"It's reassuring that you've invested here. What works well with your current solution, and what would you change if you could? I'm not asking you to switch — I'm asking what the ideal would look like."
"Many companies in your situation started by running us in parallel for one use case — the team that manages the most complex workflows. That's low risk and gives you real-world data to compare on."
"We rarely win by convincing someone to rip and replace. We win by showing one workflow that's measurably better. What's the highest-stakes process your current tool handles?"
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