GOV_PROTOCOL_01 // PROTOCOL_SPEC
Stage Definition Contract
A shared contract between Marketing, Sales, and RevOps that defines exactly what each pipeline stage means—so reporting, acceleration modeling, and activation triggers remain consistent.
Pipeline Stages Drift Without Governance
If stage definitions vary between teams, the entire revenue model collapses. Velocity, lift, and budget optimization depend on consistent stage criteria. Without a hard contract, 'Evaluation' in Marketing might mean a click, while in Sales it means a demo—making acceleration impossible to measure.
CORE FAILURE MODES
- ✕ Marketing and Sales define stages differently, creating reporting friction
- ✕ Deals move stages without meeting technical or business qualification criteria
- ✕ Velocity and win-rate metrics become fundamentally unreliable
Stage Governance Logic
STAGE INPUTS
CRM Opportunity Stage Definitions
Qualification Criteria (MEDDICC / BANT)
Sales Process Documentation
RevOps Reporting Requirements
→
CONTRACT OUTPUT
Stage Definition Contract
Logic: Stage Name → Qualification Criteria → Required Evidence
Artifacts You Receive
- ✓Master Stage Definition Contract
- ✓Qualification Evidence Checklist
- ✓CRM Validation Rule Specification
- ✓Stage Governance Playbook
Implementation Steps
WK 1
Audit current CRM stage definitions and existing qualification criteria across teams.
WK 2
Define the standardized stage contract and cross-functional approval process.
WK 3
Implement CRM validation logic and publish the final stage governance guide.