Skip to main content

Delivery Tracks: Prospect vs. Existing Customer

Not every client has the same starting point — and promising a report you can't actually produce is the fastest way to damage a new relationship.

This guide's earlier modules describe reports that need a connected ai12z project with ingested content, chatbot conversations, and referral history. A prospect who has never used ai12z has none of that yet. Before you scope any engagement, determine which track you're on — it changes what you can prepare, what the live session covers, and what the 30-day roadmap can promise.

The Decision Checklist​

Ask this before you commit to an agenda:

  • Does this organization have a connected ai12z project already? If no → Prospect track.
  • If yes, does it have at least a few weeks of real chatbot conversation history? If no → still effectively Prospect track for the conversation-dependent reports, even though a project exists.
  • Does it have measurable AI-referred traffic yet? If no → skip AI Referral Analytics from the live session; it needs real visits to show anything.

Three Tiers of Data Dependency​

The reports in this guide don't split cleanly into two buckets — they split into three, based on what they need to run at all:

Tier 1: Works Against a Public Website Alone​

No ai12z footprint required. These work for a cold prospect on day one:

ReportWhat It Needs
Citation MonitorA brand name, domain, and a manually-built query list — no ai12z project required at all
Agent-Readiness AuditPublic HTTP access to the site — no API keys, no ai12z project
Site-Wide SweepRequires the site to be indexed by an ai12z project, but not chatbot usage
AI FootprintPublic web research against the brand name — no ai12z project required
URL AnalysisA single public URL — no ai12z project required

Tier 2: Needs a Live Bot, Not History​

One report sits in between, and it's easy to miss when scoping a prospect engagement: Keyword Visibility tests answer quality by asking the client's own live ai12z chatbot a set of target questions — it needs a bot to query, but not weeks of prior usage. A prospect who stands up even a brand-new trial bot specifically for the engagement can unlock this report; a prospect with no bot at all cannot.

Don't file this as only a bootstrap tool, though — for an Existing Customer, it's the standard way to verify a content edit worked: run it once to find a gap, have the client update the relevant page in their CMS, then re-run the same Keyword List and check whether the score moved. That's a recurring, billable check-in, not a one-time audit — see the monthly re-testing package.

Tier 3: Needs Accumulated Usage History​

These require real conversations or traffic that's already happened — existing customers only:

ReportWhat It Needs
Q&A AnalysisReal chatbot conversation history to cluster and score
Q&A InsightsThe same conversation history, live and per-record
AI Referral AnalyticsReal AI-referred traffic to attribute
GEO Trend ComparisonAt least two prior Q&A Analysis runs to diff
Conversation-sourced query lists (Generate a Citation List from Q&A)Q&A Analysis history to pull from

Track A: Prospect / New Client​

Build the engagement entirely from Tier 1, plus Tier 2 if a trial bot is feasible:

  • Question list: built manually, with the client, from their own knowledge of what buyers ask — not pulled from conversation data, because none exists yet
  • Core reports: Citation Monitor, Agent-Readiness Audit, Site-Wide Sweep, AI Footprint, and URL Analysis on 3–5 priority pages
  • What you can't promise: a citation-to-conversation walkthrough, an IDK rate, a referral-traffic reading, or a trend comparison — none of these exist without history. Don't demo them live against this client's own (empty) data; use the fallback dataset in Pre-Work & Guardrails to describe what they'll unlock once they're on Track B.
  • The pitch: this baseline is real and valuable on its own, and it's also the natural on-ramp — see the graduation path below.

Track B: Existing ai12z Customer​

Everything in Track A, plus the full Tier 3 set:

  • Question list: pulled from real conversation data via Citation Phrase Suggestions or the Generate Citation List from Q&A wizard — reflects what buyers actually ask, not what the team assumes they ask
  • Additional reports: Q&A Analysis, Q&A Insights, AI Referral Analytics, and (once at least two Q&A Analysis runs exist) GEO Trend Comparison
  • The pitch: the full six-stage loop from The ai12z Advantage is demonstrable end-to-end, including the referral-to-conversation walkthrough — this is the strongest version of the engagement, and worth using as the aspirational example even in a Track A session

The Graduation Path​

A Track A prospect who becomes an ai12z customer doesn't need a second baseline assessment from scratch — their Tier 1 reports carry forward, and the engagement simply adds Tier 3 measurement once real usage accumulates. Frame this explicitly to a Track A client: "everything we build today stays valid — deploying ai12z doesn't reset your baseline, it unlocks the next layer of it." This is also the natural bridge into the Agency Service Model's implementation package — a prospect who commits to fixing what Track A found is a prospect ready to talk about who actually does the fixing.

Last updated on