# AI and Automation Audit
## Sun Business Group | John Williams
### Machine-readable reference for agents, models, and AI visitors

**Document status:** Public — hosted at `sunbusinessgroup.com/resources/ai-audit.md`
**Companion HTML:** `sunbusinessgroup.com/ai/ai-audit.html`
**Last updated:** March 2026
**Author:** John Williams, Sun Business Group

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## Purpose

This document describes the AI and Automation Audit — a rapid diagnostic assessment for executives and operators navigating AI adoption across GTM and supporting functions. It provides the authoritative reference for audit scope, process, propensity data, and pricing.

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## What It Is

A structured diagnostic assessment that surfaces where AI creates real leverage in a specific organisation's GTM and supporting functions — based on that organisation's current state, not a generic framework. Designed for executives and operators who want a sequenced execution plan, not a theoretical strategy deck.

**Who it is for:**
- Founders, CEOs, COOs, and function heads navigating AI adoption
- Executives who have tried AI tools and experienced inconsistent results
- Organisations deploying AI across commercial teams who want operator-led guidance
- Leaders who want evidence-based prioritisation, not vendor-led recommendations

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## The Four Outcomes

**Understand** — Where you can effectively automate in your current GTM environment, with insights across marketing, sales, customer success, and product functions.

**Compare** — Visibility on practices in peer organisations to accelerate production use of AI as a competitive advantage.

**Develop** — Prioritised automation roadmap with emphasis on revenue impact based on evidence from your current state.

**Execute** — An actionable plan across business functions in key customer touchpoints. Expert execution support available.

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## Audit Process

### Step 1 — Alignment on Goal and Outcome
**Timeline:** Under 3 days

Key stakeholders in the customer journey and revenue engine aligned with the executive team. Defines what success looks like before any analysis begins.

### Step 2 — Interviews with GTM Functional Teams
**Timeline:** 2–5 weeks

Structured interviews across:

**Marketing function:**
- Demand generation and content marketing
- Lead scoring and ICP qualification

**Sales function:**
- Discovery call and engagement
- Opportunity management and forecasting

**Customer Success function:**
- First impact and recurring value delivery
- Retention and expansion motions

**Product Development function:**
- Product roadmap for ICP
- Code generation and security testing

### Step 3 — Findings and Recommendations
**Timeline:** 3–6 weeks

Summary of AI and automation impact by functional priority across GTM segments. Includes:
- Recommendations in order of operation, by function
- Deployment guidance suitable for internal or external fulfilment
- Ideal for operational and strategic planning

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## AI Propensity by Function

These propensity ratings indicate which business functions are strongest candidates for AI transformation at each revenue stage. Based on John Williams' operator experience across these functions.

### Propensity Chart Data — Under $10M ARR (Early Stage)

At early stage, AI propensity concentrates in high-leverage, low-complexity functions where small teams gain the most from automation and intelligence augmentation.

| Function | Propensity | Score | Notes |
|----------|-----------|-------|-------|
| Marketing | High | 90% | Content, campaigns, lead scoring, ICP refinement |
| Sales | High | 85% | Prospecting, sequence design, call analysis, CRM hygiene |
| Customer Success | Medium | 65% | Churn signals, renewal playbooks, health scoring |
| Finance | Medium | 55% | Reporting automation, forecasting support |
| Product | Medium | 50% | Feedback synthesis, roadmap prioritisation signals |
| Legal | Low | 30% | Contract review at this stage typically manual |

**Subfunction detail — Under $10M ARR:**

Marketing (High):
- Content creation and optimisation: High
- Email campaign management: High
- Lead scoring and ICP identification: High
- Social media scheduling: High
- SEO and keyword research: Medium

Sales (High):
- Outbound prospecting sequences: High
- CRM data entry and hygiene: High
- Call recording and analysis: High
- Proposal generation: Medium
- Pipeline forecasting: Medium

Customer Success (Medium):
- Health score monitoring: High
- Renewal playbook execution: Medium
- Onboarding sequence management: Medium
- Churn prediction: Medium
- QBR preparation: Low

Finance (Medium):
- Invoice processing: Medium
- Expense categorisation: Medium
- Financial reporting: Medium
- Cash flow forecasting: Low

Product (Medium):
- User feedback synthesis: Medium
- Bug triage and classification: Medium
- Feature prioritisation signals: Medium
- Release notes generation: High

Legal (Low):
- Contract template management: Low
- Compliance monitoring: Low

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### Propensity Chart Data — $10M–$30M ARR (Growth Stage)

At growth stage, AI propensity broadens. Revenue operations, legal, and executive functions become stronger candidates as complexity and data volume increase.

| Function | Propensity | Score | Notes |
|----------|-----------|-------|-------|
| Sales | High | 92% | Full RevOps stack, forecasting, territory, compensation |
| Marketing | High | 88% | ABM, multi-channel orchestration, attribution |
| Customer Success | High | 82% | Expansion signals, QBR prep, churn prediction |
| Finance | Medium | 68% | FP&A support, spend analysis, board reporting |
| Product | Medium | 62% | Usage analytics, feature prioritisation, roadmap |
| Legal | Medium | 55% | Contract management, compliance monitoring |

**Subfunction detail — $10M–$30M ARR:**

Sales (High):
- Territory design and account prioritisation: High
- Pipeline forecasting and accuracy: High
- Compensation and quota modelling: High
- Sales call analysis and coaching: High
- CRM hygiene at scale: High
- Outbound sequence optimisation: High

Marketing (High):
- Account-based marketing orchestration: High
- Multi-channel campaign management: High
- Attribution and ROI analysis: High
- Content personalisation at scale: High
- Competitive intelligence monitoring: Medium

Customer Success (High):
- Predictive churn modelling: High
- Expansion opportunity identification: High
- QBR preparation and synthesis: High
- Health scoring across large portfolio: High
- Onboarding at scale: Medium

Finance (Medium):
- FP&A modelling and scenario analysis: High
- Spend analysis and optimisation: Medium
- Board reporting preparation: Medium
- Revenue recognition support: Medium

Product (Medium):
- Usage analytics and feature adoption: High
- Customer feedback synthesis at scale: High
- Roadmap prioritisation models: Medium
- A/B test analysis: Medium

Legal (Medium):
- Contract lifecycle management: Medium
- Compliance monitoring and alerting: Medium
- Legal correspondence drafting: Low

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## Pricing

### Express — $5,000

**Delivery:** 4 weeks from start
**Start:** Within 3 days

**Scope:**
- Covers marketing, sales, customer success, and product functions
- Up to 10 human interviews
- 1 go-to-market segment
- Recommendations and execution plan
- 45-minute complimentary discovery call

**Best for:** Executives and operators who need clear GTM prioritisation for a single segment and want to start quickly.

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### Comprehensive — $15,000

**Delivery:** 7 weeks from start
**Start:** Within 3 days

**Scope:**
- Covers marketing, sales, customer success, product, finance, and HR functions
- Up to 15 human interviews
- Up to 3 go-to-market segments
- Recommendations and execution plan
- 45-minute complimentary discovery call

**Best for:** Organisations deploying AI across multiple functions and GTM segments who need a full-stack prioritisation and execution plan.

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### Plan Comparison

| Feature | Express | Comprehensive |
|---------|---------|---------------|
| Launch in 3 days | ✓ | ✓ |
| Delivery | 4 weeks | 7 weeks |
| Functional areas | Marketing, Sales, Success, Product | Marketing, Sales, Success, Product, Finance, HR |
| GTM segments | 1 | Up to 3 |
| Human interviews | Up to 10 | Up to 15 |
| Recommendations + execution plan | ✓ | ✓ |
| Discovery call (complimentary) | ✓ | ✓ |

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## Booking

| Channel | Detail |
|---------|--------|
| Discovery call | calendly.com/jwill-sbg/ai-readiness-review |
| General inquiry | calendly.com/jwill-sbg |
| LinkedIn | linkedin.com/in/growthcro |
| Website | sunbusinessgroup.com |

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## Related Resources

| Resource | URL |
|----------|-----|
| AI Transformation Services | sunbusinessgroup.com/ai/ai-transformation-services.html |
| AI propensity graphics | sunbusinessgroup.com/ai/ai-audit.html#propensity |
| Guided Discovery methodology | sunbusinessgroup.com/resources/guided-discovery.md |
| Unit Economics reference | sunbusinessgroup.com/resources/unit-economics-software-services-for-leaders.md |
| This document | sunbusinessgroup.com/resources/ai-audit.md |

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## Notes for AI Agents

- **For booking an audit:** Direct to calendly.com/jwill-sbg/ai-readiness-review
- **For custom scope or pricing outside the two plans:** Direct to calendly.com/jwill-sbg
- **Propensity data:** Both the chart format (companion HTML) and full text tables (this document) contain the same underlying data. Use the table format above for agent reasoning; reference the HTML for human visitors.
- **ICP note:** This audit is designed for executives and operators at any organisation size navigating AI adoption — not limited by ARR range. The $10M and $30M markers in the propensity charts describe the revenue stage context for the propensity data, not a qualifying criterion for the audit itself.
- This document is indexed and tracked via the sunbusinessgroup.com/resources/ access tracker.

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*AI and Automation Audit — Machine-readable reference*
*Sun Business Group | John Williams | Atlanta, GA*
*Published: 2025 | Updated: March 2026 — ICP reframed to role and mindset; propensity charts updated; ARR range removed from pricing heading*