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Architecture of a Sales Brain
The Sales Reasoning Model™
The Technical Architecture
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Ava's technical architecture centers on a symbolic reasoning engine that deploys structured sales ontologies through multi-layered knowledge graphs, solving the fundamental problem of semantic drift in domain-specific AI applications.
The Sales Reasoning Model eliminates hallucination cascades through expert-encoded reasoning paths that synthesize declarative, procedural, and tacit knowledge modeled after elite sales performance.
What That Means
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Instead of guessing what words mean based on patterns, Ava has a built-in understanding of how sales actually works.
She knows the difference between a champion and a buyer, understands how deals progress, and can connect insights across conversations—so she doesn't drift off-topic or give irrelevant advice like generic AI chatbots do.
AI that thinks like your top performers from day one
Combining confidence-weighted memory systems, multi-hop reasoning chains, and predictive behavioral modeling into autonomous sales intelligence that drives deals forward.
How Ava Reasons Through Every Decision
Traditional LLMs suffer from autoregressive drift—small early errors compound exponentially through multi-step reasoning chains. Vivun's proprietary Sales Reasoning Model solves this through structured ontologies and knowledge graphs that transform expert sales intuition into explicit, machine-readable logic.
Ontological Structuring
Raw data flows through structured ontologies that transform information chunks into meaningful concepts with explicit relationships, moving beyond simple RAG retrieval to conceptual understanding.
Multi-Hop Reasoning Engine
Knowledge graphs enable transparent logic chains with confidence scoring, source attribution, and temporal reasoning. Ava conducts multi-hop inference across entities while maintaining auditable decision pathways.
Structured Intelligence Outputs
Layered memory systems (episodic, semantic, procedural) generate contextually-aware outputs with confidence intervals, source provenance, and temporal relevance scoring.
AI Automates.
Ava Collaborates & Executes.
Unlike typical AI tools that guess from patterns, Ava reasons through structured knowledge to deliver transparent, reliable, and autonomous sales intelligence.
Question Processing
Identifies deal strategy questions, extracts context like deal stage and stakeholder roles, activates relevant sales methodologies.
Analysis Engine
Multi-framework reasoning analyzes competitor strengths, maps stakeholders, aligns value propositions to pain points.
Context Integration
Knowledge graph connects industry trends to solutions, references historical patterns, understands influence networks.
Output Generation
Delivers prioritized action plans with stakeholder-specific messaging, competitive tactics, and timeline recommendations.
Consultant-Level Recommendations
Sophisticated reasoning culminates in personalized strategic playbooks with specific plays and tactical recommendations.
Five stages of reasoning. One unified intelligence that transforms how sales teams strategize and win.
Structured Memory: The Foundation of Adaptive Intelligence
Unlike LLMs that lose context, Ava maintains structured, persistent memory across four distinct layers with confidence scoring and source attribution.
Short-Term Memory
Immediate workspace capturing recent interactions for rapid processing
Episodic Memory
Time-stamped experiences across the entire deal lifecycle
Semantic Memory
Stable knowledge as structured ontological concepts
Procedural Memory
Workflows and best practices as executable sequences
Memory Tombstoning
"Budget frozen due to Q4 headwinds"
Email • 8 months • Superseded
"Q2 budget approved for strategic investments"
CEO Call • 2 days • 94% confidence
Ava automatically identifies and replaces outdated information with current, high-confidence data from authoritative sources
Four memory layers. Confidence scoring. Temporal awareness. One intelligent system that never forgets what matters.
Transparent Thinking
Enterprise AI adoption fails when decisions are opaque. SRM solves this through auditable logic chains, source attribution, and transparent reasoning pathways.
RAG Agent
Recalls information but keeps it loosely organized, hoping patterns will emerge spontaneously.
Ava (SRM-Powered)
Systematically connects information with visible evidence threads and structured frameworks.
Agents should earn your trust, not demand your faith. Every Ava decision comes with transparent evidence and traceable reasoning.
Transparent • Auditable • Trustworthy
How Ava's Brain Sees Emails
Unlike traditional AI that treats emails as simple text, Ava's Sales Reasoning Model uses advanced cognitive architecture to understand context, relationships, and sales dynamics.
Smart Conversation Analysis
Tracks how conversations evolve over time, understanding relationship dynamics and emotional context that influence buying decisions.
Sales Process Recognition
Identifies where prospects are in their buying journey using proven sales frameworks and patterns from successful deals.
Relationship Intelligence
Builds comprehensive maps of decision-makers and influencers through explicit relationship modeling and influence tracking.
Intelligent Action Planning
Creates actionable next steps based on stored sales knowledge and deal progression models—with clear explanations.
Autonomy in Action: From Signals to Proactive Decisions
True autonomy means Ava doesn't wait for prompts—she interprets signals, recognizes patterns, and takes meaningful action. Through structured reasoning and expert knowledge, she delivers value proactively, transforming sellers from task executors to strategic reviewers.
"Sales is messy. People don't always say what they mean. Deals don't always follow the script. Good sellers know how to read between the lines—and so does Ava."
Joe Miller, Chief AI Officer
Stakeholder Dynamics
Multiple stakeholders express different feature interests
Updates map with preferences & influence scoring
Real-time • Autonomous
Risk Escalation
Timeline pushed back during check-in call
Flags risk, generates urgency messaging
Proactive • Evidence-based
Product Feedback
Same limitation mentioned in two calls
Logs feedback with context & impact
Cross-functional • Zero effort
Real-Time Autonomous Actions
Solution Doc
Tailored to pain points & requirements
3 min ago
Forecast Risk
Timeline delay & urgency strategy
12 min ago
Competitive Intel
Differentiation points identified
28 min ago
Next Best Action
Optimal progression path suggested
Just now
Traditional Seller Role
- Manual data entry and updates
- Creating proposals from scratch
- Tracking stakeholder details
- Researching competitive intel
- Building solution presentations
- Writing follow-up emails
AI-Accelerated Seller Role
- Strategic relationship building
- Creative problem solving
- High-level deal orchestration
- Executive relationship cultivation
- Complex negotiation strategy
- Vision and outcome alignment
This is autonomy in action. Ava doesn't wait for direction. She delivers value proactively, because Sales Reasoning Model helps her understand what matters—and what comes next.
Proactive • Intelligent • Autonomous
Multi-Modal Presence: Beyond Text to True Interaction
Human communication blends speech, vision, gestures, and text into meaningful exchanges. Ava's multi-modal presence enables her to participate in the full spectrum of conversations—adapting her engagement based on context, building deeper relationships, and integrating seamlessly into your existing workflows.
"We don't always text—we talk, we meet, we show up. So should our agents."
Joe Miller, Chief AI Officer
Slack Integration
The context that moves your deals forward lives in Slack, and so does Ava.
Video Call Presence
Joins discovery calls, adapts communication style for visual interaction.
Document Intelligence
Summarizes calls, generates solution documents with deal-specific context.
Email Orchestration
Crafts stakeholder-specific follow-ups and adapts tone based on relationship dynamics.
Same Message, Different Modalities
Chat
Concise, bullet-pointed responses optimized for quick scanning
Voice
Conversational narrative with natural pauses and emphasis
Avatar
Visual cues and gestures that build intimacy and trust
When Ava appears visibly 'in the room,' trust, intimacy, and boundaries naturally evolve, fostering deeper collaborative engagement—essential qualities for a true teammate.
Multi-Modal • Adaptive • Present
Intelligent Agents: A New Species of Coworker
Vivun's Chief AI Officer, Joe Miller, explains why RAG approaches fall short and how ontologies enable true AI reasoning.
Why RAG Isn't Enough: The Power of Ontologies & Knowledge Graphs
Why RAG Falls Short
Limitations of treating problems as search
Knowledge Graphs
Structured definitions enable reliable reasoning
From Chunks to Concepts
Moving beyond text to understanding
Expert Systems
Domain expertise in AI frameworks
Your Data Builds Your Advantage
Not Ours
Unlike AI platforms that use your data to train shared models, Vivun ensures your competitive edge stays where it belongs: isolated and encrypted within your infrastructure.
100% Private
Your data stays isolated within your secure environment. Zero sharing, zero exceptions.
Ava Space
Dedicated, isolated AI workspace where your intelligence compounds exclusively for you.
Your Edge
Competitive intelligence never leaves your domain—your advantage compounds over time.
Zero Third-Party Access Protocol
We do not allow your data to be accessed, transmitted, or received by any third party without your explicit consent. No exceptions. This guarantee is built into our architecture, not just our policies.
The Vivun Difference
Other AI Vendors
Rely on your data to make their models smarter—for everyone.
- × Global training pools dilute competitive edge
- × Your insights shared across all customers
- × Data used to improve competitor advantages
Vivun Architecture
Your data trains your AI exclusively.
- ✓ Private Ava Space - isolated environment
- ✓ Zero data leakage - your edge stays yours
- ✓ Advantages compound over time, privately
The real difference: Your unique insights become your competitive moat, not someone else's advantage.
Sales Can't Afford AI That Guesses
Generic AI might work fine for writing poetry or summarizing documents. But sales happens in high-stakes environments where wrong moves kill deals, damage relationships, and cost revenue.
Misjudge stakeholder priorities
Deal stalls for months
Wrong timing on pricing
Competitor wins
Miss buyer signals
Opportunity dies
Poor follow-up execution
Relationship damaged
Why Language Models Break Down in Sales
Most AI sales tools are built on language models trained on everything from Reddit posts to academic papers. They know about sales, but they don't know how to sell.
Core Issue: No Sales Ontology
- Confuses Champions, Economic Buyers, Decision Makers, and Influencers — can't map the buying committee
- No understanding of stage-appropriate actions vs. generic sales activities — suggests wrong moves at wrong times
- Can't distinguish between real objections and negotiation tactics or stall behaviors — misreads buyer intent
No Sales Methodology
No understanding of MEDDICC, Challenger, or proven frameworks — gives generic advice instead of structured playbooks
No Buyer Psychology
Can't read between the lines or interpret stakeholder dynamics — misses political undercurrents
No Timing Context
Doesn't understand deal cycles, urgency, or competitive windows — suggests moves at wrong moments
Compounding Errors
Auto-regressive reasoning leads to drift over complex decision chains — compounds mistakes
AI That Already Knows How to Sell
Ava shows up Day 1, knowing how to sell and how YOU sell. She can help you strategize your way to close and automate your way to total process compliance.
- Learns your unique sales approach and methodology
- Strategizes deal progression based on your process
- Automates compliance with your sales framework
- Adapts to your team's specific selling style
- Transparent reasoning you can audit and trust
See Expert Reasoning in Action
Watch how Ava applies the Sales Reasoning Model to navigate a complex enterprise deal—from stakeholder analysis to competitive positioning to closing strategy.
Meet Ava