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The Art of DISCOVERY

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by

Marcus Perez

on 19 August 2014

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Transcript of The Art of DISCOVERY

Process Oriented
The Art of DISCOVERY
Goals of Discovery
Sources
Question Types
Keys to Great Discovery
Map Your Approach
Demo
The Hard Truth...
Reality...
Top Down
Bottom Up
Directed
Exploratory
Who are the Decision Makers?
Executives
Managers
Staff
Prospect
Current Customers
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**
Performance Oriented
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 _______?"
Strategic Initiatives
KPIs
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."
Jeff Bender
"Work for Meaningful Differences, not better sameness."
Mike Perlis, CEO of Forbes
Categories
QUESTION CATEGORIES
Situational
Used to uncover facts:
individuals
organization
process
Problem
Helps define needs explicitly:
Disadvantages
Quality worries
Difficulties
Reliabilities
Security
Implication
Discuss Problems & how They would improve them.

Makes the prospect acutely aware of potential issues!
Need-Payoff
Helps you build Value in the prospects mind.
Amplification
Restate/rephrase prospect's remarks; builds credibility & checks for mutual understanding
Full transcript