# Revenue workflow audit: <company> (<CRM and edition>)

## Baseline

- Systems and editions: <CRM, marketing automation, routing tool, enrichment, billing, warehouse>
- Motions audited: <inbound request, MQL, closed won to customer success, renewal>
- Exports used, with route and read time: <file, route (Export property history | Agent CLI with --include-ui | sobject-reads | warehouse), rows, date range, read at YYYY-MM-DD HH:MM UTC>
- History window: <audit window plus the 90 days before it>
- Caps hit: <T01 result, or "no record at a cap">
- Script commands: <exact commands, or "script not run: rules applied by hand to a sample of N records">
- Config file: <path and version>; as-of: <YYYY-MM-DDTHH:MM:SSZ>; since: <first day of the audit window>
- Calendars per class: <the sla header's Calendars line>
- Requests file: <how each clock column was built, per the recipe in reading-the-crm.md>
- Result lines: transitions <n FAIL, n WARN, n PASS>; SLA <n FAIL, n WARN, n PASS>

## FAIL

- <rule> <field or class>: <finding in one sentence>. Count and rate: <n of N, x%>. Example IDs: <IDs>. Confirmed in the CRM: <date, role, or "not yet">. Cause: <writer or setting, from checks outside the files>. Owner to decide: <role>. Change request: <CR-n>

## WARN

- <rule> <field or class>: <finding>. Count and rate: <...>. Example IDs: <...>. Decision needed from: <role>

## PASS

- <rule> <field or class>: <what was checked and held>

## Metrics

- SLA per class: compliance <x% of n due> against <target>; answered-only rate <y%> (not compliance); late, overdue, not yet due, excluded counts
- Baseline per class: <median and p90 over n due requests, overdue ones at their age>; target source: <baseline | buyer promise | proposal, under 30 due>
- Buyer clock split: received to CRM <median, p90>; CRM to assigned <median, p90>; assigned to first response <median, p90 business minutes>
- Owner clock versus buyer clock: <owner on time a of b; buyer on time c of b>
- Conversion by cohort: <pair, cohort, entered, reached, rate | immature until date>
- Velocity: <pair, median, p90, n>

## Checked outside the files

- Lifecycle automation settings: <values>
- Form lifecycle stage settings, copies included: <forms with a non-default stage>
- Workflow inventory (v4 flows from the CLI plus classic workflows read in the UI): <writers of workflow fields>
- Stage calculated property toggles per stage: <stages with them off>
- Assignment rule entries and how each creation path invokes them: <...>
- Rotation settings (overwrite, available users only, owner list) and Away status: <...>
- Integration field mappings and directions for workflow fields: <...>
- Coverage calendars and holidays: <...>
- Sensitive Data (blocks activities through MCP): <on | off>

## Not checked

- <item>: <reason, for example "field history tracking off for Owner before 2026-06-01">
- <configured class or field with no rows (S01 INFO, T01 WARN)>: <reason, for example "no closed-won deals in the window">

## Next step

- Change list: <path>. Nothing in the CRM was changed by this audit.
- Proposed martech-context updates: <metrics.md, data-dictionary.md, decisions.md entries>, waiting for approval.