Prepared for Michaela Abel — Founder & Board Member
Decent Cybersecurity
In EU defense procurement, the buying journey starts long before an RFP — it starts the moment someone serious decides you're someone they can trust with serious things.
Your U-HARRIER selection, the clearances, and the NCIA/NSPA membership are the most buying-relevant signals you own, but they sit as a static announcement and a logo wall instead of routing the people reading them to a human. The intent shows up on your site and in your inbox every week; almost none of it is captured while it's warm. Here's the part that's instrumentable today.
The signals you're sitting on
◆ SIGNAL 01
A 'Request a call-back' submission that names a defense, government, or space context
Reads as
A qualified procurement-side reader, not a curious browser. The highest-intent contact you get.
Leaks today
Lands in a shared inbox as one more form fill, with no triage by who's asking or what they referenced.
Wire this
Wire call-back requests into a tiered queue tagged by buyer type — defense, space, critical infra — so a named human responds to procurement-grade asks in hours, not days.
◆ SIGNAL 02
Repeat visits to the U-HARRIER announcement and the clearance/cert credentials in one session
Reads as
Someone building an internal trust case for Decent before they ever reach out. The pre-RFP evaluation moment.
Leaks today
Counted as pageviews. No one knows a consortium or evaluator is reading the proof points back-to-back.
Wire this
Wire the U-HARRIER page and the credential stack as a tracked 'evaluation path,' and fire an alert when both get read in one visit — that pattern is a buyer doing due diligence.
◆ SIGNAL 03
Inbound from an existing consortium partner's network — a Thales, Leonardo, or ESA-adjacent contact
Reads as
A warm referral riding on trust you already earned. The fastest-closing intent there is in this category.
Leaks today
Treated as generic inbound, with no flag that it came through a partner relationship worth its own handling.
Wire this
Wire a partner-referral lane: tag contacts arriving from known consortium domains and route them to a relationship-led touch instead of the standard intake.
◆ If you wire one thing
Stop letting U-HARRIER live as a press page — make it the spine of a tracked evaluation path, and route anyone who reads it like a buyer straight to a human.