{ "schema": "aivaon.well-known.commercial_execution.v1", "section": "16.5", "version": "16.5.0", "last_updated": "2026-04-22", "content_hash": "fnv1a:c7b97f4c", "canonical_artifact_path": "backend/artifacts/aivaon-section16.5-commercial-execution.json", "doctrine_principles": [ { "ordinal": 1, "id": "CE1_CONVERSION_AS_COMPOUND_FUNCTION", "name": "Conversion as Compound Function", "normative_statement": "Every stage of the deal lifecycle is a multiplier rather than an additive contributor, so a 5% improvement at each of nine stages compounds to ~55% pipeline-to-close lift; correspondingly, a 5% degradation at any single stage drags the whole motion. Commercial Execution Engineering treats stage-level metrics as first-class operating telemetry rather than annual sales-review reflection.", "owner": "commercial-execution-program", "evaluation_hook": "stage_conversion_compound_audit", "review_cadence_days": 7 }, { "ordinal": 2, "id": "CE2_HONEST_DISCOVERY_OVER_PURSUIT_THEATER", "name": "Honest Discovery Over Pursuit Theater", "normative_statement": "Discovery genuinely assesses fit rather than performing pursuit theater that converts ill-fitting prospects into deals that subsequently churn. Sales advances a prospect only when the prospect's actual constraints map to the platform's structural advantages; deals that fail discovery are explicitly disqualified rather than parked indefinitely in the pipeline.", "owner": "commercial-execution-program", "evaluation_hook": "qualification_honesty_review", "review_cadence_days": 14 }, { "ordinal": 3, "id": "CE3_COMMERCIAL_MECHANIC_PER_WIN", "name": "Commercial Mechanic Per Win", "normative_statement": "Every closed win attributes to one of the seven canonical commercial mechanics declared in the §16.1 doctrine (win_rate_improvement, sales_cycle_compression, ACV_expansion, churn_reduction, expansion_revenue, infrastructure_cost_reduction, analyst_recognition); wins without an attributable mechanic indicate either incomplete capture or misalignment with the doctrine's commercial thesis and trigger a learning review.", "owner": "commercial-execution-program", "evaluation_hook": "win_attribution_completeness" }, { "ordinal": 4, "id": "CE4_PRICING_INTEGRITY_ACROSS_CHANNELS", "name": "Pricing Integrity Across Channels", "normative_statement": "The five-tier SKU model and the entitlement matrix are the canonical commercial substrate; off-catalog SKUs, ad-hoc discounts beyond declared caps, and channel-specific pricing exceptions either route through governance or constitute violations. Pricing integrity is the multiplier on every other commercial mechanic — opaque pricing destroys the compound benefit of every other discoverability and execution investment.", "owner": "commercial-architecture-program", "evaluation_hook": "pricing_exception_audit" }, { "ordinal": 5, "id": "CE5_PARTNER_RECIPROCITY_OVER_PARASITISM", "name": "Partner Reciprocity Over Parasitism", "normative_statement": "Partner relationships are reciprocal — every partner's economics, attribution, and access reflect the value the partner contributes; partner engagements that extract value without proportionate contribution are restructured or wound down. The partner program is a cultivated ecosystem, not a procurement pipeline.", "owner": "partner-program-office", "evaluation_hook": "partner_reciprocity_review", "review_cadence_days": 90 }, { "ordinal": 6, "id": "CE6_CUSTOMER_REFERENCE_AS_STRATEGIC_ASSET", "name": "Customer Reference Cultivation as Strategic Asset", "normative_statement": "Customer references are cultivated as strategic assets — every successful deployment is a reference candidate, every reference candidate has a documented cultivation path, and every published reference is amplified through the analyst, public-relations, social-media, and sales-enablement functions. The reference library is the §16.6 PART VII trust signal substrate.", "owner": "customer-success-program", "evaluation_hook": "reference_cultivation_cadence" }, { "ordinal": 7, "id": "CE7_RENEWAL_AS_CONTINUATION_NOT_RE_SALE", "name": "Renewal as Continuation Not Re-Sale", "normative_statement": "Renewals are treated as continuation rather than re-sale — quarterly customer health pulses, expansion-trigger detection, and churn-intervention playbooks operate continuously so renewal events are formality rather than scramble. A renewal that requires substantive negotiation indicates a missed quarterly intervention, not a renewal-cycle deficiency.", "owner": "customer-success-program", "evaluation_hook": "renewal_continuation_health" }, { "ordinal": 8, "id": "CE8_WIN_LOSS_AS_PERMANENT_FUNCTION", "name": "Win-Loss as Permanent Function", "normative_statement": "Win-loss capture is a permanent operating function rather than a periodic study — every closed deal generates a structured win-loss record with the causal taxonomy (positioning fit, pricing, capability gap, integration gap, compliance gap, competitive displacement, timing, advocacy strength). The win-loss ledger feeds the §16.6 competitive intelligence integration and the §16.1 doctrine evolution program.", "owner": "commercial-execution-program", "evaluation_hook": "win_loss_capture_completeness" }, { "ordinal": 9, "id": "CE9_SALES_ENABLEMENT_ALIGNED_TO_DOCTRINE", "name": "Sales Enablement Aligned to Doctrine", "normative_statement": "Battlecards, value frameworks, ROI calculators, and objection-handling guides derive directly from the §16.1 Category Definition Charter, the §16.4 expansion product doctrine, the §16.6 honest comparative content, and the §16.6 published benchmark portfolio. Off-doctrine sales narratives violate the doctrine and are remediated through enablement governance.", "owner": "sales-enablement-program", "evaluation_hook": "enablement_doctrine_alignment_audit", "review_cadence_days": 30 }, { "ordinal": 10, "id": "CE10_SUSTAINED_CYCLE_OVER_QUARTER_END_HEROICS", "name": "Sustained Commercial Cycle Over Quarter-End Heroics", "normative_statement": "Commercial execution operates as a sustained weekly cycle rather than a quarter-end scramble — pipeline progression, win-loss capture, customer health pulses, partner reviews, and pricing exception triage operate continuously so the quarterly close is the projection of sustained operations rather than a discrete heroics event. Quarter-end discount theater indicates an unsustainable motion.", "owner": "commercial-execution-program", "evaluation_hook": "weekly_cycle_cadence_audit" }, { "ordinal": 11, "id": "CE11_COMMERCIAL_TRUTH_OVER_FORECAST_THEATER", "name": "Commercial Truth Over Forecast Theater", "normative_statement": "Pipeline forecasts reflect honest stage-conversion reality rather than commit-pressure theater. Forecast accuracy is itself a measurable metric (predicted vs. actual close per period); persistent forecast-actual divergence indicates a stage-criteria failure or a cultural pattern that erodes the commercial trust on which executive resource allocation depends.", "owner": "commercial-execution-program", "evaluation_hook": "forecast_accuracy_audit", "review_cadence_days": 30 } ], "deal_stages": [ { "ordinal": 1, "id": "STG1_INBOUND_LEAD", "name": "Inbound Lead", "summary": "Lead has indicated interest through a discoverability surface (form fill, demo request, sales chat, partner referral) but no qualification has occurred yet.", "advancement_evidence": [ "sales_assigned_at", "icp_match_attempted" ], "max_dwell_days": 2, "owner": "sales-development" }, { "ordinal": 2, "id": "STG2_QUALIFIED_LEAD", "name": "Qualified Lead", "summary": "Lead matches ICP (segment, geography, regulatory profile, current substitute) and has confirmed interest in a discovery conversation.", "advancement_evidence": [ "icp_match_confirmed", "discovery_meeting_scheduled" ], "max_dwell_days": 7, "owner": "sales-development" }, { "ordinal": 3, "id": "STG3_DISCOVERY", "name": "Discovery", "summary": "Account executive has run honest discovery and either advances the deal with documented buyer constraints + structural-advantage map, or disqualifies (DP2 honest discovery).", "advancement_evidence": [ "buyer_constraints_documented", "structural_advantage_map_built", "champion_identified" ], "max_dwell_days": 21, "owner": "account-executive" }, { "ordinal": 4, "id": "STG4_TECHNICAL_VALIDATION", "name": "Technical Validation", "summary": "Solutions engineer leads a structured proof point against the buyer's actual constraint set: trial, sandbox, replayable trace evidence, sample integration.", "advancement_evidence": [ "technical_proof_completed", "evidence_artifact_attached" ], "max_dwell_days": 30, "owner": "solutions-engineering" }, { "ordinal": 5, "id": "STG5_BUSINESS_CASE", "name": "Business Case", "summary": "Joint business case built with the buyer using doctrine-aligned ROI framework. Commercial mechanic explicitly identified per CE3.", "advancement_evidence": [ "business_case_document", "commercial_mechanic_identified", "executive_sponsor_engaged" ], "max_dwell_days": 21, "owner": "account-executive" }, { "ordinal": 6, "id": "STG6_PROPOSAL", "name": "Proposal", "summary": "Formal proposal issued with SKU + entitlement matrix line items, pricing within tier discount cap, contract draft. CE4 pricing integrity enforced.", "advancement_evidence": [ "proposal_document", "pricing_within_cap", "draft_contract_shared" ], "max_dwell_days": 14, "owner": "account-executive" }, { "ordinal": 7, "id": "STG7_NEGOTIATION", "name": "Negotiation", "summary": "Active commercial + legal negotiation. Pricing exceptions (if any) routed through governance (CE4). Procurement, security, legal review tracked.", "advancement_evidence": [ "pricing_exceptions_governed", "procurement_review_complete", "security_review_complete", "legal_redlines_resolved" ], "max_dwell_days": 30, "owner": "account-executive" }, { "ordinal": 8, "id": "STG8_CLOSED_WON", "name": "Closed-Won", "summary": "Contract executed; deal moves to onboarding. CE3 commercial mechanic + CE8 win record captured before lifecycle closure.", "advancement_evidence": [ "contract_executed", "commercial_mechanic_attributed", "win_record_captured", "customer_success_handoff" ], "max_dwell_days": 7, "owner": "customer-success" }, { "ordinal": 9, "id": "STG9_CLOSED_LOST", "name": "Closed-Lost (or Disqualified)", "summary": "Deal terminated. CE8 structured loss record captured with causal taxonomy. Feeds §16.6 competitive intelligence + §16.1 doctrine evolution.", "advancement_evidence": [ "loss_record_captured", "causal_taxonomy_assigned", "ci_signal_dispatched_if_applicable" ], "max_dwell_days": 7, "owner": "commercial-execution-program" } ], "sales_motions": [ { "id": "MTN_PLG_SELF_SERVE", "name": "PLG self-serve", "target_acv_band_usd": "100-2400", "qualification_floor": "icp_match_only", "close_rate_floor_pct": 12, "max_cycle_days": 14, "primary_skus": [ "starter", "professional" ] }, { "id": "MTN_SALES_ASSISTED", "name": "Sales-assisted self-serve", "target_acv_band_usd": "2400-25000", "qualification_floor": "icp_match_plus_champion", "close_rate_floor_pct": 22, "max_cycle_days": 45, "primary_skus": [ "professional", "business" ] }, { "id": "MTN_MID_MARKET", "name": "Mid-market sales", "target_acv_band_usd": "25000-150000", "qualification_floor": "champion_plus_executive_sponsor", "close_rate_floor_pct": 28, "max_cycle_days": 90, "primary_skus": [ "business", "enterprise" ] }, { "id": "MTN_ENTERPRISE", "name": "Enterprise sales", "target_acv_band_usd": "150000-1000000", "qualification_floor": "executive_sponsor_plus_procurement", "close_rate_floor_pct": 32, "max_cycle_days": 180, "primary_skus": [ "enterprise", "sovereign" ] }, { "id": "MTN_SOVEREIGN", "name": "Sovereign / regulated sales", "target_acv_band_usd": "500000-10000000", "qualification_floor": "executive_plus_compliance_sponsor", "close_rate_floor_pct": 38, "max_cycle_days": 270, "primary_skus": [ "sovereign" ] } ], "partner_program_tiers": [ { "id": "PTR_REFERRAL", "name": "Referral", "summary": "Lead referral with attribution; partner does not engage in delivery.", "min_quarterly_referrals": 2, "revenue_share_pct": 10, "owner": "partner-program-office" }, { "id": "PTR_RESELLER", "name": "Reseller", "summary": "Partner resells AIVAON SKUs under partner contract with margin retention.", "min_quarterly_revenue_usd": 50000, "revenue_share_pct": 20, "owner": "partner-program-office" }, { "id": "PTR_SYSTEM_INTEGRATOR", "name": "System integrator", "summary": "Partner delivers AIVAON-based implementation services with platform expertise.", "min_quarterly_implementations": 2, "revenue_share_pct": 15, "owner": "partner-program-office" }, { "id": "PTR_TECHNOLOGY", "name": "Technology partner", "summary": "Partner integrates with AIVAON via a §16.6 marketplace integration entity.", "minimum_integration_state": "general_availability", "owner": "partner-program-office" }, { "id": "PTR_STRATEGIC", "name": "Strategic partner", "summary": "Co-engineered, co-marketed, co-sold strategic alliance with shared roadmap.", "annual_review_required": true, "owner": "partner-program-office" } ], "reference_cultivation_states": [ { "id": "REF_CANDIDATE", "ordinal": 1, "name": "Candidate", "summary": "Customer success has identified this customer as a candidate.", "next_state": "REF_ENGAGED", "max_dwell_days": 30 }, { "id": "REF_ENGAGED", "ordinal": 2, "name": "Engaged", "summary": "Reference development conversation in progress.", "next_state": "REF_CAPTURED", "max_dwell_days": 30 }, { "id": "REF_CAPTURED", "ordinal": 3, "name": "Captured", "summary": "Interview conducted, outcome metrics gathered, customer attribution confirmed.", "next_state": "REF_PRODUCED", "max_dwell_days": 21 }, { "id": "REF_PRODUCED", "ordinal": 4, "name": "Produced", "summary": "Case study artifact produced; legal/marketing approvals collected.", "next_state": "REF_PUBLISHED", "max_dwell_days": 21 }, { "id": "REF_PUBLISHED", "ordinal": 5, "name": "Published", "summary": "Case study live on /customers + structured-data emitted; §16.6 trust signal recorded.", "next_state": "REF_AMPLIFIED", "max_dwell_days": 14 }, { "id": "REF_AMPLIFIED", "ordinal": 6, "name": "Amplified", "summary": "Analyst, public-relations, social-media, sales-enablement amplification complete.", "next_state": null, "max_dwell_days": null } ], "renewal_pulse_kinds": [ { "id": "PULSE_HEALTH_SCORE", "name": "Health score", "cadence_days": 90, "purpose": "Quantitative customer health (utilization, expansion, support load, csat)." }, { "id": "PULSE_EXPANSION_TRIGGER", "name": "Expansion trigger", "cadence_days": 30, "purpose": "Detect signals indicating a customer is ready for tier upgrade or product attach." }, { "id": "PULSE_CHURN_INTERVENTION", "name": "Churn intervention", "cadence_days": 14, "purpose": "Detect signals indicating elevated churn risk; trigger CSM intervention playbook." }, { "id": "PULSE_RENEWAL_PREP", "name": "Renewal prep", "cadence_days": 90, "purpose": "Pre-renewal preparation 90/60/30 days out to ensure continuation rather than scramble (CE7)." } ], "win_loss_causes": [ { "id": "CAUSE_POSITIONING_FIT", "name": "Positioning fit (or misfit)" }, { "id": "CAUSE_PRICING", "name": "Pricing (within or beyond tier cap)" }, { "id": "CAUSE_CAPABILITY_GAP", "name": "Capability gap" }, { "id": "CAUSE_INTEGRATION_GAP", "name": "Integration gap" }, { "id": "CAUSE_COMPLIANCE_GAP", "name": "Compliance gap" }, { "id": "CAUSE_COMPETITIVE_DISPLACEMENT", "name": "Competitive displacement" }, { "id": "CAUSE_TIMING", "name": "Timing" }, { "id": "CAUSE_ADVOCACY_STRENGTH", "name": "Advocacy strength (champion present or absent)" }, { "id": "CAUSE_PROCUREMENT_FRICTION", "name": "Procurement friction" }, { "id": "CAUSE_NO_DECISION", "name": "No decision (status-quo bias)" } ], "commercial_metrics": [ { "id": "MET_ARR", "name": "Annual Recurring Revenue", "unit": "usd", "frequency": "monthly" }, { "id": "MET_NRR", "name": "Net Revenue Retention", "unit": "pct", "frequency": "monthly" }, { "id": "MET_GRR", "name": "Gross Revenue Retention", "unit": "pct", "frequency": "monthly" }, { "id": "MET_CAC_PAYBACK", "name": "CAC Payback", "unit": "months", "frequency": "monthly" }, { "id": "MET_WIN_RATE_BY_MOTION", "name": "Win Rate by Motion", "unit": "pct", "frequency": "weekly" }, { "id": "MET_AVG_SALES_CYCLE", "name": "Average Sales Cycle by Motion", "unit": "days", "frequency": "weekly" }, { "id": "MET_PIPELINE_COVERAGE", "name": "Pipeline Coverage Ratio", "unit": "ratio", "frequency": "weekly" }, { "id": "MET_FORECAST_ACCURACY", "name": "Forecast Accuracy", "unit": "pct", "frequency": "monthly" }, { "id": "MET_REFERENCE_CONTRIBUTION", "name": "Reference-Contributed Pipeline %", "unit": "pct", "frequency": "monthly" }, { "id": "MET_PARTNER_CONTRIBUTION", "name": "Partner-Contributed Revenue %", "unit": "pct", "frequency": "monthly" } ], "weekly_review_cycle": { "scheduled_day": "tuesday", "phases": [ "pipeline_progression", "win_loss_review", "customer_health_review", "pricing_exception_review", "forecast_calibration" ], "inputs": [ "deal_lifecycle_ledger", "win_loss_ledger", "renewal_pulse_records", "pricing_exception_registry", "discoverability_action_queue" ], "outputs": [ "weekly_priority_action_list", "forecast_update", "doctrine_amendment_proposals_if_pattern", "executive_summary" ] }, "public_apis": { "doctrine_envelope": "https://api.aivaon.com/api/v1/aivaon/commercial-execution", "principles": "https://api.aivaon.com/api/v1/aivaon/commercial-execution/principles", "stages": "https://api.aivaon.com/api/v1/aivaon/commercial-execution/stages", "motions": "https://api.aivaon.com/api/v1/aivaon/commercial-execution/motions", "partner_tiers": "https://api.aivaon.com/api/v1/aivaon/commercial-execution/partner-tiers", "reference_program": "https://api.aivaon.com/api/v1/aivaon/commercial-execution/reference-program", "renewal_pulses": "https://api.aivaon.com/api/v1/aivaon/commercial-execution/renewal-pulses", "win_loss_causes": "https://api.aivaon.com/api/v1/aivaon/commercial-execution/win-loss-causes", "metrics": "https://api.aivaon.com/api/v1/aivaon/commercial-execution/metrics", "manifest": "https://api.aivaon.com/api/v1/aivaon/commercial-execution/manifest.json" }, "public_pages": { "doctrine": "https://www.aivaon.com/commercial-execution", "principles": [ "https://www.aivaon.com/commercial-execution/principles/CE1_CONVERSION_AS_COMPOUND_FUNCTION", "https://www.aivaon.com/commercial-execution/principles/CE2_HONEST_DISCOVERY_OVER_PURSUIT_THEATER", "https://www.aivaon.com/commercial-execution/principles/CE3_COMMERCIAL_MECHANIC_PER_WIN", "https://www.aivaon.com/commercial-execution/principles/CE4_PRICING_INTEGRITY_ACROSS_CHANNELS", "https://www.aivaon.com/commercial-execution/principles/CE5_PARTNER_RECIPROCITY_OVER_PARASITISM", "https://www.aivaon.com/commercial-execution/principles/CE6_CUSTOMER_REFERENCE_AS_STRATEGIC_ASSET", "https://www.aivaon.com/commercial-execution/principles/CE7_RENEWAL_AS_CONTINUATION_NOT_RE_SALE", "https://www.aivaon.com/commercial-execution/principles/CE8_WIN_LOSS_AS_PERMANENT_FUNCTION", "https://www.aivaon.com/commercial-execution/principles/CE9_SALES_ENABLEMENT_ALIGNED_TO_DOCTRINE", "https://www.aivaon.com/commercial-execution/principles/CE10_SUSTAINED_CYCLE_OVER_QUARTER_END_HEROICS", "https://www.aivaon.com/commercial-execution/principles/CE11_COMMERCIAL_TRUTH_OVER_FORECAST_THEATER" ], "partner_program": "https://www.aivaon.com/partners", "customer_stories": "https://www.aivaon.com/customers" }, "integrity": { "schema_id": "aivaon.section16.5.commercial_execution.v1", "json_schema_path": "backend/artifacts/aivaon-section16.5-commercial-execution.schema.json", "mutation_workflow": "PR to canonical artifact + corresponding catalog evolution decision", "doctrine_principles_count": 11, "deal_stages_count": 9, "sales_motions_count": 5, "partner_program_tiers_count": 5, "reference_cultivation_states_count": 6, "renewal_pulse_kinds_count": 4, "win_loss_causes_count": 10, "commercial_metrics_count": 10 }, "contact": { "organization": "AIVAON (WorkSpax LLC)", "website": "https://www.aivaon.com", "commercial_correspondence": "commercial@aivaon.com", "partner_correspondence": "partners@aivaon.com", "generic_support": "support@aivaon.com" } }