Playbook · For Revenue Operations

Policy in a Notion doc is not policy.

You have rules. Do not ask the CEO below $500K. Route customer asks through the CSM. Cap board asks per quarter. They sit in a document nobody reads, so connectors burn out and the programme collapses by month six. Rudy enforces them before a rep sees anything.

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# revops6 members

R

RudyAPPFriday 4:58 PM

Four things this week. One of them is a policy change that will stop three out-of-policy asks before anyone makes them.

Raise the board gate to $500KCurrently $250K. Two asks last week did not justify it.

Enforce

Ship warm score to the account objectNative field. No new tab for anyone.

Ship

Review Sales Nav seat usage38 of 100 seats opened once last quarter.

Consolidate

Audit last month’s asksEvery ask, approval and outcome, exportable.

Enforce

Agree the planChange something

Co-owned goals

Three things you and Rudy both own.

Not three features. Three goals with a name on each, which is the difference between a tool you remember to open and a colleague who turns up.

01

Ship

Put the relationship signal where the work already happens. A native field on the account object, not a tab someone has to remember.

02

Enforce

Make the policy hold without rep effort. Rules a rep has to remember are rules that get broken in the last week of the quarter.

03

Consolidate

Earn the tool consolidation argument with usage data rather than with an opinion, which is the only version procurement accepts.

The operating rhythm

A tool waits to be opened. A colleague has a standing agenda.

This is the part nobody else does. Rudy is not a stream of notifications you triage between calls. He works to a rhythm you both keep, and it produces something you can point at.

1ONCE A WEEK

☰This week’s planagreed Friday

Four things, in priority orderRudy proposes. You cut what does not belong.

Planned

Each one has a reason attachedNot a feed. A short list you both signed off.

Planned

Owner and date on every itemSo nothing is technically everyone’s job.

Planned

Anything you rejected stays rejectedHe does not quietly re-propose it on Tuesday.

Noted

2EACH MORNING

☰Today3 items

First item already movedSent 09:14. Reply came back before standup.

Done

Second needs your readDrafted and waiting. Two minutes of your time.

Now

Third is teed upEverything he needed is attached.

Today

3EACH EVENING

☰Closed outnothing dropped

Two closedOutcome logged against the record, not a spreadsheet.

Closed

One sent, no reply yetWhich is fine on day one. He will chase it.

Sent

One replannedSomething changed on the account. Reason attached, moved to next week.

Replanned

And then it repeats. Nothing carries over silently. Anything unfinished goes back into next week’s plan with a reason attached, which is why this survives a busy quarter instead of quietly stopping.

Ship

A native field, not another tab.

Warm score, strongest path and rule eligibility arrive as fields on your own account object, in your own schema. Standard objects, custom objects, custom fields. Reps never learn a new console because there is not one to learn.

Account objectACCOUNT

DetailsRelatedContactsBoomerang

Rudy · Boomerang fields, native

WS

Boomerang_Warm_Score__cFloat, 0 to 100. Recomputed nightly, timestamped.

Live

SP

Boomerang_Strongest_Path__cPillar, connector, strength, last touch.

Live

RE

Boomerang_Rule_Eligibility__cWhich asks policy allows, and why not when it does not.

Live

FR

Boomerang_Freshness__cWhen the graph last recomputed for this account.

Live

Enforce

Reps never see the ask they should not make.

The policy engine sits between every rep and every connector. Per-pillar thresholds, per-connector preferences, routing rules, escalation gates. Configured once. The rep is not asked to remember anything, because out-of-policy paths never render.

# revopsblocked before it shipped

R

RudyAPP10:41 AM

Three asks were stopped this week before anyone saw them. Worth reviewing whether the gate is set where you want it.

POLICY ENGINE, LAST 7 DAYS

BLOCKED2 board asks below the ACV gate

BLOCKED1 customer ask, open critical ticket

ROUTED9 customer asks sent via the CSM automatically

LOGGEDEvery one of them, with reason, exportable

Keep the gate at $500K Lower it for enterprise only Open the audit log

Enforce

Every connector sets their own terms.

A board member who will take two asks a quarter and only above a certain size. A customer champion who will answer anything but not in renewal month. Those preferences ride with the person across every interaction rather than living in somebody's head.

ClaudeBOOMERANG MCP

what are Alan Boyd’s connector preferences and how close are we to them

C

Alan has a self-set cap of two asks per quarter and a floor of $500K ACV. He has taken one this quarter and answered it in a day. His no-go list has two accounts on it:

THE USEFUL PART

One ask left this quarter, and his response rate is 100 percent across nine asks this year. This is a connector worth protecting, not one worth maximising.

boomerang.get_connector boomerang.get_policy boomerang.get_audit

Consolidate

Procurement does not accept opinions.

By month six you have per-seat usage data on the tools the relationship layer overlaps, which is the only argument that survives a renewal conversation. Boomerang ships alongside what you have, then you decide what is still earning its licence.

☰Seat usage, last quarterthe consolidation case

38

Opened once or neverSeats that exist because nobody audited them.

Cut

24

Opened occasionallyReal but light use. Worth a conversation.

Review

12

Power usersRecruiters and BD. These genuinely need it.

Keep

AU

Audit logEvery ask, approval and outcome. Comp design gets cleaner too.

Export

The trigger comes from your stack. Rudy does the relationship work.

Salesforce, HubSpot and Attio Clay Common Room and Outreach Your own calendars and call recordings

And he shows up where the work already happens.

Slack On the account record Claude and Codex, over MCP REST API and webhooks

The rules Rudy keeps

Connector capital is a budget, not a tap.

Every pillar has a different cost and a different refill rate. The limits are set per source, and Rudy applies them before anything is surfaced, so the only asks anyone sees are the ones they are allowed to make.

Per pillar

YESACV thresholds, qualification thresholds and frequency caps, set differently for each persona: SDR, AE, CSM, marketing.

NEVEROne global rule for everyone. That is how you get a board burned out by SDRs.

Per connector

YESEach board member, champion and partner sets their own quarterly cap, deal-size floor and no-go list. It rides with them everywhere.

NEVERPreferences that live in one person’s memory.

Routing

YESCustomer asks via the CSM, partner asks via the Partner Manager, CEO asks via the Chief of Staff. Configured once, enforced everywhere.

NEVERReps deciding routing case by case under quarter-end pressure.

Audit

YESEvery ask, every approval, every outcome, exportable. Comp design and programme governance both get easier.

NEVERNothing. This one is never optional.

The connector contract

You will say yes or no to every ask. No silence.

Every connector agrees to one rule. Someone who ghosts three asks is telling you they would rather not be a connector, and that is a fine answer. Better than silence, because silence is what trains the next person to stop asking. Both sides protected.

YesNot nowWrong personI’d rather not

On the scoreboard