Models & Tactic Library

Short Description A Model defines tactic types, conversion rates, velocity, and integrations available in your instance. The Tactic Library is the per-tactic-type configuration within a Model. This article covers both.

What this article answers

What a Model contains and why it matters.
How to create a Model.
How the Tactic Library controls tactic-level defaults.

What a Model is

A Model is the master configuration for tactic types in your instance. It defines:

The Tactic Types available (Webinar, Email Campaign, Sponsored Post, etc.).
The default Planned Cost for each Tactic Type.
The default conversion rates between funnel stages.
The velocity (days between stages).
Whether each stage is a valid target stage for tactics.
Approval flags for tactics.
Which integrations apply to each Tactic Type.

When users create new tactics, the Tactic Type defaults pull from the Model.

Creating a Model

Go to Settings → Models.
Click New Model.
In the Model Overview tab:
- Name the model (e.g., "Demand Gen Model FY26").
- Enter Average Deal Size (ADS) — used for revenue calculations.
- Configure conversion rates for each funnel stage:
  - Percentage between stages.
  - Velocity (average calendar days between stages).
  - Allowed as Target Stage (Yes/No).
- Set general configurations:
  - Required planned costs on tactics — enabling means cost edits can trigger re-approval.
  - Prevent negative Sys_Gen_Balance — sum of Line Items can't exceed Tactic Planned Cost.
Click Save Current Version & Continue.

The Tactic Library opens for further configuration.

The Tactic Library

The Tactic Library is the per-Tactic-Type configuration inside a Model. For each Tactic Type you want to enable:

Target Stage — where waterfall calculations begin for this Tactic Type.
Projected Responses — typical response count.
Projected Cost — typical Planned Cost.
Deploy to Model — checkbox; if unchecked, the Tactic Type doesn't appear in selection lists.
Deploy to Integration — default integration enablement.
Approval flag — whether this Tactic Type requires approval.

After configuring each Tactic Type, click Save & Continue then Publish with a chosen publish date.

Active vs All tabs

Models appear under two tabs in Settings → Models:

Active tab (default) — currently-active models.
All tab — includes inactive and draft models. Duplicated models land here, not on Active.

To revert from a duplicated model to a published version, find it on the All tab.

Model versions

Hive9 tracks Model versions. Each save creates a new version. Previous versions remain accessible for reference.

Integrations and Models

Integrations are assigned to Models — and then enabled per Tactic Type in the Tactic Library:

Only one integration per type per Model. If you have two Salesforce integrations in your instance, only one can be assigned to a given Model.
Adding an integration to the Model is step 1.
Enabling it for each Tactic Type in the Tactic Library is step 2.

Tactic Type Categories

Your instance starts with two standard categories — Asset and Promotion — which can be edited. Add custom categories from Settings → Tactic Type Categories.

Categories help organize Tactic Types for reporting and filtering. The default Tactic Category controls which views appear in Summary, Revenue, and Waterfall reports.

Recommended setting

For most instances, set "Allowed as Target Stage" to True for all stages. Restricting target stages can cause tactics to be unavailable for certain stage configurations.

Common questions

Can I have multiple Models in one instance? Yes. Different parts of your organization may use different Models. Tactics reference the Model they were created under.

What happens if I edit a Model after tactics are created? Existing tactics keep their values. New tactics use the updated Model defaults. Re-approval is not triggered just by Model changes.

Can I copy a Model? Yes — duplication is available, but copies land on the All tab, not Active. Activate manually after editing.

How do I retire a Model? Make sure no current tactics reference it. Then mark it Inactive. Don't delete unless you're sure no historical reference is needed.