Figure 1From “What is a revenue process? The handoffs that make the funnel measurable”
The revenue-process handoff matrix
Keep entry evidence, sender release, receiver acceptance, latency, exceptions, next events, and dispositions visible at every commercial interface.
Figure 1The revenue-process handoff matrix
| Handoff ID | Sending state and owner | Receiving state and owner | Entry evidence and acceptance | Latency | Exception | Next event and disposition |
|---|---|---|---|---|---|---|
| H-01 | Marketing / MQL released | SDR / qualification accepted | ICP rule and account ID; accepted 2026-09-06 09:20 | 16 min | None | Discovery booked 2026-09-07; Accepted |
| H-02 | SDR / qualified | AE / discovery accepted | Qualification notes; accepted 2026-09-02 09:00 | 20 h | Account context missing; returned to SDR | Add account and buying process by 2026-09-08; Returned |
| H-03 | AE / discovery complete | Solutions / technical validation | Discovery brief; accepted 2026-09-03 15:00 | 6 h | None | Security workshop 2026-09-10; Accepted |
| H-04 | AE / proposal ready | Legal / contract review | Proposal version 3; not accepted by 2026-09-06 | 48 h and open | Counterparty missing; held | Add legal entity by 2026-09-08; Held |
| H-05 | Deal desk / commercial approval | Finance / approved quote | Pricing exception record; accepted 2026-09-05 13:00 | 4 h | None | Issue final quote 2026-09-09; Accepted |
| H-06 | Closed-lost / terminal | Onboarding / delivery | No eligible entry event for this scope | Not applicable | Outside the declared process | None; Excluded |
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Source: Author's synthetic handoff matrix grounded in Microsoft (2025). The source supplies a bounded vendor-specific process-flow context; the process key, fields, values, clock, exceptions, and dispositions are author synthesis.
Source and evidence
Each line names a claim related to this exhibit, its source, and how it was checked.
- C MSRP25-C1 Microsoft's own words: "BPFs give your sales staff a guided visual interface that they can use to move deals forward through the stages that are typical for your company"Microsoft. (2025). Sales processes captured 2026-09-06
- C MSRP25-C2 The same deal is several entities: "A Lead entity is used to track the sales process. Qualifying leads are tracked as opportunities"Microsoft. (2025). Sales processes captured 2026-09-06
- C MSRP25-C3 And the flow prompts for the record: "create the appropriate entity record to help and guide you through the process"Microsoft. (2025). Sales processes captured 2026-09-06
- C MSRP25-C4 "The stages can be conditional", and the example is explicit: "if you require an internal review of a quote only if the quote uses a custom price list, you can configure that condition in the appropriate stage of the business process"Microsoft. (2025). Sales processes captured 2026-09-06
- C MSRP25-C5 The prompt to create a record is the vendor's: "create the appropriate entity record to help and guide you through the process"Microsoft. (2025). Sales processes captured 2026-09-06
- B V03-OWN-C2 A handoff is an interface record connecting sender release to receiver acceptanceAuthor framework
- B V03-OWN-C3 Entry evidence, sender, receiver, release and acceptance times, latency clock, next event, and exception state make a handoff reproducibleAuthor framework
- B V03-OWN-C5 Cross-entity deal representation requires a stable process key or explicit join ruleAuthor data rule grounded in MSRP25-C2 and MSRP25-C3
- B V03-OWN-C7 Acceptance, completion, rework, latency, and process-completion metrics require compatible transition types and named denominatorsAuthor formula set
- B V03-OWN-C8 A returned or held handoff is a visible process state, not an invisible correctionAuthor operating rule
- B V03-OWN-C9 Conditional branches and exceptions remain visible beside the happy pathAuthor operating rule grounded in MSRP25-C4
- B V03-OWN-C10 The six-row handoff matrix contains three accepted, two held or returned, and one out-of-scope synthetic recordAuthor synthetic object
Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.
From the essay
Revenue operations & AI
What is a revenue process? The handoffs that make the funnel measurable
A revenue process is a sequence of states, decisions, and handoffs with evidence, owners, acceptance events, and outcomes.
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Table 1Table
What does a revenue process mean?
What is a revenue process? The handoffs that make the funnel measurable
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What is a revenue process? The handoffs that make the funnel measurable
Table 2Table
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What is a revenue process? The handoffs that make the funnel measurable
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