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The Art of DISCOVERY
Marcus Perezon 19 August 2014
Transcript of The Art of DISCOVERY
The Art of DISCOVERY
Goals of Discovery
Keys to Great Discovery
Map Your Approach
The Hard Truth...
Who are the Decision Makers?
Leading Closed Ended
Ex. "I believe that one of your initiatives/goals/focuses is ______"
List Closed Ended
Provide a list of choices for them to pick from.
Expanding Open Ended
Questions that have multiple answers, can provide additional drill down areas or highlight challenges WITHOUT assuming a technology solution. **Have a cheat sheet of prompts**
Focus on metrics; measures pain based on impact.
Focuses on the steps; measures pain based on redundancy, errors, etc.
Demonstrates industry knowledge & establishes credibility
Ex. "Which (function) do you rely on most?"
"How often do you ______?"
Ex. "What security restrictions are critical to ______?"
Ex. "How many _____ are processed every day?"
"What is the revenue goal for _____?"
"What is the current ratio of users to customers?"
Ex. "Can you walk me through how you currently _______?"
Broad Improvement Strategies
What strategies could yield a positive impact?
ie. Upgrades, add-ons, new system, RFP, Sole Source, Dovetail, etc.
Areas You Impact
For EACH improvement strategy that you impact
Product Capabilities & Benefits
Illustrate ONLY the capabilities that support your areas of impact!
"While we should not be surprised - often times we are- by the impact that we can have when we really invest time in understanding what our prospective customers are looking for or what they are concerned about - being part of reducing fear, uncertainty & doubt is very powerful."
"Work for Meaningful Differences, not better sameness."
Mike Perlis, CEO of Forbes
Used to uncover facts:
Helps define needs explicitly:
Discuss Problems & how They would improve them.
Makes the prospect acutely aware of potential issues!
Helps you build Value in the prospects mind.
Restate/rephrase prospect's remarks; builds credibility & checks for mutual understanding