Their genuine strengths Stated honestly — credibility depends on knowing this, not just their weaknesses. Their real weaknesses Evidenced, not assumed. Objections they raise against us The actual lines their reps use, gathered from lost/contested deals. Our proof points Specific, checkable answers to each objection above. Landmines Truthful capabilities/requirements we can seed into decision criteria early that they structurally can't match. Recent win/loss notes Dated, specific, updated after every contested deal — not a static document.