Standard operating procedure · RO1B · Revenue Growth Management
Account Hierarchy Rebuild
Transactional procedure owned by CRM Data Stewardship in Revenue Growth Management. 5 numbered steps, 1 of them a person deciding and 4 of them agent work … more
Procedure code
RO1B
Transactional
Rule versions in force
v2.0 · v4.8
2 governing rules stacked over it
In force since
2024-10-30
Earliest effective date across those rules
Last reviewed
2026-08-14
Latest review date across those rules
Rules approved by
1
Director, Revenue Data
Rule health
1/2
0 under review · 1 superseded
There is no document register behind this header. The version, the dates and the approver names are read off the governing rules this procedure runs inside, which is the closest thing the estate holds to a document control record. Nobody wrote these procedures. There is no document library behind this page and no Word file anywhere in the estate. Every procedure below is generated from rows this platform already holds: the line and its ordered stations, the owning team and the person accountable for it, the policy items bound to that team, and the governance gates seeded against the function. The steps, the owners, the gates, the approvers, the dwell times and the volumes are read straight off those rows. The sentences that join them together are generated. Read a procedure as the estate describing itself, not as a document somebody signed.
Purpose and scope
What this procedure is for and where it stops
To run account hierarchy rebuild to one repeatable standard inside CRM Data Stewardship, part of Revenue Growth Management. more
Entry condition
Runs transactional. Starts when an upstream system posts an event.
Exit condition
The unit clears apply. more
In scope
- Every unit of account hierarchy rebuild raised inside CRM Data Stewardship, from the trigger below through to the final step.
- 4 of the 5 steps, which run without a person present.
- 1 decision that stops the line until a named person releases it.
Out of scope
- Anything outside the envelope set by the owning team. It leaves the line at a gate and becomes the named approver's decision.
- Work that belongs to another function. This line hands off to sales and does not follow the unit there.
- The 1 step carried on the shared AI GBS spine. They are done for this line but not by this function.
Who owns it
Runs the line
Data Stewardship Orchestrator
Accountable person
Director, Revenue Data
The end of the escalation path. Above them sits RGM Chief of Staff for the function.
That team’s remit
Owns record work end to end inside Revenue Growth Management. more
That remit describes the whole team, not this one procedure, so its counts are larger than the ones on this page.
Autonomy
83% now · ceiling 92%
The highest-autonomy sub-function in the revenue stack. more
The procedure, step by step
5 numbered steps · 1 of them stop for a person
A step is one station on the line. more
| No. | Step | Who does it | What happens | System of record | Time on the step | In flight |
|---|---|---|---|---|---|---|
| 01 | Detect change Agentworkflow | Duplicate Detection Agent | Duplicate Detection Agent performs this step unattended at the workflow layer, inside the envelope its owning team has set, and writes an evidence record naming the actor, the authority it acted under and the digests of what it read and wrote. | Customer Relationship Management | 28 minstandard 48 min | 9 |
| 02 | Model hierarchy Agentworkflow | Enrichment Agent | Enrichment Agent performs this step unattended at the workflow layer, inside the envelope its owning team has set, and writes an evidence record naming the actor, the authority it acted under and the digests of what it read and wrote. | Enterprise Data Warehouse | 3.0 hrsstandard 5.3 hrs | 43 |
| 03 | Territory impact Agentworkflow | Hierarchy Resolution Agent | Hierarchy Resolution Agent performs this step unattended at the workflow layer, inside the envelope its owning team has set, and writes an evidence record naming the actor, the authority it acted under and the digests of what it read and wrote.Hands off to sales | Configure, Price and Quote | 2.9 hrsstandard 3.5 hrs | 21 |
| 04 | Approve HumanpolicyDecision | Director, Revenue Data Releases: Director, Revenue Data | Work stops. Director, Revenue Data reviews what the line has produced and either releases the unit or sends it back. Nothing downstream of this step runs until that decision is made.Holds until: Held for a named human when the unit exceeds the record decision envelope, when confidence falls below the floor, or when a policy clause is engaged. | Customer Relationship Management | 6.5 hrsstandard 14.2 hrs | 7 |
| 05 | Apply GBSgbs | Field Completeness Agent | Field Completeness Agent performs this step unattended on the shared AI GBS transaction spine, outside the function, inside the envelope its owning team has set, and writes an evidence record naming the actor, the authority it acted under and the digests of what it read and wrote. | Customer Relationship Management | 2.9 hrsstandard 4.2 hrs | 29 |
The swimlane
The same steps, laid out by who is holding the work
Three lanes: a person deciding, an agent working, and the shared services spine. more
Run the procedure
One unit walked along that swimlane on the happy viable agentified path
Press run and a single unit enters at station 01. Each station takes exactly the dwell this platform records for it and is held by whoever the estate says holds it. more
Nothing has happened yet. more
- The lanes are the recorded lanes. 1 of the 5 stations stop for a person and every one of them still does on this run.
- Every one of the 1 decision is still taken by the person who holds it. The happy path is that each one is released first time, not that it is skipped.
- The owning team is held to a 92% autonomy ceiling and this run sits at 59% unattended, inside it.
- 3 systems are attributed across the stations, and 0 of them are connected. Nothing in this run has been watched executing against a real system of record.
One decision, held by Director, Revenue Data. more
- 04 Approve — The last decision on the line. Something on every procedure ends with a person, so this one is never offered.
This is a run, not a forecast. more
Happy means nothing goes wrong: no station raises an exception, no gate sends the unit back, no rework loop fires and nothing sits in a queue between stations. more
The second clock is the allowance. more
A decision may be handed to the agent lane only if two things hold … more
The run reads the station rows only. more
What this run does not model: arrival patterns, contention between procedures for the same person, shift patterns, weekends, learning curves, and the cost of anything. more
Run it again, going wrong
The same unit, the same stations, broken the way the estate already records breaking
This is the same unit on the same stations, breaking. more
No break below was chosen. more
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 16 hrs
now Detect change · Duplicate Detection Agent · 28 min
As the ledger has it
the same stations, plus 3 categories the estate already counts
0 min of 21 hrs
now Detect change · Duplicate Detection Agent · 28 min
What breaks, and where it is counted
No break below was chosen. more
What the two runs say together
3 counted categories land on this procedure. more
What this run cannot claim
These breaks are shown together on one unit so the shape of a bad day fits on one screen. more
Two clocks run. Worked time is the sum of the time the work is actually being done … more
Roles and responsibilities
6 named parties
The responsibility grid is assigned by a rule, not lifted from a chart. more
| Party | RACI | Steps | Duty | Escalates to |
|---|---|---|---|---|
Data Stewardship Orchestrator orchestrator | Runs the line | 0 | Sequences this line, holds its timetable and decides what has to surface to a person. more | Raises to Director, Revenue Data when a unit falls outside the envelope or confidence drops below the floor. |
Duplicate Detection Agent agent A4% autonomy · ceiling A4% 91% clean · 11% overridden | Responsible | 1 | Watches invoice & three-way match continuously. more | Escalates to Director, Accounts Payable Operations when the unit falls outside the decision envelope or confidence drops below the floor. |
Enrichment Agent agent A4% autonomy · ceiling A4% 89% clean · 5% overridden | Responsible | 1 | Executes the master data management step it owns, posts its evidence, and hands the unit to the next stage. | Escalates to Head of Master Data when the unit falls outside the decision envelope or confidence drops below the floor. |
Hierarchy Resolution Agent agent A4% autonomy · ceiling A4% 97% clean · 6% overridden | Responsible | 1 | Executes the crm data stewardship step it owns, posts its evidence, and hands the unit to the next stage. | Escalates to Director, Revenue Data when the unit falls outside the decision envelope or confidence drops below the floor. |
Director, Revenue Data person | Accountable and responsible | 1 | Holds 1 decision on this line. more | Accountable to Director, Revenue Data for the decisions held here. |
Field Completeness Agent agent A4% autonomy · ceiling A4% 93% clean · 6% overridden | Responsible | 1 | Runs the repeatable portion of crm data stewardship inside the shared transaction spine at spine cost and spine controls. | Escalates to Director, Revenue Data when the unit falls outside the decision envelope or confidence drops below the floor. |
Decision points and escalation
1 places this procedure stops
04 · Approve
6.5 hrsHeld for a named human when the unit exceeds the record decision envelope, when confidence falls below the floor, or when a policy clause is engaged.
Director, Revenue Data
Handoffs out of this procedure
Step 03 Territory impact passes the work to sales.
The rules this procedure runs inside
2 governing rules
CRM Data Stewardship Decision Envelope
supersededRO1-POL-200 · envelope · vv2.0
Agents in this lane may act without a human when the record sits inside the stated value, risk and confidence envelope. more
Approved by Director, Revenue Data · in force 2025-04-20 · reviewed 2026-08-14
Binds Enrichment Agent, Hierarchy Resolution Agent, Field Completeness Agent, Ownership Reconciliation Agent
EU · UK
CRM Data Stewardship Evidence Standard
activeRO1-POL-201 · evidence · vv4.8
Every autonomous decision writes inputs, the rule version applied, the model and prompt version, the output and a reversal path. more
Approved by Director, Revenue Data · in force 2024-10-30 · reviewed 2026-04-21
Binds Enrichment Agent, Hierarchy Resolution Agent, Field Completeness Agent, Ownership Reconciliation Agent
Global · EU
Systems this procedure touches
3 named · 0 connected
System attribution is a rule, not a reading. more
| System | Vendor | Domain | Criticality | Steps | Connection |
|---|---|---|---|---|---|
| Customer Relationship Management | Salesforce Sales Cloud | crm | critical | 3 | modeled |
| Enterprise Data Warehouse | Snowflake | analytics | critical | 1 | modeled |
| Configure, Price and Quote | Salesforce CPQ | crm | high | 1 | modeled |
0 of the 3 systems on this procedure is connected to the platform, and none of the twenty-six in the estate register is. 1 of them are marked as taking a write back, which is a property of the system, not a live path from here.
How it performs
End to end
15.7 hrs
Summed from the time each step sits, standard 28.0 hrs — running at 56% of the standard.
Touchless
85%
Agent share
80%
A week
7,975
In flight
109
Effort a week
390 human minutes · 552 agent minutes
Volume multiplied by the time on each step. more
Assurance over this procedure
4 governance gates sit above it
The twenty-four controls and eighteen exception classes in this platform are held at estate level … more
| Gate | What trips it | Who releases it | Clock | Waivable |
|---|---|---|---|---|
Quote above $250,000 approval | Any quote exceeding $250,000 total contract value | Deal desk | 4 business hours | No |
Margin below floor approval | Any configuration priced beneath the published margin floor | Deal desk and Finance | 1 business day | No |
Territory change affecting 10+ sellers approval | Coverage change touching more than 10 quota-carrying sellers | SVP Revenue Growth Management | 3 business days | No |
Commission variance above 2% escalation | Calculated payout deviating more than 2% from modeled expectation | Finance controller | 2 business days | No |
Next to it on the same team
CRM Data Stewardship
What this document is and is not
These procedures describe the modeled estate. more
Actions
What is waiting on a person
What one procedure document gives you, and what to check before you treat it as the standard.
named approvers appear across the library
Every decision point on every procedure carries a job title, not a queue. more
steps in the library hand their unit to another function
A handoff is where a procedure stops being one team’s problem. more
controls exist in the estate, and they belong to no procedure in particular
Controls and exception classes are held estate-wide. more
Operations
What this desk is allowed to start
A surface that only reports is not operable. more
Trigger and bound
A procedure document prints purpose, scope, entry and exit, the numbered steps with the actor on each, the roles and their RACI position, the swimlane, the decision points and escalation, the handoffs, the governing rules with version and approver, the systems by rule and the timings. more
Live observability
What the record shows right now
The whole library, by lane, so a single document can be read against the estate it came from. more
Current distribution
2,748 steps
Is policy and strategy coming to fruition
Whether the written intent is holding here
Half. The document is complete and every actor on it is measured more
Not holding on the record
A procedure here carries a version, an approver, an in-force date and a last-review date. more