A shared language for AI-first commercial excellence.
Three pillars. 14 capabilities. Five maturity levels. One working method to turn an honest baseline into a prioritised roadmap your leadership team can agree on.
One framework, read top down.
Pillars set the question. Capabilities break it into measurable parts. Maturity levels make it scorable. Together they collapse a year of strategy debate into a single page.
- 3Pillars
Plan, Do, Check & Improve. The classic management loop, applied to a commercial engine being rebuilt around AI.
- 14Capabilities
Concrete parts of commercial work like sizing, ICP, enablement, attribution. Each one observable and scorable.
- 5Maturity levels
From manual to AI-native. The same scale for every capability, so one number compares cleanly across the org.
- ≈90Sub-processes
Underneath every capability sits a working library of processes, with tooling, roles, and the place AI plays in each.
Plan · Do · Check & Improve.
Every capability sits in exactly one pillar. That keeps scoring conversations focused and roadmap choices crisp. Each capability opens onto its own working library of sub-processes.
Choose the right markets, ambition and guardrails.
- 01Opportunity sizing rigor
- 02ICP and segmentation
- 03Target-setting and ambition
- 04GTM and channel strategy
- 05Commercial and AI risk
- 06AI governance and responsible use
Equip the org to execute with AI in the workflow.
- 07Org, roles and AI literacy
- 08Data and tech foundation
- 09Automation and AI in the workflow
- 10Sales excellence methodology
- 11Enablement and coaching
Measure, scale and learn continuously.
- 12Performance measurement and attribution
- 13Scaling and standardization
- 14Learning loops and roadmap
The same five steps, every capability.
Where you land is the honest answer to "what does today actually look like?", not the aspiration. Run it again in six months and watch the heatmap shift.
A repeatable working rhythm.
- Score honestly
Rate every capability, per segment. Evidence over opinion.
- Mark health
Green, amber, red against what the business actually needs.
- Pick the few
Choose three to five capabilities where movement unlocks the most value.
- Re-score
Run the diagnostic every six months. Watch the heatmap shift.
The framework names the gaps. We help you close them.
Avaus combines the diagnostic with three building blocks every AI-first commercial organisation needs. We put them in place one step at a time, alongside your team.
Your commercial brain
A live knowledge graph fed by meetings, CRM, content and signals. The shared memory your sellers, marketers and AI all draw from.
Your commercial engine, in writing
Plain-text, versioned descriptions of how revenue is made. Machine and human readable, portable across Salesforce, Microsoft, or any composable stack.
A self-reinforcing loop
Humans and AI working as one team. Feedback from the field updates the brain, the brain sharpens the backbone, the backbone guides the next action.
Tangible, in-the-flow activities. No slideware.
- Meeting transcripts from client calls flow into the knowledge graph, with daily and weekly insight sweeps.
- 1:1 sales coaching transcripts capture sentiment in the sales floor and how managers actually coach.
- AI copilots for meeting prep, follow-ups and customer insights, embedded where sellers already work.
- First version of the commercial backbone written, reviewed and versioned with your leadership team.