Display label,Internal field name,Object,Field type,Controlled values,Definition,Required stage,Validation rule,Update owner,Source system,Reporting use,API or import name,Personal-data classification,Retention rule,Notes for Salesforce,Notes for HubSpot,Notes for Dynamics
Decision function,ivris_decision_function__c,Stakeholder-Opportunity junction,Picklist,F01-F11 (see Required Functions),The purchase-specific task or authority this person performs.,Discovery,Required when the record is created. One primary value; additional functions use the multi-select.,Opportunity owner,CRM,Coverage by function,ivris_decision_function,None (classification),Follows opportunity retention,"Field on OpportunityContactRole, or on a custom junction object where one person holds several functions.","Custom property on the contact-to-deal association, or a custom object.","Field on the opportunity Connection role, or a custom table."
Additional decision functions,ivris_additional_functions__c,Stakeholder-Opportunity junction,Multi-select picklist,F01-F11,Other functions the same person performs for this purchase.,Discovery,Cannot repeat the primary function.,Opportunity owner,CRM,Multi-function detection,ivris_additional_functions,None,Follows opportunity retention,"Multi-select picklist. Salesforce's standard Role field holds one value only, so this needs a custom field.",Multi-checkbox custom property.,Multi-select option set.
Function importance,ivris_function_importance__c,Opportunity-Function,Number (1-3),"1 Supporting, 2 Material, 3 Critical",How much this function matters for THIS purchase.,Discovery,Integer 1-3. Required when Applicable = Yes.,Opportunity owner,CRM,Weighting,ivris_function_importance,None,Follows opportunity retention,Custom field on the junction or a related Required Function record.,Custom property.,Custom column.
Stage relevance,ivris_stage_relevance__c,Opportunity-Function,Picklist,"Future, Current, Current gate",How immediately the function matters at the present buying step.,Discovery,Drives the stage multiplier. Review on every stage change.,Opportunity owner,CRM,Weighting,ivris_stage_relevance,None,Follows opportunity retention,Custom picklist.,Custom property.,Option set.
Formal authority,ivris_formal_authority__c,Stakeholder-Opportunity junction,Picklist,"None, Input, Recommend, Approve, Veto, Sign, Unknown",The explicit organisational right this person holds over the purchase. Seniority alone does not establish it.,Evaluation,Values above Recommend require a linked evidence record.,Opportunity owner,CRM,Authority coverage,ivris_formal_authority,None,Follows opportunity retention,Custom picklist on the junction.,Custom property on the association.,Custom option set.
Budget control,ivris_budget_control__c,Stakeholder-Opportunity junction,Picklist,"None, Advises, Owns budget, Reallocates, Releases, Unknown","Ability to allocate, release, reallocate or withhold funds. Not automatically the same as signature.",Evaluation,Owns budget / Releases require a linked evidence record.,Opportunity owner,CRM,Financial coverage,ivris_budget_control,None,Follows opportunity retention,Custom picklist.,Custom property.,Custom option set.
Influence level,ivris_influence_level__c,Stakeholder-Opportunity junction,Number (0-3),"0 None, 1 Low, 2 Material, 3 High","Demonstrated ability to shape criteria, access, preferences or consensus for this purchase.",Evaluation,Any value above 0 requires an influence mechanism.,Opportunity owner,CRM,Influence mapping,ivris_influence_level,None,Follows opportunity retention,Custom number field.,Custom property.,Custom column.
Influence mechanism,ivris_influence_mechanism__c,Stakeholder-Opportunity junction,Picklist,"Criteria, Expertise, Budget, Process, Access, Hierarchy, Coalition, Other, Unknown",HOW the influence works. Replaces an unexplained low / medium / high rating with an auditable reason.,Evaluation,Required when influence level is above 0.,Opportunity owner,CRM,Influence mapping,ivris_influence_mechanism,None,Follows opportunity retention,Custom picklist.,Custom property.,Option set.
Current stance,ivris_stance__c,Stakeholder-Opportunity junction,Picklist,"Supportive, Neutral, Opposed, Unknown, Contradicted","Evidenced orientation towards the preferred solution, with a date.",Evaluation,Supportive / Opposed require evidence and a date. Contradicted blocks scoring above 25.,Opportunity owner,CRM,Consensus risk,ivris_stance,None,Follows opportunity retention,Custom picklist.,Custom property.,Option set.
Advocate status,ivris_advocate_status__c,Stakeholder-Opportunity junction,Picklist,"None, Potential, Active, Unknown","Behavioural status, not a personality type. Active requires two observable behaviours including one buyer-owned action.",Evaluation,Active requires advocate evidence text and a date.,Opportunity owner,CRM,Champion coverage,ivris_advocate_status,None,Follows opportunity retention,Custom picklist.,Custom property.,Option set.
Advocate evidence,ivris_advocate_evidence__c,Stakeholder-Opportunity junction,Long text,Free text,"What the person actually did, and when.",Evaluation,Required when advocate status is Potential or Active.,Capturing user,CRM,Audit,ivris_advocate_evidence,May contain personal observations - minimise,Purge on opportunity close plus retention window,Long text area.,Multi-line text property.,Multiline text.
Resistance status,ivris_resistance_status__c,Stakeholder-Opportunity junction,Picklist,"None, Concern, Unresolved gate, Active opposition, Unknown","An evidenced condition, not a label for someone who asks difficult questions.",Evaluation,"Anything other than None requires the gate, consequence, evidence and date.",Opportunity owner,CRM,Deal risk,ivris_resistance_status,None,Follows opportunity retention,Custom picklist.,Custom property.,Option set.
Resistance evidence,ivris_resistance_evidence__c,Stakeholder-Opportunity junction,Long text,Free text,"The unresolved requirement, who holds it, what it blocks, and the date.",Evaluation,Required when resistance status is not None. Never store personality judgements.,Capturing user,CRM,Audit,ivris_resistance_evidence,May contain personal observations - minimise,Purge on opportunity close plus retention window,Long text area.,Multi-line text property.,Multiline text.
Role confidence,ivris_role_confidence__c,Stakeholder-Opportunity junction,Number (0-100),"0, 25, 50, 75, 100",Evidence strength for the decision-function classification only.,Discovery,Restricted to the five values. Values of 50 or above need two independent source groups.,Opportunity owner,CRM,Presence (P) input,ivris_role_confidence,None,Follows opportunity retention,Custom number field with a validation rule.,Custom number property with a calculation guard.,Custom decimal column with a business rule.
Authority confidence,ivris_authority_confidence__c,Stakeholder-Opportunity junction,Number (0-100),"0, 25, 50, 75, 100",Evidence strength for the formal-authority claim. Separate from role confidence.,Evaluation,Restricted to the five values.,Opportunity owner,CRM,Authority risk,ivris_authority_confidence,None,Follows opportunity retention,Custom number field.,Custom property.,Custom column.
Stance confidence,ivris_stance_confidence__c,Stakeholder-Opportunity junction,Number (0-100),"0, 25, 50, 75, 100",Evidence strength for the stance claim.,Evaluation,Restricted to the five values.,Opportunity owner,CRM,Consensus risk,ivris_stance_confidence,None,Follows opportunity retention,Custom number field.,Custom property.,Custom column.
Relationship access,ivris_access__c,Stakeholder-Opportunity junction,Number (0-1),"0, 0.33, 0.67, 1","Whether the team can actually reach this person, and how directly.",Discovery,Restricted to the four values. 1.00 requires a two-way exchange in the last review window.,Relationship owner,CRM,Access (A) input,ivris_access,None,Follows opportunity retention,Custom number field.,Custom property.,Custom column.
Engagement level,ivris_engagement__c,Stakeholder-Opportunity junction,Number (0-1),"0, 0.25, 0.50, 0.75, 1",Observed participation in a meaningful buying activity by this named person.,Evaluation,Anonymous or account-level intent must never raise this value.,Relationship owner,CRM plus engagement platform,Engagement (E) input,ivris_engagement,Behavioural - minimise,Follows opportunity retention,Custom number field. Do not auto-populate from anonymous intent.,Custom property. Keep separate from any account-level intent score.,Custom column. Keep separate from account-level signals.
Evidence source type,ivris_evidence_source_type__c,Evidence,Picklist,"Direct statement, Formal artefact, Observed behaviour, Internal colleague, Public profile, Engagement signal, Account intent, Other",What kind of evidence this record is.,Discovery,Account intent can never raise person-level confidence above 25.,Capturing user,CRM,Evidence audit,ivris_evidence_source_type,None,Retain with the evidence record,Custom object 'Stakeholder Evidence' related to the junction.,Custom object related to the association.,Custom table related to the connection.
Independent source group,ivris_source_group__c,Evidence,Text,Free text key,"Groups evidence that traces to the same original information, so it cannot be counted twice.",Discovery,Two records sharing a group key count as ONE source for corroboration.,Capturing user,CRM,Corroboration integrity,ivris_source_group,None,Retain with the evidence record,Text field on the evidence object.,Text property.,Text column.
Contradiction flag,ivris_contradiction__c,Stakeholder-Opportunity junction,Checkbox,"Yes, No",Two active evidence items support incompatible conclusions.,Any,"When Yes, confidence used for scoring is capped at 25 and the field stays Contradicted until resolved.",Opportunity owner,CRM,Data integrity,ivris_contradiction,None,Follows opportunity retention,Formula or flag on the junction.,Calculated property.,Rollup column.
Last verified,ivris_last_verified__c,Stakeholder-Opportunity junction,Date,Date,When this record's material fields were last confirmed.,Any,Records past the review date are treated as Unknown for scoring.,Relationship owner,CRM,Freshness reporting,ivris_last_verified,None,Follows opportunity retention,Date field.,Date property.,Date column.
Evidence review due,ivris_review_due__c,Stakeholder-Opportunity junction,Date,Date,When the record must be re-checked.,Any,"Defaults: 14 days at approval or negotiation, 30 days at other active stages, 90 days with no active opportunity.",RevOps,CRM,Exception reporting,ivris_review_due,None,Follows opportunity retention,Date field with a workflow default.,Date property with a workflow.,Date column with a business rule.
Function coverage,ivris_function_coverage__c,Opportunity-Function,Number (0-1),Calculated,0.40 x Presence + 0.30 x Access + 0.30 x Engagement.,Any,Read-only. Never entered by hand.,System,CRM,Coverage by function,ivris_function_coverage,None,Follows opportunity retention,Formula field or Apex rollup.,Calculated property.,Calculated column.
Committee coverage score,ivris_coverage_score__c,Opportunity,Number (0-100),Calculated,100 x SUM(W x R) / SUM(W) across applicable functions.,Any,"Read-only. Label it in the UI as an evidence measure, never as a probability.",System,CRM,Account planning,ivris_coverage_score,None,Follows opportunity retention,Rollup or Apex. Do not add it to a forecast formula.,Calculated property. Keep out of deal-score fields.,Rollup. Keep out of predictive scoring.
Critical gap flag,ivris_critical_gap__c,Opportunity,Checkbox,"Yes, No","At least one critical, currently relevant function lacks presence, access or engagement.",Any,Cannot be cleared by a higher total score. Surface it above the score in every view.,System,CRM,Deal review,ivris_critical_gap,None,Follows opportunity retention,Formula field. Put it on the opportunity page layout above the score.,Calculated property shown on the deal record.,Rollup shown on the opportunity form.