Judge a motion on evidence
Impact is KPI-first: expand a KPI to see the plays moving it. Which numbers answer whether a motion works, and which cannot.
The job
“I want to know whether a play is actually working, or just running.”
- RevOps
- Sales leaders
- Marketing leaders
A motion that is running produces a great deal of evidence that it is running: accounts enrolled, actions completed, steps fired. None of that is evidence that it works, and the gap between the two is where programmes live for a year before anybody asks.
Reading impact from the KPI rather than from the play is what closes it, because it forces the question in the right direction: not "what did this play do" but "what moved this number, and was this play part of it".
What it moves
- Play contribution to KPI
- Action completion rate
- Pipeline created
The division of labour
What RevTech does, and where you decide
In the product
How to do it
- Step 1 of 4
Start from the KPI, not the play
The impact report is KPI-first: each KPI expands to the plays contributing to it. That ordering is the discipline — a play list sorted by activity will always put the busiest motion at the top, whether or not it is the one moving anything.
- Step 2 of 4
Read enrolment as two different numbers
Eligible accounts and enrolled accounts answer different questions. A play with many eligible and few enrolled has an adoption problem; one with many enrolled and no completions has an execution problem. They look similar in a summary and need opposite responses.
- Step 3 of 4
Read completed against pending
Actions completed and actions pending, by lifecycle, is the honest read of whether the motion is being worked. A growing pending count is the earliest sign that a play is generating more work than the team it routes to can absorb.
- Step 4 of 4
Know what these numbers cannot tell you
Throughput is not outcome. A play whose actions are all completed and whose KPI has not moved is a well-executed motion that does not work, and that is a finding worth acting on rather than explaining away. The counterfactual is genuinely unavailable here, so hold the judgement loosely and look at direction over quarters.
The RevPlays library: repeatable GTM plays, the accounts enrolled in each, and the actions they generate. Screenshot of the RevTech application; sample data. The play library. Activity is easy to read here; contribution is what the impact report is for.
What arrives
What this puts in your Action Center
| Item | What is prepared | How it resolves |
|---|---|---|
| EnrollmentOutcome | The outcome summary when an enrolment completes or exits | Acknowledge |
| EnrollmentAttention | The signals and the elapsed wait behind a stalled enrolment | The account, on its Signals tab; the owner can also complete the current step |
Where this is today
Completing an action refreshes the surfaces it should, but the recalculation of a play’s impact is not backed by the platform yet — so the Action Center can be correct while the impact report lags. Read impact as a trend over weeks rather than as a live figure.
What to take away
- Start from the KPI. A play list sorted by activity flatters the busiest motion.
- Eligible versus enrolled is adoption. Enrolled versus completed is execution.
- A rising pending count means the play is outproducing the team it routes to.
- Throughput is not outcome. A well-run play that moves nothing is a finding.
Go deeper
The material behind this
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