# Revenos Glossary

Canonical definitions of terms used across the Revenos execution platform.

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## Deal Execution

**Deal Execution**
The disciplined process of advancing a deal from initial engagement to contractual confirmation through structured milestones, evidence-based validation, and continuous drift monitoring.

**Execution Framework**
The overarching model that governs how deals are managed within Revenos. See [The Revenos Execution Framework](https://revenos.tech/knowledge/execution-framework).

**Execution Quality**
A measure of how closely actual deal progression aligns with planned milestones and timelines.

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## Pipeline Terms

**Pipeline Stage**
A 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 Health**
The aggregate quality of deals in a pipeline, assessed through milestone completion rates, evidence density, and drift prevalence.

**Weighted Pipeline Value**
The total pipeline value adjusted by the visibility layer of each deal. Opaque deals contribute zero to weighted value.

**Deal Velocity**
The rate at which deals progress through milestones over time.

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## Evidence & Milestones

**Execution Evidence**
Documented proof that a deal activity has occurred and produced a meaningful outcome. See [Execution Evidence](https://revenos.tech/knowledge/execution-evidence).

**Milestone**
A specific, verifiable event that confirms genuine deal advancement. Each milestone has acceptance criteria, a time window, and an accountable owner. See [Milestone-Based Control](https://revenos.tech/knowledge/milestone-based-control).

**Milestone Gate**
A control mechanism that prevents deal progression until required evidence is attached.

**Evidence Density**
The number and quality of evidence artefacts attached to a deal or milestone.

**Evidence Freshness**
How recently new evidence has been attached. Stale evidence reduces deal visibility.

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## Risk & Drift

**Execution Drift**
The silent deviation of a deal from its intended trajectory. See [Execution Drift](https://revenos.tech/knowledge/execution-drift).

**Context Drift**
The decay of a deal's original strategic rationale due to organisational, market, or competitive changes.

**Drift Signal**
An individual indicator that a deal may be deviating from its expected trajectory. Multiple simultaneous signals constitute a drift alert.

**Re-Anchoring**
The process of resetting a drifting deal by confirming stakeholder intent, updating timelines, and documenting the revised trajectory.

**Controlled Pause**
An explicit, documented pause of a deal that cannot be re-anchored. Includes a defined re-engagement date and criteria.

**Revenue Visibility**
The degree to which a revenue outcome can be predicted based on execution quality and evidence density. See [Revenue Visibility Model](https://revenos.tech/knowledge/revenue-visibility-model).

**Decision Immutability**
The principle that key decisions made during deal execution are recorded as permanent, unalterable records to prevent retroactive narrative revision.