Sub-function
Opportunity Management
Owns opportunity work end to end inside Sales. more
Estate rating
BBB
70 / 100
Hygiene, risk detection and counter-move drafting are agentic. more
Agents
9
Lines
3
Units / wk
4,027
Timetable vs actual
18.5h → 19.0h
Cost / unit
$13
was $40
Run-rate saving
$5.5M
annualized at this volume
The 9 agents running this sub-function
Grouped by what they are for, not by where they sit. more
Opportunity Orchestrator
Owns the opportunity management lane end to end. Sequences the other agents, holds the timetable, and decides what surfaces to a human.
ceiling A2 · escalates to Escalates to VP Sales Operations when the unit falls outside the decision envelope or confidence drops below the floor.
Stage Hygiene Agent
Executes the opportunity management step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A2 · escalates to Escalates to VP Sales Operations when the unit falls outside the decision envelope or confidence drops below the floor.
Next-Best-Action Agent
Executes the opportunity management step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A2 · escalates to Escalates to VP Sales Operations when the unit falls outside the decision envelope or confidence drops below the floor.
Qualification Coverage Agent
Executes the opportunity management step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A2 · escalates to Escalates to VP Sales Operations when the unit falls outside the decision envelope or confidence drops below the floor.
Close Plan Agent
Executes the opportunity management step it owns, posts its evidence, and hands the unit to the next stage.
ceiling A2 · escalates to Escalates to VP Sales Operations when the unit falls outside the decision envelope or confidence drops below the floor.
Risk Detection Agent
Watches opportunity management continuously. Detects drift, quantifies it, and routes what matters without waiting for a reporting cycle.
ceiling A2 · escalates to Escalates to VP Sales Operations when the unit falls outside the decision envelope or confidence drops below the floor.
Competitive Counter Agent
Authors positions on opportunity management. Frames the question, models the options, and writes a recommendation a human can ratify or reject.
ceiling A2 · escalates to Escalates when two options sit inside the confidence band and the evidence cannot separate them.
Win Doctrine Agent
Authors positions on opportunity management. Frames the question, models the options, and writes a recommendation a human can ratify or reject.
ceiling A2 · escalates to Escalates when two options sit inside the confidence band and the evidence cannot separate them.
Opportunity Management Challenger Agent
Adversarial reviewer for opportunity management. Argues the opposite case on every position and flags where the evidence does not carry the claim.
ceiling A2 · 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. more
Strategy positions this sub-function holds
An agent that only executes is a robot. more
Win/Loss Doctrine Refresh
In challengev2Should opportunity work stay in the shared transaction spine, or come back inside the function where the context lives?
Hold the ceiling at A2 for opportunity management. more
confidence
66%
The challenge — Opportunity Management Challenger Agent
Opportunity Management Challenger Agent argues the recommendation leans on 3 quarters of data from a period with no volume shock. more
Break conditions
- ·Override rate rises above 10 percent for two consecutive months
- ·Cost per opportunity stops falling while volume keeps rising
- ·A control failure in this lane reaches a customer or a regulator
Evidence gaps
- ·No independent test of the control evidence behind the touchless rate
| Alternative considered | Cost | Risk | Verdict |
|---|---|---|---|
| Hold the current position | $455k run rate | Known and priced. Cedes ground if comparators move faster. | live |
| Raise the ceiling one level now | $1611k to build controls | Override rate is 8 percent; raising the ceiling before that settles imports the error into production. | rejected on evidence |
| Move the exception tail to the spine | $618k transition | Loses local context. Rework risk on the cases that are hardest to recover. | under review |
Opportunity Management Operating Position
Ratifiedv3What operating shape carries twice the current opportunity volume without adding headcount, and what breaks first if we are wrong?
Keep the repeatable opportunity volume in the spine and pull the exception tail back into the function. more
confidence
63%
The challenge — Opportunity Management Challenger Agent
Opportunity Management Challenger Agent argues the recommendation leans on 4 quarters of data from a period with no volume shock. more
Break conditions
- ·Override rate rises above 15 percent for two consecutive months
- ·Cost per opportunity 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 $15k are sampled, not fully measured
| Alternative considered | Cost | Risk | Verdict |
|---|---|---|---|
| Hold the current position | $634k run rate | Known and priced. Cedes ground if comparators move faster. | not selected |
| Raise the ceiling one level now | $875k to build controls | Override rate is 8 percent; raising the ceiling before that settles imports the error into production. | rejected on evidence |
| Move the exception tail to the spine | $1120k transition | Loses local context. Rework risk on the cases that are hardest to recover. | selected |
Ratified 2 months ago. Measured since: cost per opportunity fell 31 percent against a forecast of 25 percent.
Policy register
The rules the agents above are bound by. more
| Ref | Rule | Scope | Owner agent | Approved by | Version | Status |
|---|---|---|---|---|---|---|
| SL4-POL-200 | Opportunity Management Decision Envelope Agents in this lane may act without a human when the opportunity sits inside the stated value, risk and confidence envelope. more binds 4 agents · APAC | envelope | Opportunity Orchestrator | VP Sales Operations | v2.2 | Superseded |
| SL4-POL-201 | Opportunity Management Evidence Standard Every autonomous decision writes inputs, the rule version applied, the model and prompt version, the output and a reversal path. more binds 4 agents · EU · UK · US | evidence | Opportunity Orchestrator | VP Sales Operations | v1.7 | Superseded |