Doctrine principle XP8 · Commercial mechanic grounding
Commercial mechanics
Twelve enumerated commercial mechanics anchor every §16.7 execution activity. XP8 (commercial mechanic grounding) requires every deliverable to link to at least one of these mechanics — activity disconnected from a commercial mechanic produces the activity-outcome disconnection that execution discipline specifically prevents. The runtime validates every deliverable mutation against this closed enumeration.
- 1. New Logo Acquisition
MECH_NEW_LOGO_ACQUISITIONAcquisition of net-new customer logos, measured by signed-contract events. Primary mechanic for market share growth and competitive displacement.
- Linked pillars
- 2
- Linked phases
- 4
- Attribution signal
- deal_closed_won_new_logo
- 2. Expansion Revenue
MECH_EXPANSION_REVENUEExpansion revenue within existing accounts: capability tier upgrades, product cross-sell, seat/usage expansion. Primary mechanic for NRR and LTV.
- Linked pillars
- 2
- Linked phases
- 3
- Attribution signal
- opportunity_expansion_won
- 3. Competitive Win Rate
MECH_WIN_RATEWin rate in competitive deals (opportunities with named alternative consideration). Primary mechanic for category positioning.
- Linked pillars
- 2
- Linked phases
- 4
- Attribution signal
- competitive_deal_win_rate
- 4. Reference Activation
MECH_REFERENCE_ACTIVATIONActivation of customers as public references: named case study, analyst reference, conference speaker. Primary mechanic for commercial credibility.
- Linked pillars
- 1
- Linked phases
- 3
- Attribution signal
- reference_activation_event
- 5. Renewal Health
MECH_RENEWAL_HEALTHRenewal rate and renewal-at-pricing-power. Primary mechanic for unit economic sustainability.
- Linked pillars
- 1
- Linked phases
- 3
- Attribution signal
- renewal_event_green
- 6. Integration Adoption
MECH_INTEGRATION_ADOPTIONAdoption of Marketplace integrations per tenant. Primary mechanic for ecosystem breadth and platform stickiness.
- Linked pillars
- 2
- Linked phases
- 4
- Attribution signal
- integration_installation_event
- 7. Analyst Recognition Advancement
MECH_ANALYST_RECOGNITIONAdvancement in analyst positioning (Magic Quadrant, Wave, MarketScape). Primary mechanic for enterprise deal acceleration.
- Linked pillars
- 2
- Linked phases
- 3
- Attribution signal
- analyst_report_published
- 8. Developer Ecosystem Growth
MECH_DEVELOPER_ECOSYSTEMDeveloper ecosystem growth: SDK downloads, active developers, community contributions. Primary mechanic for self-serve bottom-up adoption.
- Linked pillars
- 2
- Linked phases
- 4
- Attribution signal
- developer_activation_event
- 9. Compliance-Unlocked Revenue
MECH_COMPLIANCE_UNLOCKRevenue unlocked by compliance certification (HIPAA unlocks healthcare, PCI unlocks financial services). Primary mechanic for vertical market expansion.
- Linked pillars
- 2
- Linked phases
- 3
- Attribution signal
- compliance_gated_deal_closed
- 10. Hybrid Intelligence Differentiation
MECH_HYBRID_DIFFERENTIATIONDeals won on the basis of on-device / privacy-preserving / edge inference differentiation. Primary mechanic for regulated and sovereign-sensitive verticals.
- Linked pillars
- 2
- Linked phases
- 4
- Attribution signal
- hybrid_intelligence_decision_factor_cited
- 11. International Market Revenue
MECH_INTERNATIONAL_EXPANSIONRevenue from international markets (non-US). Primary mechanic for geographic diversification and multi-jurisdictional operational reality.
- Linked pillars
- 1
- Linked phases
- 2
- Attribution signal
- international_deal_closed
- 12. Benchmark-Driven Displacement
MECH_BENCHMARK_DISPLACEMENTDeals won on benchmark evidence (latency, accuracy, compliance, cost). Primary mechanic for technical-evaluation-driven sales.
- Linked pillars
- 3
- Linked phases
- 2
- Attribution signal
- benchmark_decision_factor_cited