Sample Discovery Questions
In order to answer this Big 5 Question, you could ask: “Who do you view as your closest competitor?
What is Question #1 How would the business classify its market position?
This Big 5 Question requires you to respond with: Upsell opportunities
What is Question #5 What is the team building towards?
This Big 5 Question is important because it "Enables us to prescribe the most effective test for the situation and criteria that align with customer goals."
What is Big 5 Question #3: "What Data Sources Are Part of This Project?"
This question's SFDC entry should include the description of the team working with data.
What is Question 4: "What is your experience and capability with data?"
This discovery question fits under Big 5 Question #2: How Would You Define a Successful Project Outcome?
A. What process do you have in place for data validation?
B. What current user feedback is driving you to evaluate PDL?
C. What are all the goals you are looking to solve in the next 3, 6, and 12 months?
D. What are major customer pain points that your product addresses?
What current user feedback is driving you to evaluate PDL?
The three types of information you should gather for Big 5 Question #2: "How Would You Define a Successful Project Outcome?"
1. Relevant products to PDL
2. Business Value
3. Personal Value
This Big 5 question is important so that we can establish pattern recognition and the potential business outcome fit.
Question 1: What Information Are We Trying to Gather With This Question?
This Big 5 Question's SFDC entry should include both their key testing focus area and other potential data sources
Question 3: What Data Sources Are Part of This Project?
This discovery question will help for an External ICP to answer Big 5 Question #4: "What is Your Experience and Capability With Data?"
How will your end users interact with the data?
(or other similar question specific to an external ICP)
This Big 5 question requires you to include the customer's feature requests (in Canny)
Question 5: "What is the team building towards?"
This Big 5 Question is important because it allows us to:
Question 2: "How Would You Define a Successful Project Outcome?"
If your prospect requested a Hubspot integration, the SFDC entry should that be documented on this Big 5 Question.
Question #5 What is the team building towards?
“What other third party data do you have already?” is a discovery question you should ask to answer this big 5 question.
Question 3: What Data Sources Are Part of This Project?
The 3 pieces of information you need to gather for Big 5 Question 1: How Would the Business Classify its Market Position?
Customer use case
Key areas of focus for the business
Who our customers’ customers are
This Big 5 Question allows us to build better rapport with the champion and identify peers in the PDL business
What is Question 2: How Would You Define a Successful Project Outcome?
This is a good Salesforce response for this Big 5 Question.
[Company Name] purchased PDL for a specific data attribute that helps them identify upsell pipeline. Going forward they are focused on using PDL via a Salesforce integration which will unlock potential to replace their existing Person/Company data source.
Question 5: "What is The Team Building Towards?"
What is one provided discovery question for Big 5 Question 5: What is the team building towards?
One of the below:
“What are all the goals you are looking to solve in the next 3, 6, and 12 months?”
“What data are you looking for next?”
“What are your most important product/strategic roadmap items?”
“What outcomes are you expecting PDL data to drive?”
“What aspects of our product are preventing you from maximizing the value you generate?”
“What are your customers asking for the most?”
“What's one feature that if PDL offered, you would immediately open your checkbook?”
“Are there any other internal teams that could benefit from using PDL data?”
The 3 pieces of information you need to gather for Question 3: "What Data Sources Are Part of This Project?"
Competitive positioning for this project
Key focus areas during testing
Inclusion of other data sources in the project
This is one of the reasons that Big 5 Question 4: What is your experience and capability with data" is important
Any one of the below:
Ensures successful data test process and customer onboarding
Identify patterns in tech stacks that can enhance PDL’s roadmap
Create strong peering between SEs and Technical Teams
Allow us to be trusted advisors and build a Data Flow™ with the customer
Below is a good SFDC response for this Big 5 Question.
"Our champion, [name], manages the data driven investing and sources team at [company]. He has built his own web crawling engines before (including for LinkedIn data) and has experience with other resume data providers. He used to use Snowflake marketplace for his data purchases, but after a billing dispute, he now takes data from S3 and ingests it himself into Snowflake.
Question 4: "What is Your Experience and Capability With Data?"