Section 14 · Shadow Pipeline — Find Revenue Sales Hasn't Logged
14.1AI-only hidden opportunity pipeline
Not built — DMA decided no- No.
- 14.1
- DMA's reference
- Decision Book p.28
- Phase
- Phase 2
- Autonomy
- L1 · Recommend
- DMA's decision
- No
◆ Amended in v3 of the book.
What DMA asked for · Decision Book p.28
Keep a second pipeline of promising accounts that reps haven't opened as deals.
Why it matters to DMA: It needed a decision on who sees it and whether it competes with the reps' own pipeline; DMA's book then decided not to build it.
In our words, from DMA's Product Decision Book v3, page 28.
How we do it
- DMA's book decided NO: there is no separate shadow pipeline. Emerging opportunities are folded into the single, AI-assisted Nutshell pipeline instead.
- The POC follows that: every account keeps one score, one tier and one next best action in the same place, and the only path into Nutshell is the write gate.
- What the shadow pipeline was meant to show is covered by 14.2 (the value sitting outside the open pipeline) and 14.3 (promoting an account when the evidence is strong).
Already in place
- DMA's book reversed the separate shadow pipeline: emerging opportunities live inside the one Nutshell pipeline, and the POC follows that.
- One score, tier and next best action per account, shown on Today and Accounts.
What the later phase adds
- Nothing: DMA decided not to build a second pipeline.
The flow
It plays on its own while it's on screen; hover or use the controls to pause or step through.
No second list
Accounts are scored where they are, not copied into a hidden pipeline.
- Stored data
- Rule in code
- Routing
- Nutshell
Where the data goes
The same six stages on every page. Nothing reaches Nutshell except through the write gate.
- 1Nutshell
Source
The one pipeline.
- 2Sync
Copies Nutshell changes into the bridge database
Mirrors it.
- 3Bridge database
A copy of the CRM data, plus what the AI works out
Scores and values as attributes, not a second pipeline.
- 4AI
Claude models, only through DMA's own gateway
Scores every account.
- 5Write gate
The only way back into Nutshell: checked, approved when needed, sent once
The only path into Nutshell.
- 6Nutshell
The system of record
Stays the single system of record.
The tables behind it
Drawn from the POC's database catalogue: structure only, no data.
PK primary keyFK reference the database enforces (solid line)ID reference kept by id (dashed line)
| Table | What it holds | Columns |
|---|---|---|
| ai.scores | One current score per account, not a second pipeline. | 20 |
How the tables connect (1)
| Column | Points to | Kept by |
|---|---|---|
| ai.scores.prompt_id | agent.prompts | The application (by id) |
Worked example
Synthetic demo data: every name, business and number is made up.
Where each idea from the original request lives now.
Shadow pipeline, folded in
| Original idea | Where it lives |
|---|---|
| A hidden list of promising accounts | Tiers and next best actions on every account, in the one pipeline |
| Its total value | 14.2: dormant revenue found, on Today |
| Moving accounts into the real pipeline | 14.3: promotion on strong evidence |
In the running POC
There is no screen for this one: DMA's book decided not to build it. The parts listed under “Already in place” run in the POC today.
Status
Not built — DMA decided no. DMA's book decided not to build this as asked. The page shows what the book asks for instead, and where that lives.