Do
- Acknowledge the Forrester Wave Leader status. Never contest it.
- Frame on motion: programme rebuild vs. adding HRI to the programme you already run.
- Use NIS2 evidence and HRI's World signal as the European-fit wedges.
- Surface the 200-signal stack dependency in technical buyer calls.
- Walk away from full Unify rebuild deals with mature US enterprise stacks.
Don't
- Don't compete on AI-native language – they own it.
- Don't try to out-reference Fortune 500 logos.
- Don't disparage Cyentia data – cite where it strengthens our argument.
- Don't promise permanent co-existence – we replace at renewal.
- Don't fight on HRMCon presence or Maturity Model authorship.
Living Security needs rebuild.
Moxso replaces vendors.
Say it. Then stop talking.