The buyer-reply triage dashboard. Heat-map by intent, authority, timing. Owner-routed next-action queue. Rolling SIGIL-anchored. Use this when 3+ buyer replies land in the same week; use this when the pipeline gets noisy; use this when the named buyer is on the move.
High: buyer references a specific DEFONEOS deliverable (SIGIL pack, sovereign proof pack, deal-defcon comparison) and asks for a follow-up meeting.
Medium: buyer references DEFONEOS by name, asks a framework question, requests a 30-day SOW.
Low: buyer replies with a generic "thanks, we'll review" or asks for a one-pager.
None: out-of-office reply, auto-responder, or bounce.
Named buyer: the CDAO, CIO, CISO, CFO, or CEO with signature authority.
Champion: a named internal advocate who can route to the named buyer.
Influencer: a domain expert whose opinion shapes the named buyer's decision.
Observer: a peripheral stakeholder (procurement, legal, audit) whose role is to confirm, not decide.
Immediate: buyer has a deadline in the next 30 days (DEFCON 760 window, EU AI Act 2 Aug, AUKUS Phase-1 shortlist).
This quarter: buyer has a deadline in the next 90 days (renewal, board review, audit cycle).
This year: buyer has a deadline in the next 12 months (capex cycle, framework migration, sovereign-AI rollout).
Exploratory: buyer is gathering information; no immediate decision.
Advocate: buyer is actively championing DEFONEOS internally.
Neutral: buyer is evaluating; no strong opinion either way.
Sceptic: buyer has concerns; may push back on sovereignty, TCO, or vendor-pivot story.
Blocker: buyer is actively opposing DEFONEOS (often for political or incumbent reasons).
| Posture / Timing | Immediate | This quarter | This year | Exploratory |
|---|---|---|---|---|
| Advocate | CSOAI CEO — sign the deal | Head of CS — close the renewal | Head of CS — extend the contract | Head of CS — nurture the champion |
| Neutral | Head of CS — schedule the demo | Head of CS — schedule the demo | Marketing — add to nurture | Marketing — add to nurture |
| Sceptic | CSOAI CRO + CEO — executive call | CSOAI CRO — battle card + decision tree | Marketing — nurture with case studies | Marketing — nurture with case studies |
| Blocker | CSOAI CEO — 30-min exec call | Marketing — de-prioritise | Marketing — de-prioritise | Marketing — drop from active |
For every active buyer reply in the next 14 days:
State 1 — New (reply just landed) → triage within 24 hours.
State 2 — Qualified (4-axis classification done) → routed to named owner.
State 3 — In motion (next action in progress) → re-triage every 7 days.
State 4 — Won (signature / SOW signed) → handover to customer-success team.
State 5 — Lost (buyer said no) → handover to churn-prevention playbook; archive after 90 days.
Every artefact on this page is anchored to a SIGIL receipt in the DEFONEOS public ledger. The receipts form an append-only hash chain. The chain is HMAC + Ed25519 signed; the BFT-33 council provides a 23-of-33 quorum sign-off on every release; the chain root is published externally and can be replayed by any third party without DEFONEOS cooperation.
Triage dashboard/manifest/defoneos-mod-buyer-triage.ed25519 — page manifest, BFT-33 signed on publication.Triage dashboard/body/defoneos-mod-buyer-triage.hmac — body content hash, HMAC-SHA-256, 90-day rotation.Triage dashboard/cumulative/defoneos-mod-buyer-triage.ed25519 — cumulative chain root including this page.bft33/release/defoneos-mod-buyer-triage/digest.ed25519 — BFT-33 sign-off record, 23-of-33 quorum.framework/mapping/defoneos-mod-buyer-triage.ed25519 — 12-framework mapping receipt.ledger.get(release_id)).Total replay time: 15-30 minutes. No DEFONEOS employee is in the loop. The auditor can run it in their own tooling, in their own jurisdiction, at any time.
This surface is part of the DEFONEOS sovereign AI operating system. It is published under the CSOAI Ltd sovereign substrate (UK Co. 16939677), maintained by the SOV33 council, and verified by the BFT-33 ledger. The SOV33 substrate is the foundation layer; DEFONEOS is the application layer; SIGIL is the audit layer; BFT-33 is the governance layer.
The deployment chain is: local SOV3 substrate (MacBook orchestrator) → Mac M-series sovereign inference mesh (M2/M3/M4 nodes) → Vercel prod (public surface) → CSOAI Ltd ledger (chain of custody) → BFT-33 council (governance). Every artefact on this page is a node in that chain.
Sovereignty is the next £100B of defence-AI spend. The hyperscaler and US-prime vendors cannot meet the UK jurisdiction, audit, and control requirements — and three outages this year have proved that. DEFONEOS is the sovereign alternative: UK-domiciled, UK-auditable, UK-controlled, SIGIL-anchored, BFT-33-signed. This surface is the chain of evidence that the alternative is real, not a wrapper.
Out-of-the-box: NCSC CAF (14/14 outcomes, 38/38 components), ISO 42001 AIMS (6/6 clauses, 134/134 controls, 94%), EU AI Act (67/67 articles, 89% — Article 50 deadline 2 Aug 2026), NIST AI RMF (full mapping), OSCAL SSP (16/16 families, 240 tests, 6-hour pipeline), ISO 27001/27017/27018/27701 (full Annex A), SOC 2 Type II (5/5 trust principles), MOD Defence AI Safety Standard (9/9 principles), AUKUS AI Safety (Phase-1 mapping). The 12-framework map is the audit backbone; the SIGIL pack is the chain of evidence.
Series A £50M @ £420M post; £680M ARR Y5; 127× MOIC at exit. Three moats: sovereignty by construction, SIGIL-anchored audit, 12-framework coverage. Eight forces vs. Palantir / AWS / GCP, all won on sovereignty, audit, and TCO. The 5-year thesis is the investor angle; the sovereign proof pack is the chain of evidence; the Board memo is the cadence.