The Trainability and Deal Qualification Scorecard publishes five bands and an
action for each — Decline, Defer, Scope down, Qualified conditional, Build —
and `MOTION_BANDS` published four different ones with different edges. So a
reader could read the scorecard, score a deal against the exact dimensions it
defines, and be told "Strategic" by a band table that document has never heard
of. Two answers to the same question from the same product.
The scorecard wins, on two grounds. Its edges were chosen alongside the
dimension weights they sit on top of, so 78 means something there and 7500 was
a round number here. And every one of its labels is a verb the reader can act
on: "Qualified" describes a deal, "Scope down" says what to do about it, which
is the only reason to band a score rather than show it.
The labels are now duplicated between the JSON a customer reads and the table
the product renders, because a rendered label cannot reach into a seeded row.
That duplication gets a test asserting the whole table verbatim, so
re-authoring one copy alone fails rather than drifts.
`apps/api/test/motion.test.ts` asserted the literal 'Strategic'. It now derives
the band through the shared function, so a band-table change is caught by the
test that owns the decision instead of by a write-path test that does not.
The ledger answers which contracted capacity is sold, to whom, at what
margin. It says nothing about the motion — the repeatable practice that
turns a customer conversation into a scoped deployment, and turns that
deployment into something the next one reuses.
Motion is deliberately not a parallel entity tree. DEMAND_STAGES already
is the motion, so Motion binds reusable artefacts to the stages of a
demand deal that already exists: an engagement hangs off one deal,
cascade deleted, one per deal by unique constraint.
Nine closed kinds, each declaring which stages it serves, and a starter
library of twelve templates covering all eight open stages.
Co-Authored-By: Claude Opus 5 (1M context) <noreply@anthropic.com>
karti