Slide 1 of 4
Overview is a contract, not a label
Step 1 of the builder names the motion and says what it is for: the lifecycle stages it spans, its classifications, and the KPIs it is meant to move.
Build and run your first RevPlay
DoLesson 3 of 12Choose a motion worth encoding
Writing the play's purpose in one sentence
Complete the Overview step — name, purpose, lifecycle stages, classifications and KPIs — knowing which of those choices you cannot revise cheaply later.
24 minIntermediate
Part 1 of 4
The screen you are on, and what it decides
Open RevPlays from the navigation and choose New RevPlay. The builder opens on the first of four steps (Overview, Timeline & Actions, Eligibility, Review & Activate) and the breadcrumbs across the top are clickable, so once a step has been visited you can jump between steps rather than paging back and forth.
Overview asks for five things: a name, a description of what the play is for, the lifecycle stages it spans, its classifications, and the KPIs it is meant to move. It looks like metadata and it is not. Those fields are the frame every later step is built inside.
One of them has a hard consequence worth knowing before you type anything. The KPIs you select here are the only ones a timeline step can be tied to afterwards, so changing them once the timeline exists means revisiting every step that referenced them. Choose too narrowly and you reach the timeline with a step whose contribution you cannot attribute; choose the whole list and the impact report tells you nothing, because a play "aimed at" nine KPIs is aimed at none.
One more control worth knowing: if a similar play already exists, Clone on the library row opens this same builder pre-filled with a copy of its definition (description, stages, classifications, KPIs, timeline and eligibility) under the name "Copy of" the original. The clone has no history and no enrollments; it becomes a real play only when you save or activate it. Cloning a proven play and editing is often faster than starting blank, and it inherits the discipline of a definition that already worked.
Part 2 of 4
Purpose is an instruction, so write it as an outcome
The purpose is not a description for a colleague browsing the library. It is the context the agent generates against, which is why the difference between an activity and an outcome decides the quality of every draft. "Follow up with quiet accounts" describes a motion. "Re-open a buying conversation at accounts that went quiet after a pilot" describes a result, and only the second tells an agent what a good draft looks like.
The name deserves the same care. "Q3 Outbound" tells nobody in November what it does. Name the motion, not the quarter you happened to build it in.
- Name the motion, not the period — the play outlives the quarter
- State the purpose as the outcome you want, in one sentence
- Choose the two or three KPIs the motion genuinely moves, before writing any steps
Part 3 of 4
Worked examples: weak and strong, side by side
Name: "Q3 Pipeline Push" is weak — it dates the play and describes nothing. "Post-pilot re-engagement — mid-market" names the motion and the segment, and it will still make sense to a colleague browsing the library in a year.
Purpose: "Follow up with accounts after their pilot ends" is an activity, and it gives the agent no way to tell a good draft from a bad one. "Re-open a buying conversation at accounts whose pilot succeeded but went quiet, leading with the pilot's measured outcome" is an outcome, and every clause in it does work: who (post-pilot, quiet), what (re-open the conversation), and how (lead with the measured result). When the agent later drafts outreach for this play, that sentence is the instruction it drafts against.
KPIs: pipeline reopened from dormant accounts, and meetings booked. Both are defensible for this motion. Adding revenue, win rate and five more is not. Two or three, chosen because this motion genuinely moves them, is the whole rule.
Part 4 of 4
Four ways to get Overview wrong
All four are easy to make and none of them fails loudly. You find out about them a quarter later, when the library is unreadable or the impact report will not answer a question.
- Naming the play after the quarter or a campaign code, which guarantees a library nobody can navigate next year
- Writing the purpose as the mechanism ("automated 4-step sequence") instead of the outcome
- Selecting every KPI that might conceivably move, which leaves the impact report unreadable
- Skipping the description because it feels optional — it is what the info icon shows on hover, so it is the play's one-line explanation to everyone else
Do this in the product
Fill in Overview
- Open RevPlays and choose New RevPlay. You will land on step 1, Overview.
- Name the motion after what it does. Avoid a quarter, a campaign code or an owner name.
- Write the purpose in one sentence, phrased as the outcome you want rather than the activity performed.
- Select the lifecycle stages the motion actually spans, and its classifications.
- Choose the two or three KPIs this play is meant to move — remembering that timeline steps can only be tied to KPIs selected here.
- Choose Save Draft. Nothing is enrolled and no actions are created by a draft, so it is safe to stop here and return.
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.
Which Overview choice constrains a step you have not written yet?
The KPIs. The ones selected in Overview are the only ones a timeline step can be tied to later, so choosing too narrowly leaves a step you cannot attribute and choosing everything makes the impact report meaningless.
What does Save Draft actually do?
Keeps everything entered without starting the motion. No accounts are enrolled and no actions are created, and the draft is held locally as you work, so drafting costs nothing.
What to take away
- Choose the KPIs first, and choose few. A timeline step can only be tied to one selected here.
- Purpose is the instruction the agent drafts against. Write the outcome, not the activity.
- Name the motion, not the quarter. The play will outlive it.
- Drafting is free. Activation is the commitment.
Teach this lesson
The argument in 4 slides, for presenting it to your team
Slide 2 of 4
Pick the KPIs before the steps
The KPIs you choose in Overview are the only ones a timeline step can be tied to later. This is the one choice in the builder that constrains a step you have not written yet.
Slide 3 of 4
Write purpose as an outcome
- ✗ "Follow up with quiet accounts"
- ✓ "Re-open a buying conversation at accounts that went quiet after a pilot"
- An outcome tells the agent what good output looks like; an activity does not
Slide 4 of 4
Lifecycle stages scope the motion
They say where in the customer lifecycle this play operates, which keeps a retention play from quietly competing with an acquisition one for the same accounts.
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