Section 14 of 21 · Decision Book p.28–29
14. Shadow Pipeline — Find Revenue Sales Hasn't Logged
DMA's book first asked for a hidden second pipeline, then reversed it: emerging opportunities stay inside the single Nutshell pipeline, with their value as an attribute and a workflow to promote them on evidence. The POC follows the reversal and already shows the value outside the open pipeline.
What we built for this section
- "Dormant revenue found" on Today: each account's estimated value from its own history, totalled by tier.
- One score, tier and next best action per account, in one place.
- The write gate and approval queue that a promotion would go through.
The 3 capabilities, in the book's order
| No. | Capability | Book page | Phase | Autonomy | Status |
|---|---|---|---|---|---|
| 14.1 | AI-only hidden opportunity pipelineKeep a second pipeline of promising accounts that reps haven't opened as deals. | p.28 | Phase 2 | L1 · Recommend | Not built — DMA decided no |
| 14.2 | Estimated latent pipeline valueGive management a rough view of the revenue sitting outside the official pipeline. | p.28 | Phase 2 | L1 · Recommend | Built in the POC |
| 14.3 | Promote when evidence becomes strongWhen an emerging opportunity has enough intent and fit, recommend turning it into a real Nutshell opportunity. | p.29 | Phase 2 | L1 · Recommend | Designed for Phase 2 |