The CFO requirement became true.
It wasn't yet in the team's record.Decision Integrity
See the evidence and judgment behind every decision.
Stop being surprised by deals you already reviewed. See what the decision was built on and what it was missing while the team could still act.
What was known on the day
Judge the decision on what was in front of them.
The same deal, read at the date the forecast was given and again at the date it closed. Evidence that arrived later cannot improve an earlier decision.
Demonstration deal · NorthstarForecast: Commit
View as of 20 Mar8 daysForecast committed
20 Mar13 days
20 Mar13 days
The requirement entered the record.
It can inform the next decision, not rewrite the last one.Available on 20 MarBuyer meeting heldSecurity review booked
Arrived after the forecastCFO approval requirementRevised decision process
∎
The later evidence cannot improve the earlier decision. Review the 20 March decision using only what the team could know on 20 March.
Evidence freshness
A March confirmation may need checking again in September.
PROOF keeps the source and the date it applied. The review question is whether it still supports the decision being made now.
- A buyer actionSource backedThe buyer did something you can point at. Check whether it still applies to this decision.
- An emailWritten down, attributable and dated. Its meaning still depends on the words and context.
- A recorded meetingSomebody said it and it was captured. Check whether the position changed later.
- A calendar eventShows that something was scheduled, not that an approval was given.
- Seller-assertedRecorded by the Seller. The buyer has not confirmed the claim.
- An inferred CRM fieldNeeds a sourceA value derived from a system should be traced before it supports a material decision.
The source remains visible, with its original date and context. Check whether it still applies before relying on it for the current decision.
If the source no longer meets the evidence requirement, the claim stays in the record and the missing confirmation is shown plainly.
Buyer-confirmed evidence
The buyer confirmed it, or nobody did.
Somebody saying it isn't the same as the buyer confirming it.When buyers can participate, PROOF records whether they Confirm, Correct or Disagree with selected deal facts. When procurement rules prevent participation, unconfirmed stays unconfirmed.
Beyond snapshots
Recorded later does not mean known earlier.
A CRM snapshot shows what was in the record. PROOF also preserves when a fact applied, when it was recorded and which evidence was available when the decision was made.
See the information recorded at that point in time.
Review the decision using only the information available at the time.
Why the post-mortem is always wrong
Hindsight makes everyone look careless.
You review the deal with everything you now know and it's obvious. The champion was never really sponsored. The competitor was already inside. Anyone could have seen it.
Nobody could have seen it. Half of what makes it obvious arrived in week nine.
PROOF keeps what was known and when it was known, so a decision can be judged on the information that existed when it was made. The Seller who was wrong for good reasons gets coached. The Seller who ignored what was in front of them gets a different conversation. Right now those two look identical in a QBR. The difference between them is the whole of your coaching.
When something changes
A correction should not erase the person who was right.
Deals get re-forecast. Stages roll back. Close dates move. In most systems the new value simply replaces the old one and the reason goes with it, so six months later nobody can tell whether the team learned something or just kept changing its mind.
PROOF keeps both: the earlier position, who held it, what it rested on and what changed. It makes the difference legible.
That defends one deal.
The harder question is which of these things actually decides whether you win.
Review a decision in context