The RevOps Playbook — the glossary
All 89 terms from the book’s appendix, defined exactly as the volume uses them. Published in full.
- Business object
- A distinct record type, such as an opportunity, agreement, service intake, invoice, or payment.
- Cadence
- The event trigger or timing rule for a recurring decision.
- Cardinality
- Whether a relationship is one-to-one, one-to-many, or many-to-many.
- Change control
- The proportionate record and review for proposing, testing, approving, releasing, and evaluating a material modification.
- Change tier
- Classification of a proposed modification by scope, reversibility, consequence, exposure, and historical effect.
- Cohort
- A group selected by the same entry event and period.
- Completed duration
- Exit time minus entry time for records that left a state.
- Concurrent or consultative participation
- A pattern in which one owner closes the decision while named contributors continue their declared duties.
- Control
- A preventive, detective, or corrective method applied to a named material risk.
- Control claim
- The testable statement of where a method acts, the evidence and risk it addresses, its response owner, and its test.
- Control portfolio
- The selected combination of preventive, detective, and corrective methods for one exposure.
- Controlled vocabulary
- A short, defined set of allowed values used for stable comparison or routing.
- Correction event
- A dated record that a prior state was inaccurate while preserving the original history.
- Corrective control
- A method that restores the intended condition or record.
- Current-route inventory
- A scoped, evidence-linked account of how one named decision works today.
- Data vintage
- The exact dated input set used for a forecast.
- Data-capture standard
- The evidence, meaning, timing, valid values, supplier, and missing-data response for a required fact.
- Decision cadence
- The event-triggered or recurring path for reviewing selected rules, deviations, signals, and changes.
- Decision domain
- A bounded class of decisions assigned to one qualified owner.
- Decision log
- The retained record of authority, evidence cutoff, choice, rationale, affected records, verification, and reversal or retirement.
- Decision packet
- The compact evidence, question, owner, deadline, and options prepared for one review.
- Decision report
- The cases, comparisons, and context required for one named decision.
- Decision right
- Authority to make or revise one named decision.
- Decision-right transfer
- Movement of authority over one named decision.
- Detective control
- A method that finds a departure after or near the event.
- Deviation / exception
- A deviation departs from the standard; it becomes an exception only after authorized, scoped, and recorded approval.
- Deviation register
- The queryable record of proposed, approved, rejected, expired, and closed departures.
- Difference log
- The retained bridge between related published totals, including evidence, owner, and resolution.
- Domain owner
- The person accountable for a named decision inside a function or specialist area.
- Effective time
- The time at which a fact begins to apply.
- Entity resolution
- The work of deciding which records represent the same real person, party, place, or agreement.
- Exception
- An approved, recorded, scoped, and time-bounded departure from the current rule.
- False block
- A result that stops or delays work the rule should permit.
- False pass
- A result that permits work the rule should stop or route.
- Flow measure
- A measure of transitions into, out of, or between states.
- Forecast
- An estimate issued at a stated time for a defined future target.
- Forecast bridge
- The accounting of entries, exits, amount changes, losses, exclusions, and timing movement between snapshots.
- Forecast family
- A group of estimates with the same target and decision use.
- Forecast snapshot
- A frozen target, population, cutoff, horizon, method, inputs, judgment, output, owner, and limitation set.
- Handoff
- A recorded event at which another owner may accept work or a named duty.
- Handoff contract
- The work, evidence, duties, owners, and responses specified for a recurring transfer.
- Identity
- The rule for determining which real person, party, place, agreement, or other subject a record represents.
- Inferred
- Reconstructed from surrounding evidence rather than directly observed.
- Intake package
- The retained evidence offered to the receiving owner for an acceptance decision.
- Intake result
- The receiver's recorded Accepted, Conditionally accepted, Returned, or Closed-without-acceptance decision.
- Integrity measure
- A measure of conformance with a named rule.
- Lagging signal
- An observation of an outcome after it resolves.
- Leading signal
- An observation early enough that a useful response may still change a later decision.
- Lifecycle
- The allowed states and transitions for one named object and purpose.
- Mapping
- The rule for how unlike representations correspond, including scope and unmapped cases.
- Measurement framework
- The set of specifications for selected operating questions.
- Metric
- A specified 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 record maintained because its identity, events, owner, history, or decision purpose differs.
- Observation window
- The declared period and population used for a release decision.
- Observed
- Supported by a retained record, timestamp, configuration, demonstration, or other direct evidence.
- Open age
- Snapshot time minus entry time for records still open.
- Operating burden
- The time, delay, rework, maintenance, and cognitive effort created by a route.
- Operational state
- A defined condition asserted about one named object at a timestamp.
- Pilot
- A bounded live release used to evaluate operation before wider adoption.
- Preventive control
- A method that acts before an invalid decision takes effect.
- Process control
- A preventive, detective, or corrective method for a material departure from an approved rule.
- Proposed deviation
- A request for a bounded departure that has not yet received authority.
- Reconciliation
- A comparison that explains differences between related records, estimates, or totals.
- Record contract
- The meaning, authority, timing, requiredness, and correction path for facts used by a decision.
- Release boundary
- The population, records, users, applications, start time, and exclusions affected by a change.
- Reported
- Described by a named person but not yet verified.
- Reporting spine
- The smallest set of published views used for recurring cross-functional decisions.
- Reproducible forecast
- An estimate with a declared target, issue time, population, cutoff, method, assumptions, owner, and evaluation rule.
- Reservation rule
- The evidence and authority required before Operations may activate a named capacity reservation.
- Retained-accountability delegation
- A pattern in which an executor performs work while the original owner keeps the decision and its result.
- Revenue data reference model
- The representation of records and relationships used by selected cross-functional decisions.
- Revenue Operations (RevOps)
- The work of making shared revenue decisions executable by naming owners, evidence, records, tests, and change paths.
- RevOps Charter
- The record of ownership, specialist approvals, implementation, effect, challenge, and change for selected cross-functional decisions.
- Rollback trigger
- The declared condition that initiates reversal to the prior safe method.
- Signal
- A timestamped observation that meets a declared reason for review without establishing a cause.
- Signal contract
- The observation, source, threshold, owner, responses, limits, and retirement rule for a decision trigger.
- Source of truth
- The designated representation that determines one named decision at an effective time.
- State change
- A recorded change in one object's condition.
- Steward
- The person who maintains a record or rule without acquiring the domain owner's policy authority.
- Stock measure
- A measure of open quantity or value at a stated cutoff.
- System boundary
- The records, fields, events, approvals, and operations an application may create, modify, replicate, or consume.
- Tabletop test
- Application of a proposed rule to representative cases before live release.
- Test-case matrix
- The inputs, expected results, actual results, and return paths for ordinary and nonordinary cases.
- Timing measure
- A measure of elapsed duration or age.
- Transfer pattern
- The declared change in duty or authority at acceptance and the responsibilities that remain.
- Value measure
- A measure based on a declared commercial, financial, workload, or service-unit basis.
- Work acceptance
- A pattern in which the receiver takes the next action while the sender remains accountable for supplied facts or work.
- Work offer
- A package presented for another person to accept.