Standard operating procedure · RO6A · Revenue Growth Management

Contract Recognition Setup

Transactional procedure owned by Revenue Recognition Interlock in Revenue Growth Management. 6 numbered steps, 1 of them a person deciding and 5 of them agent work … more

Revenue Growth Management manual Service view

Procedure code

RO6A

Transactional

Rule versions in force

v4.8 · v4.4 · v2.6

3 governing rules stacked over it

In force since

2024-10-24

Earliest effective date across those rules

Last reviewed

2026-08-04

Latest review date across those rules

Rules approved by

Director, Revenue Accounting

Rule health

2/3

1 under review · 0 superseded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 contract recognition setup to one repeatable standard inside Revenue Recognition Interlock, part of Revenue Growth Management. more

Entry condition

Runs transactional. Starts when a request lands in the queue.

Exit condition

The unit clears evidence file. more

In scope

Every unit of contract recognition setup raised inside Revenue Recognition Interlock, from the trigger below through to the final step.
5 of the 6 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 finance and does not follow the unit there.
The 3 steps carried on the shared AI GBS spine. They are done for this line but not by this function.

Who owns it

Runs the line

Revenue Recognition Orchestrator

Accountable person

Director, Revenue Accounting

The end of the escalation path. Above them sits RGM Chief of Staff for the function.

That team’s remit

Owns revenue schedule 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

67% now · ceiling 68%

Parsing and allocation are agentic, but revenue recognition is externally audited. more

The procedure, step by step

6 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	Parse contract GBSgbs	Performance Obligation Agent	Performance Obligation 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	2.5 hrsstandard 4.1 hrs	20
02	Identify obligations Agentworkflow	Allocation Agent	Allocation 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	16 minstandard 27 min	45
03	Allocate price Agentworkflow	Contract Modification Agent	Contract Modification 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	1.5 hrsstandard 2.5 hrs	37
04	Controller review HumanpolicyDecision	Director, Revenue Accounting Releases: Director, Revenue Accounting	Work stops. Director, Revenue Accounting 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 revenue schedule decision envelope, when confidence falls below the floor, or when a policy clause is engaged.Hands off to finance	Customer Relationship Management	5.5 hrsstandard 6.3 hrs	1
05	Post schedule GBSgbs	Performance Obligation Agent	Performance Obligation 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	1.6 hrsstandard 2.9 hrs	37
06	Evidence file GBSgbs	Performance Obligation Agent	Performance Obligation 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	1.5 hrsstandard 2.9 hrs	28

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

Person1 station and 42% of the dwellAgent2 stations and 14% of the dwellShared spine3 stations and 44% of the dwell3 crossings between lanes

Human

decides

Agent

does the work

GBS

shared spine

System

attributed by rule

Customer Relationship Management

Enterprise Data Warehouse

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.

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

speed

worked clock

00:00

allowance clock

00:00

stations cleared

0/6

the happy path, worked time0 min of 13 hrs

the same run against its allowance0 min of 19 hrs

Human

decides · 1

Agent

does the work · 2

GBS

shared spine · 3

run log

Nothing has happened yet. more

where the worked time goes13 hrs a unit

Person5.5 hrs · 42%Agent1.8 hrs · 14%Shared spine5.6 hrs · 44%3 crossings between lanes

what makes this path viable

The lanes are the recorded lanes. 1 of the 6 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 68% autonomy ceiling and this run sits at 58% unattended, inside it.
2 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.

what would have to change

One decision, held by Director, Revenue Accounting. more

stays with a person

04 Controller review — The last decision on the line. Something on every procedure ends with a person, so this one is never offered.

what this run is, and what it is not

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

6 stations, nothing waiting, nothing sent back

0 min of 13 hrs

now Parse contract · Performance Obligation Agent · 2.5 hrs

As the ledger has it

the same stations, plus 4 categories the estate already counts

0 min of 25 hrs

now Parse contract · Performance Obligation Agent · 2.5 hrs

personagentshared spinework the break addsnobody working it

What breaks, and where it is counted

No break below was chosen. more

What the two runs say together

4 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

The separation register records a duty conflict against a sub-function and a named post, not against one procedure. more

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

Roles and responsibilities

5 named parties

The responsibility grid is assigned by a rule, not lifted from a chart. more

Party	RACI	Steps	Duty	Escalates to
Revenue Recognition 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 Accounting when a unit falls outside the envelope or confidence drops below the floor.
Performance Obligation Agent agent A2% autonomy · ceiling A2% 92% clean · 5% overridden	Responsible	3	Runs the repeatable portion of revenue recognition interlock inside the shared transaction spine at spine cost and spine controls.	Escalates to Director, Revenue Accounting when the unit falls outside the decision envelope or confidence drops below the floor.
Allocation Agent agent A3% autonomy · ceiling A3% 96% clean · 4% overridden	Responsible	1	Executes the supply planning step it owns, posts its evidence, and hands the unit to the next stage.	Escalates to Director, Supply Planning when the unit falls outside the decision envelope or confidence drops below the floor.
Contract Modification Agent agent A2% autonomy · ceiling A2% 88% clean · 2% overridden	Responsible	1	Executes the revenue recognition interlock step it owns, posts its evidence, and hands the unit to the next stage.	Escalates to Director, Revenue Accounting when the unit falls outside the decision envelope or confidence drops below the floor.
Director, Revenue Accounting person	Accountable and responsible	1	Holds 1 decision on this line. more	Accountable to Director, Revenue Accounting for the decisions held here.

Decision points and escalation

1 places this procedure stops

04 · Controller review

5.5 hrs

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

Director, Revenue Accounting

Handoffs out of this procedure

Step 04 Controller review passes the work to finance.

The rules this procedure runs inside

3 governing rules

Revenue Recognition Interlock Decision Envelope

active

RO6-POL-200 · envelope · vv4.8

Agents in this lane may act without a human when the revenue schedule sits inside the stated value, risk and confidence envelope. more

Approved by Director, Revenue Accounting · in force 2024-12-05 · reviewed 2026-06-24

Binds Performance Obligation Agent, Allocation Agent, Contract Modification Agent, Deferred Balance Agent

Global

Revenue Recognition Interlock Evidence Standard

under review

RO6-POL-201 · evidence · vv4.4

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 Accounting · in force 2025-04-07 · reviewed 2026-06-24

Binds Performance Obligation Agent, Allocation Agent, Contract Modification Agent, Deferred Balance Agent

APAC

Revenue Recognition Interlock Escalation Rule

active

RO6-POL-202 · escalation · vv2.6

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. more

Approved by Director, Revenue Accounting · in force 2024-10-24 · reviewed 2026-08-04

Binds Performance Obligation Agent, Allocation Agent, Contract Modification Agent, Deferred Balance Agent

LATAM · US

Systems this procedure touches

2 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	5	modeled
Enterprise Data Warehouse	Snowflake	analytics	critical	1	modeled

0 of the 2 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

12.9 hrs

Summed from the time each step sits, standard 19.1 hrs — running at 67% of the standard.

Touchless

68%

Agent share

83%

A week

3,206

In flight

168

Effort a week

328 human minutes · 446 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

Revenue Recognition Interlock

Modification Handling

RO6B

Period Close Interlock

RO6C

All of Revenue Growth Management

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.

151

named approvers appear across the library

Every decision point on every procedure carries a job title, not a queue. more

143

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

Agent, inside the function1,38951%

Agent, on the shared spine85131%

Person deciding at a gate50818%

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