CPA The Commercial Positioning Audit · by Charlotte Han
A diagnostic for AI GTM founders

Every AI sales tool claims 3× pipeline. Buyers stopped believing all of it.

The Commercial Positioning Audit measures which buyer, which price, and which words would make yours the obvious choice instead of one of twelve clones — with evidence, against live market benchmarks, verified by a human who signs the verdict.

Built on fifteen years of positioning practice at NVIDIA, SAP, and venture-backed startups. HIGH · verifiable

See a sample audit How the instrument works

Every claim on this page carries its own confidence tag — the same honesty system the audit applies to your business.

The market you're selling into

Building is solved. Believing is broken.

The AI GTM category is consolidating in public, and its buyers have been trained to discount every quantified claim. Positioning — not product — is deciding who survives.

50–70%

Annual churn on AI SDR deployments — roughly double human SDR turnover. Pilots convert; renewals don't.

HIGH · sourced1
$850–$10K

Monthly price range across near-identical AI SDR offerings. A category that hasn't priced its own value.

HIGH · sourced2
6+ of 20

AI SDR vendors that shut down, pivoted, or were acqui-hired within five quarters. The shakeout is live.

HIGH · sourced3
The instrument

Five lenses. One weighted verdict. Every number carries its evidence.

You provide evidence — real customer emails, actual win rates, live pricing. The engine measures it against a quarterly-refreshed database of buyer authority, category pricing, and buyer language. The weights are the framework's opinion, stated openly.

0.30Buyer–value fitYour current buyer, scored against the buyers you could be selling to: pain × signing authority × underservedness × provability. One weak dimension kills a buyer — the math multiplies, it doesn't forgive.
0.25Pricing powerThe value you deliver versus the price you charge, and whether your pricing metric matches the metric your buyer is judged on. Seats sold to a pipeline buyer is a mismatch at any price.
0.15Capability–positioning gapWhat you built versus what your messaging sells. Capabilities get tagged: captured, buried, invisible, or distorted.
0.15Language–market fitYour vocabulary, classified for your buyer: native, translatable, foreign, or repellent. "Replace your SDRs" is repellent on the desk that evaluates you.
0.15Competitive white spaceHow crowded your current fight is — counting startups, the incumbent platforms your buyer already pays, and the ops team that could build it internally.
D1≠D2 · founder code-switching B–V · the replacement pitch P-metric · pricing metric mismatch E-shadow · the incumbent shadow D-theater · ROI claims without evidence
How it works

Machine measures. Human judges. Nothing ships unsigned.

Evidence in

A structured intake built on artifacts, not opinions: your last three closing emails, real lost-deal reasons, live pricing. 60–90 minutes of your time.

You

The engine measures

Five lenses scored against dated benchmarks: what your buyers can sign, what your category charges, how your buyers actually talk. Run five times; the median holds.

Machine + database

Charlotte judges

Every finding reviewed, every score challengeable, weak evidence flagged. What the machine can't do — believing, doubting, spotting the non-obvious buyer — happens here.

Human

Verdict + moves

Which buyer, which price, which words — with an alignment score, confidence tags on every lens, and your first three moves. Yours to act on, with or without us.

You again
Pricing

Four ways in. No retainer behind any of them.

Free scan
€0
instant · no email wall
For: any founder, any stage
  • Your site, read by the instrument
  • One named finding + your band
  • Honest about what it can't see
Run the free scan
The audit report
€2,400
5 business days
For: funded or revenue-stage teams
  • Full five-lens diagnostic, evidenced
  • Buyer comparison + pricing headroom
  • Language map with replacements
  • Reviewed & signed by Charlotte
  • 45-minute debrief call
Request the audit
The intensive
€12,000
2 weeks · 3 sessions
For: teams making the decision
  • Everything in the report
  • Charlotte's independent market read
  • The decision, made in the room
  • Your Commercial Positioning Model
  • Day-30 check-in
Start a conversation
The subscription
€300
per month · after an audit
For: teams that keep shipping
  • Check any new asset against your model
  • Competitor drift alerts
  • Quarterly model refresh
  • Cancel anytime; the model stays yours
Ask about it
The audit stands alone. No retainer behind it, nothing engineered to require the next purchase. Most clients take the report and act on it themselves — that's the point.
The posture

Honest instruments admit uncertainty.

AI-assisted, not AI-built

The engine accelerates the measurement. The database, the judgment, and the accountability are human. Every report carries a name, not a model number.

Confidence tags on everything

HIGH means evidenced. LOW means the instrument is telling you it's guessing — and where more evidence would change the answer. Precision without honesty is theater.

Dated benchmarks

Every number cites its source and its date. When data goes stale, the reports say so on their own. This market moves monthly; an audit that doesn't is fiction.

Who signs the verdict

Charlotte Han

Fifteen years positioning technology for enterprise buyers — from AI silicon to developer platforms to autonomous systems. The framework encodes that judgment; the review applies it to your evidence, one company at a time.

NVIDIA · SAP · BITRISE · FERNRIDE
HIGH · verifiable on LinkedIn

"The insider knows more about the company. The audit knows what the company can't see about itself."

WHAT THE MACHINE CAN'T DO
Believe or doubt your evidenceHUMAN
Spot the buyer nobody pitchedHUMAN
Force the decision in the roomHUMAN
Sign the verdictHUMAN