Sales Business Data Model: AI-Ready Edition

The Sales Business Data Model: AI-Ready Edition is for CIOs, architects and transformation leads who need to know what information sales work runs on before an AI agent touches it. It covers 16 subject areas, 109 entities, 877 key attributes and 422 relationships. Every entity and key attribute is classified for sensitivity, with the AI uses and data-quality requirements an agent depends on. It is the data-model part of Business Architecture for Sales: AI Transformation Blueprint, sold on its own.

What's Inside

The same model comes in three files: the full model in Word, a workbook to filter and extend, and a guide to the scales and the license.

• 16 subject areas and 109 entities, each with a definition, its typical system of record, sensitivity class, AI uses and data-quality requirements
• 877 key attributes with sensitivity and AI relevance, and 422 relationships with cardinality
• Under each entity, the capabilities that need it and the agents that read it, by name and ID
• The data and information items of the earlier edition of this model, each mapped to the entity that now holds it
• The Business Data Model (Word): every subject area and entity in full
• The workbook (Excel): subject areas, entities, attributes and relationships in sheets you can filter and extend
• The guide (Word): the scales the model refers to, the data foundation, and the license
• Free corrections, and new versions free for 180 days

Every file names your organization and carries your license ID.

The 16 Subject Areas

The 109 entities are grouped into 16 subject areas. The list gives what each holds and how many entities it has.

• Sales Strategy & Planning (6 entities): The direction sales works to: sales goals, market segments, routes to market, the sales plan, competitors and the sales budget.
• Sales Organization & Coverage (6 entities): How the sales organization is built: sales roles, teams, sellers, the coverage model, capacity plans and hiring needs.
• Territories & Quotas (5 entities): The records that divide the market among sellers and set what each must deliver: territories, potential estimates, account assignments, quotas and quota adjustments.
• Accounts & Contacts (6 entities): Who the organization sells to: accounts, the people at them, their contact preferences, buying group roles, relationship maps and the sources prospect data came from.
• Prospecting & Leads (6 entities): How new pipeline is planned and found: pipeline plans, seller-led campaigns, prospecting sequences, the lead handoff agreed with marketing, leads and first meetings.
• Opportunities & Pipeline (7 entities): The record of each deal in progress: the opportunity, its stage, the deal strategy, the close plan agreed with the buyer, deal risks, sales activities and conversation records made with participants' knowledge.
• Presales, Bids & Proposals (8 entities): The work that proves the solution and answers formal requests: solution designs, demonstrations, trials, customer business cases, requests for proposal, bid decisions, proposals and the approved answer library.
• Prices & Discounts (6 entities): What is sold and at what price: offers, price lists, the discount policy, approval authority limits, price changes and negotiation plans.
• Quotes & Deal Approvals (7 entities): The records that turn a deal into a priced, approved offer: quotes and quote lines, deal structures, deal approvals, concessions, profitability assessments and credit and payment terms requests.
• Contracts & Bookings (7 entities): What the organization has committed to and booked: customer contracts, contract terms, nonstandard term requests, customer commitments, amendments, bookings and the handoff to order fulfillment.
• Account Growth & Renewals (8 entities): How existing customers are grown and kept: account plans, whitespace, executive sponsors, business reviews, account health signals, expansion opportunities, renewals and renewal risk assessments.
• Partners & Channels (8 entities): Selling with and through partners: partners, partner programs, agreements, certifications, joint business plans, deal registrations, channel conflict cases and partner incentives.
• Forecasts & Performance (6 entities): How sales results are predicted and judged: forecasts and their adjustments, sales measures, attainment records, seller performance reviews and win-loss reviews.
• Incentive Compensation (6 entities): How sellers are paid for results: incentive plans, crediting rules, sales credits, commission earnings, earnings statements and commission disputes.
• Enablement, Policy & Conduct (10 entities): How sellers are equipped and held to standards: the sales process, sales plays, content, training, certifications, coaching, sales policy, gift and hospitality records, conduct concerns and field intelligence.
• AI & Digital Labor Governance (7 entities): The records that keep AI in sales accountable: AI systems, agents, action logs, decision records, validation records, human review records and the authority limits each agent works within.

Who Uses It

Data owners and stewards, data architects, and AI and analytics engineers who need to know what an agent may read, how sensitive it is and how good it must be first; and business architects who link capabilities to data.

How It Fits With the Other Products

The capabilities named under each entity are defined in the Sales Capability Model: AI-Ready Edition. The agents are specified in Business Architecture for Sales: AI Transformation Blueprint, which contains this data model and adds the value streams, use cases, controls, an operating model and a roadmap. The Sales Value Streams are sold on their own too.