§16.8 · Commercial dimension · 7 metrics
Commercial scoreboard
Commercial outcome evidence. Win rate against wrapper platforms and hyperscaler-native voice offerings, ACV trend, sales cycle compression, dollar-based net retention, gross logo churn, and competitor displacement rate. Owned by the CEO; reviewed weekly.
- Owner
- OWN_CEO
- Review cadence
- 7 days
- Metrics
- 7
- In red
- 0
| Metric | Latest | Status | Trend | Q4 target | Year-2 target | Source |
|---|---|---|---|---|---|---|
Win rate vs wrapper platforms (Vapi, Retell, Bland) Proportion of competitive deals won when the alternative consideration is one of Vapi, Retell, or Bland. Primary mechanic for wrapper-platform displacement. METRIC_WIN_RATE_VS_WRAPPERS | — | unknown | — | 75.0% | 80.0% | database |
Win rate vs hyperscaler-native options (Google Contact Center AI, Microsoft Copilot Studio) Proportion of competitive deals won when the alternative is a hyperscaler-native voice AI platform. Tests AIVAON's sovereignty + substrate-ownership positioning against cloud-native incumbents. METRIC_WIN_RATE_VS_HYPERSCALER | — | unknown | — | 65.0% | 72.0% | database |
Average annual contract value (ACV) trend ACV across new logos, trending upward as tier mix shifts toward Business and Enterprise SKUs. Evidence of enterprise-grade positioning taking hold. METRIC_ACV_TREND | — | unknown | — | $72.0k | $120.0k | database |
Sales cycle length Median days from opportunity creation to close. Trending downward as category definition reduces evaluation complexity. METRIC_SALES_CYCLE_LENGTH | — | unknown | — | 65 d | 55 d | crm |
Dollar-based net revenue retention (NRR) Expansion revenue from existing customers measured as dollar-based net retention. Primary driver of unit-economic sustainability. METRIC_NET_DOLLAR_RETENTION | — | unknown | — | 125.0% | 135.0% | database |
Gross logo churn rate Trailing-12-month gross churn rate. Trending downward as platform integration deepens and customers accumulate switching cost. METRIC_CHURN_RATE | — | unknown | — | 6.0% | 4.0% | database |
Competitor displacement rate Proportion of new deals that replace (rip-and-replace) a named competitor deployment. Leading indicator of the displacement motion that drives sustained category leadership. METRIC_COMPETITOR_DISPLACEMENT_RATE | — | unknown | — | 45.0% | 55.0% | database |