Revenue Operations — the glossary
All 64 terms from the book’s appendix, defined exactly as the volume uses them. Published in full.
- Arbitration rule
- The owner, evidence, and record used to resolve a material disagreement.
- Artifact
- A retained output that makes work inspectable.
- Authoritative source
- The designated representation for a named object, field, event, artifact, role, or decision during an effective period.
- Baseline
- The declared comparison used to interpret an observation.
- Boundary case
- A plausible case near a rule's edge that must be routed to a named owner.
- Causal hypothesis
- A testable proposed explanation with alternatives and disconfirming evidence.
- Change record
- The retained authority, implementation, test, rollback, and review record for a rule or workflow change.
- Claim matrix
- A record of each representation, the claim and decision it supports, its owner, its limits, and its links.
- Control
- A preventive, detective, or corrective method used to address a material departure from a rule.
- Correction event
- A dated record that a prior assertion was inaccurate while preserving the original history.
- Correction target
- The specific mechanism selected for change after investigation.
- Decision
- A choice made by an authorized owner.
- Decision domain
- A bounded class of decisions assigned to one qualified owner.
- Decision log
- A retained record of the outcome, owner, rationale, evidence version, effective period, and superseding decision.
- Decision packet
- The minimum evidence an authorized owner needs to decide and later reconstruct one case.
- Decision right
- Authority to make or revise one named decision.
- Decision use
- The named choice for which a record is admitted as evidence.
- Decision-grade revenue view
- A view with an explicit object, population, state or event, time basis, calculation, evidence, owner, and permitted use.
- Dependency
- A definition, object, event, mapping, source, or policy required for a metric to retain meaning.
- Determination rule
- The procedure and evidence used to decide whether a definition applies.
- Deviation
- An observed or proposed departure from a standard rule.
- Domain owner
- The person accountable for a named decision inside a function or specialist area.
- Eligible population
- The declared set of observations admitted to a measure.
- Entity resolution
- The process of determining whether incomplete or inconsistent records refer to the same subject.
- Estimate
- A dated statement about an uncertain quantity or future target.
- Event
- A dated occurrence that creates evidence or changes a state.
- Event time
- The time the business occurrence happened.
- Exception
- A bounded deviation approved for rule misfit or an authorized residual risk or trade-off.
- Forecast bridge
- A reconciliation of differences between forecast snapshots or families.
- Forecast family
- A group of estimates with the same target and decision use.
- Forecast snapshot
- A preserved target, population, as-of time, horizon, method, inputs, output, owner, and limitation set.
- Governance
- Assignment and enforcement of decision rights over selected shared rules and representations.
- Handoff
- A timestamped interface through which a named work object, evidence package, duty, or decision is offered to another owner.
- Handoff contract
- The retained acceptance rule, evidence package, results, retained duties, timestamps, and downstream permissions for an interface.
- Identity crosswalk
- A retained link among identifiers that refer to the same real-world subject or transaction.
- Identity key
- A stable identifier that distinguishes one object from another.
- Lifecycle
- The allowed states and transitions for one named object and purpose.
- Mapping version
- The identified mapping rule in effect when a translation was applied.
- Meaning clause
- The part of a definition that states what a label asserts.
- Metric
- A declared calculation or observation used for a named question.
- Metric contract
- The complete specification required to reproduce a measure and use it for a named decision.
- Object
- A distinct thing with identity and history.
- Operational state
- A defined condition asserted about one object at a stated time.
- Process
- A sequence of work.
- Recorded time
- The time a representation entered a retained record.
- Residual risk
- Exposure that remains after the selected safeguards and is accepted by an authorized owner.
- Retained duties
- Responsibilities that remain with an owner after another party accepts work or receives a named duty.
- Retirement record
- The authority, effective time, replacement, retained history, and validation used to end a rule or control.
- Revenue
- Income recognized from ordinary activities under the applicable reporting framework.
- Revenue Decision Control Packet
- The linked artifacts that define, apply, reconcile, test, and change selected cross-functional decisions.
- Revenue Operations (RevOps)
- The capability that makes selected shared revenue decisions executable without taking over each domain's work.
- Review cadence
- The timing rule for a recurring decision, which may be periodic, asynchronous, or event-triggered.
- Shared definition
- A meaning published for one named cross-functional decision and effective period.
- Signal
- An observation that calls for review without establishing a cause.
- Snapshot
- A preserved representation used for a decision at a stated cutoff.
- Standard rule
- The published ordinary-path instruction that remains in force outside an approved exception.
- State
- A permitted condition of one object at a stated time.
- State mapping
- A rule describing how one object's state or event informs another representation.
- Steward
- A person who maintains a record or rule without acquiring the owner's policy authority.
- Tolerance
- The range or condition that triggers review.
- Transfer pattern
- The declared way duties or authority change at acceptance.
- Transition event
- The dated occurrence and evidence that permits an object to move between states.
- Unresolved evidence
- Missing or disputed evidence shown separately rather than silently included or excluded.
- Unresolved model error
- Remaining forecast difference not supported as a data, timing, mapping, or recorded-judgment difference.