1 min lesson
Mock discovery / customer scenario
Put this idea into your own words: "Here you run discovery on a mock enterprise account, sometimes paired with an AE."
Step 1 of 3
Here you run discovery on a mock enterprise account, sometimes paired with an AE. The trap is treating it as a pitch. Discovery is about extracting the truth of their current state before you prescribe anything.
Lean on a clean discovery structure - these moves are general best-practice, not Cursor-specific, but they read as professional in any SA loop.
Learn more
Full explanation
The Discovery Arc
Interactive diagram. Step through it with the Next and Previous controls below, or Tab to a region to read its detail.
Discovery is the deliverable, not the warm-up. Security sign-off is the gate that decides whether org-wide adoption is even possible.
For Cursor specifically, steer discovery toward the dimensions that determine whether company-wide adoption is even possible.
- Probe
- Current AI-tool usage
- Why it matters for a Cursor rollout
- Reveals shadow AI, incumbent tools to displace and proven appetite you can convert to governed usage
- Probe
- Security & governance posture
- Why it matters for a Cursor rollout
- Determines whether Privacy ModeCursor's setting that guarantees code data is not used for training by Cursor or its model providers, and that an admin can enforce org-wide; data-retention terms are a separate, contractual layer. Press Enter for the full definition., ZDRZero Data Retention. A contractual guarantee that the model provider won't store your code or train on it. Press Enter for the full definition., SSOSingle Sign-On. One company login (usually via SAML or OIDC) instead of a separate password per tool. Press Enter for the full definition./SCIMSystem for Cross-domain Identity Management. A standard for automatically creating and removing user accounts when people join or leave. Press Enter for the full definition. and model routing clear their bar - often the real gatekeeper
- Probe
- Dev-workflow pain
- Why it matters for a Cursor rollout
- Pinpoints where Cursor attacks first: onboarding, review load, boilerplate or context-switching
- Probe
- What “company-wide” requires
- Why it matters for a Cursor rollout
- Surfaces the scale, champions and enablement a full org rollout actually needs
| Probe | Why it matters for a Cursor rollout |
|---|---|
| Current AI-tool usage | Reveals shadow AI, incumbent tools to displace and proven appetite you can convert to governed usage |
| Security & governance posture | Determines whether Privacy ModeCursor's setting that guarantees code data is not used for training by Cursor or its model providers, and that an admin can enforce org-wide; data-retention terms are a separate, contractual layer. Press Enter for the full definition., ZDRZero Data Retention. A contractual guarantee that the model provider won't store your code or train on it. Press Enter for the full definition., SSOSingle Sign-On. One company login (usually via SAML or OIDC) instead of a separate password per tool. Press Enter for the full definition./SCIMSystem for Cross-domain Identity Management. A standard for automatically creating and removing user accounts when people join or leave. Press Enter for the full definition. and model routing clear their bar - often the real gatekeeper |
| Dev-workflow pain | Pinpoints where Cursor attacks first: onboarding, review load, boilerplate or context-switching |
| What “company-wide” requires | Surfaces the scale, champions and enablement a full org rollout actually needs |
Cursor-specific discovery: probe current AI usage, governance posture, workflow pain and what org-wide adoption would take.
Learn more
Optional practice
Practice: Mock discovery / customer scenario
QIn a mock discovery, the prospect raises a security objection early. Which response best fits the round?