Revenue OS Lexicon

The integrated operating system connecting product, marketing, sales, partner, and CS to revenue outcomes.

A revenue-validated cohort defined by ACV, margin, retention, sales cycle, and CAC efficiency.

A capacity-bound geographic or account grouping assigned to execution pods.

Cross-functional execution unit (AE, BDR, SE, CSM) aligned to Segment × Territory.

Financial progression model (S1 → S2 → Closed) used for forecasting discipline. Finance trusts the ledger.

Behavior-based revenue entry path. Primary funnel split. See Section II.

Normalized object structure linking Lead, Contact, Account, Opportunity, Activities, and Buying Group roles into a unified revenue entity. Agents operate on this graph, not CRM tables.

Principle that all signal and routing decisions operate at account-level, not lead-level. Orphan leads excluded from scoring.

Governed creation and lifecycle management of financial containers tied to buying groups. Max active opps, territory enforcement, stage mutation locks.

Buyer-initiated hand-raise. Demo request, contact sales, pricing conversion, RFP, trial.

Content-driven engagement without declared buying motion. Webinar, whitepaper, syndication.

Hypothesis-driven pursuit within prioritized segments. No signal trigger. High learning value.

Engagement triggered by probability threshold or external trigger. Time-sensitive. Low latency required.

Co-sell or referral-based revenue motion via alliances. Higher close rate, variable margin.

Stakeholder-density events influencing active opportunities. Affects S2→Close more than top-of-funnel.

Revenue motion within existing accounts. Cross-sell, upsell, seat expansion, renewal. Must be split from acquisition.

Delivery mechanism. Paid, email, SEO, outbound call, event, partner co-sell, in-product. Secondary to acquisition mode.

Coordinated engagement model combining channel, timing, and governance within a swim lane.

Ongoing initiative aligned to a motion. Example: Enterprise Co-Sell Program.

Time-bound activation within a program. Example: Q3 LinkedIn burst.

CRM reporting wrapper. Not a strategic campaign. Not a motion. Not a program.

System-triggered transition from automation to human pursuit based on probability + economic gate.

Observable event affecting conversion probability. Upstream (structural) or downstream (behavioral).

External change increasing buying likelihood. Funding, hiring, regulatory shift, competitive displacement.

Time-bound likelihood of conversion within defined horizon. Composite of P_base (structural) + P_accel (behavioral).

Model certainty level for APS. Determines whether system acts on the score or waits for more signal.

Time-based reduction in predictive value. Freshness = e^(-λt). Signals expire.

Minimum probability × economic gate required for pursuit escalation. Dynamic: f(capacity, forecast gap, pipeline load).

Lifecycle classification: Cold → Conditioning → Warming → Active → Expansion → Dormant.

Structural readiness. Budget cycles, regulatory mandates, exec changes, competitive displacement. Moves slowly.

Behavioral velocity. Engagement density, stakeholder penetration, intent freshness. Moves quickly.

ICP dimension measuring category maturity × disruption tolerance × strategic influence. Second axis to Revenue Density.

3-year gross margin return multiple per acquisition dollar, by segment. The anchor metric.

Fully loaded acquisition cost aligned to segment cohort and acquisition window. Not blended. Not CPL.

Required pipeline ÷ revenue target. Governed by P&L Agent.

(Win Rate × ACV × Margin × Retention) ÷ Sales Cycle Length. Sortable topography. Capital flows to high density.

Time from motion deployment to validated revenue lift. Primary KPI replacing attribution share.

Time from error detection to model reweighting. Immune system speed metric.

State-driven, coordinated engagement across channels. Not a campaign type — an orchestration philosophy.

Governed coordination of agents, channels, and pods across acquisition modes.

Economic, statistical, and governance constraints limiting agent autonomy. Constitutional, not configurable.

Production software governing a specific domain of the spine. Scoped permissions. Typed contracts. Bounded authority.

The traceable lineage of signals, weights, thresholds, and capital decisions within the Revenue OS. If gravity governs what is allowed, provenance governs what is true.

Documented origin and transformation path of structural and behavioral inputs contributing to probability.

Versioned record of weighting logic, decay parameters, threshold adjustments, and correction triggers.

Auditable chain of events leading to account escalation, pod assignment, or execution mode selection.

Traceable linkage between capital allocation decisions and segment-level economic metrics.

Separation between vendor-supplied telemetry and internally governed decision logic. Vendor signals labeled, normalized, internally weighted.