What to know
The context the seller absorbs before the call.
Regulatory landscape, competitive positioning, and the inside-edge thesis that frames every Kyndryl S&R conversation in Spain.
Market & regulatory context
4 assetsDefending Spanish Banks Under DORA — AFI study refresh
Repositioned AFI x Kyndryl resilience study, framed for CRO defensibility ahead of supervisory inspection cycles rather than as a compliance product. Use for CRO and Board conversations.
DORA
DORA primer for sellers — articles, timelines, exposure
Pocket reference: which DORA articles drive what conversations, key inspection milestones, and the four numbers every Kyndryl seller in Spain should know cold.
NIS2
NIS2 transposition tracker — Spain
Where Spain stands on NIS2 transposition vs. EU peers, sector-by-sector exposure mapping, and the "wait-then-panic" window for Defend-segment accounts.
EU
Sovereignty regulatory landscape — EU + Spain
ECB ICT third-party guidance, AEPD positioning, sovereign cloud frameworks. Anchors the Door 2 conversation with the right regulatory citations.
Competitive battlecards
5 assetsPwC
vs. PwC — the audit-relationship gate
How PwC controls Discover and Evaluate via statutory audit relationships in Spain. Counter-positioning: operational accountability over external advisory.
ACN
vs. Accenture / Innotec
500 security staff in Spain post-Innotec acquisition. Counter-positioning: integrated advisory + execution; we run the systems they propose to secure.
DTT
vs. Deloitte
Cross-sells from audit into cyber advisory. Counter-positioning: regulator-fluent operator with decade-long incumbency in core systems.
IBM
vs. IBM Security
Preferred MSSP for Palo Alto and CrowdStrike. Counter-positioning: cross-vendor neutrality and the closed loop Bridge enables.
DXC
vs. DXC — the mirror competitor
Same legacy, same repositioning challenge. Counter-positioning: speed-to-market on consulting pivot, the Bridge platform, and named Spanish references.
The Inside Edge thesis
3 assetsBrand
Brand positioning statement & brand character
"Insight you can only get from the inside." The integrated advisory + execution category, with operationally honest brand character.
Gap
The capability/perception gap — visualized
7,500 professionals, top-5 market share, but only 7% market consulting association. The "Inside vs. Outside" view sellers should know cold.
4-Test
Four-test brand validation — relevant, credible, unique, sustainable
The strategic check on every claim Kyndryl S&R Spain makes. Includes the residual risks and how to handle them in conversation.
What to say
What the seller actually says in the room.
The Three Doors framework, CIO bridge openers, persona-specific discovery, and objection handling — the words that turn context into a real meeting.
Three Doors entry framework
2 assetsSeller one-pager — pick the door, equip the CIO
Internal artifact. Three doors (CRMA / Sovereignty / Supervisory Readiness Assessment) with Use-When cues, CIO opening lines, and position-as guidance for each.
CIO leave-behind — three conversations worth having
Customer-facing. Same three doors written for the CIO to use with the CISO/CRO/Board, in their voice not ours. Buyer-language outcomes.
Discovery questions by persona
5 assetsCISO
CISO discovery guide — exposure clarity
Twelve questions ordered by trust depth. Anchored to Door 1 (CRMA). Includes red flags that signal the conversation should pivot to Door 2 or 3.
CRO
CRO discovery guide — defensibility & readiness
CRO-specific framing: regulatory exposure language, board-readiness signals, and the Big-4 comparison the CRO is implicitly making.
CCO
CCO discovery guide — sovereignty & compliance
CCO-specific framing for AEPD, GDPR, and EU sovereignty. Bridges legal-validation concerns into operational readiness conversations.
COO
COO veto questions — operational continuity
The COO won't initiate, but can stop a deal. Questions to surface the operational concerns early so the COO becomes a sponsor, not a vetoer.
CIO
CIO expansion guide — without bypass
Per Monica's specific ask. How to expand from CIO to CISO/CRO without the CIO feeling sidelined. Talking points the CIO can use to introduce, not be introduced past.
Objection handling
3 assets$
Pricing & investment objections
"Why not the free PoC from a hyperscaler?" "Your assessment costs more than PwC's." Counter-framings tied to mandated compliance budgets, not discretionary transformation.
Refs
"Show me a Spanish banking reference"
How to handle the named-reference gap honestly while leaning on the energy account, ANB, and the Wave 0 case study in development.
Time
Timeline pushback — "we're already mid-DORA"
For accounts deep in their DORA program. How to position Kyndryl as compression, not extension. Scoped engagements, parallel workstreams, not full restarts.
What to show
What the seller demonstrates or leaves behind.
Bridge-telemetry exposure briefings, named and illustrative reference cards, demos, and customer stories — the proof that backs the conversation.
Bridge-telemetry exposure briefings
2 assetsResilience exposure briefing — page 1: estate snapshot
Headline finding, critical workload RTO heatmap, operational resilience coverage scorecard (DORA Arts. 5–14). The page that turns telemetry into observation, not pitch.
Resilience exposure briefing — page 2: gaps & conversation trigger
The "so what" page — three ranked gaps, CISO-ready conversation trigger, and the three-step ladder into a CRMA scoping conversation.
Reference cards
3 assets · more in developmentReference A — IBEX 35 retail bank (illustrative ideal-state)
The post-pilot Beachhead bank reference Wave 0 needs to produce. Cuts core-payments recovery from 7h to under 90 minutes ahead of first BdE supervisory inspection.
Reference B — Spanish energy multinational
Real, named-logo win. Multi-tower engagement, Kyndryl now runs the Security Architecture Office. Honestly framed — credibility via authenticity.
Reference C — Arab National Bank (international peer)
Real Kyndryl reference, framed for Spanish CRO peer use as the "comparable regulated environment" until a named Spanish banking case is secured via the pilot.
Demos & live experiences
3 assets▶
KIRS demo — AI-automated recovery orchestration
5-minute walkthrough of Kyndryl Intelligent Recovery Service integrated with Bridge. The Recover-narrative anchor for DORA RTO conversations.
▶
Bridge dashboard walkthrough
Live tour of the Bridge platform — what it sees, what it correlates, and what no competitor can replicate from outside the estate.
⌂
Madrid SOC tour — CISO Resilience Lab format
The half-day invite-only experience format. Includes facilitator script, attendee mix guidance, and post-event follow-up sequence.
Customer stories — full case studies
2 assetsDNA
DNA Finland — telco resilience
Full Kyndryl case study reframed for Spanish telco prospects. Anchors NIS2 / critical infrastructure conversations with European peer credibility.
+1
Wave 0 pilot case study (post-pilot)
The named Spanish banking reference Wave 0 will produce. Replaces Reference A (illustrative) with the real artifact once co-signature is secured.
What to run
What the seller uses to close and execute.
The Kyndryl-specific section. Operating an account doesn't end at signature — it begins. Templates, playbooks, and sequencing guides for everything after the contract is signed.
Engagement playbooks
3 assetsCRMA
CRMA scoping templates & SOW
Standard 4-week CRMA structure, deliverable templates, pricing bands, and the conversion path from CRMA into broader consulting engagement.
Pilot
Wave 0 pilot playbook — the eight-week test
Measurement plan, decision framework, and Week-8 gate criteria. The internal artifact that makes the pilot a real test, not just a project.
Seq
Account sequencing — Beachhead → Acquire → Defend
How a Beachhead win becomes Acquire ammunition becomes Defend pivot. Playbook for the GTM motion across the four segment quadrants.
Internal references hub
2 assetsHub
Internal references hub — search & filter
Per Monica's loss-reason diagnosis. Searchable repository of all Kyndryl references tagged by sector, regulation, persona, entry door, and lifecycle phase.
Brief
Reference-on-demand brief generator
For sellers preparing for a specific conversation. Inputs: account sector, lead persona, conversation context. Output: ranked references with justifications.