Discovery Question Library

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Discovery Question Library

Discovery Question Library

Questions Library

Question Library

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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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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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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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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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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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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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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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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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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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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

Publish

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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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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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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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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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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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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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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