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1
How do you track your various fundraising and deal pipelines?
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What tools are you currently using?
Is there a consistent process between your Investor Relations team and Deal team?
VC’s need to manage a dual-sided pipeline in order to raise capital and deploy capital. This is often tracked across multiple spreadsheets and difficult to see in one place.
Venture Capital
🔍 Visibility

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2
How are you able to view and collaborate with your portfolio companies?
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Is there a single place you can sign into view metrics for portfolio companies?
A large group of portfolio companies means that VC’s will be looking multiple places for KPIs.
Venture Capital
🔍 Visibility
🤝 Collaboration

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3
How much time does your team spend duplicating documents during diligence?
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What would it mean for the business if you were to decrease that?
A team will often duplicate docs during diligence, which is frustrating and inefficient.
Venture Capital
⚡ Efficiency

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4
Tell me about how you’re currently putting together tear sheets.
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What would be the uplift from having a doc that pulls from a single location?
Tear sheets can come from one single place, meaning that they only take 5 min to generate before a meeting as opposed to 30 - 60.
Venture Capital
⚡ Efficiency

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5
What is your current tool stack for knowledge management?
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Explain to me what ___ is being used for
Reverse demo
Look for tool consolidation opportunities in the KB creation/management process
Tech (startup)
Tech (enterprise)
💸 Tool Consolidation
Was not relevant to our discussion
This got us onto a bad tangent
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6
What is the effect of the current macroeconomic condition on your next round of fundraising?
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How can we focus our efforts on driving value?
See macroeconomic training, we are expecting headwinds to cause increased focus on efficiency.
Tech (startup)
⚡ Efficiency

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7
How do your various OU’s or departments gain line of sight into the same dataset?
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Can you walk me through the tools you’re currently using?
Fragmented visibility into data is often a major pain point
Tech (enterprise)
🔍 Visibility

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8
How do your product designers gather VOC customers from your GTM teams?
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How much time does your team spend maintaining this process?
Early stage teams have more informal processes here that tend to break as the company scales
Tech (startup)
🤝 Collaboration
They were confused by this
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9
How do you have a line of sight across different customer accounts?
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What system does mortgage / retail / credit cards work in?
It’s difficult to have a source of truth, which slows down upsells
Banking
🤝 Collaboration

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10
How are you able to get a single source of truth across all of your GTM functions?
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Ask about marketing integration
Different teams might have started in different tools, which gets difficult to gain visibility as the team scales
Tech (startup)
🔍 Visibility

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11
Can you show me the tools that your team is using to evaluate opportunities?
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Position a reverse demo
Open ended questions about tool stack
Great chance to view redundancies
Venture Capital
💸 Tool Consolidation

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12
How long does it take a team member to re-enter customer data into your LOS?
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Ask about data loss during this process
Disjointed legacy systems can cause major pain points for ICs
Banking
⚡ Efficiency

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13
How are you able to see a single source of truth for your customer?
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Does this work across departments?
Often silos make it impossible to get a unified view of the customer, which makes it impossible to cross sell or upsell
Banking
🔍 Visibility

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14
Can you walk me through the tools your credit card / mortgage / business departments use?
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Position architecture sessions
Exercise will like demonstrate redundancies that we can help with
Banking
💸 Tool Consolidation

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15
How does the current macroeconomic condition affect your goals?
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Ask whether they have changed their focus, and how efficiency makes a difference
Ask how this falls in line with leadership’s objectives
We’ve been seeing a trend toward efficiency as hiring continues to be put on hold
Tech (enterprise)
⚡ Efficiency

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16
What tools is customer success currently using to handle live phone calls? What do you use to analyze call insight data?
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Position an architecture session
Dig into call insight data
Often this lives in several different tools, but we can consolidate into one surface and make it a lot easier to use
Tech (enterprise)
💸 Tool Consolidation

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17
How do your international support teams and call centers work with your sales teams?
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How do SQL’s get passed to your sales teams?
How long does the process take?
Support qualified leads are a major source of revenue, but silos can make it extremely difficult for teams to work together or even see each other’s objectives
Tech (enterprise)
🤝 Collaboration

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