Current state (5 questions)
How does your team handle [process] today? What's the team structure? What tools are in place? What metrics do you track? How is performance measured?
Pain (7 questions)
What's the hardest part of how this works today? How long has this been a problem? What have you tried that didn't work? What does this cost you when it goes wrong? Who else shares this pain? What would happen if you waited another year? What's the personal impact on you?
Impact (5 questions)
Can you put a dollar number on this? How does this affect [specific KPI]? What does this cost the company annually? What strategic priorities does this affect? How does this show up at QBR?
Decision process (8 questions)
Walk me through what happens after you decide to move forward. Who else needs to weigh in? What's typical timeline? Has anything like this been delayed at the last step? Who has veto power? Is there a board step? What criteria will you use? Is there a formal RFP?
Champion and competition (5 questions)
Who else in your org cares about this outcome? Who would lose if this fails? Are you evaluating others? Where are they ahead or behind us? What would have to be true for you to pick us?
Frequently asked questions
What are the best discovery call questions?
Open-ended questions about current state, pain, impact, decision process, and competition. Specific quantification questions ('what does this cost?') separate great from average.
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