THE BUSINESS CHALLENGE
The customer is ready.
Is the information?
A customer asks for a proposal. The sales representative knows the relationship, but the details needed to respond are scattered across systems and teams.
Opportunity notes live in CRM. Product options and current approved prices sit in commerce. Order history and account terms are held in ERP. To put the picture together, the representative may search several screens, compare spreadsheets, and ask colleagues to confirm what is current.
That work takes time and can lead to inconsistent information in the conversation. Customers wait while sales teams spend valuable time gathering context instead of understanding the customer’s needs.
Where AI strategy makes a difference.
Adding an AI assistant is only one part of the answer. The strategy starts by understanding how a proposal is created today, where information is lost or delayed, and which decisions should remain with people.
From there, the team can choose a focused use case, establish trusted data and access, and agree how to measure the outcome. The result is a practical plan for introducing AI into an existing sales workflow.
What could this look like in practice?
Imagine a sales representative preparing a renewal proposal for an existing customer. The representative selects the account and asks the assistant to prepare a proposal brief.
The assistant brings together the opportunity and customer needs from CRM, relevant products and approved pricing from commerce, and permitted order history and account terms from ERP. It highlights source dates and flags information that is missing or may be out of date.
JAX IQ, our proposed framework, provides shared business context. JAX Ontology connects concepts such as the customer account, opportunity, product, and order across systems. JAX Measures defines figures such as sales consistently, so the team understands what a number means before using it.
The agent prepares a draft brief and suggested proposal details, with links back to the evidence. The representative reviews and corrects the draft; pricing exceptions and customer-facing proposals follow the company’s approval process. No proposal is sent automatically.
This scenario is illustrative; the workflow and controls would be designed around each company’s systems and policies.
See the sales flow with Jax.
In this silent illustration, customer needs, products and pricing, and order terms flow through JAX IQ to an AI-prepared proposal. A salesperson reviews the result.
THE CONNECTED SALES ARCHITECTURE
From scattered information
to a better proposal.
Sales teams often piece together customer, product, and commercial details across systems. Follow how a connected AI workflow can help a person prepare and review a proposal.
A customer opportunity. A connected response.
A sales representative needs a proposal that reflects the customer's needs, eligible products, and agreed commercial terms.
CRM
Customer & opportunity
Account history, needs, and open opportunitiesCOMMERCE
Products & pricing
Product details and approved price informationERP
Orders & terms
Permitted order history and commercial termsConnect trusted information.
Match customer and product identifiers, confirm access, and check the source and freshness of the information.
Give the information business meaning.
Relates the customer, account, opportunity, products, orders, and terms.
Defines shared measures, such as sales by customer and time period.
Identifies applicable terms and approved pricing; missing or conflicting details are flagged.
Build a proposal draft.
The agent brings relevant customer context, products, and terms together, with source references and open questions.
Uncertain or unavailable information is flagged for review.Review before action.
The representative checks the draft and terms; pricing follows the company’s approval policy. A human decides whether it is ready to share.
✓ Human approval requiredAfter approval, an authorized workflow can save the proposal or support the representative in sharing it through an approved channel.
What must be ready first?
Before a pilot, we assess the work with the sales team and the people who own its information:
- People and process: Who prepares, reviews, and approves a proposal? Where do handoffs slow the team down?
- Data and systems: Can we match the same customer and product across systems? Are pricing, terms, and history accurate and current?
- Access and governance: What may the assistant retrieve? Who reviews the output, and what happens when evidence is missing or conflicting?
- Business value: What does the current process cost in preparation time, corrections, and time to produce a proposal?
The value to look for.
A well-designed workflow could reduce time spent gathering information, improve consistency, and help representatives respond with more relevant context. Those benefits need to be demonstrated, not assumed.
In a small pilot, compare preparation and proposal turnaround time with the current process. Review accuracy against source records, track corrections, and ask representatives whether the brief was useful. Measure customer outcomes only when there is enough evidence to do so.
From assessment to action.
Start with one sales team, one proposal workflow, and a limited set of accounts. The assessment identifies readiness gaps and their owners. From there, the team can produce a use-case brief, a connected-data and approval design, and a phased roadmap: prepare the foundations, test with representative examples, pilot with people, and expand when the evidence supports it.
