left on 7 stations.
Where an item spends its time
22% waiting on a person
78% in the agent lane
An item now takes 21,976 minutes of worked time end to end against 21,976 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 Win/Loss Doctrine Refresh

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.

7 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

7 stations, nothing waiting, nothing sent back

0 min of 15.3 days

now Frame · Stage Hygiene Agent · 14 hrs

As the ledger has it

the same stations, plus 3 categories the estate already counts

0 min of 15.5 days

now Frame · Stage Hygiene Agent · 14 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

3 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.

2 systems attributed

0 of 2 returning records

The system register

Customer Relationship Management

Salesforce Sales Cloud · crm · bidirectional · critical

modeled

6 of 7 stations attributed here · would write back

Contract Lifecycle Management

Icertis · legal · bidirectional · high

modeled

1 of 7 stations attributed here · would write back

System attribution is a rule, not a reading.

Who runs it

Orchestration and accountability

Orchestrated by
Opportunity Orchestrator
That orchestrator’s remit
Owns opportunity work end to end inside Sales. Runs 3 lines across 20 stations, drains the repeatable share into no shared tower, and holds 4 human gates.
Accountable person
VP Sales Operations
Sub-function
Opportunity Management
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

Opportunity LifecycleSL4ADeal Risk InterventionSL4B

What this page is and is not

This is a catalogue of the modeled estate.