"Make stolen data unusable." The offer had real substance and visible on-prem pricing, but lacked security proof, SLA, architecture detail, and a live customer case.
- Turn the promise into a threat-model explanation.
- Add a security proof pack, SLA table, and implementation scope.
- Separate SaaS, on-prem, DPO, CTO, and engineering buying signals.
"Tokenize PII before the application database: if SQL is dumped, attackers get tokens, not emails, phone numbers, or addresses."