Overview

The Play·book is a slide-out field guide on the Revenue Engine. It turns the selected period’s figures into what to do now, gives you a daily routine and scenario plays, and maps how the metrics affect each other. Leaders use it to run a weekly review; anyone can use it as a daily checklist.

Opening the Play·book

Open Revenue Engine from the sidebar and check the period in the dropdown next to REVENUE ENGINE.
In the masthead, click Weekly Review.
The panel slides in from the right, headed REVENUE OPERATIONS, Play·book and A field guide for these metrics.
Choose a tab. The panel reopens on the tab you used last in this browser.
Close it with Close Playbook, the × button, Esc or a click outside the panel.

The footer reads Use this daily · ~45 min.

Tabs

What to do now

The tab’s badge counts open high-priority actions. Inside, under TRIAGEand today’s date, the heading reads What needs your attention today(RANKED BY REVENUE IMPACT × TIME SENSITIVITY).

HIGH PRIORITY and MEDIUM: how many actions of each priority are open.
REVENUE AT RISK: the value of open deals closing in the period that are flagged as at risk, or a dash when there are none.
NOW: a one-line read on forecast confidence, for example Forecast is at risk at 71% confidence. When high-priority actions are open, it tells you how many to do first. While confidence is still calculating, it reads Forecast confidence is still calculating.
The actions themselves, numbered in order. Each shows a title, a short explanation, the owner and how many days until it is due (where known), and a priority pill.

The list is for reading and planning. Act on each item in the deal itself or with its owner.

Daily routine

OPERATING RHYTHM: Your daily pass, in four blocks of about 45 minutes in total. Each block has a short brief and a checklist.

08:30 · MORNING STAND-IN: Read the forecast gauge.
09:00 · 15-MIN SWEEP: Walk the Revenue Engine left → right, and name the weakest stage.
11:00 · DEAL DESK: Work the top 3 at-risk deals.
16:00 · COMMIT CHECK: Reconcile manual commit vs ML.

Scenarios

PLAYBOOKS: Scenario-based plays. Pick the one that matches what you’re seeing. Each play has a trigger, a short explanation and four numbered steps.

WHEN · Forecast confidence < 60%: Rebuild trust in the number. Check confidence in Forecast Command.
WHEN · Coverage < 2×: Source pipeline, fast. Coverage is on the masthead’s COVERAGE tile.
WHEN · One rep owns >25% of pipeline: De-risk concentration.
WHEN · Lead velocity goes negative: Restart the top of funnel. Lead velocity is on the masthead’s LEAD VELOCITY tile.

How metrics connect

CAUSAL MAP: How the metrics connect. A READ THISnote explains that most dashboard metrics are downstream, so you should work the arrows from left to right to fix causes rather than results. Seven links follow:

Lead velocity leads pipeline coverage, by about 4–6 weeks.
Pipeline coverage drives forecast confidence.
Forecast confidence predicts quota attainment.
Win rate multiplies pipeline into revenue.
Evidenced customers feed outbound reply rate.
Expansion opportunities become pipeline.
NRR offsets new-logo quota.

Where the figures come from

What to do now uses the same forecast as the masthead, for the period you selected: its required actions, revenue at risk and confidence.
Daily routine, Scenarios and How metrics connect are fixed guidance. They don’t change with your data.

Usage tips

Start with What to do now and work high-priority actions in order.
Compare the masthead tiles with the Scenarios triggers, and run the play that matches.
Open the FORECAST and QUOTA ATTAINMENT drill-downs for the detail behind a number.

Troubleshooting

The badge reads 0. There are no open high-priority actions for the period. Medium-priority actions still appear in the list.
REVENUE AT RISK shows a dash. No at-risk value was found for the period.
NOW says confidence is still calculating. The full forecast hasn’t finished. Wait a moment, or press Refresh on the masthead.
The panel opened on a different tab. It reopens on the tab you last used in this browser.
The figures aren’t what you expected. Check the period selected on the masthead.

Revenue Playbook: Weekly Review Tabs & Plays