Three reasons. Listen for which.
01
Listen for
Nordic incumbent
Swedish-built. Scanian origin. Polished. The household name in regional SAT. "They're one of us."
Lead with architecture, not nationality
02
Listen for
Partner brought it in
MSP or reseller bundled it. White-labelled. Channel-managed. Nobody on the buyer's team chose it.
Lead with the board metric
03
Listen for
Volume pricing fit
Per-seat is clean. No paid AI copilot. No stacked add-ons. Procurement signed off easily.
Lead with NIS2 evidence architecture