1 min lesson
Displacement vs. greenfield
Give a plain answer to "Why is conceding that a competitor like Copilot is 'fine' often a stronger move than attacking it?" Then ground it in one lesson detail.
Step 1 of 2
Displacement vs. greenfield
When a prospect already runs Copilot, you have two honest plays. Know which one the situation calls for.
For teams hitting Copilot's ceiling on multi-file work and context.
Quantify the gap with a side-by-side trial on their real code, then let the developers vote.
Some teams run Cursor alongside other tools during evaluation.
Don't force a rip-and-replace; let usage data make the case for consolidation over a quarter.
Never invent a competitor weakness you can't back up. If you claim "Copilot can't do multi-file edits" and the engineer knows otherwise, you've lost the entire room and the deal. State what you can defend and when you're unsure, say you'll confirm. Measured beats breathless every time with this buyer.