# Execution Evidence

## Definition

Execution Evidence is documented proof that a deal activity has occurred and produced a meaningful outcome. It is the foundation of evidence-based deal management — the practice of validating pipeline health through verifiable artefacts rather than self-reported status updates.

## Evidence Categories

### Communication Evidence

Records of substantive interactions with stakeholders. Includes meeting summaries, email confirmations of key decisions, and call outcome documentation.

### Document Evidence

Formal artefacts that represent deal progression. Includes proposals sent, contracts drafted, technical specifications reviewed, and agreements signed.

### Commitment Evidence

Records of explicit buyer commitments. Includes budget allocation confirmations, timeline agreements, resource assignments, and procurement process initiations.

### Outcome Evidence

Records of completed deliverables or achieved milestones. Includes signed contracts, onboarding completions, and acceptance confirmations.

## Validation Rules

### Recency

Evidence must be current. A proposal sent six months ago without follow-up does not constitute active evidence of deal health.

### Relevance

Evidence must be directly related to the current milestone. Activity on unrelated topics does not validate progression.

### Authority

Evidence must involve authoritative stakeholders. Interactions with contacts who lack decision-making power do not confirm deal advancement.

### Specificity

Evidence must reference concrete outcomes, not general sentiment. "Good meeting" is not evidence. "Budget approved by CFO on 15 March" is evidence.

## Evidence vs. Activity Logging

| Dimension | Activity Logging | Execution Evidence |
|-----------|-----------------|-------------------|
| Purpose | Track effort | Validate progress |
| Content | "Called prospect" | "Prospect confirmed Q2 budget allocation" |
| Validation | None required | Must meet recency, relevance, authority, specificity |
| Impact on pipeline | Inflates activity metrics | Validates pipeline accuracy |
| Relationship to milestones | Loosely associated | Directly attached |

## Related Concepts

- [Milestone-Based Control](https://revenos.tech/knowledge/milestone-based-control)
- [The Revenos Execution Framework](https://revenos.tech/knowledge/execution-framework)
- [Revenue Visibility Model](https://revenos.tech/knowledge/revenue-visibility-model)