Define the evidence for each transition
Synthetic pipeline: discovery moves to quote-issued when the approved quote is issued; quote-issued moves to won only after a valid customer acceptance identifies revision and selected scope. A completed phone call may update activity without changing stage. O-111 has a sent draft attachment but no approved issued quote, so it remains in discovery. Use the evidence event, not the most optimistic staff note.
| Opportunity | Latest evidence | Permitted stage | Missing gate |
|---|---|---|---|
| O-111 | Draft attachment sent | Discovery | Approved issued quote |
| O-112 | Q-112 r2 approved and issued | Quote-issued | Valid acceptance |
| O-113 | Q-113 r1 selected scope accepted | Won under fixture | None for this gate |
Advance only the supported transition
- Read current stage
- Find transition evidence
- Check revision and scope
- Record stage change and evidence
An expired or superseded quote response does not satisfy the win gate until the quotation decision is resolved.
O-112 has three calls after quote issue but no acceptance. What stage is supported?
Show the worked answer
Quote-issued. Three activities do not supply the missing customer decision.
Stage names and gates are synthetic. They do not claim vendor defaults, sales probability or financial revenue recognition.