System Flow
Phase 0 · Playbook Builder
Define the standard once. Run it everywhere.
Configure your qualification criteria, stage gates, inspection prompts, coaching logic, and commit rules inside PROOF.
✅
Qualification
MEDDIC, MEDDPICC, or custom criteria configured as operational checkpoints
🔒
Stage Gates
Evidence requirements per stage — progression blocked or flagged when gaps exist
🔍
Inspection & Coaching
Review prompts, coaching cues, and manager inspection logic tied to deal evidence
📊
Commit Rules
Define what a commit-ready deal looks like before it shapes the forecast
Phase 1 · Evidence Sources
PROOF connects where evidence already lives.
No new tools for reps. Start CRM-first, then layer in email, calendar, and voice when ready.
💾
CRM
Salesforce or HubSpot — opportunities, contacts, activities, stage history, field changes
📧
Email & Calendar
Google Workspace or Microsoft 365 — metadata only (sender, timestamps, meeting participants)
🎙️
Voice-to-CRM
Rep-dictated deal updates mapped to CRM fields. Audio processed and discarded.
💬
Slack & Teams
Push deal alerts and review prompts to existing channels. Outbound only.
Syncing CRM records · email metadata · calendar signals · voice updates
Phase 2 · Evidence Engine
Every deal checked against your configured playbook — automatically.
PROOF doesn't guess. It verifies whether evidence exists for each stage criteria — then flags what's missing.
01
Evidence Mapping
Maps signals to your stage criteria. MEDDIC, MEDDPICC, or custom — your framework, enforced.
6 criteria × ~1,000 deals = ~6,000 checks
02
Gap Detection
Diagnostic codes pinpoint failure patterns — not generic "risk scores".
142 gaps found across pipeline
03
Attention Routing
Routes only exceptions to humans — with the reason attached. Everyone else: carry on.
68 deals need review · 779 verified clean
Processing complete · 68 exceptions routed · 779 deals passed evidence gate
Phase 3 · Delivered to Every Role
The right evidence, to the right person, at the right time.
Each role gets exactly what they need — no dashboards to dig through, no reports to build.
🎯
Rep
- → Missing evidence per deal
- → What's required before next review
- → Next steps mapped to CRM fields
"I know what's needed — no surprise questions in reviews."
📋
Sales Leader
- → Exception queue (only deals that need attention)
- → Evidence-cited Deal Review Pack
- → Coaching captured once, applied everywhere
"I review 12 deals instead of 60 — and they're the right 12."
📊
CRO / VP Sales
- → Evidence coverage by stage & quarter
- → Slippage patterns by team
- → Defensible pipeline number for board
"I can tell the board which pipeline is evidence-backed."
⚙️
RevOps
- → Evidence standards by stage
- → Compliance without audits
- → Full field-change audit trail
"Standards enforced at scale — without chasing reps."
Phase 4 · Controlled Write-back
Nothing changes without permission. Everything is logged.
PROOF suggests CRM updates based on evidence. Humans confirm. The audit trail writes itself.
1
PROOF Suggests
Evidence-cited updates with field-level detail
2
Human Confirms
Rep or manager reviews, edits, then approves
3
CRM Updated
Fields written with source attribution
4
Audit Logged
Who, what, when, why — immutable record
Audit: 3 fields updated on Meridian Systems · Confirmed by J. Morgan
Source: DL-09 Single Thread Risk, DL-14 Decision Process Undefined
Policy: No silent write-back · No black-box scoring · Evidence-cited only
Forecast impact
Pipeline coverage: 78% evidence-backed · Exceptions: 22%
The outcome
PROOF reviews every deal — so humans only review exceptions.
Playbook
Sources
Engine
Delivery
Write-back