Pipeline-to-Commitment

A run starts on the forecast cadence and ends when a leader commits to a number. The processes here inspect the deals that matter, test what each one is really resting on, agree what is committed, what is best case and what is neither, and say out loud what would have to happen for the gap to close. The mechanics of rolling a pipeline up, the hygiene rules and the arithmetic behind them, belong to operations. What this stream produces is a judgment somebody is accountable for, which is why it sits with the people who carry the number rather than with the people who maintain the system.