Trustholm - AU MSP sales deck SPEAKER NOTES (SE only)
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Print or keep open beside the customer PDF (msp-sales-deck.pdf).
Do not present this file as a customer leave-behind unless stripped of talk tracks.

Registry gate: do not say Entra / Okta / Stripe / SMTP "works in production lab" unless capability-verification-registry status is LabVerified+.

Slide 1 - Title and ICP
-----------------------
Talk track:
- Open with complement-first: we sit beside their RMM, we do not replace patch.
- Qualify ICP in two questions: who asks for execution provenance, and what stays primary for inventory/patch.

Sources:
- DOCS/05-Features/sales-trial-review-script.md (wedge + discovery + red/green flags)

Slide 2 - The problem
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Talk track:
- Walk their privileged PowerShell paths (RMM, PDQ, laptops, git).
- Tie pain to assessor / insurer / Essential Eight style asks - not generic "security."

Sources:
- sales-trial-review-script.md discovery questions
- trust-one-pager-msp.txt themes

Slide 3 - The wedge
-------------------
Talk track:
- Read the canonical wedge sentence once, slowly.
- Objection "we already have an RMM" → correct, keep it; we govern signed scripts and export.

Sources:
- sales-trial-review-script.md canonical wedge + objection table

Slide 4 - How it works
----------------------
Talk track:
- Keep architecture light; offer Architecture PDF from trust downloads.
- Emphasize tenant isolation and signed execution - avoid deep product tour here.

Sources:
- /trust/downloads architecture-overview
- /trust security page for control themes

Slide 5 - Features (Shipped)
----------------------------
Talk track:
- Open the live /trust page in browser if possible; do not screenshot stale cert badges.
- Invite them to reproduce Shipped rows in trial.

Sources:
- https://www.trustholm.com/trust (Shipped vs Gap)
- https://www.trustholm.com/trust/for/msps

Slide 6 - Proof
---------------
Talk track:
- Explicitly label composites as anonymized evaluation material.
- Offer /resources/governance-outcome-stories; do not invent logos.

Sources:
- https://www.trustholm.com/resources/governance-outcome-stories
- DOCS/07-Compliance/case-studies/ (internal only if needed)

Slide 7 - ROI worksheet
-----------------------
Talk track:
- Hand them the blanks; facilitate their math.
- Refuse to invent a Trustholm dollar ROI figure.

Sources:
- Methodology only (this deck); pricing tiers discussed separately if asked (Govern / Evidence - not $2.99 RMM race)

Slide 8 - Honesty and gaps
--------------------------
Talk track:
- Lead with SOC 2 honesty; credibility over polish.
- If they ask "does SSO work with our Entra?" - CodeComplete exists; LabVerified pending lab host. Offer trial proof path, not a fake cert.

Sources:
- /trust limitations language
- DOCS/06-Development/capability-verification-registry.md advertise rule

Slide 9 - CTA
-------------
Talk track:
- Book trial + 30-minute diligence (agent → signed script → export).
- Send trust downloads pack link; leave speaker notes with SE only.

Sources:
- https://www.trustholm.com/trial
- thirty-minute-diligence-script.pdf
- sales-trial-review-script.md nurture section