Choose the Required Evidence

Say what must be observed, what it may be inferred from, and what the decision is not allowed to use.

See the situation

Start with the situation below. Next, we will work through an example together before you try the activity.

Maya · Decision designer

The case

Priya Shah · demo request

Separate observed values from estimates. Store provenance and uncertainty with an estimate rather than rewriting the observed CRM field.

Person: Priya Shah
Company: Acme Manufacturing (matched account)
Message: Asks whether the product handles multi-region deployments
Annual revenue: On record, above threshold
Submitted: 09:14 Tuesday

Your task

Classify the evidence cards by source and certainty. Keep estimates separate from observed values.

Need a little guidance?

You’re done when: Required evidence is present or the case is explicitly held for review; estimates never overwrite observed facts.

A decision cannot be more certain than the evidence supporting it.

Need a reminder? Reopen the worked example

Watch one example first

A form message is directly observed. A provider’s predicted headcount is an estimate. Under a policy requiring verified company size, that prediction can be shown to a reviewer but cannot satisfy the size check.

Why this follows from the evidence

Provenance means where a value came from. Keep observed, estimated, and missing inputs distinct so a convincing estimate cannot quietly become a verified fact.

GTM Lab

Saved locally

Decision Card · 0 of 8 sections started

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Decision Card workshop

Sort the evidence and set the estimation rule

Your job: The first version guessed a missing revenue figure, was right, and left nothing on the record to say it had guessed. Decide what the decision must have, what helps, and what it may never use.

Case evidence

Priya Shah · demo request

Person: Priya Shah
Company: Acme Manufacturing (matched account)
Message: Asks whether the product handles multi-region deployments
Annual revenue: On record, above threshold
Submitted: 09:14 Tuesday

Evidence inspector

Build the smallest packet that can answer the question

The question is whether the request belongs on the seller path. Add evidence for intent, account identity, and the stated scale rule. Keep an estimate separate from the recorded CRM value.

Evidence packet draftCompare the original state with the proposed change. This preview does not change live records.

Evidence packet draft
Item	Before	Proposed	Why
Buying question	Not in packet	Not selected	Add only evidence that serves the stated question.
Account match	Not in packet	Not selected	Add only evidence that serves the stated question.
Recorded revenue	Not in packet	Not selected	Add only evidence that serves the stated question.
Optional size estimate	Not in packet	Not selected	Add only evidence that serves the stated question.

Buying question: BeforeNot in packet; ProposedNot selected; WhyAdd only evidence that serves the stated question.
Account match: BeforeNot in packet; ProposedNot selected; WhyAdd only evidence that serves the stated question.
Recorded revenue: BeforeNot in packet; ProposedNot selected; WhyAdd only evidence that serves the stated question.
Optional size estimate: BeforeNot in packet; ProposedNot selected; WhyAdd only evidence that serves the stated question.

Evidence packet is separate from chapter completion.

Optional: inspect or edit the card sections directly

The case tool above is the main activity. These alternatives let you inspect each rule and its consequences without starting another required quiz.

Section 1 of 4

Add this section to the card

Required evidence blocks a normal outcome when absent. Which set should be required here?

The submitted message aloneThe message, the email address, the company, and annual revenueThe message, the email address, and either a matched company or a checkable company name

Inspect the full card preview

Required evidence blocks a normal outcome when absent. Which set should be required here?Not written yet
Prohibited evidence is available and must not be used. Which belongs on that list?Not written yet
A required value is absent but could be estimated from what is there. What should the decision be permitted to do?Not written yet
Where should an estimated value be stored?Not written yet

Your place saves as you go.

Chapter 4 of 80 complete