Lumos provides an automated access management platform that helps IT and security teams manage employee app access, conduct access reviews, and enforce least-privilege policies. The company had built a strong product and a growing customer base, but was consistently losing competitive evaluations to larger, more established vendors like SailPoint and Saviynt. The root cause was an AI search problem. When buyers asked AI assistants to compare access management vendors, the responses consistently positioned Lumos as a 'lightweight' or 'startup' option — language that undermined confidence in enterprise deals. Partnering with Nevisible, Lumos deployed an AI competitive narrative programme that improved win rates in competitive evaluations by 67% in six months.
The Challenge
Lumos competed against enterprise identity governance vendors that had been in market for a decade or more. SailPoint, Saviynt, and Omada had extensive analyst coverage, large content libraries, and strong brand recognition among enterprise IT buyers.
A Nevisible AI Search Audit found that AI responses to 'access management software' queries consistently described Lumos as 'best for SMBs' or 'suitable for companies under 500 employees' — even though Lumos had enterprise customers with thousands of employees. This narrative was directly impacting deal outcomes.
The Nevisible Approach
Nevisible's programme focused on 'narrative correction at the source' — systematically changing the information landscape that AI models drew on when forming opinions about Lumos.
The content programme produced 9 high-authority assets specifically designed to reframe Lumos's market position: an 'Enterprise Access Management Buyer's Guide,' a 'Total Cost of Ownership Analysis: Modern vs. Legacy Access Management,' and a series of enterprise customer case studies featuring Fortune 1000 logos.
The Results
Six months after programme launch, the AI narrative around Lumos had shifted measurably. AI responses to 'access management software' queries no longer described Lumos as an SMB solution — the company was now consistently positioned as a 'modern alternative to legacy identity governance platforms.'
In competitive evaluations, the impact was dramatic. Win rates against SailPoint improved from 29% to 48%, and against Saviynt from 34% to 57%. Overall competitive win rate across all evaluations improved 67%.
By the Numbers
67%
Win rate improvement in competitive evals
31%
Faster time from first meeting to proposal
48%
Win rate vs. SailPoint (up from 29%)
"Buyers were arriving to our sales calls with a narrative about Lumos that wasn't true — and it was coming from AI assistants. Nevisible changed what AI says about us, and it changed our win rates almost overnight."
LVP of Sales, Lumos
Lumos
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