Living artifact
Decision log
Each resolved tradeoff becomes a logged decision with an owner and a downstream phase dependency. This is what Phase 2 design starts from.
Pod model with distinct RM/CSM primary metrics
May 9, 2026Distinct primary metrics for RM (commercial) and CSM (consumption), with 15% joint NRR multiplier.
Owner · RevOps VPFeeds → Phase 2 — Plan designJoint NRR multiplier sized at 15% of variable
May 9, 2026Confirmed via modeling sensitivity. Below 10% loses signal; above 20% dilutes primary.
Owner · Sales Strategy LeadFeeds → Phase 2 — Plan designProduct B renewal stays as guardrail, not primary
May 7, 2026Visibility matters more than dollar weight. Avoids 'Product B no longer matters' field misread.
Owner · RevOps VPFeeds → Phase 2 — Plan designQuarterly smoothing on consumption measurement
May 7, 2026Reduces month-to-month payout volatility from PAYG seasonality.
Owner · Sales Strategy LeadFeeds → Phase 3 — ModelingTrailing run-rate PAYG baselined into quota
May 5, 2026Reps paid on delta (net new + growth above baseline). PAYG → commit conversion as accelerator.
Owner · RevOps VPFeeds → Phase 4 — OperationalizeManager-first enablement cascade
May 5, 2026Managers receive plan training one week before reps. Office hours run weeks 1–4 post-launch.
Owner · Solutions LeadFeeds → Phase 5 — Approve & enableEMEA compliance review gated to Phase 4
May 3, 2026Cannot ship without EMEA legal sign-off on consumption-based payout structures.
Owner · EMEA Sales LeadFeeds → Phase 4 — Operationalize