T49 RevOps audit findings and recommendations
RevOps audit findings and recommendations
What our RevOps audit found in Pinebrook Solar's CRM and lead routing, what is already fixed and what to fix next. Prepared by Circuit & Field for Pinebrook's revenue operations owner. Findings cover Aug 3 to Sep 21, 2026 and draw on the CRM health table, the service log and the daily assignment log.
Executive summary
Pinebrook's CRM lost owners in two ways: records with no owner at all, and lead assignments that stopped silently after a field change. Both are now controlled. The remaining risk is data completeness on lifecycle stage and 31 duplicate pairs with conflicting owners. These are operational findings; this report makes no claim about commercial impact.
Sample template: the firm, people, clients and figures are fictional and shown for illustration only.
Unowned records since remediation started
Unowned active records fell from 198 on Aug 3 to 62 on Sep 21, once owner remediation and the routing fixes started.
Where ownership breaks
flowchart LR
A[Lead created] --> B[Routing rules: region, partner source, territory]
B --> C[Owner assigned]
C --> D[Owner works the record]
B -. field rename stopped 46 assignments .-> X[No owner]
B -. partner rule overlapped enterprise territory .-> Y[Wrong owner risk]
C -. duplicates with conflicting owners .-> Y
Both failure points sit in routing and record hygiene, not in lead volume.
Findings
| Finding | Area | Severity | Evidence | Status |
|---|---|---|---|---|
| A field rename stopped lead assignments | Routing | 46 assignments stopped on Sep 2 | ||
| Partner source rule overlapped the enterprise territory condition | Routing | Rule order could silently reassign high value records | ||
| Duplicates with conflicting owners | Data | 214 likely duplicates, 31 with different account owners | ||
| Records with no owner | Data | 4.8% of active records in July | ||
| Lifecycle stage missing on records | Data | 92.4% complete against a 95% target |
How the stopped assignments were recovered
The records stayed recoverable. Mina tested the replay for idempotency on 5 records first, Nora approved a bounded replay, and on Sep 4 all 46 received exactly one owner.
Data quality by field
Owner and region completeness are above their targets. Lifecycle stage is the one field below target, so it leads the next quarter's hygiene work.
Recommendations by horizon
- Review the 31 owner conflicts before duplicate batch 2 is scheduled.
- Audit partner source assignments one week after the Sep 16 release.
- Add a pre release contract check so a renamed field cannot stop assignments again.
- Raise lifecycle stage completeness to the 95% target.
- Run duplicate batch 2 with the same rollback inventory as batch 1.
- Track owner completeness and incident age on the same definitions every month.
- Monitor the renamed field and the partner rule as standing checks in the monthly service report.
- Revisit routing rule order whenever a new region or partner program launches.
Duplicate batch 2 waits for the conflict review
183 safe merges were approved and batch 1 reconciled exactly with a rollback inventory. The 31 pairs with conflicting owners need a human decision before batch 2. Owner: Nora Silva, with the conflict list from Circuit & Field. Target: conflict review complete by Oct 7.
Prioritized fix checklist
Decisions needed from Pinebrook
- Name who reviews the 31 owner conflicts and by when.
- Approve the pre release contract check as a standing release step.
- Confirm the 95% lifecycle stage target and who owns the backfill.
How to use this template
Duplicate this page for each RevOps audit engagement. Replace every value below from the client's own CRM data and service log; if a figure cannot be verified, write Needs review next to it rather than estimating.
| Variable | Meaning | Required |
|---|---|---|
{{client.name}} | Client whose CRM and routing the audit covers | Required |
{{audit.window}} | Date range the data covers | Required |
{{ownership.unowned_share}} | Share of active records with no owner, on a stated definition | Required |
{{finding.severity_list}} | Findings with severity, evidence and status | Required |
{{data_quality.completeness}} | Completeness by field against agreed targets | Required |
{{recommendation.horizon}} | Recommended fixes grouped by now, next 90 days, beyond | Optional |
The live charts come from the Dashboards app for this client. Keep every share on the same definition each month, and never present an operational improvement as a commercial result.