KPI Scorecard for Executive AI Enablement
Commercial Impact
| KPI | Definition | Target Direction |
|---|---|---|
| Strategic pipeline value | Qualified value in strategic opportunities | Up |
| Opportunity reactivation rate | Dormant opportunities re-opened into active cycles | Up |
| Proposal-to-negotiation conversion | % moving from proposal to formal negotiation | Up |
| Negotiation cycle time | Time from negotiation start to commercial alignment | Down |
Execution Quality
| KPI | Definition | Target Direction |
|---|---|---|
| AI playbook adoption | % of priority opportunities using AI playbooks | Up |
| Account strategy cycle time | Time to produce executive account brief | Down |
| Cross-functional alignment speed | Time to align legal, technical, commercial stakeholders | Down |
Risk and Governance
| KPI | Definition | Target Direction |
|---|---|---|
| Approved vs unapproved AI usage | AI use cases within policy boundaries | 100% approved usage |
| Contractual AI risk coverage | % of strategic deals with explicit AI/data/IP terms | Up |
| Escalation closure time | Time to resolve governance escalations | Down |
Leadership Outcomes
| KPI | Definition | Target Direction |
|---|---|---|
| Executive decision confidence | Qualitative confidence from CEO/ELT/Board in AI growth decisions | Up |
| Replicable operating model | Number of regions/teams operating under standardized AI commercial framework | Up |
| Capability maturity | Internal maturity score across AI strategy, execution, and governance | Up |