Do
- Lead with the architecture conversation, not the feature race.
- Respect the Nordic incumbent. Acknowledge Monterro stability.
- Use Awareness Level versus Resilience Score for Security Leader buyers.
- Use SCIM versus App registration for IAM-mature buyers.
- Plan the replacement at the renewal date.
Don't
- Don't attack the UX or the design.
- Don't claim the product is outdated.
- Don't promise permanent co-existence – we replace.
- Don't compete on per-seat at SMB volume.
- Don't over-weight the analyst gap.
Nimblr trains people.
Moxso measures change.
Say it. Then stop talking.