The QBR script that turns a free scan into a subscription.

The best AI governance pitch isn't a pitch. It's a client's own risk findings, on the table in their quarterly review. Here's how to run that conversation.

Before the QBR: run the free scan

Connect the client's tenant read-only and bring the risk report to the meeting. You're not selling a hypothetical, you're showing them what's actually in their environment.

Open with the question, not the product

"You're rolling out Copilot and a few agents, can we answer, together, what AI identities now have access to your data, and who owns them?" Almost no one can. That not-knowing is the moment; it teaches the problem without you having to assert it.

Show the findings, then the blast radius

Walk through the inventory and the highest-risk identities, the over-permissioned service principal, the dormant agent, the forgotten OAuth grant. Frame it plainly: this is the tail of risk that comes with adopting AI, and it grows every month.

Make the offer concrete

• Fix it once: an AI Identity Onboarding Review to remediate what the scan found.
• Keep it safe: continuous monitoring as a subscription, because the sprawl doesn't stop.
• Prove it quarterly: a posture review that gives their board and insurer evidence.

Close on confidence

The line that lands: "This is what lets you say yes to AI without crossing your fingers." You're not selling software, you're selling the confidence to adopt. That's a renewal, not a transaction.