From human analytics to agentic intelligence.
The front-door play. For CDOs and Chief AI Officers where the board is asking "where are we on the AI journey — and what does the next stage cost?" Framed by The Ascent — the parable that turns the buzzword cloud into a route with a named summit and a marked Wall. Its model — the interactive AI Maturity Model — scores the estate against 27 requirements traced to Forrester, Gartner and IDC, and returns a roadmap computed from the customer's own answers.
A journey argument — every level named, every requirement analyst-traced.
AI maturity is not a vendor opinion. Every enterprise AI journey climbs the same six levels, and every one meets the same wall where a pilot has to become an enterprise agent. This play turns that structural fact into a diagnostic — and hands the CDO office a defensible written roadmap in two hours, with every requirement traced to Forrester, Gartner or IDC.
The Ascent parable
Interactive · in this pack. ~5-minute interactive scroll-story. The buzzword cloud becomes a mountain with a named summit, a sequence of reachable camps, and a clear marker at The Wall. EN + DE.
- Companion talk tracks EN + DE
- Companion Executor (persona-tuned outreach)
- Sets up the AI Maturity Model — the play's model
Where the journey has stalled
This play works where the AI ambition is large enough to be board-level and the AI outcome is smaller than the ambition.
- Board-mandated AI transformation ✓✓
- >2 years of AI investment, still POC-heavy
- Published maturity assessment (own or third-party)
- Data governance in place, agentic AI not yet at scale
CDO · CAIO · Head of Architecture
Strategic owner of the AI journey. Reads the roadmap. Owns the maturity narrative to the board. Answers the "where are we, where can we go" question.
- Secondary: Head of AI Platform · Chief Data Scientist
- Anti-signal: AI treated as pure R&D, no P&L ownership
- Anti-signal: no published or internal maturity assessment
Forrester · Gartner · IDC
Structural framework
Parable · Guide · Quick Start · Executor
Parable · Quick Start · Executor
Assets ship in the order the seller experiences the deal.
Wave 1 is the sales-play layer around the parable and the model. The sales-play layer around the bundled parable and model is the work.
Get in the room
CDO outreach · positioning · first-meeting framingFrame & diagnose
Interest → scored maturity assessmentDesign & scope
Workshop-ready, engagement-readyJustify & defend
Survive procurement · competitionClose, expand, sustain
Scale · refresh · executor · routingSix artifacts. Field-usable today.
Six self-contained HTML files — no build step, no dependencies, each opens from a local folder. The parable opens the conversation and the model runs the diagnostic; the four sales assets around them carry the choreography. House-of-brand guardrails applied; naming compliant throughout.
Four layers. Six levels. 27 analyst-derived requirements.
Not a Teradata framework. Every requirement traces back to Forrester, Gartner, or IDC. That is what earns procurement's trust — and what makes the Maturity Model asset defensible in every strategy conversation.
The 4-layer architecture is the analyst-grounded reference model. Bottom-up: Knowledge (foundation), Translation (semantic grounding — where AI hallucinations are won or lost), Agentic (where agents reason and act), Policy (the trust layer). 27 requirements distributed across the four. All published, all defensible.
📊 Analyst frameworks — every requirement sourced
The 27 functional requirements are derived from six published analyst frameworks. This is what makes the AI Maturity Model asset survive procurement scrutiny.
Every sales-play slot with a wave assignment and a status.
Same 14-slot spine as Sovereignty and ROI. Strategy's is the most complete of the three because its model (the Maturity Model) has been live for months.
| Slot | Content | Status | Wave |
|---|---|---|---|
| A · High-level graphic | 4-layer architecture + 6-level journey visualizationIn this pack · reusable in decks | ✅ Live | W1 |
| B · Differentiation | "Analyst-derived framework · Knowledge Layer as foundation where nobody else invested"Talk Track Guide Section 2 · verbatim | ✅ Live | W1 |
| C · Proof point | 6 analyst framework sources + 27 requirements + industry references (Banking · Insurance · Auto · PubSec · Pharma) | ✅ Live | W2 |
| D · Concrete next steps | 2h AI Maturity Assessment Workshop → scored Self-Assessment → Roadmap | 🟡 Live via Model | W3 |
| E · Mapping into AI Services | 27 requirements ↔ Teradata Cloud · Factory · Fabric · AI Studio · Enterprise Vector Store · Context EngineCapability-Gap-Analysis (293-node model) · Live | ✅ Live | W3 |
| F · Industry-specific touch | Banking · Insurance · Public Sector · Automotive · Pharma industry-lens toggles | 🟡 Adapt | W3 |
| G · Feedback loop into R&D | Maturity assessment scores → AI Architecture Excellence corpus — channel undefined | 🔴 Build | W5 |
| H · Objection handling library | Top-10 (already have a maturity model · analyst framework challenge · workshop-ROI question) | 🔴 Build | W4 |
| I · Competitive positioning | vs. IBM · Snowflake · Databricks · hyperscaler-native "maturity" claims | 🟡 Adapt | W4 |
| J · Discovery question set | 15–20 Qs — analyst-grounded listening (Which layer is loudest on the board? Which is nobody funding?) | 🔴 Build | W4 |
| K · Legal / analyst-attribution rules | Every framework claim analyst-attributed · no fabricated maturity scores · Maturity Model must never be called "our framework" | 🔴 Build | W4 |
| L · Localization plan | EN + DE at W1–W2 (both bundled) · FR + ES at W5 | ✅ EN/DE live | W1 |
| M · Metrics & telemetry | Maturity Model visits · Self-Assessment completions · workshop bookings · AI Services engagements sourced | 🔴 Build | W5 |
| N · Lifecycle & refresh cadence | Analyst report refresh (annual) · Maturity Model content refresh (quarterly) | 🟡 Live pattern | W5 |
The play in Revenue Enablement's native format.
The model covers Phases 1–3 through the interactive tool; the sales-play layer covers the rest.
Quick Start
ICP: CDO / CAIO / Head of Architecture with board-mandated AI transformation.
What to Know
6-level journey + 4-layer architecture + 27 analyst-derived requirements.
What to Say
Bundled storyline talk tracks EN + DE + Play Guide (sales-play layer).
What to Do
Self-Assessment → Use-Case Studio → Roadmap → AI Services engagement.
Manager Enablement
Co-sell with AI Architecture Excellence Program + coaching + FDE loop.
Ordered by when in the deal cycle — not by dev effort.
Every item unlocks a moment the seller must win. Wave 1 items are shipping this quarter. Waves 2–3 deepen the model. Waves 4–5 are the defense and sustain infrastructure.
Get in the room · 4 shipped · 1 in flight
- ✅ The Ascent — the parable / storyline for the play.Live
- ✅ Strategy Talk Track Guide — sales-play choreography around the storyline.Live
- ✅ Strategy Quick Start — A4 board briefer with 4-layer arch + journey + 6 analyst framework cells.Live
- ✅ Strategy Executor — CDO · CAIO · Head of Architecture personas.Live
- 🟡 Executor DE prompts — parallel variant.~2d
Frame & diagnose · model deepening
- ✅ AI Maturity Model — the play's interactive model diagnostic, built and bundled in this pack.Live
- ✅ Talk Tracks EN + DE — storyline scripts, bundled.Live
- ✅ Interactive Self-Assessment — 27 requirements, in the Maturity Model.Live
- ✅ Use-Case Studio — BYOI, in the Maturity Model.Live
- 🟡 Industry lens toggles — Banking · Insurance · Public Sector · Auto payloads to deepen.~1w / industry
Design & scope · workshop-ready
- 🔴 2h AI Maturity Assessment Workshop template — facilitation guide + timing blocks.~1 week
- 🔴 AI Services engagement mapping — 27 requirements ↔ 3-month base / 12-month strategic.~1 week
- 🟡 Industry payloads — Banking · Insurance · Public Sector · Auto · Pharma.~1w / industry
- 🟡 Reference architectures — one per priority industry.~1 week each
Justify & defend
- 🟡 Competitive positioning row — vs. IBM · Snowflake · Databricks · hyperscaler-native maturity claims.~1 week
- 🔴 Discovery question set — analyst-grounded listening (15–20 Qs).~3d
- 🔴 Objection handling library — top-10 (already have a maturity model · framework challenge · workshop-ROI).~4d
- 🔴 Legal / analyst-attribution rules — never call the Model "our framework" · analyst-source rules.~2d
- 🔴 Manager coaching framework — CDO / CAIO conversation red flags.~1 week
Close, expand, sustain
- 🔴 Deal-desk packaging — Strategy (AI Services + advisory) commercial shape.~1 week
- 🔴 Metrics & telemetry v1 — Maturity Model visits · Self-Assessment completions · AI Services sourced.~1 week
- 🔴 Refresh cadence — analyst-report update rhythm · quarterly Maturity Model content refresh.~3d
- 🔴 FDE feedback loop — anonymized Self-Assessment corpus → AI Architecture Excellence Program.~1 week
- 🔴 Partner co-sell wiring — SI co-delivery (Accenture · Deloitte · Capgemini).~2 weeks
- 🔴 Executor +6 personas — Head of AI Platform · Chief Data Scientist · Enterprise Architect (extends to 9 total).~1 week
- 🔴 Cross-play routing rules — Strategy → Sovereignty · Strategy → ROI.~3d
- 🔴 FR / ES localization.~1w / lang
Six artifacts. One coherent Wave 1 pack. Ready for LT and Sales to react to.
Open The Ascent — the anchor parable — to see the play in the seller's hands. Or open the AI Maturity Model, the play's diagnostic, and score an estate against it.