Revenos Glossary
Canonical definitions of terms used across the Revenos execution platform.
Deal Execution
Deal ExecutionThe disciplined process of advancing a deal from initial engagement to contractual confirmation through structured milestones, evidence-based validation, and continuous drift monitoring.
Execution FrameworkThe overarching model that governs how deals are managed within Revenos. See The Revenos Execution Framework.
Execution QualityA measure of how closely actual deal progression aligns with planned milestones and timelines.
Pipeline Terms
Pipeline StageA broad categorisation of where a deal sits in the sales process (e.g., Discovery, Evaluation, Negotiation). In Revenos, stages are supplemented by granular milestones.
Pipeline HealthThe aggregate quality of deals in a pipeline, assessed through milestone completion rates, evidence density, and drift prevalence.
Weighted Pipeline ValueThe total pipeline value adjusted by the visibility layer of each deal. Opaque deals contribute zero to weighted value.
Deal VelocityThe rate at which deals progress through milestones over time.
Evidence & Milestones
Execution EvidenceDocumented proof that a deal activity has occurred and produced a meaningful outcome. See Execution Evidence.
MilestoneA specific, verifiable event that confirms genuine deal advancement. Each milestone has acceptance criteria, a time window, and an accountable owner. See Milestone-Based Control.
Milestone GateA control mechanism that prevents deal progression until required evidence is attached.
Evidence DensityThe number and quality of evidence artefacts attached to a deal or milestone.
Evidence FreshnessHow recently new evidence has been attached. Stale evidence reduces deal visibility.
Risk & Drift
Execution DriftThe silent deviation of a deal from its intended trajectory. See Execution Drift.
Context DriftThe decay of a deal's original strategic rationale due to organisational, market, or competitive changes.
Drift SignalAn individual indicator that a deal may be deviating from its expected trajectory. Multiple simultaneous signals constitute a drift alert.
Re-AnchoringThe process of resetting a drifting deal by confirming stakeholder intent, updating timelines, and documenting the revised trajectory.
Controlled PauseAn explicit, documented pause of a deal that cannot be re-anchored. Includes a defined re-engagement date and criteria.
Revenue VisibilityThe degree to which a revenue outcome can be predicted based on execution quality and evidence density. See Revenue Visibility Model.
Decision ImmutabilityThe principle that key decisions made during deal execution are recorded as permanent, unalterable records to prevent retroactive narrative revision.