Sub-function
Account Planning
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.
Estate rating
BBB
69 / 100
Agents author the account strategy end to end. The rep owns the relationship and ratifies the plan they will actually run.
Agents
9
Lines
3
Units / wk
4,088
Timetable vs actual
16.5h → 16.4h
Cost / unit
$9.27
was $25
Run-rate saving
$3.4M
annualized at this volume
The 9 agents running this sub-function
Grouped by what they are for, not by where they sit. The agent org is process-shaped.
Account Planning Orchestrator
Owns the account planning lane end to end. Sequences the other agents, holds the timetable, and decides what surfaces to a human.
ceiling A3 · escalates to Escalates to VP Strategic Accounts when the unit falls outside the decision envelope or confidence drops below the floor.
Account Research Agent
Executes the account planning step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A3 · escalates to Escalates to VP Strategic Accounts when the unit falls outside the decision envelope or confidence drops below the floor.
Stakeholder Map Agent
Executes the account planning step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A3 · escalates to Escalates to VP Strategic Accounts when the unit falls outside the decision envelope or confidence drops below the floor.
Whitespace & Cross-sell Agent
Executes the account planning step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A3 · escalates to Escalates to VP Strategic Accounts when the unit falls outside the decision envelope or confidence drops below the floor.
Executive Brief Agent
Executes the account planning step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A3 · escalates to Escalates to VP Strategic Accounts when the unit falls outside the decision envelope or confidence drops below the floor.
Competitive Position Agent
Authors positions on account planning. Frames the question, models the options, and writes a recommendation a human can ratify or reject.
ceiling A3 · escalates to Escalates when two options sit inside the confidence band and the evidence cannot separate them.
Account Strategy Agent
Authors positions on account planning. Frames the question, models the options, and writes a recommendation a human can ratify or reject.
ceiling A3 · escalates to Escalates when two options sit inside the confidence band and the evidence cannot separate them.
Relationship Health Agent
Watches account planning continuously. Detects drift, quantifies it, and routes what matters without waiting for a reporting cycle.
ceiling A3 · escalates to Escalates to VP Strategic Accounts when the unit falls outside the decision envelope or confidence drops below the floor.
Account Planning Challenger Agent
Adversarial reviewer for account planning. Argues the opposite case on every position and flags where the evidence does not carry the claim.
ceiling A3 · escalates to Escalates when a ratified position is still running against a break condition it flagged.
Estate rating breakdown
Seven control dimensions. Judgment readiness runs against autonomy on purpose.
People
What the humans stopped doing, and what they do now.
Redeployed into cross-function process redesign.
Lines running in this sub-function
Each line is a workflow. Click a line to walk it station by station.
Strategy positions this sub-function holds
An agent that only executes is a robot. These are the calls it made, the argument against each one, and what would prove it wrong.
Strategic Account Plan
Draftv4Where should the autonomy ceiling for account planning sit over the next four quarters, and what evidence would justify moving it?
Hold the ceiling at A3 for account planning. Agents author the account strategy end to end. The rep owns the relationship and ratifies the plan they will actually run. Raise it only after two consecutive quarters where the override rate stays under five percent and every override has a written cause.
confidence
80%
The challenge — Account Planning Challenger Agent
Account Planning Challenger Agent argues the recommendation leans on 5 quarters of data from a period with no volume shock. The confidence band overlaps the alternative, and the position does not say what it would take to be wrong. Recorded as a dissent, not a block.
Break conditions
- ·Override rate rises above 10 percent for two consecutive months
- ·Cost per account plan stops falling while volume keeps rising
- ·A control failure in this lane reaches a customer or a regulator
Evidence gaps
- ·No external comparator on a like-for-like unit definition
- ·Exception cases under $31k are sampled, not fully measured
| Alternative considered | Cost | Risk | Verdict |
|---|---|---|---|
| Hold the current position | $253k run rate | Known and priced. Cedes ground if comparators move faster. | live |
| Raise the ceiling one level now | $286k to build controls | Override rate is 12 percent; raising the ceiling before that settles imports the error into production. | rejected on evidence |
| Move the exception tail to the spine | $501k transition | Loses local context. Rework risk on the cases that are hardest to recover. | under review |
Account Planning Operating Position
Rejectedv1Should account plan work stay in the shared transaction spine, or come back inside the function where the context lives?
Keep the repeatable account plan volume in the spine and pull the exception tail back into the function. The spine is cheaper per unit; the tail is where the context that prevents rework actually sits.
confidence
77%
The challenge — Account Planning Challenger Agent
Account Planning Challenger Agent argues the recommendation leans on 3 quarters of data from a period with no volume shock. The confidence band overlaps the alternative, and the position does not say what it would take to be wrong. Recorded as a dissent, not a block.
Break conditions
- ·Override rate rises above 11 percent for two consecutive months
- ·Cost per account plan stops falling while volume keeps rising
- ·A comparator publishes a materially lower unit cost on a like-for-like basis
Evidence gaps
- ·No external comparator on a like-for-like unit definition
- ·Exception cases under $52k are sampled, not fully measured
| Alternative considered | Cost | Risk | Verdict |
|---|---|---|---|
| Hold the current position | $488k run rate | Known and priced. Cedes ground if comparators move faster. | live |
| Raise the ceiling one level now | $1216k to build controls | Override rate is 9 percent; raising the ceiling before that settles imports the error into production. | rejected on evidence |
| Move the exception tail to the spine | $325k transition | Loses local context. Rework risk on the cases that are hardest to recover. | under review |
Policy register
The rules the agents above are bound by. Version, owner, approver, and the agents each rule constrains.
| Ref | Rule | Scope | Owner agent | Approved by | Version | Status |
|---|---|---|---|---|---|---|
| SL2-POL-200 | Account Planning Decision Envelope Agents in this lane may act without a human when the account plan sits inside the stated value, risk and confidence envelope. Outside it, the unit holds at a gate with a named approver and a running clock. binds 4 agents · EU · UK · US | envelope | Account Planning Orchestrator | VP Strategic Accounts | v5.7 | Active |
| SL2-POL-201 | Account Planning Evidence Standard Every autonomous decision writes inputs, the rule version applied, the model and prompt version, the output and a reversal path. An action with no evidence record is treated as a control failure, not a fast decision. binds 4 agents · Global | evidence | Account Planning Orchestrator | VP Strategic Accounts | v3.0 | Active |
| SL2-POL-202 | Account Planning Escalation Rule Escalation is mandatory when confidence falls below the floor, when two options sit inside the confidence band, or when a break condition on a ratified position fires. VP Strategic Accounts owns the response clock. binds 4 agents · EU · UK | escalation | Account Planning Orchestrator | VP Strategic Accounts | v2.5 | Active |