Sovereignty without sacrifice.
The strategic-differentiator play. For regulated-industry buyers where sovereignty is a live board-level question, not a compliance checkbox. Framed by The Kill Switch — a real-world parable built on a documented case: one order, issued elsewhere, and everything an ordinary life rests on quietly stopping — then what she did about it: a register of every yes, and three moves that gave nothing up. Its model scores 30 controls sourced to DORA, the EU Data Act and EUCS.
A structural argument — anchored, evidence-backed, house-of-brand safe.
Sovereignty is not political. It is structural. Every enterprise AI stack has six dependency places, and every one is a switch someone else can flip. This play turns that structural fact into a diagnostic — and gives the customer a defensible written gap register in two hours.
The Kill Switch parable
Interactive · in this pack. 5-minute interactive read. A documented case told flat, the parties who must agree for an ordinary thing to work, and the reader asked to count their own. EN + DE.
- Companion talk track (5 sections · 18 min)
- Companion Executor (persona-tuned outreach)
- Companion Quick Start (3-min board briefer)
Tightest ICP of the three plays
All four criteria must hold — this is a trust-based-entry play, not a cold-outreach play.
- Highly regulated ✓✓
- Sensitive data · data gravity ✓✓
- Board-level sovereignty on the agenda
- Trust-based entry (partner / alumni / personal)
CIO · CISO · DPO
Regulated industry. Sovereignty on the board agenda. Actively responsible for the answer to "under whose court does our AI live?"
- Secondary: General Counsel · Board Risk Committee
- Anti-signal: cloud-only, no residency concern
- Anti-signal: no board-level AI budget line
DORA · EU Data Act · EUCS
Structural framework
Parable · Guide · Quick Start · Executor
Parable · Quick Start · Executor
Assets ship in the order the seller experiences the deal.
Not by dev-effort. Not by calendar. By sales-cycle moment. Every wave unlocks a specific point in the deal where the seller needs the artifact. Wave 1 (Get in the room) is where we are. Everything is being consolidated from existing content — the raw material is ~80% present.
Get in the room
Outreach · positioning · first-meeting framingFrame & diagnose
Interest → scored gap pictureDesign & scope
Show the customer what "solved" looks likeJustify & defend
Survive procurement · competitionClose, expand, sustain
Scale · refresh · executor · routingSix artifacts. Field-usable today.
Six self-contained HTML files — no build step, no dependencies, each opens from a local folder. The parable opens the conversation and the model runs the diagnostic; the four sales assets around them carry the choreography. House-of-brand guardrails applied; naming compliant throughout.
Six places. One envelope. Under whose court can any switch be compelled?
The framework the entire play stands on. Refined and validated against 10 public 2024–26 kill-switch events. Every place maps to a persona, a real event, and a Teradata answer. The envelope is a customer choice — never a vendor claim.
This isn't a marketing framework — it's a diagnostic, and it belongs to the model rather than the parable. The parable earns the question; the model enumerates the six places, scores them against the assurance standard the customer chooses, and reports what they cannot answer. The Teradata answer comes after the score, not before it.
Every sales-play slot with a wave assignment and a status.
Extended from the mind-map's original 7 slots (A–G) to 14 (H–N) after the completeness pass. Slots H–N make governance, competitive, discovery, legal, localization, metrics, and refresh cadence explicit — the difference between a one-shot artifact and a living play.
| Slot | Content | Status | Wave |
|---|---|---|---|
| A · High-level graphic | 3-plane sovereignty view + Teradata Factory Overview graphicTeradata Factory-Overview_Audi · Airlift TD Factory | 🟡 Adapt | W1 |
| B · Differentiation | "Hybrid and sovereign by default — one control plane across cloud, on-prem, hybrid"Teradata AI Studio Overview D044275 | ✅ Live | W1 |
| C · Proof point | Polizei Hessen · US DoD · DCCU banking · defence · G15 border controlsPolizei Hessen · Dell-Teradata Defence · Teradata AI in action | ✅ Live | W2 |
| D · Concrete next steps | 2h Sovereignty Gap Workshop → target-state → migration plan | 🔴 Build | W3 |
| E · Mapping into AI Services | Sovereignty controls ↔ Teradata Cloud · Factory · Fabric · UDP — P1–P6Capability-Gap-Analysis (293-node model) | ✅ Live | W3 |
| F · Industry-specific touch | FS · insurance · pharma · public sector · defence · automotive | 🟡 Adapt | W3 |
| G · Feedback loop into R&D | Sovereignty gap register → R&D backlog — channel undefined | 🔴 Build | W5 |
| H · Objection handling library | Top-10 (political charge · complexity · cost · timeline · lock-in) | 🔴 Build | W4 |
| I · Competitive positioning | vs hyperscaler-native · sovereign-cloud · IBM · Oracle · SAP · Cloudera · SAS · Dellteradata-vs-dell-report-v2 · KPC 2026 | 🟡 Adapt | W4 |
| J · Discovery question set | 15–20 Qs — kill-switch listening (residency · model control · tech lock-in · jurisdiction) | 🔴 Build | W4 |
| K · Legal / risk disclaimers | Regulatory-claim sourcing · house-of-brand guardrails on political framing | 🔴 Build | W4 |
| L · Localization plan | EN + DE at W1–W2 · FR + ES at W5 | 🔴 Build | W5 |
| M · Metrics & telemetry | Landing-page visits · workshop bookings · CIO/CISO meetings sourced · reg-industry pipeline | 🔴 Build | W5 |
| N · Lifecycle & refresh cadence | Parable annual · framework quarterly · comp row monthly · reg-events driven | 🔴 Build | W5 |
The play in Revenue Enablement's native format.
How AI Sovereignty maps to Teradata's canonical sales-play template (Quick Start → Phase 1 What to Know → Phase 2 What to Say → Phase 3 What to Do → Phase 4 Manager Enablement). This is how Dan Carr's team will accept it into Seismic.
Quick Start
ICP: CIO / CISO / DPO in regulated industry with sovereignty on the board agenda.
What to Know
6-place framework + KPC Policy Layer evidence + EU AI Act framing.
What to Say
Kill Switch parable + Talk Track (EN + DE) + persona outreach templates.
What to Do
Sovereignty diagnostic (model) → target-state → migration / co-existence plan.
Manager Enablement
Co-sell with partners + regulators + coaching frameworks.
Ordered by when in the deal cycle — not by dev effort.
Every item unlocks a moment the seller must win. Waves 1 items are shipping this quarter. The model is built and bundled; Waves 2–3 deepen it. Waves 4–5 are the defense and sustain infrastructure.
Get in the room · 4 shipped · 2 in flight
- ✅ The Kill Switch parable EN — documented case, zero model vocabulary, house-of-brand guardrails applied.Live
- ✅ Talk Track EN — 5-section presenter script.Live
- ✅ Quick Start 1-pager — A4 landscape, print-ready, board-forwardable.Live
- ✅ Sovereignty Executor (executor.html) — CIO · CISO · DPO personas.Live
- 🟡 Talk Track DE — translation from finalized EN.~2d
- 🟡 Executor DE prompts — parallel variant.~2d
Frame & diagnose · model deepening
- 🔴 Sovereignty diagnostic (the model) — six places traced to Gartner/Forrester/IDC · 30 sourced controls · frame picker (EUCS / BSI C5 / SecNumCloud) · DORA-shaped register.~2 dev-weeks
- 🔴 Sovereignty POV name-refresh — source PDF → Guide D044422.~2d
Design & scope · workshop-ready
- 🔴 Target-State Architecture designer — Teradata Cloud + Factory + Fabric.~1 week
- 🔴 Migration / Co-existence Plan module.~1 week
- 🔴 Sovereignty Gap Workshop template — 2h gap review + 90m mapping + 60m migration.~1 week
- 🟡 Industry payloads — FS/DORA · Insurance/EU-AI-Act · Public Sector · Defence/air-gap · Automotive · Pharma.~1w / industry
Justify & defend
- 🟡 Competitive positioning row — hyperscaler-native · sovereign-cloud · IBM · Oracle · SAP · Cloudera · SAS · Dell.~1 week
- 🔴 Discovery question set — kill-switch listening (15–20 Qs).~3d
- 🔴 Objection handling library — top-10 sovereignty objections.~4d
- 🔴 Legal / risk disclaimers — regulatory claims + political-framing guardrails.~3d
- 🔴 Manager coaching framework — CIO / CISO conversation red flags.~1 week
Close, expand, sustain
- 🔴 Deal-desk packaging — Sovereignty (platform + services + partner) commercial shape.~1 week
- 🔴 Metrics & telemetry v1.~1 week
- 🔴 Refresh cadence + editorial board + KPC-style change log.~3d
- 🔴 FDE feedback loop — sovereignty gap register → R&D backlog.~1 week
- 🔴 Partner co-sell wiring — Dell · NVIDIA · regulated-industry integrators.~2 weeks
- 🔴 Executor +6 personas — GC · Board Risk Committee · CCO (extends to 9 total).~1 week
- 🔴 Cross-play routing rules — Sovereignty → Strategy · Sovereignty → ROI.~3d
- 🔴 FR / ES localization.~1w / lang
Six artifacts. One coherent Wave 1 pack. Ready for LT and Sales to react to.
Open any of the four sibling assets to see the play in the seller's hands. Or forward this landing page to your reviewers as the strawman.