Section 21 of 21 · Decision Book p.44–46
21. Final Revenue Multipliers & Control Plane
The control plane and the multipliers: one living memory per account, deadlines that protect hot leads, honest measurement against holdouts, and every AI decision traceable and costed.
What we built for this section
- The Account Digital Twin, read by every AI worker and shown as Account 360.
- Response deadlines with automatic reassignment to the backup, and hot-lead alerts.
- Attribution with matched holdouts, a 95% range and versioned counting rules.
- Every model call and decision logged, costed and traceable; cheaper models for routine work.
- The revenue leakage checks that run today, with the rest waiting on DMA's data; five Phase 2 items designed.
The 10 capabilities, in the book's order
| No. | Capability | Book page | Phase | Autonomy | Status |
|---|---|---|---|---|---|
| 21.1 | Account Digital TwinKeep one living memory per account: people, history, prior proposals, objections, current signals, service fit, commitments and the next best action. | p.44 | Phase 1 | L3 · Act within rules | Built in the POC |
| 21.2 | Buying-committee mapperIdentify the champion, economic buyer, evaluator, procurement or legal, blockers and missing stakeholders for larger opportunities. | p.44 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 21.3 | Champion enablement kitCreate a short, forwardable internal business case: problem, opportunity, evidence, proposed next step, ROI logic and approved proof points. | p.44 | Phase 2 | L2 · Prepare, then wait for approval | Designed for Phase 2 |
| 21.4 | Margin-aware opportunity scoringAdd predicted gross margin, delivery complexity, churn risk, service capacity and strategic value to the opportunity score. | p.45 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 21.5 | Revenue leakage detectorContinuously look for high-value gaps: a proposal sent with no follow-up, a verbal yes with no contract, a contract with no payment, a hot lead with no owner, a promised deliverable not sent. | p.45 | Phase 1 | L2 · Prepare, then wait for approval | Built — needs DMA's data |
| 21.6 | Intelligent lead recycling / watch stateMove qualified "not now" prospects into a watch state and reactivate them only when a timing, leadership, visibility, budget or contract signal changes. | p.45 | Phase 2 | L2 · Prepare, then wait for approval | Designed for Phase 2 |
| 21.7 | Sales SLA enforcement & smart reassignmentStart a clock when a hot lead or buying signal appears; escalate or reassign if the owner doesn't act within the approved time. | p.46 | Phase 1 | L2 · Prepare, then wait for approval | Built in the POC |
| 21.8 | Strategic-account war roomA living account plan for the top 25 to 50 targets: stakeholders, history, incumbent, trigger watch, opportunity hypothesis, open risks and next actions. | p.46 | Phase 2 | L1 · Recommend | Designed for Phase 2 |
| 21.9 | Attribution confidence & incrementality controlSeparate revenue the AI created from revenue it only touched, and keep control groups for the major reactivation experiments. | p.46 | Phase 1 | L1 · Recommend | Built in the POC |
| 21.10 | AI cost, traceability & decision observabilityLog the source data, model and prompt version, recommendation, action, cost and outcome for important decisions; use cheaper models for routine work and stronger ones for high-value moments. | p.46 | Phase 1 | L4 · Autonomous | Built in the POC |