Get accounts into a motion without a spreadsheet
Bulk enrolment from the record tables, recommendations with a recommended owner, and the cooldown a rejection records.
The job
“I want to get a set of accounts into a play and keep the enrolments healthy afterwards.”
- RevOps
- Sales managers
- Marketing
Activating a play is where most of the written guidance stops, and it is roughly halfway through the work. What follows — who actually got enrolled, which enrolments stalled, what happened to the ones that finished — is where a motion either becomes part of how the team works or quietly stops.
The failure mode is specific: enrolments accumulate, nobody reads the ones that stalled, and six weeks later the play has a large enrolled count and a small completed one. That is not a play that failed; it is a play nobody watched.
What it moves
- Coverage without headcount
- Action completion rate
- Play contribution to KPI
The division of labour
What RevTech does, and where you decide
In the product
How to do it
- Step 1 of 5
Enrol from the record tables in bulk
Select accounts or contacts in their tables and add them to a play. This is the deliberate, list-shaped way in, and it is the right one when you already know who should be in the motion — an event list, a segment, a set of target accounts.
- Step 2 of 5
Work the recommendations as they arrive
The other way in is a recommendation: the rules engine found an eligible account and raises it with the eligibility explanation and a recommended owner. Enrolling opens the play and owner pickers. Read the explanation rather than the account name, because the explanation is what tells you whether eligibility is drawn correctly.
- Step 3 of 5
Reject deliberately — it records a cooldown
Rejecting a recommendation records a sixty-day cooldown on that account. That is a real mechanism rather than a dismissal, and it is what stops a motion re-suggesting an account somebody has already judged unsuitable. Reject rather than ignoring, when it is genuinely not right.
- Step 4 of 5
Read the attention cards as process signal
A stalled, waiting or blocked enrolment arrives with its signals and wait time. One is a customer being slow. A pattern at the same step is the motion being wrong at that step, and the fix is the timeline rather than the account.
- Step 5 of 5
Close the loop on outcomes
A completed or exited enrolment arrives with an outcome summary and resolves by acknowledging it. Acknowledging feels like the least valuable action in the whole system and it is the one that tells you whether the motion is finishing what it starts.
What arrives
What this puts in your Action Center
| Item | What is prepared | How it resolves |
|---|---|---|
| EnrollmentRecommendation | The eligibility explanation and a recommended owner | Enrol via the play and owner pickers, or reject — which records a sixty-day cooldown |
| EnrollmentAttention | The signals and the elapsed wait time | The account, on its Signals tab; the owner can also complete the current step |
| EnrollmentOutcome | The outcome summary | Acknowledge |
| RevPlayActionInstance | The instruction, objective, KPI and account context for one step | Opens the account; completion goes through the play |
Where this is today
A stalled-enrolment card points at the account’s Signals tab, which is not switched on for production tenants yet — the card and its signals work, the tab does not. Bulk enrolment from the record tables requires the permission to decide RevPlay work, so not every user will see it.
What to take away
- Two ways in: bulk from a list you already have, or recommendations as they arrive.
- Read the eligibility explanation, not the account name. It is what tells you the rule is right.
- Rejecting records a sixty-day cooldown. It is a mechanism, not a dismissal.
- A pattern of stalls at one step is a timeline problem, not an account problem.
Go deeper
The material behind this
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