A three-play sales strawman — AI Strategy (front-door), AI Sovereignty (strategic differentiator), AI ROI (CFO-facing) — each with its own parable (the anchor), talk track, quick start, executor, and landing page. Twelve Wave 1 artifacts (four per play), a beat-by-beat parable talk track for each, and all three interactive models — Maturity, Sovereignty and Cost — built and bundled, mapped to a shared 5-wave release cadence, ready for LT review.
Each play is a self-contained sales strawman with its own parable, presenter talk track, executor, quick start, and landing page. All three share the same 14-slot asset spine, wave train, and Seismic Phase 1–4 mapping.
A 15-slot matrix across the three plays — one row per artifact type, one column per play — fronted by one cross-play row: the external-facing introduction. Each row is tagged WHY (the parable — why this matters to the customer), WHAT (the model — what our approach is) or HOW (how a seller instantiates it). Twelve Wave 1 artifacts are shipped and bundled, plus all three interactive models — Maturity, Sovereignty and Cost — and a beat-by-beat parable talk track for each play. Every shipped file is self-contained, cross-linked, and ready to drop into a Sales Play folder or hosted together at salesplays.uderia.com.
A single customer conversation rarely stays inside one play. Each play has explicit signals in the Executor and Talk Track that route toward the other two. This map is the seller's mental model.
Strategy asks: where are we on the journey? Sovereignty asks: who holds the switches? ROI asks: what does a unit of work cost? A single CDO / CAIO / CFO / CISO conversation can begin in any one and pivot to the others. The Executors detect the signal in the persona essay; the Talk Track Guides define the pivot cues; the routing map below shows which parable to send as the follow-up. The external-facing version of this map is The Three Questions — a one-page board briefer (EN + DE, print-ready) to send before the first meeting.
Signal: customer mentions "Policy Layer", "jurisdictional reach", or DPO/CISO enters the conversation.
Action: send Kill Switch parable as follow-up.
Signal: customer mentions "AI capex on the P&L", "variable pricing", or CFO/FinOps enters.
Action: send The Cost of More parable as follow-up.
Signal: customer needs architectural answer, not just economic — or asks about hybrid / air-gap.
Action: route bilaterally between ROI and Sovereignty.
Assets ship in the order they unlock a moment the seller must win — not by dev-effort or calendar. Every wave applies to all three plays. Reading down a column shows what a seller can do at each stage of the deal. Reading across a row shows how the three plays sit at that stage.
Wave 1 (Get in the room) is where we are — 12 Wave 1 artifacts in this pack (four per play), plus all three interactive models. Waves 2–5 are the roadmap: each play deepens its model, then adds the defense and sustain layers around it.
Play cards at the top link to each play's landing page — the internal-facing strawman with the wave train, asset spine, phase mapping, and backlog. Every landing page is where LT will land when reviewing a play.
Artifact matrix in the middle indexes every slot — 12 Wave 1 artifacts, 3 parable talk tracks and all 3 interactive models are bundled in this pack (18 total). Every row is one artifact type; every column is one play. Status pills: Live = validated, use it · In review = built and usable, content pending expert sign-off · WIP = in flight this quarter. The AI Maturity Model is the validated one; the Sovereignty and Cost Models are built and working, but their content — the 30 controls and the benchmark reductions — still needs domain-expert sign-off before customer use.
Cross-play routing is the seller's mental model for how a single customer conversation moves between plays. Every Executor and Talk Track Guide has explicit routing cues that map to this diagram.
Wave train at the bottom shows all three plays at each of the five waves. Reading down = seller's deal cycle. Reading across = play-by-play maturity at that stage.
Shared foundation across all three plays: same funnel filter (regulated · sensitive · low maturity · trust-based entry) · same Capability Gap Analysis service catalog (293-node model) · same Knowledge Platform Comparison competitive overlay · same naming source of truth (Guide D044422).