---
title: Worked example - Fernwood
description: A complete fictional policy, the pack made from it, and decisions on three companies, end to end.
sidebar:
  order: 7
---

Fernwood Payments is a **fictional** company. It sells payment building blocks to other businesses (embedded wallets, stablecoin payouts and card issuing) through an API. Its sales team wrote a policy saying which prospects fit. Every company named on this page is fictional.

This page follows that policy all the way: the document, the pack, and three decisions.

## 1. The policy

The policy is a Google Doc with five sections: the job, five questions, thirteen routing rules, and outcomes with next steps. An excerpt:

> **The job.** Classify one prospect company, identified by its website domain, into exactly one outcome: Platform Builder, Payout Marketplace, Finance Team, Consumer App, Not a Fit, or one of the review lanes. [...] Use evidence no older than 90 days: a web page counts from when it was read, a record from its last update.
>
> **Question 2: What does the company offer as its main product?** Name the product the headline and first section lead with.
>
> - **Payments API.** Building blocks for money movement that other companies put inside their own product. Counts: "API", "SDK", "embed", "white-label", developer documentation for payments, wallets, payouts or cards. Doesn't count: an app people download to manage their own money. Example: "Tidewell: card issuing for any platform, live in days."
> - **Consumer money app.** An app individuals use under the company's own brand to hold, send, save or trade their own money. [...]
> - **Another financial product.** A financial product none of the above describes, such as lending, insurance or an investment account. [...]
>
> Where to look: the homepage headline and the first section under it, then the "Product" or "Platform" page.
>
> **Routing rules.** The first rule that matches decides. [...] 7. Platform Builder: a payments API whose main user is software teams is a Platform Builder. [...]
>
> **Outcomes and next steps.** Platform Builder: Route to the platform sales team within one business day and offer a sandbox key. [...]

Notice how the policy is written: every answer has a meaning, what counts, what doesn't and an example; every question says where to look; every outcome says what happens next. A policy written this way turns into a pack with no gaps.

## 2. The pack

The drafting assistant turns the policy into a pack for the job `classify-prospect`:

| Question | Type | Applies | Answers |
| --- | --- | --- | --- |
| `page_kind` | Answer choice | Always | `company_homepage`, `different_company`, `parked_or_broken`, `sign_in_wall`, `another_kind_of_page` |
| `offering` | Answer choice | When `page_kind` is `company_homepage` | `payments_api`, `consumer_money_app`, `business_finance_software`, `marketplace_platform`, `non_financial_product`, `services_or_media`, `other_financial_product` |
| `main_user` | Answer choice | On the homepage | `software_teams`, `everyday_consumers`, `finance_teams`, `sellers_and_creators`, `other_users` |
| `money_role` | Answer choice | On the homepage | `moves_customer_money`, `prepares_payments_only`, `money_pays_for_product`, `other_money_handling` |
| `payout_pattern` | Answer choice | When the offering is a marketplace | `pays_many_recipients`, `buyers_pay_single_store`, `paid_another_way` |

Each question's last answer (`another_kind_of_page`, `other_financial_product`, `other_users`, `other_money_handling`, `paid_another_way`) is its "none of these" answer, and each one routes to a review lane.

Outcomes: `platform_builder`, `payout_marketplace`, `finance_team`, `consumer_app`, `not_a_fit`, and four review lanes: `review_wrong_site`, `review_more_pages`, `review_conflicting_signals`, `review_policy_gap`.

Seventeen rules, in the policy's order (some policy rules become several pack rules), and 23 test cases that exercise every rule. `check_pack` returns no findings.

## 3. Three decisions

An agent is asked to evaluate three companies. For each, it calls `get_job_requirements` once, reads the company's site, and sends the exact words that answer each question.

### Tidewell: decided

The agent reads `tidewell.example` and sends:

```json
{
  "job": "classify-prospect",
  "entity_id": "tidewell.example",
  "facts": {
    "page_kind": { "text": "Tidewell: card issuing for any platform, live in days.", "source": { "class": "company-site", "id": "https://tidewell.example", "locator": "https://tidewell.example/#hero", "observedAt": "2026-10-21T09:00:00Z" } },
    "offering": { "text": "Tidewell: card issuing for any platform, live in days. Read the API docs.", "source": { "class": "company-site", "id": "https://tidewell.example", "locator": "https://tidewell.example/#hero", "observedAt": "2026-10-21T09:00:00Z" } },
    "main_user": { "text": "Built for developers and platforms. Integrate in an afternoon.", "source": { "class": "company-site", "id": "https://tidewell.example", "locator": "https://tidewell.example/#developers", "observedAt": "2026-10-21T09:00:00Z" } },
    "money_role": { "text": "Issue cards and settle balances for your users in 40 countries.", "source": { "class": "company-site", "id": "https://tidewell.example/how-it-works", "locator": "https://tidewell.example/how-it-works", "observedAt": "2026-10-21T09:00:00Z" } }
  }
}
```

Felspar classifies each excerpt against the released definitions (`company_homepage`, `payments_api`, `software_teams`, `moves_customer_money`), finds rule `platform-builder` matches, and returns:

- outcome `platform_builder`;
- why: the rule, quoted: "7. Platform Builder: a payments API whose main user is software teams is a Platform Builder.";
- next step: "Route to the platform sales team within one business day and offer a sandbox key.";
- a receipt.

### Quillpay: not decided yet, retry

The agent reads `quillpay.example`. The root page says only "Request access to Quillpay." The agent sends that as evidence for `page_kind`. Felspar classifies it as `sign_in_wall`, and rule `sign-in-wall` routes it to `review_more_pages`, whose next step is: "Read the company's 'Product', 'Pricing' and 'How it works' pages, then classify again once."

That is a held outcome with a next step for the agent. It reads those pages and asks again with the new evidence. Because the new attempt quotes pages it hadn't used before, it counts as progress. See [Retries and attempts](/guides/retries-and-attempts).

### Hollowmere: a person decides

The agent reads `hollowmere.example`: "Hollowmere: small-business loans in 24 hours." Felspar classifies the offering as `other_financial_product`, the policy's "none of these" for lending, and rule `outside-offering` routes the case to `review_policy_gap`: "A person on the sales operations team decides, and a repeated case becomes a new rule."

The agent doesn't guess whether a lender is a fit. It escalates, with the policy's own words.

## 4. Acting on a decision

The agent may draft an introduction email for Tidewell. Before the email tool runs, the [pre-action gate](/guides/pre-action-gate) checks that Felspar decided on `tidewell.example`, that the outcome is one that allows outreach (`platform_builder`, `payout_marketplace` or `consumer_app` in this setup), that every recipient is at `tidewell.example`, and that the receipt still verifies. For Hollowmere, the same tool call is denied.

## 5. Changing the policy

Months later, the sales team decides lenders are worth a conversation and edits the Doc. Felspar notices the edit and marks the source `changed`. Agents keep using the released pack. A member triages the change, an assistant drafts a revision, a backtest shows which past cases would now flip from `review_policy_gap` to a new outcome, and an approver releases it. Every agent on Latest uses the new rule on its next call. See [Source changes](/guides/source-changes).

## Try it yourself

Copy the full policy below into a Google Doc and follow the [Quickstart](/quickstart) with the job `classify-prospect`. The [Eve example](/integrations/eve) runs this kind of job against real websites.

## The full policy

The complete fictional policy, ready to paste into a Google Doc.

Fernwood Payments is a fictional company. It sells payment building blocks to other businesses: embedded wallets, stablecoin payouts and card issuing, through an API. This policy says which prospects fit, how to tell from public evidence, and what happens next. Every company named here is fictional.

### The job

Classify one prospect company, identified by its website domain, into exactly one outcome: Platform Builder, Payout Marketplace, Finance Team, Consumer App, Not a Fit, or one of the review lanes. The sales team uses the outcome to route the prospect; nobody contacts a prospect because of a classification alone.

Use evidence no older than 90 days: a web page counts from when it was read, a record from its last update.

### Question 1: What is on the prospect's page?

Read the page the website address leads to and say what kind of page it is.

- **Company homepage.** The page belongs to the prospect company and describes what it sells. Counts: a product headline, a product description or a sign-up offer under the company's own name. Doesn't count: a page that only shows a login form. Example: "Ledgerline helps software teams ship invoicing in a week."
- **Different company.** The page belongs to some other business than the prospect, such as a namesake or an acquirer. Counts: another brand name in the headline and footer. Doesn't count: the prospect's own page naming a partner or customer. Example: the address for "Corvid Labs" shows a page for Corvid Roofing.
- **Parked or broken page.** The page is a domain-for-sale notice, a placeholder or an error. Counts: "This domain may be for sale", "Coming soon" with no product, or a server error. Doesn't count: a real homepage that is slow or shows a cookie banner first. Example: "Buy this domain today."
- **Sign-in wall.** The page shows only a login or a request-access form and no description of the product. Counts: "Sign in to continue" as the only content. Doesn't count: a homepage with a sign-in button beside its product description. Example: "Request access to Quillpay."
- **Another kind of page.** The page is about the prospect but is not its own homepage: a news article, an app-store listing, a social profile or a job post. Counts: a publisher's name, store ratings, a follower count or "Apply now". Doesn't count: the prospect's own homepage that links to its news or app. Example: "Quillpay raises a seed round, reports the Ledger Times."

Where to look: open the domain's root address and read the first screen and the footer. If the root page is a sign-in wall, read the "About" or "Product" page linked from it.

### Question 2: What does the company offer as its main product?

Name the product the headline and first section lead with.

- **Payments API.** Building blocks for money movement that other companies put inside their own product. Counts: "API", "SDK", "embed", "white-label", developer documentation for payments, wallets, payouts or cards. Doesn't count: an app people download to manage their own money. Example: "Tidewell: card issuing for any platform, live in days."
- **Consumer money app.** An app individuals use under the company's own brand to hold, send, save or trade their own money. Counts: "Download the app", "Open your account", personal accounts or cards. Doesn't count: software a finance department buys. Example: "Pocketfern: the account that pays you back."
- **Business finance software.** Software a company's finance team uses for its own spending, bills, payroll or treasury. Counts: corporate cards, expense management, accounts payable, payroll. Doesn't count: an API sold to other software companies. Example: "Brightdesk: close your books in two days."
- **Marketplace platform.** A platform where many sellers, creators or workers earn money from buyers on the platform. Counts: seller sign-up, creator earnings, freelancer jobs, host payouts. Doesn't count: a single store selling its own goods. Example: "Stallrow: sell your handmade goods to millions."
- **Non-financial product.** A product whose value is not moving or managing money: software, hardware or goods that only take payment at checkout. Counts: project management, analytics, physical goods, travel booking. Doesn't count: software that moves or manages money for its users. Example: "Taskbirch: plan every sprint together."
- **Services or media.** An agency, consultancy, investor, news site or course rather than a product. Counts: case studies, "we build for you", a portfolio of investments, articles and newsletters. Doesn't count: a software product that publishes a blog. Example: "Northgate Ventures invests in early fintech."
- **Another financial product.** A financial product none of the above describes, such as lending, insurance or an investment account. Counts: "loans", "credit line", "insurance", "invest", "brokerage". Doesn't count: payments, consumer money apps or business finance software, which have their own answers. Example: "Hollowmere: small-business loans in 24 hours."

Where to look: the homepage headline and the first section under it, then the "Product" or "Platform" page. Search for "<company> product" in news and press if the homepage is unclear.

### Question 3: Who is the main named user?

Say who the page speaks to as the person or team using the product.

- **Software teams.** Developers, product teams or platforms who build the product into their own software. Counts: "for developers", "for platforms", "build", "integrate", links to API docs. Doesn't count: a company's finance staff buying software for their own use. Example: "Give your users wallets with three lines of code."
- **Everyday consumers.** Individual people managing their own money or buying for themselves. Counts: "you", "your money", app store badges, personal sign-up. Doesn't count: "you" addressed to a business owner about their company. Example: "Your paycheck, two days early."
- **Finance teams.** A company's finance, accounting or operations staff. Counts: "CFO", "finance team", "accounts payable", "spend controls". Doesn't count: developers building finance features into their own product. Example: "Give your finance team real-time control."
- **Sellers and creators.** People or small businesses who earn money through the platform. Counts: "sellers", "creators", "freelancers", "hosts", "get paid". Doesn't count: shoppers who buy from sellers. Example: "Creators keep 95 percent of every sale."
- **Other users.** The page names a user group none of the above describes, such as every kind of team, students or clinic staff. Counts: "for your team", "for every team", "for students", "for clinics". Doesn't count: a page that names no user at all. Example: "Where every team plans its week together."

Where to look: the homepage call to action and the "Customers" or "Who it's for" section; the pricing page usually names the buyer.

### Question 4: How does the product handle money?

Say what the product itself does with money.

- **Moves customer money.** The product holds, sends, pays out or settles money for its users. Counts: "send", "pay out", "settle", "transfer", balances, a stated licence. Doesn't count: a checkout that only takes payment for the company's own product. Example: "Payouts to 140 countries in minutes."
- **Prepares payments only.** The product creates invoices, payment links or instructions but another provider moves the money. Counts: "connects to your bank", "export payment files", "works with your processor". Doesn't count: a product that holds balances or sends the payments itself. Example: "Draft and approve bills; your bank sends them."
- **Money only pays for the product.** Money changes hands only when a customer buys the product itself: a subscription, a licence or goods. Counts: per-seat pricing, a checkout for the company's own goods. Doesn't count: a product that also holds or sends money for its users. Example: "Plans start at 12 dollars per seat."
- **Handles money another way.** The product deals with money in a way none of the above describes, such as lending its own money, investing for users or insuring them. Counts: "we lend", "credit limit", "managed portfolio", "premium". Doesn't count: sending, holding or paying out customers' money, which has its own answer. Example: "Borrow up to 50,000 dollars at a fixed rate."

Where to look: the "How it works", "Pricing" and "Payments" pages; a licence or regulatory footer line confirms money movement.

### Question 5: How do sellers get paid?

Asked only when the main product is a marketplace platform. Say how money reaches the sellers, creators or workers.

- **Pays many recipients.** The platform itself pays out to many sellers, creators or workers on a schedule. Counts: "weekly payouts", "earnings dashboard", "instant cash out". Doesn't count: refunds to buyers. Example: "Hosts are paid out every Friday."
- **Buyers pay a single store.** Buyers pay one merchant, and the platform takes no part in paying sellers. Counts: a single checkout for the platform's own catalogue. Doesn't count: a marketplace that pays many sellers. Example: "Free shipping on every order from our warehouse."
- **Sellers paid another way.** Sellers are paid outside the platform: buyers pay them directly, or another service pays them. Counts: "connect your PayPal", "clients pay you directly", "send your own invoice". Doesn't count: a platform that pays sellers out itself. Example: "Your clients pay you directly; we never touch the money."

Where to look: the seller, creator or host sign-up page and its help pages about getting paid.

### Routing rules

The first rule that matches decides.

1. Wrong site: the page belongs to a different company, is parked or broken, or is another kind of page. Send to the wrong-site review lane.
2. Sign-in wall: send to the more-pages review lane.
3. Not a fit by offering: a non-financial product, or services or media, is Not a Fit.
4. Not a fit by money: when money only pays for the product, the prospect is Not a Fit.
5. Payments prepared only: when the product only prepares payments, send to the more-pages review lane to confirm who moves the money.
6. Outside this policy: another financial product, other users, money handled another way, or sellers paid another way is a policy gap; send to the policy-gap review lane.
7. Platform Builder: a payments API whose main user is software teams is a Platform Builder.
8. Payments API for anyone else: a payments API that speaks mainly to consumers, finance teams or sellers is a policy gap; send to the policy-gap review lane.
9. Payout Marketplace: a marketplace platform that pays many recipients is a Payout Marketplace.
10. Single store: a marketplace platform where buyers pay a single store is Not a Fit.
11. Finance Team: business finance software used by finance teams or software teams is a Finance Team prospect.
12. Consumer App: a consumer money app used by everyday consumers is a Consumer App prospect.
13. Mismatch: a consumer money app sold to finance teams, software teams or sellers, or business finance software sold to everyday consumers or sellers, is conflicting; send to the conflicting-signals review lane.

### Outcomes and next steps

- **Platform Builder:** Route to the platform sales team within one business day and offer a sandbox key.
- **Payout Marketplace:** Route to the payouts specialist and share the payouts case study.
- **Finance Team:** Add to the finance-team nurture sequence; no direct outreach until they request a demo.
- **Consumer App:** Route to partnerships to discuss an embedded wallet; consumer apps are partners, not direct buyers.
- **Not a Fit:** Record the reason and do not contact the company.
- **Wrong-site review:** Find the company's official site with a web search for "<company> official website", then classify again with the new address.
- **More-pages review:** Read the company's "Product", "Pricing" and "How it works" pages, then classify again once.
- **Conflicting-signals review:** A person on the sales operations team reviews the page and decides within two business days.
- **Policy-gap review:** A person on the sales operations team decides, and a repeated case becomes a new rule.

When a question can't be answered from the evidence: read the page this policy names under "Where to look" for that question, then classify again once; if it is still unanswered, a person on the sales operations team reviews it.