Skip to content
Build and run your first RevPlay
DoLesson 11 of 12Review, activate, and read the impact

Activating against your segment

Put the play live understanding exactly what activation starts, and what to watch in the first days.

22 minIntermediate
In this lesson — 5 parts
  1. What the two buttons do
  2. Editing a play that is already live
  3. Tell the people it routes to, first
  4. The first days
  5. The first 48 hours
  6. Do this in the product
  7. Key questions
  8. What to take away
Part 1 of 5

What the two buttons do

Save Draft stores the full definition and starts nothing: no accounts enroll, no actions are created, and the draft is held locally as you work, so closing the tab mid-build loses nothing. You can hold a play in draft indefinitely at zero cost, which is what makes iterating safe.

Activate is the commitment, and your click is the approval — there is no second queue where the play itself waits for sign-off. From that moment, accounts matching your eligibility conditions begin enrolling, and each one receives action instances as it reaches each timeline step. Account plans are generated automatically for every enrolled account; there is nothing extra to configure for that.

The contrast is absolute, and it is the whole reason to draft freely. Activation is the single moment the play begins to touch anyone.

An account plan generated by RevTech, with executive summary, stakeholders and recommended next steps.
An account plan assembled by the Account Planning Agent from CRM, engagement and product data, covering the executive summary, stakeholders, whitespace and the recommended next steps for the account team. Screenshot of the RevTech application; sample data.
An account plan, generated automatically for every account that enrols. Nothing configures this; it is part of what Activate starts.
Part 2 of 5

Editing a play that is already live

An active play stays editable, which is what makes the first days recoverable rather than a launch you have to live with. But editing a live play is not the same as editing a draft, and the difference catches people out.

There is no versioned edit and no pause-to-edit: changing an active play updates the definition in place. Accounts already enrolled do not stay on the timeline they entered. They follow the updated one from whatever step they have currently reached. The builder warns you before you commit the change, and that warning is the moment to think about the cohort already in flight, not just the accounts that will enter tomorrow.

In practice this makes some edits free and others worth timing. Fixing the wording of an execution instruction is free: everyone benefits, including accounts mid-motion. Inserting a new step at day 3 is not, because an account already at day 9 will never receive it, while an account at day 2 will. When an edit changes the shape of the timeline rather than the content of a step, it is usually cleaner to let the current cohort finish and change the play behind them.

Part 3 of 5

Tell the people it routes to, first

A play that starts depositing prepared work into someone's queue without warning gets treated as noise, however good the work is. Before you activate, tell the owners what is coming: what the motion is for, what will arrive, roughly how much, and what you want them to do with items they disagree with.

That last point is the one to emphasize. The rejections from the first week are the most valuable feedback the play will produce, and you only get them if people understand that sending something back is using the system correctly rather than complaining about it.

Part 4 of 5

The first days

For the first cohort of accounts to reach step one, read the actual actions rather than the rollups. A handful of real prepared items tells you within a day whether your execution instructions produce work someone can act on. The aggregates will take a week to say anything, and even then they will not tell you what to fix.

Watch two things: whether the volume arriving matches the arithmetic you did when you sized the play, and whether Actions Pending is being worked down or accumulating. If either is off, the play is still yours to edit, remembering that the cohort already enrolled will pick up your change from wherever they have reached.

A prioritized RevTech action with its rationale, confidence score, expected outcome and owner.
A single prioritized action in the Action Center: why RevTech surfaced it, the KPI it moves, a confidence score, its credit cost, how long it has been waiting, and the prepared next step awaiting a human decision. Screenshot of the RevTech application; sample data.
One prepared action with its rationale. In the first days this is what you read. Three of these tell you more about your instructions than a week of rollups.
Part 5 of 5

The first 48 hours

Most of what goes wrong with a first play is visible within two days, and almost none of it is visible in a dashboard.

  • Before activating — blockers cleared, owners briefed, and your sizing arithmetic written down somewhere you can compare it against reality
  • Day one — read three real actions end to end, as their owners will, and check the instructions still read correctly with a live account's details behind them
  • Day two — compare arrivals against your arithmetic. Predicted five decisions a day and got thirty? Stop and re-check eligibility before the queue teaches everyone to ignore the play
  • Day two — check Actions Pending is being worked down rather than accumulating
  • Throughout — wording fixes can go in immediately; hold structural changes until the first cohort has cleared

Do this in the product

Activate the play

  1. Clear every blocker listed beside Activate on the Review step.
  2. Message the owners the actions route to: what is coming, how much, and that rejections are wanted.
  3. Choose Activate RevPlay.
  4. The next working day, open the Action Center and read three of the actual actions the play produced, not the summary.
  5. Compare the volume arriving against the estimate you calculated when sizing the play.
  6. Fix anything that is clearly wrong straight away, in the builder. An active play is still editable.

Key questions

You should be able to answer each of these from memory before opening it. Recalling the answer is what makes it stick; recognizing it when you read it does not.

What exactly does Activate start that Save Draft does not?

Eligible accounts begin enrolling and each gets action instances as it reaches the relevant timeline step. Your click is the approval; there is no separate approval queue for the play itself.

In the first days, what should you read and why?

The actual actions the play produced, not the rollups. A handful of real items tells you within a day whether your instructions produce workable output; aggregates take a week and will not say what to fix.

What to take away

  • Brief the owners before the work arrives, and tell them explicitly that you want the rejections.
  • Read three real actions on day one. Rollups take a week and will not tell you what to fix.
  • Editing a live play moves accounts already enrolled onto the new timeline from their current step. Time structural edits around the cohort.

Teach this lesson

The argument in 4 slides, for presenting it to your team
Slide 1 of 4

Your click is the approval

Activate RevPlay sets the motion live. Eligible accounts start enrolling and each gets action instances as it reaches the relevant timeline step. There is no separate approval queue for the play itself.

Slide 2 of 4

Draft and live differ absolutely

  • Save Draft: nothing enrolled, no actions created, held locally as you work
  • Activate: accounts enroll, actions begin appearing in the Action Center
Slide 3 of 4

Watch the first cohort, not the dashboard

The first few accounts to reach step one tell you more in a day than the rollups will in a week.

RevTech Action Center: a prioritized queue of GTM actions, each with its reasoning, owner and approve or reject controls.
The RevTech Action Center. A prioritized action leads the queue with the reason it was surfaced, the account it belongs to, its priority and an assigned owner, alongside approve and reject controls. Below it, open action items list data-quality and deal-change exceptions ready for review. Screenshot of the RevTech application; sample data.
Slide 4 of 4

Tell the owners before the work arrives

Actions landing unannounced in someone's queue is the fastest way to have a good play ignored.

Previous

Walking the review summary

Next

Reading enrollment and impact after two weeks
All lessonsStart working with agents
Demo

Try the demo.

See agents carry the repeatable work of GTM across sales, marketing, customer success, and RevOps. Every action prepared, reviewed, and recorded. Fictional data, real product.

Explore the demo