Step 3 — Source: what the rate is applied to
"What field drives the calculation?" — or, on the card itself, "Where does the value come from?"
This is the most expensive detail in a rule. Get it wrong and every payout is wrong by the same proportion, which is exactly the kind of error nobody notices: nothing looks broken, you are simply paying 6% of the wrong number all year.
The two options
| Option | Description |
|---|---|
| Deal value | "Total value on the opportunity." The Pipedrive deal value |
| Custom source | "Another monetary field from your CRM." Pick the field |
Ask yourself, before choosing:
- Total contract value, or annual value, on a multi-year deal?
- Gross, or net of discount?
- The whole figure, or the recurring component only?
If any of those matter to you, Deal value is probably not the right answer — map a field and choose Custom source.
If the field you want isn't there
You will see "No source-eligible fields yet" with a link: "Activate a monetary field in Fields Management to use this option."
Only monetary fields can be a source. Go to Organization → Data Sources → Fields, mark the field, then come back.
A field that stopped being source-eligible shows as "Previous selection (no longer source-eligible)" — reselect a live one, or the rule cannot save.
If the value is missing
A dropdown at the bottom of the step: If the value is missing → Skip the deal.
Worth a deliberate decision. A rule that skips is honest — the deal simply does not pay, and you will see it in Deal Review. Left unconsidered, a half-populated custom field quietly shrinks your payouts.
Ungated vs gated rules
The step tells you which kind of rule you are in:
Ungated — "Ungated rule — the Source is a free choice." No accelerator is bound to a quota, so you pick whatever field you like.
Gated — "Gated rule — Source follows the accelerator's quota and is locked." Once a
rule's Multiplier is bound to a quota, the Source stops being editable and shows
Measured by <basis> instead, with the explanation:
"This rule pays on the basis of the
<quota>quota you chose for its accelerator — so the two can never measure different things."
This is a feature, not an obstacle. An accelerator that measures bookings while the rate pays on revenue produces numbers nobody can defend. Lokom refuses to let the two drift.
To change a gated Source, change the quota it is bound to — the step links you there: Change in the accelerator's quota.
If you try to bind a quota whose basis disagrees with the Source, you get:
"This accelerator's quota measures
<X>, but the rule's Source pays on<Y>. Pick a quota whose basis matches the Source, or change the Source."
Common mistakes
- Leaving Deal value because it was the default. It is the default, not a decision.
- Fighting the lock on a gated rule. Change the quota instead.
- Ignoring "If the value is missing." Silent skips look like a calculation bug later.