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UNTAPPED AIA top-to-bottom operating map from discovery booking through qualification, internal approval, onboarding, build, client sign-off, go-live, value and closure.
Did a valid discovery happen, or must the booking route change?
→ SD-10 Discovery evidence received
↺ Update booking; preserve source opportunity
⏸ Rebook sequence; escalate after repeated miss
⊘ Dated nurture or close with reason
Does an authorized held-meeting or written route have valid evidence, a human-reviewed Discovery Summary and a gate record?
→ SD-20 Sales Deal Brief
↺ AE obtains authorized evidence and a reviewed summary
⏸ Quarantine for human reconciliation; no stage advance
⊘ Rebook, nurture or close; no discovery-completion claim
Is the brief complete, factual and explicit about assumptions?
→ SD-30 Qualification decision
↺ Return to AE with missing-field list
⏸ Sales lead + SA review before qualification
⊘ Disqualify with durable reason
Should Untapped invest in technical and commercial preflight?
→ PF-10 Technical feasibility
↺ Dated nurture with owner and trigger
⏸ CA + SA triage
⊘ Closed with reason; no live delivery stage
Is each promised capability supported, conditional, excluded or impossible?
→ PF-20 Security/data review
↺ Research or bounded prototype; update promise
⏸ CONDITIONAL; never silently approve
⊘ Exclude/redesign, or disqualify if outcome depends on it
Can the engagement proceed safely, and under which controls?
→ PF-30 Capacity reservation
↺ Add minimisation, retention, DPA or human-review controls
⏸ Counsel / Information Officer escalation
⊘ No proposal; disqualify or redesign
Can named people deliver the approved shape without hidden overload?
→ PF-40 Specialist preflight or PF-50 design
↺ Change sequence, staffing, scope or start date
⏸ Waitlist or client-approved replan
⊘ Decline or materially redesign
Is the specialist approved, replaceable and safe for this exact task?
→ PF-50 Solution design
↺ Reassign to qualified internal owner
⏸ Replan; do not commit the timeline
⊘ Reject specialist and remove access path
Is there a coherent solution whose scope traces to evidence?
→ PF-60 Internal scope/pricing/timeline approval
↺ Return to affected feasibility/security/capacity review
⏸ Conditional design or paid discovery phase
⊘ Exclude, redesign or disqualify
May this exact offer be promised to the client?
→ SD-40 Issue exact proposal/SOW
↺ PF-50 and any affected concurrence
⏸ Proposal remains locked
⊘ Nurture, close or redesign
Is the correct approved version ready for the correct recipient?
→ SD-50/60 Commitment verification
↺ PF-50/PF-60 re-design and reapproval
⏸ Controlled follow-up until validity expires
⊘ Close, nurture or requalify
Is there a valid commercial commitment that delivery can still honour?
→ IM-10 Sales-to-Delivery handoff
↺ Correct signature or commercial record
⏸ Finance hold; no onboarding
⏸ Controlled replan and new start acceptance
⊘ Commercial/legal hold or closure
Can delivery accept this engagement without guessing?
→ IM-20 Welcome and onboarding
↺ Sales corrects named gaps
⏸ Decision log and owner assignment
⊘ Reopen commercial approval or terminate commitment per terms
Will the correct people receive the correct branded onboarding pack?
→ IM-30 Intake + IM-40 Access + IM-50 Kickoff prep
↺ Correct recipient/template and retry once
⏸ Suppress all messages until resolved
⊘ Stop sequence, contain and correct evidence
Is the operational baseline complete and reconciled?
→ IM-50 Kickoff readiness
↺ Targeted reminders for missing modules
⏸ Sponsor escalation and schedule/capacity impact notice
⊘ Controlled change/commercial route before build
Is each critical access item lawful, least-privileged and tested?
→ IM-50 / IM-80 as required
↺ Reissue named invite and retest
⏸ Block affected work and replan dates
⏸ Proceed only with explicitly limited work
⊘ Incident: quarantine exposure; rotate/revoke
Are the right people aligned on how delivery and decisions will work?
→ IM-70 Confirmed requirements
↺ Update decision/conflict log
⏸ Rebook and escalate to CPM/sponsor
⊘ Return to commercial/change route
Does the client-readable baseline accurately reflect the agreed requirement?
→ IM-80 Internal solution specification
↺ Reconcile and reissue exact version
⏸ Escalate; silence is not approval
⊘ Change/commercial reapproval route
Is the specification buildable, testable, safe and traceable?
→ IM-90 Build plan
↺ Add missing acceptance, rollback, monitoring or security
⏸ Specification cannot advance
⊘ Client/change approval before build
Can the approved spec be executed with every task and dependency owned?
→ IM-100 Build
↺ Replan capacity, scope or dates
⏸ Assign owner or block start
⊘ Replace or reapprove timeline before start
Is the build still within the approved specification and plan?
→ IM-110 Internal QA / red team
↺ Fix within build stage
⏸ Document blocker, owner, due date and impact
⏸ Reforecast or change review
⊘ Return to design/feasibility
Is the candidate safe enough for client UAT?
→ IM-120 Demo/UAT Round 1
↺ IM-100 Build and retest
⏸ SEC review; no UAT promotion
⊘ Redesign or terminate affected scope
Which findings are defects, changes, questions or training gaps?
→ IM-130 Controlled change round
↺ Classify and route through IM-130
⏸ Two reminders, sponsor escalation, schedule hold
⊘ Invalidate evidence; reset UAT on correct candidate
Fix, approve, defer or reject each item—without silent scope absorption.
→ Regression then IM-140 UAT Round 2
↺ Rebaseline → build → QA → IM-140
→ Record backlog/boundary; IM-140 on baseline
⏸ Defer; do not build
⊘ Preserve original scope or controlled closure
Does the release candidate now meet the agreed acceptance baseline?
→ IM-150 Go-live readiness
↺ Build/QA and contractual triage
⏸ Escalate; silence is not acceptance
⊘ New CR or revisit requirements/specification
Is the exact production release ready to be authorised?
→ IM-160 UAT / Go-live acceptance
↺ Build, QA, UAT or readiness remediation
⏸ Named, signed exception within tolerance
⊘ Block launch until corrected
Does the authorised client accept this exact release for production?
→ IM-170 Controlled go-live
→ Go-live only if conditions fit approved tolerance
↺ Change/UAT remediation route
⏸ Resolve signer, scope or launch window
⊘ Production remains Off
Continue, contain, forward-fix or roll back based on production evidence?
→ IM-180 Four-week hypercare
↺ Contain and approved forward-fix
⏸ Remain in launch observation; no success claim
⊘ Rollback or kill switch; incident command
⊘ Immediate stop, contain and investigate
Is production stable enough to leave hypercare?
→ CS-20 Month 2 check-ins
↺ Continue weekly with defined exit criteria
⏸ Rebook and sponsor escalation
⊘ Incident/build track; no stable-state claim
Is adoption and service health progressing after hypercare?
→ CS-30 Monthly success
↺ Recovery plan with owners and dates
⏸ Sponsor escalation
→ New Deal Brief / preflight; do not absorb scope
What must continue, recover, change or expand this month?
→ Continue monthly and prepare 90-day review
↺ Recovery plan / incident / training
⏸ Fix data owner/source before value claim
→ CR or new commercial preflight
⊘ CS-50 Controlled closure
Are outcomes achieved, trending, blocked or unmeasurable?
→ Renew, expand or steady-state
→ Continue plan with next measurement date
↺ Recovery owner and improvement plan
⏸ Redesign metric/source; no invented value
⊘ Commercial/service recovery or closure
What is the authorised next lifecycle state?
→ Signed renewal; continue success lifecycle
→ New Deal Brief / feasibility / approved change SOW
→ Support SLA + monthly success
⊘ Offboard, revoke access, export and schedule retention
⏸ Commercial/legal hold; no destructive deletion
Signed commercial continuation and current success baseline.
New Deal Brief, feasibility and scope approval—never absorbed work.
Named support owner, SLA, access review and monthly success cadence.
Revocation, export, retention, obligations and closure evidence.