Decision snapshot
Tessellate HR 5 changes waiting on Hannah 2 decisions overdue
Every CRM change Quarry Lane RevOps has recommended for Tessellate HR, the evidence behind it, and the decision only Hannah Okafor can make. Prepared by Marco Diaz, lead consultant, for Hannah Okafor, VP of sales. Nothing on this record reaches the production CRM until it shows a named approver, a date and the version that was decided. Record as of October 1, 2026.
- Client approver
- Hannah Okafor, VP of sales, Tessellate HR
- Recommended by
- Marco Diaz, lead consultant, Quarry Lane RevOps
- Changes waiting for a decision
- 5 for Tessellate HR: 2 in client review, 3 with evidence attached
- Overdue
- Converted lead status update (due Sep 24) and Inbound lead routing owner (due Sep 29)
- Next decision meetings
- Converted lead status review with the sales director, Oct 6; fortnightly pipeline review, Tuesday Oct 13, 2026
How a change moves through this record
A recommendation starts as Proposed, gets its evidence attached, and goes to Hannah for review. Only an accepted change is applied, first in the sandbox and then in production, and it is closed only after Quarry Lane verifies the result against the evidence that justified it. A declined change stays on the record with its reason, so the same idea is not raised again without new evidence.
| Stage | What happens | Who |
|---|---|---|
| Proposed | A recommendation is written down with the records it affects | Marco Diaz |
| Evidence attached | The case is ready for you to read | Lena Varga |
| Client review | The decision is due, with a date | Hannah Okafor |
| Accepted or declined | A declined change keeps its reason on the record | Hannah Okafor |
| Applied | Sandbox first, then production, with a rollback plan | Lena Varga |
| Verified or rolled back | Checked against the evidence that justified the change | Quarry Lane |
Changes waiting for your decision
Five Tessellate HR changes wait on a client decision. Evidence attached means the case is ready for you to read; Client review means the decision is due. The decision board in this portal shows the same five cards with their owners and due dates.
Inbound lead routing owner
Client review High Overdue since Sep 29
Evidence. Two teams edit the inbound routing rules, and 22 inbound leads were reassigned by hand in September. 128 lead records sit under the rules in question.
Recommendation. Make sales operations the single owner of inbound routing rules.
If you accept. Lena Varga applies the ownership change in the sandbox first, then production. Rollback plan: keep the current rule set exported with the change file and restore it if routing errors rise.
Why it matters now. This is the routing decision the September monthly review listed as open for 12 days. Until it is decided, routing questions keep landing on two teams.
Converted lead status update
Client review Medium Overdue since Sep 24
Evidence. 340 converted leads still show status Working because conversion does not update lead status, so lead reports count them as open.
Recommendation. Set lead status to Converted automatically when a lead converts.
Open point. Hannah is waiting for the sales director to confirm the status values. The review is set for Oct 6. Rollback plan: deactivate the automation and keep statuses as they are.
Next step date required
Evidence attached Medium Due Oct 7
Evidence. Six opportunities changed stage without a next step date in the last review period. The fortnightly pipeline review flagged them as a data problem rather than a pipeline problem.
Recommendation. Require a next step date when an opportunity moves past Discovery. Rollback plan: deactivate the validation rule.
Evaluation date required
Evidence attached High Due Oct 12
Evidence. 9 of the 23 opportunities moved into Evaluation since Sep 28 have no evaluation date. The analysis behind the Qualification split tied closing rate to a scheduled evaluation.
Recommendation. Require an evaluation date before an opportunity can enter Evaluation. Rollback plan: deactivate the validation rule and keep the date field optional.
Commit category guard
Evidence attached High Due Oct 14
Evidence. 9 Evaluation opportunities were set to Commit by hand in the Sep 30 forecast, although the approved mapping places that stage in Pipeline. Owners edited the category directly on the opportunity.
Recommendation. Block the Commit category on opportunities in Discovery and Evaluation, with a message that names the approved mapping. Rollback plan: deactivate the validation rule and keep the approved stage mapping.
Decision history for Tessellate HR
Every decided Tessellate HR change since August. Accepted changes show where and when they were applied; declined changes keep their reason. Eight of nine were accepted, three of them with a condition, and the one decline is recorded with the reason that has to change before it is raised again.
| Change | Decision | Decided by | Applied | Verification |
|---|---|---|---|---|
| Closed lost reason picklist | Accepted | Hannah Okafor | Production, Sep 3 | All 31 deals closed lost since Sep 3 carry a reason; Other used on 4 |
| Regional leads report folder access | Accepted | Hannah Okafor | Production, Sep 10 | Access check with three of the 14 leads planned for Oct 3 |
| Closed won handoff task | Accepted | Hannah Okafor | Production, Sep 11 | Median handoff delay one day at the Sep 25 check |
| Lead response time report | Accepted | Hannah Okafor | Production, Sep 24 | Totals reconcile with the 410 September leads; bucket review Oct 8 |
| Split Qualification stage | Accepted, new opportunities only | Hannah Okafor | Production, Sep 28 | Stage ageing check scheduled for Oct 30; two board reports remapped |
| Forecast category mapping | Accepted | Hannah Okafor | Production, Sep 29 | Rerun export matched the approved pipeline on Sep 30 |
| HR system in use account field | Accepted, 8 systems plus Other | Hannah Okafor | Not yet applied | Dev Malhotra shares the mapping list before the production load |
| EMEA pipeline read access | Accepted, Lena Varga only | Hannah Okafor | Not yet applied | Access granted to one named specialist, not the whole team |
| Auto close inactive opportunities | Declined | Hannah Okafor | Not applied | Sales leaders want to review the 73 deals by hand first |
Rules both sides agreed
Change control rules for this retainer
- No change is applied without a named client approver and a decision datedone
- Every change is applied in the sandbox before productiondone
- Every change carries a rollback plan before it goes to client reviewdone
- A declined change is not raised again without new evidencedone
- Verification is recorded against the evidence that justified the changedone
- Overdue decisions are raised at the next fortnightly reviewopen
Approval gates
The gates come from the same record: what Hannah approved and when, and what still waits for her decision.
Who is on this record
- Hannah OkaforVP of sales, Tessellate HR, client approver
- Marco DiazLead consultant, Quarry Lane RevOps
- Lena VargaRevOps specialist, Quarry Lane RevOps